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Welcome to another episode of Data Driven Insights by the Sales Insights Lab!

There are difficult ways to increase your sales—and then there are easy ways. I personally prefer easy ways, and I’m willing to bet you do too. A few years ago, I discovered an incredibly easy way to increase sales. At the time, I was working with one of my favorite clients, Danny.

Danny sells software to enterprises and, before I met him, his sales were stagnant for about three years in a row. Then I helped him implement one weird little sales trick—and we were able to increase his annual sales by 39%, in just one year.

The greatest part is that it was incredibly easy. Danny didn’t have to work more, and he didn’t have to make more calls. Would you like to know what we did to increase Danny’s sales by 39%?

In this episode, I’m going to show you one weird trick that increases sales by 39%. Check it out!

So, there you have it. One easy trick that increases sales by 39%. Of course, 39% is a tough number to be exact about. But, if you actually use this approach, you’re going to see a dramatic increase in your sales. I want to hear from you. Have you ever used a trick like this before? Be sure to share below in the comments section. I’ll respond to every comment that I can get to.

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Welcome to another episode of Data Driven Insights by the Sales Insights Lab!

What’s the single most overlooked sales technique in the world? Once you find out, you’ll start closing more sales right away.

For a free eBook on How to Crush Your Sales Goals, head over to http://www.marcwayshak.com/opt1/ right now!

Looking for an easy technique that can boost your sales and transform your selling style? Most salespeople use the same sales approach, so it’s hard to stand out from the competition. If you’re not constantly looking for ways to up your game, then you’re missing out on some of the most valuable sales techniques out there.

This failure to innovate costs salespeople a tremendous amount of money in lost sales. In particular, there’s one stand-out sales technique that’s arguably the most overlooked selling approach in the world. And if you use this technique, you’ll unquestionably close more sales.

In this video, I’m going to show you the most overlooked sales technique in the world…? Check it out!

So, there you have it. The most overlooked sales technique in the world. Have you been overlooking this sales approach? Or are you one of the few salespeople who use it? Be sure to share below in the comments section. I’ll respond to every comment that I possibly can. If you enjoyed this video, visit www.marcwayshak.com/opt1/ to get a free eBook on 25 tips to crush your sales goal.

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Welcome to another episode of Data Driven Insights by the Sales Insights Lab! I'm your host, Marc Wayshak, and today we’re diving deep into the common pitfalls that hold salespeople back. Drawing on my experience working with thousands of sales reps every year, I’ve identified the three most crushing mistakes that are costing you sales and, more importantly, how you can avoid them.

Whether you're selling like everyone else, winging your questions, or falling into the trap of sporadic prospecting, these missteps are killers. Tune in as we uncover actionable strategies to break free from these habits and start closing more deals today. Let's get started!

Most salespeople make the same three crushing mistakes. Watch this video to make sure you’re not one of them!

Every year, I work with thousands of salespeople across industries. As a result, I get a bird’s eye view of what’s going on in today’s fast-changing marketplace. What I’ve discovered is this: The vast majority of salespeople make the same mistakes, over and over again. And they don’t even seem to realize it.

The challenge is, most salespeople can’t recognize when they’re making one of these critical mistakes. If they did, they’d stop right away—because these mistakes are slowly killing their sales.

In this video, I’m going to show you three crushing mistakes most salespeople are making—and most importantly, how to avoid them. Check it out!

So, there you have it: Three crushing mistakes most salespeople make. Have you ever made one of these mistakes before? If so, what was the result? I want to hear from you. Be sure to share below in the comments section. I’ll respond to every comment I possibly can.

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Welcome to "Data Driven Insights," the podcast that merges tactical sales advice with data-backed strategies to help sales reps and business owners generate more meetings and close more sales at higher prices. Hosted by Marc Wayshak, each episode dissects critical sales techniques and methods supported by real-world data, ensuring you have the tools to elevate your sales game. Tune in to discover how you can leverage data to improve your sales outcomes.

In this episode, host Marc Wayshak dives into five strategic questions designed to get prospects to open up and share their true challenges and needs. Marc emphasizes the importance of effective communication and how asking the right questions can reveal invaluable insights, leading to more successful sales outcomes.

The episode covers:

1. **Quick Opening Play**: Utilize the "opening play" method by sharing the top three challenges your prospects typically face and asking if these issues resonate with them.

2. **Tell Me More About That**: Prompt deeper conversations by asking prospects to elaborate on their statements, helping uncover core issues.

3. **Why Do You Think That Is?**: Get prospects to explore and explain the reasons behind their problems, providing deeper understanding and context.

4. **What Prompts You to Say That?**: Use this question to clarify the motivations behind a prospect's statements or questions, ensuring a focused dialogue.

5. **Why Is That?**: A simple yet powerful question that encourages prospects to delve into their objectives and challenges, allowing you to address their needs more effectively.

Marc's insights reveal that successful selling hinges not just on presenting solutions but on understanding and unpacking the true challenges prospects face. By incorporating these five questions into your sales conversations, you'll be equipped to foster more meaningful interactions and achieve better sales outcomes.

Tune in to master these essential sales techniques and transform your approach to selling by making every conversation count. For further resources, visit closingtraining where you can access additional free training on the five-step formula to closing more deals.

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Welcome to Data Driven Insights, the podcast that helps sales reps and business owners elevate their game and close more deals at higher prices. I’m your host, Marc Wayshak.

In today’s episode, we’re diving into one of the most crucial aspects of the sales process: how to start a sales conversation with any prospect. It's often said that starting strong leads to ending strong, and this principle is especially true in sales. In this episode, I'll be sharing our unique approach known as the "opening play," which goes beyond the typical elevator pitch.

We’ll explore how to kick off your conversations with key insights about what you help clients achieve, the challenges they face, and prompt engagement to enter a meaningful dialogue. If you’re ready to transform the way you approach your prospects right from the start, stay tuned for actionable insights that can change your selling game. Let’s get started!

KEY POINTS

Introduction and Importance of Starting a Sales Conversation:
- Impact of how you start on ultimate outcome.
- Philosophy taught by one of Marc’s mentors: strong start leads to strong end.
- Goal: Develop a way to start conversations that prompts prospects to open up and make buying decisions.

Develop Your Opening Play:
- Explanation of the "opening play" concept.
- Contrast with traditional methods like 30-second commercials or elevator pitches.
- Importance of a structured approach in the first 20 to 30 seconds.
- Problems with typical salespeople getting off-track.
- Need for a tight and concise opening.

Start with What You Help Clients Achieve:
- Problems with starting conversations focusing on what you sell.
- Suggested approach: Start with what you help clients achieve.
- Examples:
- Insulation company focusing on a warm house.
- CRM systems focusing on organized leads and increased revenues.

Discuss Key Challenges You’re Seeing:
- The importance of addressing key challenges prospects face.
- Demonstrating insights into common challenges affecting prospects.
- Importance of showing value and insight.
- Conversion of these challenges into engagement.
- Analogy to a doctor's perspective.

Close with Engagement Prompt:
- How to end the opening play with a prompt.
- Preferred closing question: "Do any of those issues ring true?"
- Purpose of prompting the prospect to engage.
- Contrast with common pitfalls of traditional closing.

Practical Example of Opening Play:
- Sample opening play sequence Marc would use.
- High-level overview focusing on salespeople or small businesses.
- Key elements:
- Clients leverage data to drive revenues.
- Challenges like low-price competitors, generating new business, and difficult sales environment.
- Closing question to prompt engagement.

Conclusion:
- Recap of the power of a well-constructed opening play.
- Insight demonstration.
- Prompting prospect engagement.

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In this episode of Data Driven Selling by the Sales Insights Lab, host Marc Wayshak dives into the fascinating parallels between martial arts and sales techniques. Drawing from his personal experience in Brazilian jiu-jitsu, Marc explores how the principles of martial arts can dramatically enhance your sales game. From treating your prospect as a training partner to replacing force with skill, Marc shares invaluable insights that can transform your approach to closing deals. Learn how to harness the energy of your prospects, think multiple steps ahead, understand likely outcomes, and develop an intentional training process for long-term success. Whether you're a seasoned salesperson or just starting out, these strategies can help propel you to the top of your field. Stay tuned for a dynamic episode that blends the art of martial mastery with the science of selling.

KEY MOMENTS
1. Your prospect is the best training partner
2. Replace force with skill
3. Let their energy lead where you want to go
4. Think many steps ahead
5. Understand the likely outcomes
6. Intentional training leads to long-term success
7. The best athletes often don’t become the best martial artists

TOPICS

Using Prospects as Training Partners
- Role of a training partner in martial arts.
- Prospects as the best training partners in sales.
- Importance of learning from each sales interaction.

Replacing Force with Skill
- Common beginner's mistake: using force.
- Transition from using force to using skill in martial arts.
- Applying skill over force in sales.
- The discomfort prospects feel when reps use forceful techniques.

Letting Energy Lead
- Traditional selling techniques versus guiding energy.
- Embracing objections rather than opposing them.
- Steering the prospect’s energy in the desired direction.

Thinking Many Steps Ahead
- Advanced martial artists’ ability to think multiple steps ahead.
- Parallels in sales: having a process and planning future steps.
- Differences between trained and untrained salespeople.

Understanding Likely Outcomes
- Predictability of human behavior in martial arts.
- Predicting prospects’ responses in sales scenarios.
- Preparing for various potential outcomes.

Importance of Intentional Training
- Need for a structured training process in martial arts.
- Importance of having an intentional training process in sales.
- Long-term benefits of consistent and intentional training.

Misconception About Natural Talent
- Observations about top martial artists not always being top athletes.
- Comparison to sales: natural charisma versus learned skills.
- Emphasis on focusing on skill development rather than innate traits.

Conclusion
- Summarizing the martial arts approach to closing sales.
- Encouragement to focus on skill development and continuous learning.

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Welcome to Data-Driven Selling, where today our host, Marc Wayshak, dives into the powerful mindsets that distinguish successful and wealthy salespeople from the rest. Marc will share the crucial mental shifts that can elevate your sales game from thinking you're the best to recognizing sales as a strategic game, not a life-or-death struggle.

Discover why seeing your interactions with top-tier prospects as equal footing encounters is essential and how embracing sales as a game can replace stress with enjoyment and effectiveness. Whether it’s adopting the mantra "The best prospects need me,” or understanding that losing a sale is just part of the game, this episode is packed with transformative insights. Moreover, Marc emphasizes the importance of loving what you do, believing in your product, and having a clear sales plan. Tune in to learn how to shift your mindset and dramatically increase your sales effectiveness and enjoy the pursuit of your sales goals with a renewed vigor and strategy.

Here is a comprehensive sequence of topics covered in the podcast episode "Sales Mindset - The Way Successful & Rich Salespeople Think," with sub-topic bullets detailing the main points discussed under each primary topic:

1. Introduction to Sales Mindsets
- Explanation of common traits among successful and rich salespeople.
- Importance of adopting certain mindsets to reach the top of one’s sales game.

2. Critical Sales Mindsets
- I Am the Best
- Believing in oneself as top in their field.
- The necessity of self-belief to achieve top performance.

- The Best Prospects Need Me
- Viewing oneself as a solution rather than an annoyance.
- Recognition that certain prospects inherently need what you're offering.

- Sales Is Just a Game
- Conceptualizing sales as a game to improve engagement and reduce stress.
- Changing perception of sales from a high-stress environment to a playful competition.

- Can Go Toe to Toe with Any CEO
- Confidence in dealing with high-level executives.
- Not being intimidated by the status of the prospect.

- If I Lose a Sale, So What?
- Acceptance of losses as part of the sales process.
- Maintaining composure and perspective when a sale falls through.

3. Focusing on Process Over Outcomes
- Activity and Process Over Closing
- Emphasis on consistent activity and refined processes.
- Importance of building a robust pipeline and engaging in effective sales practices.

- I'll See If You're a Fit
- Evaluating prospects for fit rather than trying to close every possible sale.
- Moving on quickly if a prospect is not a fit.

4. Goal Setting and Planning
- Having a Clear Plan to Sales Goals
- Importance of having specific, measurable steps to reach sales targets.
- Breaking down goals into actionable items like number of meetings and deal sizes.

5. Passion for Selling
- I Love What I Do and Sell
- The necessity of passion and belief in the product for sales success.
- How enjoyment and belief in the product impact sales performance.

6. Conclusion and Additional Resources
- Summarization of key sales mindsets.
- Invitation to access further sales training resources.

Each of these topics provides a detailed overview of the various mindsets and strategies that, according to the podcast, are essential for achieving and maintaining success in sales.