Info

Accelerate! with Andy Paul

“Accelerate Your Sales Power.” Are you completely satisfied with your sales performance? Then Accelerate! your sales skills, leadership traits, and personal development, with sought-after speaker, best-selling author and sales sage, Andy Paul. Six times a week, Andy interviews the world’s foremost sales minds and extraordinarily interesting people like Jeffrey Gitomer, Robert Cialdini, Jill Konrath, Anthony Iannarino and Tim Sanders -- to uncover the strategies and insights you can use to generate massive value for your customers and epic wins for you. Get inspired with proven strategies to bust through limiting mindsets, amplify your value to buyers and outsell the competition. Whether you’re a sales leader, AE, AM, SDR, CEO, or entrepreneur, YOU want to generate better leads, close more sales and grow your accounts, and Accelerate! is the preeminent podcast for fast breakthroughs. Check out our growing catalog of 350+ hard-hitting episodes now.
RSS Feed Subscribe in Apple Podcasts
2020
January


2019
December
November
August
July
May
March
February


2018
July
April
March
February
January


2017
December
November
October
September
August
July
June
May
April
March
February
January


2016
December
November
October
September
August
July
June
May
April
March
February
January


2015
December
November
October


All Episodes
Archives
Now displaying: January, 2017
Jan 2, 2017

Joining me on this episode of Accelerate! is my guest Ron Hubsher, Managing Director of the Sales Optimization Group, and author of Closing Time: The 7 Immutable Laws of Sales Negotiation. Among the many topics that Ron and I discuss are how Ron’s background in engineering led him into sales, how the sales process is like a manufacturing process, how to get more performance from your sales pipeline, and Ron’s seven laws of sales negotiation.

 

KEY TAKEAWAYS

[:53] Ron tells how the Sales Optimization Group helps sales organizations accelerate with best practices. Ron was an engineer, but studied best practices for ‘manufacturing’ a sale.

[2:01] Ron compares qualified leads to raw materials, and the sales process to manufacturing.

[6:39] Ron talks about price versus risk in a case study of paper manufacturing.

[10:00] What are the two metrics Ron suggests for scoring and filtering your pipeline prospects?

[13:49] Andy sets forth the difference between sales performance and sales productivity.

[17:17] Negotiation starts early. You always want to have closing in mind at the first interaction. How do sales effort and negotiation interrelate?

[19:01] Make sure you are the buyer’s top choice. If you’re not the number one choice, you have no reason to negotiate; they’re only using you to beat down the price of the winner.

[20:09] What are the basic things you want to ascertain with the buyer, as you show them you are the least risky solution.

[24:45] Ron covers the seven steps of sales negotiation, including, resisting ‘the squeeze.’

[30:16] Be proactive in understanding all the parties involved in the decision-making, including procurement and legal.

MORE ABOUT RON HUBSHER

What’s your most powerful sales attribute?
Our referenceable client base, and walking the walk in our sales process.

Who is your sales role model?
Alston Gardner, Founder of TAS, Mike Bosworth, author of Solution Selling, and Robert B. Miller, author of STRATEGIC SELLING.

What’s one book that every salesperson should read?
Solution Selling: Creating Buyers in Difficult Selling Markets, by Michael Bosworth, or STRATEGIC SELLING: The Unique Sales System Proven Successful by America's Best Companies, by Robert B. Miller, Stephen E. Heiman, & Tad Tuleja.

What music is on your playlist right now?

U2, and Jimi Hendrix.

CONTACT RON HUBSHER

Contact Ron: RHubsher@SalesOG.com

Website: www.SalesOG.com

 

« Previous 1 2