Modern Sales - B2B Selling Podcast

You're in the service of your client. So, it's really imperative that you're always doing what's best for them, and that takes investigation.

Want the full transcript? Visit the show notes page on our website:

https://servedontsell.com/modern-sales/order-takers-in-sales-and-how-to-not-be-one

---

Get a daily sales insight sent straight to your inbox:

Subscribe to the daily sales insights newsletter

Don't miss a single episode:

• Subscribe on Spotity
• Subscribe on Apple Podcasts

Like what you heard?

Help us get the word out by leaving a rating and review on Apple Podcasts.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Asking good questions is critical in the sales process - particularly in discovery. In this episode, I'll cover the four questions you should ask in every discovery you conduct.

Want the full transcript? Visit the show notes page on our website:

https://servedontsell.com/modern-sales/rebroadcast-sales-questions-to-ask-in-discovery

---

Get a daily sales insight sent straight to your inbox:

Subscribe to the daily sales insights newsletter

Don't miss a single episode:

• Subscribe on Spotity
• Subscribe on Apple Podcasts

Like what you heard?

Help us get the word out by leaving a rating and review on Apple Podcasts.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Write a book for $1M? Some people say you'll never make money writing a book, but Blair Enns, founder of Win Without Pitching, begs to differ. He'll tell you his plan in this can't-miss episode.

Want the full transcript? Visit the show notes page on our website:

https://servedontsell.com/modern-sales/creating-a-1m-book-on-pricing-to-leverage-consulting-expertise-with-blair-enns

---

Get a daily sales insight sent straight to your inbox:

Subscribe to the daily sales insights newsletter

Don't miss a single episode:

• Subscribe on Spotity
• Subscribe on Apple Podcasts

Like what you heard?

Help us get the word out by leaving a rating and review on Apple Podcasts.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Welcome to The Liston.io Show! I want to help you build a better consulting business. Hang out here to learn about marketing, selling, and improving your consulting expertise and building your team, if you have one (or want one).

Want the full transcript? Visit the show notes page on our website:

https://servedontsell.com/modern-sales/welcome-to-the-podcast

---

Get a daily sales insight sent straight to your inbox:

Subscribe to the daily sales insights newsletter

Don't miss a single episode:

• Subscribe on Spotity
• Subscribe on Apple Podcasts

Like what you heard?

Help us get the word out by leaving a rating and review on Apple Podcasts.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

How you end and follow-up from a sales meeting will be the ultimate determinants of your success. In today’s episode, we’ll go over how to follow through on meetings so you’re set up for success, the importance of repetition, and a template you can use to close every meeting.

Often we’re so focused on the goal of setting up a meeting that we overlook how to end a meeting. But in sales, I can assure you, the money is in the follow-up. How you end and follow-up from a meeting will be the ultimate determinants of your success.

That’s why we’re concluding the #SalesMeetings series on Modern Sales with an episode on concluding your sales meetings. Throughout this series, we’ve been discussing the science behind good (and bad) meetings. See them all in the show notes below.

Today I’ll share how to follow through on sales meetings so you’re set up for success, the importance of repetition, and a template you can use to close every meeting.

You’ll learn:

The power of permission, repetition, and agreement

• The psychology behind using this trinity in the closing moments of a meeting and the followthrough will change the way you do sales. I dive into the science behind this in this episode. The gist is asking your clients for permission and agreement throughout the sales process leads to them feeling engaged, in control, and more inclined to continue saying “yes.” Where repetition is one of the best tools for helping your clients internalize and remember the information you give them.

How to end your meetings

• For one, always end on time. It sends the message that you respect everyone’s time. And if you’ve covered everything in a meeting, end it early! I’ll present a simple process that you can use as a template to end every meeting: summarize, decide, follow through. I’ll cover the dos and don’ts of each step in-depth in the episode.

How to follow through after meetings for success

• Followthrough is where the real meeting magic happens. After all, it’s the actions following the meeting that matter most. So, follow through on whatever you promised you’d do, including sending an email summary from your CRM so the conversation and decisions are well-documented.

Mentioned:

Sign up for our newsletter

Check out our training programs

#SalesMeetings: Why Bad Meetings Are Killing Your Numbers

#SalesMeetings: What to Do Before Every Meeting to Make It a Success

#SalesMeetings: How to Run a Great Meeting

The Surprising Science of Meetings by Steven Rogelburg

Logan Nickelson at Music For Makers

Want the full transcript? Visit the show notes page on our website:

https://servedontsell.com/modern-sales/how-to-finish-a-sales-meeting

---

Get a daily sales insight sent straight to your inbox:

Subscribe to the daily sales insights newsletter

Don't miss a single episode:

• Subscribe on Spotity
• Subscribe on Apple Podcasts

Like what you heard?

Help us get the word out by leaving a rating and review on Apple Podcasts.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.