Sales Training | Grow Strong Leaders

050: Sales Is Not a Dirty Word

by Steve Heroux

Are your sales skills at the level they need to be? My guest Steve Heroux speaks openly about what’s wrong with much of the sales training offered today and what he’s doing to address it. Steve is Founder and CEO of Victory Selling, and he uses a unique tool called the Sales DNA Test to help anyone in a sales role, including business owners, to identify the real factors that are holding them back. Steve was #1 producer with Aflac and CUTCO Cutlery, so the insights he shares in this episode are based on his experiences “in the trenches.” You’ll love his positive energy and passion for this topic!

You’ll discover:

Why Steve was an unlikely candidate for success in sales yet became the #1 producer in two big companies
The reason a one-size-fits-all approach to selling doesn’t work
Critical pieces that are missing from most sales training programs
The three traits essential if you want to make more sales

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Steve’s Websites

Victory Selling

Sales DNA Test

Steve’s Book

Sales Is Not a Dirty Word: The Definitive Guide for Success in Sales

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036: Increase Your Sales with Honest and Effective Conversations

by Todd Holzman

Want to find out the two big mistakes that leaders and salespeople make in the area of communications? You’ll learn the answer in my interview with guest, Todd Holzman, CEO of Holzman & Company. Over the past 25 years, Todd has worked with 25,000 leaders and salespeople to help them improve the quality of their conversations. He’s discovered that, across all industries, countries and cultures, there are two errors that get people into trouble. Todd doesn’t leave you hanging about the solution. He shares a simple three-step process for structuring conversations that keep your potential clients engaged and build your credibility…and this process works equally well with friends and family. Todd and his 13-person global faculty consult to some of the world’s best companies in the Fortune 100 and Global 1000.

You’ll discover:

How taking a risk by telling a potential client the truth helped Todd land his first big contract
The importance of having conversations that uncover the real issues
Why it’s helpful to talk with potential clients as if they’ve already hired you
The kinds of questions you can ask to reflect an attitude that’s kind, gracious and shows empathy
How to make yourself confrontable so clients see that you’re comfortable in being wrong