Selling Smart with Joe Marr

Selling Smart with Joe Marr
Weekdays, 9:25 AM & 11:25 AM

Joe Marr heads up the Ann Arbor Sandler Sales Institute. He has over 20 years experience organizing, training, coaching and managing sales professionals and sales managers worldwide. In executive sales and training positions in the corporate world, Joe was responsible for the technical and sales fundamentals training of over 1000 sales people worldwide in support of a $110,000,000 business.

Sandler Training is a world leader in innovative sales and sales management training. For more than 40 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.

Entrepreneur Magazine has ranked Sandler as the No. 1 training company seven times since 1994, including 2005-2007.

Joe Marr is a native of Ann Arbor who attended Eastern Michigan University’s Business School, His mission is to help business people to get as comfortable and effective in selling and sales management, as they are in the rest of their business. Listen to his daily commentary on “The Lucy Ann Lance Business Insider” on 1290 WLBY & online at www.1290WLBY.com.

Email: joe@marrsales.com
Web: http://joemarr.sandler.com

Past Selling Smart Segments

103 - Getting a “No” is a Success

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102 - Get an IOU for Everything You Do

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101 - Eliminate Stalls and Objections

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100 - Don’t Assume, Ask Questions

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99 - Cold Calls are not Forever

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98 - Poor Economy…Rich Rewards

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97 - Worry is Interest Paid in Advance on Borrowed Trouble

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96 - Luck is Preparation Meeting Opportunity

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95 - Not Making a Decision is a Decision

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94 - Are You a Leader?

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93 - Improve Sales by Improving Your Listening Skills

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92 - Don’t Beg for Appointments, Get Invited in

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91 - Don’t Knock Your Competition

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90 - Don’t Spill Your Candy in the Lobby

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89 – Do You Sell or Do You Tell?

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88 – Do Things Always Work Out for the Best?

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87 – What Do You Do When Prospects Want it All?

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86 – Will Tomorrow Just Be a Replay of Today?

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85 – Who Cares About Dyalectric Heating Technology?

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84 – Your Prospect Doesn’t Care About Your Selling Process

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83 – Invest In Customer Satisfaction And They’ll Invest More In You

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82 – Keep In Touch With Your Clients And They’ll Keep You Busy

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81 – Find More Referral Business With Strategic Alliances

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80 – Make It Easy For Prospects To Find You On The Web

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79 – Help Your Customers Discover Your Potential Impact

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78 – Write Articles To Promote Your Business

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77 – Help Your Clients While Building Your Brands

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76 – Leverage Online Social Networks To Grow Your Business

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75 – Nurture The Clients You Have Before You Woo Prospects You Hope To Have

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74 – Start A Peer Group And Create Your Own Referral Community

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73 – Let Your Satisfied Clients Help You Sell Your Product Or Service

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72 – Make It Easy For Your Clients To Discover Other Things You Can Do For Them

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71 – Get Out And Meet Your Market

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70 – Position Yourself As A Solution To Your Prospects Problems

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69 – Stay In Front Of Your Prospects To Build Your Brand While Building Credibility

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68 – Know When To Use Product Knowledge

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67 – Maintain A Healthy Self Esteem

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66 – Get Mentally and Emotionally Tough

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65 – Words Of Wisdom From Dale Carnegie

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64 – The True Art Of Memory Is The Art Of Attention

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63 – Make Your Website The Most Productive Member Of Your Sales Team

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62 – Build Your Business The Easy Way With Client Introductions

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61 – Could Your Clients Be Your Best Prospects?

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60 – A Better Way To Describe What You Do

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59 – CESAR, The Best Fifteen Minutes You Can Spend With Your Client

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58 – When One Door Closes Another One Opens

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57 – Perpepetual Devotion To Business Means Neglect Of Other Things

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56 – You Always Know The Right Thing To Do, The Tough Thing Is Doing It

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55 – There Is Business Out There For You

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54 – Breaking The Success Barrier

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53 – Money Is A Conceptual Thing

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52 – Setting Gutsy Goals

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51 – I Dare You To Make Some Goals

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50 – Walking Is Easy When The Road Is Flat

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49 – Always Be Closing Or Always Be Qualifying?

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48 – Who’s To Blame For Your Lost Sale?

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47 – Are Salespeople Becoming Obsolete?

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46 – Connecting The Dots Will Bring More Sales

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45 – Take A Lesson From A Consultant

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44 – When The Economy Is Slow, Get Out Of The Slow Lane

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43 – You Have To Use A System For Selling

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42 – You Have To Work A Prospecting Decision

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41 – Not Making A Decision Is A Decision

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40 – Say The “Tough Stuff” With Third Party Stories

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39 – Go For The No

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It’s Okay To Want The Deal, It’s Just Not Okay To Need It

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37 – There Are No Bad Prospects, Only Bad Salespeople

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36 – When All Else Fails, Become A Consultant

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35 – The Problem The Prospect Brings You Is Never The Real Problem

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34 – Only Decision Makers Can Get Others To Make Decisions

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33 – Work Smart, Not Hard

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32 – On Your Way To The Bank Keep One Eye Over Your Shoulder

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31 – Get An IOU For Everything You Do

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30 – Close The Sale Or Close The File

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29 – Your Meter Is Always Running

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28 – When Under Attack, Fall Back

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6-2 – Eat Your Vegetables

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26 – Leaving Money On The Table? Try Shutting Up.

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25 – Be Yourself, Not Some “Fakey” Salesperson

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24 – Come Again…What Does Your Company Do?

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23 – Get Real With Your Prospects…Go For The No!

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22 – When You Want To Know The Future, Bring It Back To The Present

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21 – Are You Having Your Best Year Ever?

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20 – Are You Committing Sales Malpractice?

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19 – Is It Wrong To Answer A Customer’s Question?

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18 – Diffuse A Bomb Before It Blows Up

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17 – Sales Is No Place To Get Your Emotional Needs Met

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16 – The Tough Market is My Fault?

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15 – Hold Your Tongue For Better Sales

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14 – If I Make A Cold Call What Will I Say

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13 – Closing Is As Easy as 1, 2, 3………4?

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12 – Competition Is A Good Thing

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11 – Whether You Think You Can, Or You Think You Can’t….You’re Right

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10 – Feel It, Say It

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9 – No Mind Reading

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8 – Prospecting Is Not Selling

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7 – No Mutual Mystification

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6 – How Can Any Business Grow In This Economy

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5 – You Can’t Lose Anything You Don’t Have

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4 – A Prospect Who’s Listening Is No Prospect At All

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3 – You Never Have To Like Prospecting, You Just Have To Do It

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2 – You Have To Learn To Fail To Win

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1 – We’re Our Own Worst Enemies

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