Some people say likability is important for selling success. Others disagree. But if you know how to improve your ability to make people like and trust you more, success is bound to follow.

We were going to talk about something else during this episode, but it kind of shifted to this topic. Which is fine, it's important. We view likability a little differently than other people do.

At the end of the day, it's more about YOUR happiness and comfort than somebody else's. Because if you're not happy doing what you're doing, then why bother.

If you have tips or practices you do to make selling easier and make yourself more likable to your prospects, let us know by texting 817-345-7449. We also want to hear your questions, reviews, or ideas for future shows! You can also text us if you're interested in taking a DISC personality assessment.

And don't forget to hit like and subscribe! Thanks for watching!

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We constantly talk about how important conversation is in sales, but how do you have the best conversations if you don't know where your prospects are in the DISC personality spectrum?

This episode, originally released in March, might be one of our most important episodes ever. Hence, we're re-releasing it for you.

Knowing DISC starts with yourself, but then you have to be able to recognize it and apply that knowledge to others. That's the best way to ask the right questions, dig into the prospects' pains and needs, and nurture and help them to make the best decisions.

What questions do you ask to try and figure out where your prospects are in the DISC spectrum? Text us and let us know! Or if you don't know, maybe we can help.

And finally, if you don't know where you are in the DISC spectrum and you're interested in an assessment, please let us know. We'll send you all the info you need because knowing DISC helps SO MUCH in sales! 

And please subscribe and leave us a review! We read and appreciate every single one!

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While not everybody has one, sales quotas are pretty common in one form or another in almost every company. And for some, this is a good thing. For others, it's bad news!

Sales quotas can be extremely motivating when communicated and supported correctly. But they can also cause mountains of stress and pressure that end up demotivating the team if they're not delivered well or if they're unreasonable.

This is one of those areas where personality has a huge impact on how you deal with and feel about quotas. Some people need them, some people take them as a challenge, and some people don't need the specifics.

It all comes down to communication, on both sides!

That's why, as a sales leader, it's so important to know your team and their personalities and sources of motivation. If you don't, text us. We'll talk to you about getting DISC personality assessments for your team.

Finally, this is the last new episode of 2020. We know it's been a crazy year, but your support has helped us get through it, and we hope we've helped you too!

Happy Holidays and Happy New Year! Let's all get ready to crush 2021!

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The end of the year is here. Some people are completely out of budget, and some need to use it up. Maybe... Not every sales cycle is the same, and understanding both yours and theirs is crucial to how you sell.

It might surprise you that not everybody runs on a January to December fiscal year, and where they are in their cycle can have a huge effect on how they buy at any given time. That's why you need to know.

On top of that, the sales cycle for your company might be different from the norm. Knowing exactly what that looks like and being able to explain that to your prospect may have a huge impact on their ability to work with you. It can be a huge benefit, or it might not work for them. Something you definitely want to know!

Luckily, these are discussions you can have if you ask the right questions!

What is your sales cycle like? How does that affect how and when you sell the most? Leave a comment and let us know. And if you have any questions or would like to know how you can take a DISC personality assessment, text us at 817-345-7449.

And don't forget to hit subscribe!

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Believe it or not, Sales Throwdown is one year old!

We wanted to spend our anniversary episode talking about what we've learned over the past year, how  we've grown, and how thankful we are to YOU to be doing this. Without our fans and followers, this wouldn't work.

So with that in mind, what are you struggling with? How can we help you feel better about your sales conversations or your sales process? Or maybe even yourself? Text us at 817-345-7449 for any questions you have or to find out how to take a DISC personality assessment.

Finally, if you think our show could help a friend or co-worker or anybody you know that's struggling in their sales role, please share this with them. Our goal is to help as many salespeople as possible!

Thank you for being awesome, thank you for sending us your questions and ideas, and thank you for supporting us!

And if you haven't already, don't forget to hit subscribe!

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Selling can be hard in the best of times, but motivation helps. However, if you have the wrong kind of motivation, it actually makes your job harder.

With the right motivation, you can communicate effectively, work your process, and find the most qualified clients that will trust you to do the job well.

But with the wrong motivation, you only care about closing the deal or you're too focused on the wrong things, and you'll actually struggle to hit your numbers or goals.

Since motivation only goes so far, because you still need experience, knowledge, etc. on top of it, you have to make sure your motivation is pointed in the right direction.

Otherwise, it will hold you back.

Have you had a situation where your motivation ended up hurting you and making it harder to sell? Let us know in the comments or text us at 817-345-7449! You can also text us your questions or ask us about taking a DISC personality assessment.

And please subscribe and leave us a review! We read and appreciate every single one!

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We all know that prospects are more likely to buy from us if they trust us. But do you know what one of the easiest ways to build that trust is in sales?

It's going into every conversation with skepticism.

This episode was originally recorded much earlier this year, back when we could still safely be in the studio together.

But now that it's the end of the year (finally!), closing deals gets a lot harder for most of us.

One thing that can help is to build more trust with your prospects by asking questions and answering questions with more questions. The more skeptical you are in a nurturing—not challenging—way, the deeper into their needs and concerns you'll be able to dig.

So we're re-releasing this episode because it's always going to be important, but it might be even more helpful now.

Are you a skeptical salesperson? Is asking lots of questions difficult for you? Taking a DISC personality assessment can help you learn to communicate easier and frame questions in a way that's comfortable for you. Text us for more info!

And please subscribe and leave us a review! We read and appreciate every single one!

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If you google how to get better in sales, most sales gurus will start out talking about motivation. But is motivation really all it takes?

This is the first of a two-part episode. In the first half, we discuss why we believe motivation isn't enough to make you a successful salesperson, but why it is important to have.

Next week, the episode continues with how motivation can start to lead you in the wrong direction.

How important do you think motivation is in sales? Text us at the number above or leave a comment.

Because motivation is so personality-driven, you can also text us to ask about taking a DISC personality assessment. When you know what your motivations are, you know how to use them to your advantage.

And don't forget to hit subscribe and share, please!

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It's November, the month of gratitude and giving thanks.

Unfortunately, sales can often be a thankless job. And how you let that affect you in sales can be huge.

This week, we're talking about how each of us thinks about gratitude, what our expectations and hopes for receiving it are, and how we look at giving it. Because it is a two-way street, and personality affects both aspects of it a lot.

One thing is certain though, we are all very grateful to our listeners and watchers! Without you, we wouldn't have gotten this far. So a big THANK YOU to each and every one of you!!!

How does gratitude affect you in sales? Are you more of a Nannette or a Clint? Text us at 817-345-7449 to let us know, or leave a much-appreciated review.

If you'd like to learn more about how your personality affects the way you sell, text us about taking a DISC personality assessment. Getting better starts with self-awareness.

And don't forget to hit subscribe so you never miss an episode!

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It's common knowledge that a lot of people do not trust salespeople. There has been a negative stigma in sales for a very long time.

Most of it is because of TV and movies, but there are a lot of underhanded and manipulative sales tactics that people have been teaching and spreading for years. Not to mention the general pushiness of far too many salespeople.

All of these things have created a stigma that makes people infinitely more distrustful and skeptical of us.

Dealing with that isn't always easy.

With all the negativity in the world right now, we want to talk about how to break out of that stereotype and fight the negative stigma of sales. When we're all better and sell with the best intentions, the culture will change.

How do you deal with it? Let us know in the comments or text us. If you think knowing more about yourself is the key to improving—which it is!— let us know, and we'll send you the info about taking a DISC personality assessment.

Please hit subscribe so you never miss a new episode! AND GO VOTE!

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As people, we all have strongly held beliefs that can affect the way we interact with others. Whether it's religious, political, or personal, it might get in the way of selling to somebody that has opposite beliefs to our own.

This has become especially relevant this year with so many things happening at once. Some of your prospects and clients are going to want to talk about it. How do you navigate what could potentially be a minefield when you're both on opposing sides?

During this episode, you'll hear some of our beliefs. And because we are four very different people with very different personalities and belief systems, there's going to be some things that will offend you and (hopefully!) some things you'll agree with.

Because that's life.

Both in sales and in your everyday world, how you choose to address and react to other people's differences is largely up to you. But when you're selling to people, you have to balance what feels right and what helps you professionally.

Do you run into this issue a lot in your sales role? Text us and tell us about it. Or if you're interested in taking a DISC personality assessment, let us know. A lot of how we deal with our own and other people's beliefs depends on our personality type and communication style. Knowing yours might help in this area a lot!

And please subscribe and leave us a review. We read and appreciate every single one!

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No matter what kind of sales you're in, you've probably had to deal with hagglers at some point. How you navigate those situations can make or break the deal... and your sanity.

In almost every sales situation, there's typically some form of a contract. Those contracts hold the keys to how the future of that deal is going to go. So what happens when they want to break the contract to save some money? Or even scarier, what do you do when you need to break it?

While we don't all deal with this as frequently as Clint does, we do have enough experience with it to have learned some lessons over the years.

So listen to this episode, and then leave us a review or text us to let us know how you handle hagglers in your business. The more people share, the better we'll all be!

And if you're interested in taking a DISC assessment or giving them to your team, test us at 817-345-7449! Knowing communication styles and personality traits go a long way in sales conversations and contract negotiations. 

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Yes, it's that time of year again. We're in the fourth quarter, and if you haven't started planning yet, now is the time!

Since this year has been so challenging and unexpected, this fourth quarter is a little different from any other ones we've had. We're not just planning for the quarter, we're planning for the next year in a situation where we don't really know what that's going to look like.  

With each of us in different industries, roles, and lengths of time in those roles, we each have a slightly different approach to assessing and planning for this quarter and the next four. Hopefully, you'll find some insight for your own planning from at least one of us in this Sales Throwdown episode.

If you watch this and you still have questions about fourth quarter planning or preparing for next year, send us a text at the number above. Or reach out if you have any other questions about sales or would like more info about taking a DISC personality assessment. Texting is the best and quickest way to reach us.

And please hit subscribe and leave us a review! We appreciate every single one!

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Some people say likability is important for selling success. Others disagree. But if you know how to improve your ability to make people like and trust you more, success is bound to follow.

We were going to talk about something else during this episode, but it kind of shifted to this topic. Which is fine, it's important. We view likability a little differently than other people do.

At the end of the day, it's more about YOUR happiness and comfort than somebody else's. Because if you're not happy doing what you're doing, then why bother.

If you have tips or practices you do to make selling easier and make yourself more likable to your prospects, let us know by texting 817-345-7449. We also want to hear your questions, reviews, or ideas for future shows! You can also text us if you're interested in taking a DISC personality assessment.

And don't forget to hit like and subscribe! Thanks for listening!

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If you've been in sales for even a short period of time, you've probably heard tons of advice. This week, we're talking about the best and worst we've ever heard.

With all the books, motivational speakers, courses, and companies out there, the amount of sales advice that you'll run into can be overwhelming.

The good news: it's not all bad.

The bad news: it's really hard to know what is good and what isn't.

And yes, we realize we're saying this when we constantly give our own sales advice. That's the thing about it. What works for one person will cause somebody else to crash and burn.

So check out this episode to hear what the best and worst sales advice we've ever heard is. Then, either leave a review or text us telling us what advice has worked for you, and what makes you laugh every time you hear it.  If you haven't taken a DISC personality assessment yet, they can really help you pinpoint what advice would work best for you. Let us know you're interested, and we'll send you more info!

And please subscribe and leave us a review! We read and appreciate every single one!

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If you're trying to figure out how to close more deals in the proposal stage, you're not alone. This is a lot of sales people's biggest struggle!

How many times have you sent a proposal to a perfectly qualified and eager client, and heard nothing but crickets afterward? It happens to everybody.

But there are things you can build into your sales process to fix this. And they can be as simple as setting up the next step or never emailing a proposal without being on the phone with them while they look at it.

This episode gets a little heated because there is no one right answer. Your personality, your industry, and the conversations you've had before the proposal all play a part in improving your close rate.

If you have questions about proposals, closing more deals, or taking a DISC personality assessment, text us at 817-345-7449.

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We've got another fan question! Dan, a newer salesperson, would like to know how to talk to prospects in different stages of awareness.

He sells windows and window installation, and he's talking to prospects that range from doing tons of research and knowing —or thinking they know—everything about the process to people who have no idea where to even begin.

In every area of sales, you will deal with prospects in different stages of awareness. And each stage has different aspects that you have to account for when you're talking to them. If you can talk to them with compassion and acknowledgment of where they are and what they know, you'll build more trust and rapport with your prospects than the other guys will.  

But it's not just about stages of awareness. Personality is a factor as well...

So check out this episode, and let us know what you think. Text us at the number above with thoughts, questions, or if you're interested in taking a DISC personality assessment. 

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It's official. Sales Throwdown is 1 YEAR OLD!

As a special anniversary edition, we wanted to spend this episode talking about what we've learned over the past year, how we've grown, and how thankful we are to be doing what we do. Without our fans and our behind-the-scenes help, we wouldn't be here.

If you are struggling in some area in sales or communication, send us a text at 817-345-7449. We'd love to hear from you! If you know a DISC assessment will help you reach new levels in your career, let us know. And if you know somebody who needs a little help or an extra push, share this with them. We all do better when we help each other. 

Thank you for listening, thank you for supporting us and sending us your questions and concerns. Thank you for being there.

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We had two different questions from the field: one asking how to stand out in a flooded market, the other involving saying the wrong thing to the decision-maker and figuring out how to proceed from there.

DISC plays a huge part in both situations. Knowing your prospect's personality profile will help you ask the right questions and frame the conversation in a way that builds trust. And knowing a decision-maker's profile (and knowing your own and what you're comfortable with) will help you navigate your foot out of your mouth when you've unintentionally gotten it stuck.

And no we're not back in the studio (yet). This episode originally came out early this year, before the craziness started. We're rebroadcasting it this week because standing out in sales is more important than ever now that buying decisions have become even more carefully considered.

If you know that DISC could help you stand out more with your prospects, email us at DISC@salesthrowdown.com. We'll send you everything you need to know.

And please hit subscribe and leave us a review. We appreciate them all!

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This week, Clint is sharing what happens when you don't work your sales process.

He's been chasing a deal that may never close. Usually, he would never do this. His process is typically much more focused on finding the right deals, getting the answer from the prospect quickly, and going forward or moving on. But that's not what's happening with this one.

It's going to happen to everybody at some point though, especially in times like these where every deal is a little more precious. Your sales process bends a little (or breaks entirely) when you feel like you need to close a deal.

But there's a reason you have a sales process. It helps things run more smoothly, and it helps keep you and those around you sane.

So check out this week's episode, and then let us know what you think Clint should do. What has it been like for you when your process falls apart on a deal?

And please subscribe and leave us a review! We read and appreciate every single one!

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People are getting laid off, they're finding more reliable or more lucrative work somewhere else, or they're just having to work from home.

All of these situations can have a huge impact on the day-to-day of the job. But when you're still closing deals and gaining new customers (or even just trying to retain the ones you have), you have to figure out ways of keeping up the momentum you had before the pandemic hit.

This week, we're discussing how to navigate your job with a smaller team. Whether you're the salesperson or the business owner, there are things to consider and different options to explore. Who knows? It could even be the start of some beneficial changes for your company. 

If you're going through this right now and have some tips, share them with everybody in a review or on social media. We want to hear about your experience!

And please subscribe so you never miss a new episode!

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Each profile has specific ways they interpret and open up to different communication styles. That's what makes learning as much as you can about each profile so important. When you understand a style different than your own, it's easier to adapt for a smoother, more lucrative conversation.

The other important aspect of DISC that we cover in this episode is that most people have secondary profiles. Ones that they slide to under different circumstances. Navigating the difference between misidentifying a profile and them having a bad day can turn around a failing conversation if you're able to catch it.

So check out this week's episode for a deeper dive into communicating with each DISC profile.

If you don't know where you are on the DISC personality spectrum, or you don't know how to identify other people's profiles, shoot us an email to DISC@salesthrowdown.com. We'll give you more information on taking a full assessment and what those results can teach you. 

And please leave us a review and let us know what you think! We read and appreciate every single one!

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But the more you sell, the more you have to work. 

You have to make sure all of your clients are satisfied. You have more services to fulfill. And you have to maintain your pipeline for future growth.  

All of this takes time and manpower, maybe more than you have.

That's why, especially if you're in a small business, selling and scaling responsibly is so important.

If you can't live up to the promises you've made and the deals you've closed, it's going to be bad for business one way or another. 

While we've studied and gained tons of experience in the world of sales, the thing that helped us most of all was taking a DISC assessment. Interested? Email us at DISC@salesthrowdown.com for more info. 

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Not to say that there isn't value to be gained from some of this, but shortcuts don't really exist. Definitely not in sales, and probably not in any other parts of life.

Time, patience, trial and error, practice, and knowledge from outside sources all have to work together to help you find the success you're looking for in your sales career.

This week, we're talking about why these advertised shortcuts are harmful and how you can make them useful for you with the right mindset.

If you're interested in taking a DISC assessment, email us at DISC@salesthrowdown, and we'll get you set up.

And we'd love it if you'd leave a review letting us know how we're doing, how we've helped, or how we can improve. We read and sincerely appreciate every single one of them!

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John goes a little deeper into his issues with authenticity during sales conversations.

Because he thrives on hitting goals and solving problems, it can be difficult for him, (and people like him), to get through the rapport side of these chats.

But since he knows how important rapport and trust-building are in sales, he just has to shift his mindset about them.

That's the trick about using any of the techniques and best practices to use in sales conversations. You have to find a way to make it natural and authentic for you. And then the bonding and rapport can happen organically.

If you're not sure what personality traits you may have to battle to have authentic sales conversations, a DISC assessment will point you in the right direction. Email us at DISC@salesthrowdown.com for more info.

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Range: Why Generalists Triumph in a Specialized World by David Epstein

Extreme Ownership - Jocko Willink and  Leif Babin

Never Split the Difference - Chris Voss

Fanatical Prospecting - Jeb Blount

While all of these bring certain values and knowledge to your selling skills, nothing is more important than having a sales process.

Your sales process is what will make your success repeatable and scalable. 

And if you've taken a DISC personality assessment, you're better able to tailor your process to your personality.  

The more you can make your process work for you, the bigger and easier your success will grow. 

Ready to take a DISC assessment? Email us at DISC@salesthrowdown.com for more information.

And please subscribe and leave us a review! We read and appreciate every single one!

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We've sold all different kinds of services and products, and we've learned a lot through the years.

But the one thing that has taught us more than anything else was the results of the DISC personality assessments that we've all taken at different times. 

We each went into it with varying levels of skepticism, but it changed a lot. The way we communicate, the way we sell, the way we think about other people's actions and thoughts. Even the way we think about ourselves.

In our very first episode, we talk about who we are, how we got to where we are, and, most importantly, what DISC is. 

We're each in four different corners: Clint - D, Al - I, Nannette - S, and John - C. 

Listen to this episode and let us know if you think a DISC assessment would help you. (FYI, it will!) Email us at DISC@salesthrowdown.com for more information!

And be sure to subscribe and leave us a review! We read and appreciate all of them!

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Extreme Ownership - Jocko Willink, Leif Babin

Good to Great - Jim C. Collins

But those questions helps us do our jobs better. And they allow us to help people more effectively.

Just like not every prospect is going to be a good fit for us, we aren't always going to be a good fit for every prospect. But you have to ask questions to find that out.

In too many sales situations, salespeople are taught and/or default to just spewing the features and benefits of their product. But how do they know that the prospect cares about their features and benefits?

If you change the dynamic from giving too much information to asking more questions, you'll have an easier time both qualifying a potential client and showing them why they need you. 

Knowing about different personality types and communication styles really helps. Email us at DISC@salesthrowdown.com for more info about taking a DISC personality assessment.

And please subscribe and leave us a review! We read and appreciate every single one!

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"Can we agree that if this isn't the right fit that you'll tell me no?"

Whether the expectation is for honesty and transparency during the decision-making process or committing to a timeline for follow-up,  these questions are important.

For both you and your prospect.

When used consistently and well-communicated, setting expectations makes for better sales communication. It makes our jobs easier and it builds more trust.

DISC plays a huge part in how we're able to do this effectively. If you'd like to take an assessment to find out what we're talking about, email us at DISC@salesthrowdown.com.

But, even without DISC, setting expectations with your clients will get you a step ahead of the rest.

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The one unifying factor is that, in almost all sales situations, prospects feel more comfortable buying from salespeople they trust.

Building trust, bonding and rapport, these things don't come naturally to everybody. Between the four of us, two really struggled with it until we figured out our own way. 

There's no one right or wrong way to do it, and it's just as dependent on the other person's personality and communication style as it is your own. That's why DISC assessments help you so much as a salesperson. They guide you towards the best way to communicate with every personality type.

If you'd like to take a DISC assessment, email us at DISC@salesthrowdown.com. It'll make your ability to build trust with just about anybody so much easier!

And please subscribe and leave us a review! We read and appreciate every single one!

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Not that gatekeepers are bad people. Far from it. But their job is to keep salespeople, specifically you, from reaching their boss. And the better they are at their job, the harder it will be for you to get to the decision-maker.

So how do we win this battle between salespeople and gatekeepers?

Great communication and knowledge of personality types go a long way towards building a trusting and open relationship with them. Basically, just listen to Nannette. She's an expert at this. 

Knowing your personality will help you to understand other's so much more than you can imagine. Email us at DISC@salesthrowdown.com for more information.

And please subscribe and leave us a review! We read and appreciate every single one!

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While all of these bring certain values and knowledge to your selling skills, nothing is more important than having a sales process.

Your sales process is what will make your success repeatable and scalable. 

And if you've taken a DISC personality assessment, you're better able to tailor your process to your personality.  

The more you can make your process work for you, the bigger and easier your success will grow. 

Ready to take a DISC assessment? Email us at DISC@salesthrowdown.com for more information.

And please subscribe and leave us a review! We read and appreciate every single one!

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C's live their entire lives based on facts and tasks. They are very careful and thoughtful in their decisions, they prefer an overload of information before they start something, and some may struggle to be as intuned to other people's emotions as S's and I's are. But if you need a partner for trivia night, pick a C every time!

Does this sound like you? Take a DISC personality assessment and find out what that means for you. Email us at DISC@salesthrowdown.com for more info. 

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The main focus for S's is the people around them. They usually avoid conflict when they can, but don't think that means they're not tough. Most S's make decisions based on facts more than intuition, and they will stand up for what they believe in and will almost always come through on their promises. 

Think you might be like Nannette? Email us at DISC@salesthrowdown.com to find out!

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Eager to please, the life of the party, I's tend to focus more on people and their team than tasks. They live by their intuition and are often thought to make the best salespeople because they will talk to anybody. 

Sound like you? Take a DISC personality assessment to find out for sure! Email us at DISC@salesthrowdown.com for more information. 

And please hit subscribe and leave us a review! We read and appreciate every single one!

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Ds are notorious for being strong-willed, get the job done types. They focus on tasks more than people and live by their gut and intuition.

Think you might be a D? We can get a DISC personality assessment for you or for your whole team. Email us at DISC@salesthrowdown.com for more information. 

And please subscribe and leave us a review! We read and appreciate every single one!

✅ Sign up for our emails: https://www.salesthrowdown.com/

✅ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown

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✅ And keep up with us on Twitter: https://twitter.com/SalesThrowdown

We've sold all different kinds of services and products, and we've learned a lot through the years.

But the one thing that has taught us more than anything else was the results of the DISC personality assessments that we've all taken at different times. 

We each went into it with varying levels of skepticism, but it changed a lot. The way we communicate, the way we sell, the way we think about other people's actions and thoughts. Even the way we think about ourselves.

In our very first episode, we talk about who we are, how we got to where we are, and, most importantly, what DISC is. 

We're each in four different corners: Clint - D, Al - I, Nannette - S, and John - C. 

Listen to this episode and let us know if you think a DISC assessment would help you. (FYI, it will!) Email us at DISC@salesthrowdown.com for more information!

And be sure to subscribe and leave us a review! We read and appreciate all of them!

✅ Sign up for our emails: https://www.salesthrowdown.com/

✅ Connect with us on Facebook: https://www.facebook.com/Salesthrowdown

✅ Check us out on Instagram: https://www.instagram.com/salesthrowdown/

✅ And keep up with us on Twitter: https://twitter.com/SalesThrowdown