sales throwdown

Text us: 817-345-7449!

We constantly talk about how important conversation is in sales, but how do you have the best conversations if you don't know where your prospects are in the DISC personality spectrum?

This episode, originally released in March, might be one of our most important episodes ever. Hence, we're re-releasing it for you.

Knowing DISC starts with yourself, but then you have to be able to recognize it and apply that knowledge to others. That's the best way to ask the right questions, dig into the prospects' pains and needs, and nurture and help them to make the best decisions.

What questions do you ask to try and figure out where your prospects are in the DISC spectrum? Text us and let us know! Or if you don't know, maybe we can help.

And finally, if you don't know where you are in the DISC spectrum and you're interested in an assessment, please let us know. We'll send you all the info you need because knowing DISC helps SO MUCH in sales! 

And please subscribe and leave us a review! We read and appreciate every single one!

✅ Sign up for our emails: https://www.salesthrowdown.com/

✅ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown

✅ Check us out on Instagram: https://www.instagram.com/salesthrowdown/

✅ And keep up with us on Twitter: 

https://twitter.com/SalesThrowdown

Text us: 817-345-7449!

While not everybody has one, sales quotas are pretty common in one form or another in almost every company. And for some, this is a good thing. For others, it's bad news!

Sales quotas can be extremely motivating when communicated and supported correctly. But they can also cause mountains of stress and pressure that end up demotivating the team if they're not delivered well or if they're unreasonable.

This is one of those areas where personality has a huge impact on how you deal with and feel about quotas. Some people need them, some people take them as a challenge, and some people don't need the specifics.

It all comes down to communication, on both sides!

That's why, as a sales leader, it's so important to know your team and their personalities and sources of motivation. If you don't, text us. We'll talk to you about getting DISC personality assessments for your team.

Finally, this is the last new episode of 2020. We know it's been a crazy year, but your support has helped us get through it, and we hope we've helped you too!

Happy Holidays and Happy New Year! Let's all get ready to crush 2021!

✅ Sign up for our emails: https://www.salesthrowdown.com/

✅ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown

✅ Check us out on Instagram: https://www.instagram.com/salesthrowdown/

✅ And keep up with us on Twitter: https://twitter.com/SalesThrowdown

Text us: 817-345-7449!

The end of the year is here. Some people are completely out of budget, and some need to use it up. Maybe... Not every sales cycle is the same, and understanding both yours and theirs is crucial to how you sell.

It might surprise you that not everybody runs on a January to December fiscal year, and where they are in their cycle can have a huge effect on how they buy at any given time. That's why you need to know.

On top of that, the sales cycle for your company might be different from the norm. Knowing exactly what that looks like and being able to explain that to your prospect may have a huge impact on their ability to work with you. It can be a huge benefit, or it might not work for them. Something you definitely want to know!

Luckily, these are discussions you can have if you ask the right questions!

What is your sales cycle like? How does that affect how and when you sell the most? Leave a comment and let us know. And if you have any questions or would like to know how you can take a DISC personality assessment, text us at 817-345-7449.

And don't forget to hit subscribe!

✅ Sign up for our emails: https://www.salesthrowdown.com/

✅ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown

✅ Check us out on Instagram: https://www.instagram.com/salesthrowdown/

✅ And keep up with us on Twitter: https://twitter.com/SalesThrowdown

Text us: 817-345-7449!

Selling can be hard in the best of times, but motivation helps. However, if you have the wrong kind of motivation, it actually makes your job harder.

With the right motivation, you can communicate effectively, work your process, and find the most qualified clients that will trust you to do the job well.

But with the wrong motivation, you only care about closing the deal or you're too focused on the wrong things, and you'll actually struggle to hit your numbers or goals.

Since motivation only goes so far, because you still need experience, knowledge, etc. on top of it, you have to make sure your motivation is pointed in the right direction.

Otherwise, it will hold you back.

Have you had a situation where your motivation ended up hurting you and making it harder to sell? Let us know in the comments or text us at 817-345-7449! You can also text us your questions or ask us about taking a DISC personality assessment.

And please subscribe and leave us a review! We read and appreciate every single one!

✅ Sign up for our emails: https://www.salesthrowdown.com/

✅ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown

✅ Check us out on Instagram: https://www.instagram.com/salesthrowdown/

✅ And keep up with us on Twitter: https://twitter.com/SalesThrowdown

Text us: 817-345-7449!

We all know that prospects are more likely to buy from us if they trust us. But do you know what one of the easiest ways to build that trust is in sales?

It's going into every conversation with skepticism.

This episode was originally recorded much earlier this year, back when we could still safely be in the studio together.

But now that it's the end of the year (finally!), closing deals gets a lot harder for most of us.

One thing that can help is to build more trust with your prospects by asking questions and answering questions with more questions. The more skeptical you are in a nurturing—not challenging—way, the deeper into their needs and concerns you'll be able to dig.

So we're re-releasing this episode because it's always going to be important, but it might be even more helpful now.

Are you a skeptical salesperson? Is asking lots of questions difficult for you? Taking a DISC personality assessment can help you learn to communicate easier and frame questions in a way that's comfortable for you. Text us for more info!

And please subscribe and leave us a review! We read and appreciate every single one!

✅ Sign up for our emails: https://www.salesthrowdown.com/

✅ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown

✅ Check us out on Instagram: https://www.instagram.com/salesthrowdown/

✅ And keep up with us on Twitter: https://twitter.com/SalesThrowdown

Text us at 817-345-7449!

It's November, the month of gratitude and giving thanks.

Unfortunately, sales can often be a thankless job. And how you let that affect you in sales can be huge.

This week, we're talking about how each of us thinks about gratitude, what our expectations and hopes for receiving it are, and how we look at giving it. Because it is a two-way street, and personality affects both aspects of it a lot.

One thing is certain though, we are all very grateful to our listeners and watchers! Without you, we wouldn't have gotten this far. So a big THANK YOU to each and every one of you!!!

How does gratitude affect you in sales? Are you more of a Nannette or a Clint? Text us at 817-345-7449 to let us know, or leave a much-appreciated review.

If you'd like to learn more about how your personality affects the way you sell, text us about taking a DISC personality assessment. Getting better starts with self-awareness.

And don't forget to hit subscribe so you never miss an episode!

✅ Sign up for our emails: https://www.salesthrowdown.com/

✅ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown

✅ Check us out on Instagram: https://www.instagram.com/salesthrowdown/

✅ And keep up with us on Twitter: https://twitter.com/SalesThrowdown

Text us, 817-345-7449!

It's common knowledge that a lot of people do not trust salespeople. There has been a negative stigma in sales for a very long time.

Most of it is because of TV and movies, but there are a lot of underhanded and manipulative sales tactics that people have been teaching and spreading for years. Not to mention the general pushiness of far too many salespeople.

All of these things have created a stigma that makes people infinitely more distrustful and skeptical of us.

Dealing with that isn't always easy.

With all the negativity in the world right now, we want to talk about how to break out of that stereotype and fight the negative stigma of sales. When we're all better and sell with the best intentions, the culture will change.

How do you deal with it? Let us know in the comments or text us. If you think knowing more about yourself is the key to improving—which it is!— let us know, and we'll send you the info about taking a DISC personality assessment.

Please hit subscribe so you never miss a new episode! AND GO VOTE!

✅ Sign up for our emails: https://www.salesthrowdown.com/

✅ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown

✅ Check us out on Instagram: https://www.instagram.com/salesthrowdown/

✅ And keep up with us on Twitter: https://twitter.com/SalesThrowdown

Text us: 817-345-7449!

No matter what kind of sales you're in, you've probably had to deal with hagglers at some point. How you navigate those situations can make or break the deal... and your sanity.

In almost every sales situation, there's typically some form of a contract. Those contracts hold the keys to how the future of that deal is going to go. So what happens when they want to break the contract to save some money? Or even scarier, what do you do when you need to break it?

While we don't all deal with this as frequently as Clint does, we do have enough experience with it to have learned some lessons over the years.

So listen to this episode, and then leave us a review or text us to let us know how you handle hagglers in your business. The more people share, the better we'll all be!

And if you're interested in taking a DISC assessment or giving them to your team, test us at 817-345-7449! Knowing communication styles and personality traits go a long way in sales conversations and contract negotiations. 

✅ Sign up for our emails: https://www.salesthrowdown.com/

✅ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown

✅ Check us out on Instagram: https://www.instagram.com/salesthrowdown/

✅ And keep up with us on Twitter: 

https://twitter.com/SalesThrowdown

Text us: 817-345-7449! 📲

Yes, it's that time of year again. We're in the fourth quarter, and if you haven't started planning yet, now is the time!

Since this year has been so challenging and unexpected, this fourth quarter is a little different from any other ones we've had. We're not just planning for the quarter, we're planning for the next year in a situation where we don't really know what that's going to look like.  

With each of us in different industries, roles, and lengths of time in those roles, we each have a slightly different approach to assessing and planning for this quarter and the next four. Hopefully, you'll find some insight for your own planning from at least one of us in this Sales Throwdown episode.

If you watch this and you still have questions about fourth quarter planning or preparing for next year, send us a text at the number above. Or reach out if you have any other questions about sales or would like more info about taking a DISC personality assessment. Texting is the best and quickest way to reach us.

And please hit subscribe and leave us a review! We appreciate every single one!

✅ Sign up for our emails: https://www.salesthrowdown.com/

✅ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown

✅ Check us out on Instagram: https://www.instagram.com/salesthrowdown/

✅ And keep up with us on Twitter: 

https://twitter.com/SalesThrowdown

Text us: 817-345-7449!

Some people say likability is important for selling success. Others disagree. But if you know how to improve your ability to make people like and trust you more, success is bound to follow.

We were going to talk about something else during this episode, but it kind of shifted to this topic. Which is fine, it's important. We view likability a little differently than other people do.

At the end of the day, it's more about YOUR happiness and comfort than somebody else's. Because if you're not happy doing what you're doing, then why bother.

If you have tips or practices you do to make selling easier and make yourself more likable to your prospects, let us know by texting 817-345-7449. We also want to hear your questions, reviews, or ideas for future shows! You can also text us if you're interested in taking a DISC personality assessment.

And don't forget to hit like and subscribe! Thanks for listening!

✅ Sign up for our emails: https://www.salesthrowdown.com/

✅ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown

✅ Check us out on Instagram: https://www.instagram.com/salesthrowdown/

✅ And keep up with us on Twitter: https://twitter.com/SalesThrowdown

Text us: 817-345-7449!

If you've been in sales for even a short period of time, you've probably heard tons of advice. This week, we're talking about the best and worst we've ever heard.

With all the books, motivational speakers, courses, and companies out there, the amount of sales advice that you'll run into can be overwhelming.

The good news: it's not all bad.

The bad news: it's really hard to know what is good and what isn't.

And yes, we realize we're saying this when we constantly give our own sales advice. That's the thing about it. What works for one person will cause somebody else to crash and burn.

So check out this episode to hear what the best and worst sales advice we've ever heard is. Then, either leave a review or text us telling us what advice has worked for you, and what makes you laugh every time you hear it.  If you haven't taken a DISC personality assessment yet, they can really help you pinpoint what advice would work best for you. Let us know you're interested, and we'll send you more info!

And please subscribe and leave us a review! We read and appreciate every single one!

✅ Sign up for our emails: https://www.salesthrowdown.com/

✅ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown

✅ Check us out on Instagram: https://www.instagram.com/salesthrowdown/

✅ And keep up with us on Twitter: https://twitter.com/SalesThrowdown

Text us: 817-345-7449!

If you're trying to figure out how to close more deals in the proposal stage, you're not alone. This is a lot of sales people's biggest struggle!

How many times have you sent a proposal to a perfectly qualified and eager client, and heard nothing but crickets afterward? It happens to everybody.

But there are things you can build into your sales process to fix this. And they can be as simple as setting up the next step or never emailing a proposal without being on the phone with them while they look at it.

This episode gets a little heated because there is no one right answer. Your personality, your industry, and the conversations you've had before the proposal all play a part in improving your close rate.

If you have questions about proposals, closing more deals, or taking a DISC personality assessment, text us at 817-345-7449.

✅ Sign up for our emails: https://www.salesthrowdown.com/

✅ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown

✅ Check us out on Instagram: https://www.instagram.com/salesthrowdown/

✅ And keep up with us on Twitter: https://twitter.com/SalesThrowdown

Text us at 817-345-7449!

We've got another fan question! Dan, a newer salesperson, would like to know how to talk to prospects in different stages of awareness.

He sells windows and window installation, and he's talking to prospects that range from doing tons of research and knowing —or thinking they know—everything about the process to people who have no idea where to even begin.

In every area of sales, you will deal with prospects in different stages of awareness. And each stage has different aspects that you have to account for when you're talking to them. If you can talk to them with compassion and acknowledgment of where they are and what they know, you'll build more trust and rapport with your prospects than the other guys will.  

But it's not just about stages of awareness. Personality is a factor as well...

So check out this episode, and let us know what you think. Text us at the number above with thoughts, questions, or if you're interested in taking a DISC personality assessment. 

✅ Sign up for our emails: https://www.salesthrowdown.com/

✅ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown

✅ Check us out on Instagram: https://www.instagram.com/salesthrowdown/

✅ And keep up with us on Twitter: 

https://twitter.com/SalesThrowdown

🔶 Text us at 817-345-7449! 🔶

It's official. Sales Throwdown is 1 YEAR OLD!

As a special anniversary edition, we wanted to spend this episode talking about what we've learned over the past year, how we've grown, and how thankful we are to be doing what we do. Without our fans and our behind-the-scenes help, we wouldn't be here.

If you are struggling in some area in sales or communication, send us a text at 817-345-7449. We'd love to hear from you! If you know a DISC assessment will help you reach new levels in your career, let us know. And if you know somebody who needs a little help or an extra push, share this with them. We all do better when we help each other. 

Thank you for listening, thank you for supporting us and sending us your questions and concerns. Thank you for being there.

✅ Sign up for our emails: https://www.salesthrowdown.com/

✅ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown

✅ Check us out on Instagram: https://www.instagram.com/salesthrowdown/

✅ And keep up with us on Twitter: 

https://twitter.com/SalesThrowdown

Look, we're not perfect. We make mistakes.

This week, Clint is sharing what happens when you don't work your sales process.

He's been chasing a deal that may never close. Usually, he would never do this. His process is typically much more focused on finding the right deals, getting the answer from the prospect quickly, and going forward or moving on. But that's not what's happening with this one.

It's going to happen to everybody at some point though, especially in times like these where every deal is a little more precious. Your sales process bends a little (or breaks entirely) when you feel like you need to close a deal.

But there's a reason you have a sales process. It helps things run more smoothly, and it helps keep you and those around you sane.

So check out this week's episode, and then let us know what you think Clint should do. What has it been like for you when your process falls apart on a deal?

And please subscribe and leave us a review! We read and appreciate every single one!

✅ Sign up for our emails: https://www.salesthrowdown.com/

✅ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown

✅ Check us out on Instagram: https://www.instagram.com/salesthrowdown/

✅ And keep up with us on Twitter: https://twitter.com/SalesThrowdown

With COVID-19 and huge financial concerns, both workers' and companies', a lot of teams are having to do make do with a lot less.

People are getting laid off, they're finding more reliable or more lucrative work somewhere else, or they're just having to work from home.

All of these situations can have a huge impact on the day-to-day of the job. But when you're still closing deals and gaining new customers (or even just trying to retain the ones you have), you have to figure out ways of keeping up the momentum you had before the pandemic hit.

This week, we're discussing how to navigate your job with a smaller team. Whether you're the salesperson or the business owner, there are things to consider and different options to explore. Who knows? It could even be the start of some beneficial changes for your company. 

If you're going through this right now and have some tips, share them with everybody in a review or on social media. We want to hear about your experience!

And please subscribe so you never miss a new episode!

✅ Sign up for our emails: https://www.salesthrowdown.com/

✅ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown

✅ Check us out on Instagram: https://www.instagram.com/salesthrowdown/

✅ And keep up with us on Twitter: https://twitter.com/SalesThrowdown

The art of selling is all about great communication.

Each profile has specific ways they interpret and open up to different communication styles. That's what makes learning as much as you can about each profile so important. When you understand a style different than your own, it's easier to adapt for a smoother, more lucrative conversation.

The other important aspect of DISC that we cover in this episode is that most people have secondary profiles. Ones that they slide to under different circumstances. Navigating the difference between misidentifying a profile and them having a bad day can turn around a failing conversation if you're able to catch it.

So check out this week's episode for a deeper dive into communicating with each DISC profile.

If you don't know where you are on the DISC personality spectrum, or you don't know how to identify other people's profiles, shoot us an email to DISC@salesthrowdown.com. We'll give you more information on taking a full assessment and what those results can teach you. 

And please leave us a review and let us know what you think! We read and appreciate every single one!

✅ Sign up for our emails: https://www.salesthrowdown.com/

✅ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown

✅ Check us out on Instagram: https://www.instagram.com/salesthrowdown/

✅ And keep up with us on Twitter: 

https://twitter.com/SalesThrowdown

Right now, people are being bombarded with quick-fix solutions more than ever; products, courses, or books that will "put you ahead of the rest."

Not to say that there isn't value to be gained from some of this, but shortcuts don't really exist. Definitely not in sales, and probably not in any other parts of life.

Time, patience, trial and error, practice, and knowledge from outside sources all have to work together to help you find the success you're looking for in your sales career.

This week, we're talking about why these advertised shortcuts are harmful and how you can make them useful for you with the right mindset.

If you're interested in taking a DISC assessment, email us at DISC@salesthrowdown, and we'll get you set up.

And we'd love it if you'd leave a review letting us know how we're doing, how we've helped, or how we can improve. We read and sincerely appreciate every single one of them!

✅ Sign up for our emails: https://www.salesthrowdown.com/

✅ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown

✅ Check us out on Instagram: https://www.instagram.com/salesthrowdown/

✅ And keep up with us on Twitter: https://twitter.com/SalesThrowdown

This week, we're continuing our theme of selling and storytelling.

John goes a little deeper into his issues with authenticity during sales conversations.

Because he thrives on hitting goals and solving problems, it can be difficult for him, (and people like him), to get through the rapport side of these chats.

But since he knows how important rapport and trust-building are in sales, he just has to shift his mindset about them.

That's the trick about using any of the techniques and best practices to use in sales conversations. You have to find a way to make it natural and authentic for you. And then the bonding and rapport can happen organically.

If you're not sure what personality traits you may have to battle to have authentic sales conversations, a DISC assessment will point you in the right direction. Email us at DISC@salesthrowdown.com for more info.

✅ Sign up for our emails: https://www.salesthrowdown.com/

✅ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown

✅ Check us out on Instagram: https://www.instagram.com/salesthrowdown/

✅ And keep up with us on Twitter: https://twitter.com/SalesThrowdown