This episode is all about closing and negotiation, how to close and how not to close. And for that we need a closer, so that's why John Barrows is on the show! John provides sales training services to some of the world’s fastest growing companies, think Salesforce, Linkedin, DropBox, and many others.
His previous experience spans all aspects of Sales at every level from making 400 cold calls a week as an inside sales rep to a VP of Sales at his first start up that was sold to Staples.
I'm a John Barrows fan. His stuff works. He considers himself a sales guy who also happens to be a trainer, and that makes all the difference in my opinion.
This one's a little different. Actually, it's very different. When I heard Dr. Roger Wong speak on Gerontology at TEDx Stanley Park in Vancouver and how to help our elderly loved ones gain more independence, I knew I needed to have him on the show. This show is all about how to have difficult home based conversations we often ignore, specifically when it comes time to having a conversation with aging parents or loved ones.
Dr. Wong works tirelessly to advance academic and clinical health sciences related to geriatrics, and his work has significant impact on the care for older people in Canada and beyond.
Guest: Dr. Roger Wong
Best-selling author, Matt Dixon changed the selling world when he co-authored the Challenger Sale. He holds a Ph.D. in political economy from the University of Pittsburgh and a BA with honors from Mount Saint Mary’s University in Emmitsburg, Md.
Matt has also has coauthored two additional best-selling books, The Effortless Experience and The Challenger Customer.
Matt digs deep into insight selling (the broader term for challenger selling) in this podcast and we have a ton of fun talking about modern sales and negotiations practices. I'm a HUGE fan of Challenger Sale and I knew from the moment I read it that I had to have Matt on the show to talk about it
Evan Hopkins, former VP of Sales at 1-800-GOT-JUNK, comes on the show to talk about franchise sales, but more specifically to talk about how to develop trust so that we can have difficult conversations around under-performance. Evan speaks to a concept called 'radical candor'. Being candid is the only way to approach tough conversations. We also get into how to get referrals and how to condition the other party to get you what you need.
Here it is! Finally! I've been waiting to air this episode for a long time! Kwame Christian is on the show today to speak about contracts, what to look for in contracts, and some things you really need to be aware of in contract negotiations.
He's a lawyer, host of the Negotiate Anything Podcast (great podcast!), and owns his own negotiation coaching and training business.
We had so much fun.
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