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In The Sales Arena

Welcome to "In the Sales Arena" with Jim Jacobus ...

This podcast provides real world strategies, tactics, sales skills and mindset to build the sales career, and life you want! Jim Jacobus has spent the last 20+ years designing, developing and delivering sales and sales management programs for elite organizations like PricewaterhouseCoopers, Halliburton, Akzo Nobel, IBM, XEROX and many more.

In this podcast Jacobus shares the best of the best from the 1,000’s of days and 10’s of thousands of hours spent working with outstanding sales teams literally all over the world! Want more from your sales career and your life? This is the place to be!

Jun 25, 2015

Welcome!  We are wrapping up our series on Power Sales Questions that we have covered during June.  We have discussed Three Power Questions and how important they are:

  1. The Columbo Approach—Learn when and how to use it!
  2. The Plus/Minus Question—Find out what’s going well/what’s NOT going well.
  3. The Price...


Jun 18, 2015

Welcome to Inside the Sales Arena! 

 This month we are covering “Power Sales Questions”.  So far in June, we have discussed:

The Power of Asking Great Questions

We have looked at two tactical strategies:

1. The Columbo Approach

2. How To Ask the Tough Questions.

 

This week we are going to look at Questions to...


Jun 11, 2015

Welcome to our podcast!  All month long we are talking about The Power of Questions, and today’s topic is How to Ask the Tough Questions.

From our webinar of February, 2015, we covered value-based selling.  The value propositions for clients are based on the following:

  • The Issue:  What is the problem?
  • The...


Jun 4, 2015

THE “HOW” AND “WHY” OF USING QUESTIONS

             “THE COLUMBO APPROACH"

 

Welcome to the first podcast of June!  All month we will be considering “The Power of Questions.”  We will discuss helpful, basic information that YOU can begin using right away.

 

WHY are questions so powerful?  There are...