All Episodes
Episodes
Stop the Pitch and Start a Conversation - Stump The Guru
Building trust during the sales process between you and the buyer is more important than selling and pitching your solution. By focusing on your buyer's needs in a conversation using specific languaging , you can...
View Episode
How Do You Set Sales Goals When Letting Go Of The Sale? – Stump The Guru
The secret to avoiding falling down this rabbit hole of chasing is to let go of the sale in your mind.Letting go of the sale simply means being genuinely comfortable with waiting for your prospect to take the next...
View Episode
Stop Building Relationships In Your Sales Conversations! Learn Why – Stump The Guru
Are you overcompensating by going heavy on relationship-building in your sales process? Building deep trust with your prospects in your sales process does not require you to build a relationship with them. That's a...
View Episode
When Your Prospect Says ... “I Need To Think About It”... What Do You Do? – Stump The Guru
You know the drill, you schedule a call with a potential prospect for your offering, you have a great conversation with them, they give you positive signals they are interested in working with you, then you hear “I...
View Episode
How To Create a “By-Appointment Only" Sales Model – Stump The Guru
Have you had a sales conversation that felt just “perfect?” The chemistry between you two was solid, their problem was clearly articulated, you helped them see that you can solve their problem and everything just felt...
View Episode
Is Selling Linear or Is It A Deep-Dive? - Stump The Guru
Linear selling models create mistrust in a split second - the moment prospects sense that, although you seem to be interested in their problems and issues, you're actually trying to lead the discussion toward a close....
View Episode
Are You In Fact-Finding or Trust-Building Mode? – Stump The Guru
The traditional sales formula looks like this:Qualify the lead + Present your solution = New paying client That’s basic selling 101, isn’t it? But if this formula, which has been taught by the “sales gurus” for...
View Episode
Sales Rejection: Who Triggers It? You or Them?- Stump The Guru
If you’re chasing somebody and you don’t hear back from them for a while, you will probably feel like you’ve lost them. And, you know you can’t chase them anymore because doing that will inevitably burn the...
View Episode
Are You Hooked On Hopeium? - Stump The Guru
Most of us who sell get caught up in “hopeium,” a comical term that means we focus our hopes and desires on making the sale. But hopeium can be a trap, because it's impossible for you to keep in mind your most...
View Episode
Taking Out The Pressure: Overcome vs. Diffusing Objections – Stump The Guru
You’ve probably heard this over and over in your career. “If you hear an objection, immediately overcome it and move towards making the sale.” That’s a very one-sided approach to a moment that could get awkward...
View Episode
Going down the iceberg vs Going towards the sale - Stump The Guru
Building a relationship is about building rapport… which is often ineffective for solving problems. In fact, how many times does being friendly and agreeable get in the way of telling someone what they need to...
View Episode
Long Sales Cycle: Learn The Shortcut With Trust-Building! - Stump The Guru
We have been taught to chase opportunities, play the numbers game, and pursue prospects. But it turns out that if you stop doing those things, which extend your sales cycle, but instead focus on building deep trust...
View Episode