The Sales Questions that Uncover Pain, Value & The Yes
Lightning Round: Top 10 Ways to Build Your Personal Brand Question: Juan from Santa Fe asks, “I sell software for a small firm that focuses on manufacturing firms - and for the last few years business has been great. Once the election happened we are struggling—struggling because it seems like everyone has become price sensitive—so price sensitive. I have listened to your podcast and I know I need to sell value if I want to get price off the table - what are the best questions to ask to get to the value?” Book: Spin Selling by Neil Rackman
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Why You’re Losing Deals You Should Be Winning
Lightning Round: Top 10 Ways to Protect Your Price Question: Lucia from Seattle asks, “ I love sales logic—listen on my way to work—you have been so helpful. I am writing in because I am stuck. I am killing myself and cannot get one of my deals across the finish line. The harder I try the worse it gets - I get to the proposal stage, then nothing.” Book: Wealthy and Well-Known by Rory and AJ Vaden
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How to Drive Customer Retention
Lightning Round: Top 10 Ways to Fill a Dry Pipeline Question: Mike from San Diego asks, “I am the CRO of a large DME company and we have been experiencing strong growth—organic and through acquisitions. And experiencing all that comes with that: disorganization, constant shifts in strategy and structure and I am really worried we have lost our focus on keeping customers. We have no problems getting new customers, but I am really worried about our retention rate. How do I get my team to focus on both? and should I? Love the show by the way - make my entire team listen to it.” Book: How to Get a Meeting with Anyone by Stu Heinecke
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The Biggest Mistakes in Sales Today
Lightning Round: Top 10 Ways to Use Client Testimonials Question: Lanora from Toronto, Canada asks, “ I am struggling with my sales managers—I feel like he wants me to focus on the wrong sales strategies for our market and I have been doing HIS sales process for more than six months—and I am not getting results. I have tried to talk with him about my ideas - but he is NOT open. I am also about to go on a PIP for not hitting my numbers.. HELP what do I do?” Book: Building A Story Brand 2.0 by Donald Miller 💡Join Mark and Meridith on June 23 for a dynamic conversation featuring special guest Sonia Dumas. This session goes beyond AI as a tool—you’ll learn how to use AI as a strategic advantage Grab your spot at this link
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Strategies to Close the Complex Sale
Lightning Round: Top 10 Ways to Build Your Personal Brand Question: Sina from Tokyo, Japan asks, “I work in the financial services industry, and expanding my portfolio is a long sales cycle - feels like these days it is getting longer. I am doing a great job of getting the meetings, and connecting with decision-makers. I am even having good conversations, but not quite getting the decision-maker to make decisions—any ideas would be appreciated.” Book: Secrets of Closing The Deal by Zig Ziglar
Hosted by sales experts Mark Hunter and Meridith Elliott Powell, Sales Logic answers today's toughest selling questions with logical answers that will help you win more deals and make more money. When you sell with confidence and integrity, uncertainty suddenly becomes your competitive advantage and the sale... becomes logical.
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