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Interesting to reflect on what Paul Kirch says about 80% of sales happen after 5 outreaches when you consider that many salespeople give up before they hit that magic 5! How much are they missing out on!
Paul is the Founder and CEO of Actus Sales Intelligence and they dedicate themselves to helping their customers sell smarter.
In this interview Paul shares so many good tips which include:
- The power of always being a resource – even before they become clients
- How voicemail is not a deterrent but an opportunity – interesting take on this!
- How a lack of response does not necessarily equate to a lack of interest
- How everybody in the business is either in sales, or supporting sales.
I was also interested to hear what Paul believes are the great impediments to successful selling, they include:
- Mindset
- Not actively listening
- Not having metrics to measure the different stages of the sales process
- Not doing enough role play to practice
Paul’s recommended Reading:
- How To Become A Rainmaker – Jeffrey J Fox
Available at: Amazon U.S | Amazon U.K - Getting There: A Book of Mentors – Gillian Zoe Segal
Available at: Amazon U.S | Amazon U.K
To get in touch with Paul, go to http://www.actussales.com, or his podcast site http://www.bossacademy.com or you can email Paul at pkirch@bossacademy.com
Listen to Paul here.
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Thanks to Jodey Smith, my podcasting technical genius, who does all the bits I don’t like – the editing, the uploading etc. He is a gem and can be contacted at JodeySmith.com.
Watch out for the next episode!