Sales Chalk Talk

There’s hardly any situation in life that doesn’t involve sales in some way. We may not think of it as selling, but it is! Whenever we are excited about a particular outcome or result, and we talk with other people about how that outcome or result can benefit them, we’re selling. Our special guest on this episode of Sales Chalk Talk is “The Living Legend” Ben Gay III. Ben literally wrote the book on Sales Infiltration. What you’ll hear on this call is Ben’s stories about how sales infiltration was a part in many and varied incidents in his life: • How Ben set up and taught a motivational program for inmates at San Quentin • How Ben, though innocent, spent over 6 years in federal prison and instituted the same motivational program there • How Ben motivated the Apollo 14, 15 and 16 astronauts and taught them how to raise funds for NASA • How Ben became an Archbishop, and became famous for getting a dog ordained to the ministry • And much more! Join my incredibly great co-host, Jim Hamlin, and me as we laugh and learn with the amazing and fabulous Ben Gay III. Ben’s website is http://bfg3.com

One of the most effective ways to market your business is to speak publicly, whether it’s webinars, workshops, seminars, keynotes or other types of speeches. The trick, though, is to do it professionally and effectively. Our special guest on this episode of Sales Chalk Talk is one of the foremost experts in the art of public speaking. Tanis Roeder is a wonderful speaker in her own right, and teaches and coaches others to become absolutely tremendous speakers as well. Here’s what you’ll hear on today’s call: • How to use your body language and gestures to make your speech exciting rather than distracting • How you can use your voice to convey emotion, enthusiasm and energy • How to use PowerPoint slides so they add to rather than distract from your presentation Join my awesome co-host Jim Hamlin and me as we talk with the awesome speaking expert. This was Jim’s first show after a few weeks away, and it’s one of the funniest shows we’ve ever done, as well as one of the most interesting. Tanis’s website is elevateyourcommunication.com

Transitioning out of the corporate world and starting a business of your own, or even running the one you’ve already started, can be a daunting experience. There are hundreds of factors to which you will be exposed, some vital to your success and some not so much so. To take a business to success almost always requires information and inspiration from a mentor who has already successfully done what you want to do. Our special guest on this episode of Sales Chalk Talk is just such a mentor. Ellen J. Harris is a highly successful entrepreneur and sought after coach and speaker. What you’ll hear on this show: • The major factors to successfully transition from corporate to your own business • The parts of your business on which you MUST focus to be successful • How a well-written business plan can give you the information and funding you really need So join me as we laugh and learn with the incomparable Ellen! Ellen’s website is http://business-accelerated.com

It seems as though, more and more lately, marketing has become cookie-cutter. Most everyone does the same thing the same way every time, when they reach out to their prospects and clients. Our special guest on this episode of the Sales Chalk Talk show is an exception to the rule. He’s not like everyone else. He’s someone unique and special, and his brand of marketing is making companies tons of money. “Magic Brad” Gudim truly is a magician. He uses magic in his marketing and his selling. What’s really magic, though, is the way he helps companies grow. On this episode, you’ll get Brad’s take on: • How trade shows, expos and other events can build your business big very quickly • The GOSPA system of goal setting • Why you really don’t need email very much anymore • And much more So tune in and enjoy the show, as I talk with Brad about sales, marketing and success! Brad’s website is http://magicbrad.com

In selling it seems that there are four points of difficulty that plague salespeople…qualifying to be sure one is having a conversation with someone who really is an ideal client, asking for the sale and answering objections and getting past the fear of picking up the phone and making calls. My special guest on this episode of Sales Chalk Talk, Andy Paul, is a sales authority, who has some intriguing ideas about how salespeople can think through and work through these difficulties. What you’ll hear on this show: • How to be sure you’re talking with someone who can buy and profit from your product or service • An interesting take on asking for the sale or the order • Some great advice on how to effectively answer objections • How to minimize call reluctance Join us as Andy provides his thoughtful, cerebral take on selling. He truly is a sales genius! Andy's website is http://andypaul.com.

The confidence level you project to your audience or your prospective buyer will reflect back to you, as if you were looking in a mirror. If you’re nervous, uncertain, unsure or afraid, your audience or prospect will feel the same way about what you’re presenting. If you’re strong, confident, optimistic and fully prepared, others will have confidence in you and become your customers or clients. On this episode of Sales Chalk Talk, speaking and sales authority Jane Powers shares incredibly great ideas and strategies about how you can develop that confidence and fearlessness and grow your business, your sales and your income exponentially! On this show you’ll hear: • How you can speak with confidence and sell with authority • What to do when your prospect objects • A way to introduce yourself that establishes your value and makes people want to work with your from the very first moment you meet Jane Powers IS a powerful speaker and coach. She truly is a force of nature, and you’ll love listening to her! I know I did! Jane’s website is http:janempowers.com.

One of the biggest secrets to consistently great selling is a process, a step by step roadmap to lead your prospective clients to the place where they can make a decision, be it yes or no. On this episode of Sales Chalk Talk, sales trainer extraordinaire Omar Periu takes us through the main factors that make up an effective, productive sales process. What you’ll hear on this episode: • How to easily build rapport in 5 minutes or less • How to answer objections and increase sales • The elements that make up Investigative Selling Omar is an author, speaker, coach and entrepreneur. He is the only Tom Hopkins certified sales trainer in the world at present. Omar’s website is omarperiu.com. You can obtain tickets to his next workshop on March 11, 2017, in Boca Raton, Florida, at bit.ly/omar-boca.

In selling, followup is absolutely critical to success. We all know it, but very few salespeople actually do it. Where it used to take 4 or 5 “touches” for a prospective client to buy, it now takes 10 to 12. On this episode of Sales Chalk Talk, sales and business expert Gene McNaughton shares some ideas about the vital importance of followup and practical suggestions about how to implement a successful followup program. What you’ll hear on this call: • Why salespeople don’t followup the way they need to in order to be successful • The process you can follow to followup successfully with your prospective buyers • A new, cutting-edge tool you can use to make following up easy and effective • You’ll have the opportunity to connect one-to-one with Gene, who is one of the smartest, most successful sales coaches and businessmen in the world Gene’s website is thesalesedge.co, and his email address is gene@growthsmart.com.

When we communicate with our family members, our friends, the employees, contractors and salespeople we manage, or even with people we’ve just met, we sometimes have blind spots. Blind spots are the ways in which other people perceive us that differ from how we think they see us. • We may see ourselves as sensitive and caring, while others see us as weak and whiny. • We may perceive that we’re being kind and helpful, and others may think we’re being intrusive. • We may think we’re being direct and plainspoken, and others may perceive us as being rude and overbearing. And the biggest challenge is knowing how to find out what our blind spots are and do something about communicating in a way that projects our perception accurately. On this Sales Chalk Talk, sales and business coach, Mark Sellers reveals how we can do just that. Give a listen along with my fabulous cohost, Jim Hamlin and I as Mark teaches about blind spots and sales management. Mark’s website is mark@breakthrough-sales.com

The growth and success of your business is largely dependent on revenue, and naturally, revenue is dependent on your sales. The more good information you can get about selling, the greater your chances of business success, if you apply what you learn. On this episode, sales coach extraordinaire Donald Kelly, The Sales Evangelist, shares some information that can totally transform your sales and your business in an amazingly short time. Here’s what you’ll hear on this show: • You’ll learn how to develop a sale process that really produces results • You’ll discover the secret to finding and engaging with your ideal prospects • You’ll find out how to determine exactly what your prospective clients want and need Co-host Jim Hamlin and I learned a ton from Donald, and having him as a guest is always tremendous fun! So come and learn and laugh with us! I promise, you’ll be glad you did! Donald's website is http://thesalesevangelist.com.

I suppose almost every salesperson and business owner in the world wants to know how to effectively, successfully ask for the sale…”close the deal”. Well on this episode of Sales Chalk Talk we have the guy who literally wrote the book on that subject! Sales coach and speaker James Muir is the best-selling author of “The Perfect Close” and in this Chalk Talk, he shares the secret of asking for the sale and getting a positive response. What you’ll hear on this call: • The two simple questions you can ask to close successfully • A clear and simple approach that accelerates sales to the highest levels while remaining genuinely authentic • How to close using NO pressure • The closing system that results in a 95% success rate As usual, co-host Jim Hamlin and I have some laughs and a lot of fun alongside our special guest. James’s website is http://puremuir.com.

Before you can be successful in selling, you have to have people to talk with. Prospecting is absolutely essential to having a steady flow of ideal prospective clients, and yet many salespeople don’t prospect. As a result, they don’t enjoy the results, the joy and the income that a successful business or sales career can provide. ' On this episode of Sale Chalk Talk, our special guest, Mark Hunter – The Sales Hunter, shared some incredibly great ideas about how to successfully create a massive influx of new prospects. What you’ll hear on this show: • What in the world the Seattle Police Department has to do with a successful sales career • How to move past your fear of reaching out and asking people to talk with you • The mechanics of doing prospecting that produces new leads regularly • How to make phone calls and leave messages As usual, there’s fun and laughter involved, so join us to learn some things that will absolutely turn your sales, your business and your life around, and have a good time, too! Jim Hamlin and Hugh Liddle co-host. Mark's website is http://thesaleshunter.com.

We all have so many things in our lives for which to be grateful and thankful, not just once a year, but every single day. That’s the theme of our Sales Chalk Talk Thanksgiving week show. Our very special guest, legendary author and speaker, Tom Hopkins, the world’s #1 sales trainer talks about the importance of an “Attitude of Gratitude” to ultimate success in our businesses and our lives. What you’ll hear on this show: • You’ll discover how gratitude and thankfulness create more abundance • You’ll get some awesome ideas for thanking your customers, practice members or clients • You’ll learn how to dramatically reduce the stress that generally accompanies the holidays, especially for salespeople and business owners • You’ll explore some of the areas in which you should already be setting your goals for the upcoming year My amazing co-host, the irrepressible Jim Hamlin, and I are thankful to Tom for a great interview, and for you, our listeners for making Chalk Talk a part of your business education. May you and your families have a Happy Thanksgiving, filled with fun, football and food (or whatever else you like…and food!)!! Tom's website is http://tomhopkins.com.

If you’re selling your product or service to other business owners or corporate executives, you need to seriously consider using LinkedIn as a connection tool. On this episode of Sales Chalk Talk, our very special guest, Mike Shelah, is an expert at selling using LinkedIn. What you’ll hear on this show: • How to design your profile page so people looking for your product or service can find you • How you can find your ideal clients on LinkedIn and connect with them • LinkedIn do’s and don’ts • How to engage with your LinkedIn connections and sell to them What you’ll hear from Mike is teaching based on his own experiences with LinkedIn that have earned him hundreds of thousands of dollars. Now he tell you how you can do it too! As always, my co-host-with-the-most, Jim Hamlin and I have a bit of fun, and learn a ton from our special guest. So join us on Chalk Talk, have some laughs and learn how you can become wildly successful by using your LinkedIn account. Mike's website is http://mikeshelah.com.

Promoting harmony and teamwork in any business is sometimes difficult and tricky. And in a family-owned business it can be even more dicey. Our special guest on this episode, Family-Owned Business coach Mark Terrell, shares some thoughts about motivation being the key to solving the challenges that can arise in any business venture. Mark began his business career in a retail grocery business with his father and brothers, which he later headed after his father's retirement and built it into an extremely lucrative concern. What you'll hear on this episode: • You’ll enjoy hearing Mark’s story of the building and selling a hugely successful business • You’ll learn the positives and negatives of going into business with family and how to deal with the challenges • You’ll discover the secret of the role that motivation plays in choosing a business opportunity for yourself and successfully running the business, especially when other members of your family are involved. As usual, co-host Jim Hamlin and I had a great deal of fun on this show and learned a ton! Join us and our guest, Mark, who hails from Bath, England, UK. Isn’t technology awesome? Mark's website is http://1stclasscoachingsolutions.com.