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WINNING AT SELLINGAuthor: Bill Hellkamp
Welcome to the Winning at Selling Podcast. Your hosts Bill Hellkamp and Scott "Professor Plum." This podcast is dedicated to the overall success in the sales channel. From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome. This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude. Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results. Language: en-us Genres: Business, Education, Management, Self-Improvement Contact email: Get it Feed URL: Get it iTunes ID: Get it |
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#709 - Establish a Connection Right Away and the Right Way - 7/24/2026
Episode 709
Saturday, 25 July, 2026
As a salesperson it's easy to get excited about your product or service. So much so that you can find yourself explaining about the great benefits before you even know much about the prospect. In essence, we want to tell our story before we listen to their story. Instead, resist the urge to tell and allow their stories to guide you to a valuable solution. Active Listening in Sales Techniques Jimmy discussed the importance of active listening in sales, emphasizing the need to listen to understand rather than to respond. He explained how asking clarifying questions and showing genuine curiosity can help build rapport with clients. Bill agreed with these principles, sharing his advice to prepare good questions in advance and practice techniques like "tell me more" to encourage clients to share more information. Building Client Rapport Strategies Jimmy and Bill discussed the importance of building rapport and making genuine connections with clients. Jimmy emphasized the need for preparation, active listening, and focusing entirely on the other person to establish trust and gather honest information. He shared his approach of building a "bridge of influence" through asking questions and inviting clients to share their values and future goals. Bill shared a personal anecdote about his mother's experience of feeling overlooked, highlighting the importance of full attention and focus in conversations. Golden Nugget: "Most people do not listen with the intent to understand, they listen with the intent to reply." Stephen R. Covey In this episode: Bill Hellkamp LinkedIn: linkedin.com/in/billhellkamp Bill Hellkamp Website: reachdev.com Jimmy Z LinkedIn: linkedin.com/in/jimmyzugschwert Jimmy Z Website: JimmyZSpeaks.com
