Getting credible with stories of past clients and what they achieved is the principle of flashbacks. Jeff, James and Abbey discuss how to use a flashbacks and what it does to progress the client conversation.
Join the conversation by following us on LinkedIn.
About the Author
More Content by Jeffery Downs
Do more cold calls mean more sales?
Download Tool
Listen to James, Abbey, and Jeff discuss what it means to be a great sales professional. Learn a little about what you might do and how you might do it. Consecutive activity will keep you climbing the
CEO's want solution sellers but rarely is a person a solution seller. Why? If the common theme in the market is that solution sales bring success then why aren't more sales professional solution selli
What is a big deal and how do you prep for it? What amount of time should you take to get the plan together? Abbey, James, and Jeff discuss what is a big deal and prepping for it.
Abbey, James, and Jeff discuss how the Strikingly Different Sales book has impacted their sales. They also discuss how they are incorporating the six skills into their sales process.
What is the most important marketing tool for movies? You guessed it, the movie trailer. The movie trailer business is a multi-billion dollar business and there is a formula to make a great movie trai
When driving down a busy freeway do you see billboards? What is it about the billboard that draws your attention? What are the principles of an effective verbal billboard?
Jeff, Abbey, and James discuss ending the year strong and starting out with flying ahead of the sales airplane.
Jeff discusses the ins and outs of making quota. Can an entire team or entire sales force make quota? If so, what will it take to make it happen?
Jeff, Abbey, and James discuss the ins and outs of sales demos and remote work. When and why you would use a demo.
James, Abbey, and Jeff talk about how they come out of individual sales slumps and what to do when organizational sales stagnate.
When your sales team is reorganized, how do you stay focused and continue serving the client's needs?
Abbey, James and Jeff discuss attributes to look for in a sales professional. They also discuss seeing from the client's point of view.
Stop saying this one word and replace it with this one. Jeff, James, and Abbey discuss what word will change interactions in your sales calls. Be ready to talk, sometimes people answer their phone.
Jeff, Abbey, and James discuss the difficulty of selling through others and how to succeed. Sometimes you don't have direct contact with the end-user of your product or service.
Jeff, Abbey, and James discuss the art of talking to strangers. Is small talk valuable in sales? Keeping the prospecting fires burning.
Jeff, Abbey, and James get into a robust conversation about customer service. Should sales professionals provide customer service or not? Listen to the conversation and you decide.
In the era of information, what do you use to enhance your sales prospecting, qualifying, and closing? Abbey, James, and Jeff discuss what technology to use, how to use it, and when to quit.
Join Abbey, James, and Jeff as they discuss the importance of not guessing what your clients want or need.
