The Easier Way to Sell Presents... Close the Deal Without Selling

Are you in Appointment Based Sales? Then you know how frustrating it is when you don't close that sale you were expecting. The Easier Way to Sell helps you turn your contacts into contracts more easily and more often. To find out about this easier way… just listen to the Close the Deal Without Selling Podcast. Listen to the first three, or four episodes and you'll discover how to shift your sales effectiveness into a higher gear. For 30 plus years, the developer of the Easier Way to Sell, Ike Krieger, provided this training to thousands of clients. Those who use the system see their business increase by 20 to 50% in under a year. When you use this time-tested system, your prospects give YOU the sales presentation – willingly - and then close themselves. The Close the Deal Without Selling podcast will help you turn your vision of what it means to be a salesperson upside down. In a good way. Say Goodbye to Sales Frustration. Say Goodbye to Sales Stress. Say Hello to the Easier Way to Sell Get ready to learn. Get set to take notes. Go to Close the Deal Without Selling Podcast.

Episodes

Intro to Close the Deal Without Selling

July 5, 2019 • 3 min

Welcome to the

Close the Deal Without Selling Podcast

You’re about to discover the Easier Way to Sell. But I'm not sure you really need an easier way to sell because I don't have enough information about your current selling effectiveness.

So, you have to ask… When you go out to sell your product, your service, or yourself, do your results leave you frustrated, stressed, or discouraged? If that’s the case, I’m requesting t...

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Ep. 1 | The Easier Way To Sell

July 22, 2019 • 20 min

This podcast episode is the first in a series that will help you
Close the Deal Without Selling™.

In this episode you’ll…

Listen to Ike as he uses baseball batting averages to illustrate how a small change in your sales numbers can produce a bigger and better than expected result. (Pg.46)

Find out which of your current sales tools is not your friend. (Pg. 21)

Learn why approaching each sales opportunity in the role of problem solver ...

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Ep. 2 | Avoid Show and Tell Selling

July 26, 2019 • 18 min

In this Episode...
From Communications & Sales Innovator, Ike Krieger

Building block definitions of the Yes Formula™. (Pg.13)

Your ability to present and persuade is overrated. (Pg. 19)

Revitalize selling skills you already possess.

Examining the ups and downs of traditional sales training.

Say goodbye to “Show and Tell” Selling. (Pg. 21)

Assume the role of a diagnostic problem solver. (Pg. 27)

Benefits of thinking like a doctor wh...

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Ep. 3 | Avoid Educating Your Prospect

July 30, 2019 • 21 min

In this Episode of Close the Deal Without Selling
Hosted by Communications & Sales Innovator, Ike Krieger

You'll Learn...

Why you should avoid educating your prospect. (Pg. 170)

The Commandments of Giving Proposals (Pg. 156)

Why it so hard to break unproductive sales habits. (Pg. 109)

Hold off on your presentation.

Let your prospects lead the sales dance (Pg. 364)

Pattern Interrupts can calm your sales call (Pg. 306)

Your Heads-U...

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Ep. 4 | Effortless Selling

August 2, 2019 • 18 min

In Episode 4. of
Close the Deal Without Selling...

Join the Club

Basic Ingredients of the Yes Formula™

(Pg. 268-272)

R&R

CAN

MBA

OEQ

QUICK

In addition ...

Learn an effective way to handle Problem Clients (Pg. 51)

Encounter your first set of open-ended, diagnostic questions to use in your sales interviews (Pg. 175)

Your First Batch of OEQ's

Here a few of the diagnostic open-ended questions you’ll use in your sales interview.

Mem...

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Ep. 5 | Before and After

August 6, 2019 • 24 min

In Episode 5 of
Close the Deal Without Selling...

Join the Club

(Pg. 254-259)

Today's episode is a bit different.

You're about to hear the Yes Formula™ in action.

Ike shares a demonstration of a sales call without using the system, followed by a depiction of a successful sales call using the basic ingredients of the Yes Formula™ showcased in Episode 4.

Do you hear any of your own sales strategy in the first part?

How much of...

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Ep. 6 | Listen More - Sell More

August 13, 2019 • 20 min

In this Episode of Close the Deal Without Selling
Hosted by Communications & Sales Innovator, Ike Krieger

You'll Learn...

Be an effective listener. Read the Listening Poem (Pg. 215)

Reminders for Better Listening (Pg. 206)

Public Speaking Model (Pg. 232)

The Prelude (Pg. 273-276, 282, 285, 288, 290)

Q. Qualify - Setting the ground rules for the sale

U. Uncovering your prospect’s problem

I. Investment - Is there money to so...

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Ep. 7 | Unconscious Competence

August 20, 2019 • 17 min

Episode 7 of...

Close the Deal Without Selling
Hosted by Communications & Sales Innovator, Ike Krieger

The Public Speaking Model helps you remember the system. (Pg. 233)

An appraisal of your progress as you continue to install the
ingredients of the Yes Formula™ into your unconscious.

Where are you in the Stages of Learning? (pg. 133)

How the Stages of Learning impact your existence.

How The Six Stages of Open-Ended Questions im...

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Ep. 8 | Here is the Q.U.I.C.K. Script #1

August 27, 2019 • 24 min

In Episode 8 of Close the Deal Without Selling
Hosted by Communications & Sales Innovator, Ike Krieger

See Section 9 of the Action Guide

The first of a three-episode arc featuring a step-by-step analysis of the Yes Formula™ and Q.U.I.C.K. - designed to help you install and practice your new set of communications skills.

Add doing to your learning

Create rapport and relationship

Set the same “ground rules” for you and your prospe...

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Ep. 9 | Here is the Q.U.I.C.K. Script #2

September 2, 2019 • 21 min

In Episode 9 of Close the Deal Without Selling
Hosted by Communications & Sales Innovator, Ike Krieger

Get Your Action Guide

EPISODE COUPON CODE:

BUDGET

The U section of Q.U.I.C.K Is where the diagnostic process of uncovering problems begins.

Resist the urge to begin problem solving prematurely.

Download the list of PS/DS Open-Ended Questions and participate in a powerful learning exercise. (Pg. 176)

Think like a doctor. Ask t...

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Ep. 10|The Secret of the System #3

September 3, 2019 • 17 min

In Episode 10 of Close the Deal Without Selling
Hosted by Communications & Sales Educator, Ike Krieger

Episode Coupon Code : CAPABILITY

When a prospect isn't sure of their budget you can use bracketing. (Pg.295)

Give the prospect two separate ranges of figures.

Ask them which of the two is most closely in line with what they’d be comfortable spending?

If your prospect is reluctant to share a budget amount,

You didn’t do a g...

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Ep. 11|The Secret Sauce of Selling

September 11, 2019 • 23 min

In Episode 11 of Close the Deal Without Selling
Hosted by Communications & Sales Educator, Ike Krieger

Get Your Action Guide

EPISODE COUPON CODE:

universe11

Additional O.E.Q.s help you remain in a problem-solving mode. (pg. 185)

Remember it's not about convincing... it's about uncovering and satisfying needs.

Bridging is an effective response to someone requesting that you do both A and B. (Pg.171)

An easier way to effecti...

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Ep. 12| Power Listening

September 24, 2019 • 21 min

In Episode 12 of Close the Deal Without Selling
Hosted by Communications & Sales Educator, Ike Krieger

More OEQs = Additional Communications Options-

The need for sales rules-

Never give away valuable information unless it's part of your business plan-

Echo, or Mirror listening-

The Language of Success-

The clout of Negative Commands-

Sales Myths - Just because you believe something is true, doesn't make it true. It jus...

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Ep. 13| Stop Trying. Start Doing.

October 1, 2019 • 21 min

In Episode 13 of Close the Deal Without Selling
Hosted by Communications & Sales Educator, Ike Krieger

Commitment vs. Intention -

Trying is not doing.

The more you try the harder it is to do.

More Listening Tips

Two questions for yourself

Who should I be talking to?

What is the purpose of my communication?

More OEQ's

A closed-ended to open-ended exercise

Your results are you responsibility

Good Selling

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Ep. 14| Telling Ain't Selling

October 8, 2019 • 18 min

In Episode 14 of Close the Deal Without Selling
Hosted by Communications & Sales Educator, Ike Krieger

Is there a right way to sell?

Telling ain't Selling

How to use The Bell Curve of Life to chart your success

Find out if you have this costly Sales Malady.

Telling when you're selling is less effective than selling when you're selling. Especially when you're using The Easier Way to Sell.

Good Selling

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Ep. 15| A.I.D.A. Spells Trouble

October 15, 2019 • 22 min

In Episode 15 of Close the Deal Without Selling
Hosted by Communications & Sales Educator, Ike Krieger

I talk about one of my favorite topics, besides baseball, which is the movies, as a metaphor for your sales activities.

One of the best movies about sales is, Glengarry Glen Ross.

Watch and consider all the techniques for selling and prospecting they discuss.

Second, disregard and never use the techniques discussed in the movie.

A...

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Ep. 16| Structure Your Results

October 22, 2019 • 22 min

In Episode 16 of Close the Deal Without Selling
Hosted by Communications & Sales Educator, Ike Krieger

First... a true story, and a short lesson in how not to sell.

You figured out your goal. Now what?

The Structure of Results helps structure your results.

How Merlin the Magician can help you succeed.

America put a man on the Moon in 1969. This had never been done before. How did they create the plan?

Good Selling

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Ep. 17| Identify Ideal Prospects

October 29, 2019 • 29 min

In Episode 17 of Close the Deal Without Selling
Hosted by Communications & Sales Educator, Ike Krieger

How to discover your prospect's motive for asking a question

Your competitor has a set of Features & Benefits they use to sell their product or service. How different is your list?

The emotional response to your problem statement is the key to effective prospecting.

Tips from a 25 year user of this sales system.

Good Se...

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Ep. 18| Make Your Goals SMART

November 5, 2019 • 24 min

In Episode 18 of Close the Deal Without Selling
Hosted by Communications & Sales Educator, Ike Krieger

Looking back at the birth of the Easier Way to Sell.

When you ask open ended questions instead of delivering a canned sales presentation...do you feel like an interrogator?

You're smart. Are your goals S.M.A.R.T.?

Countering your "Someday, Maybe, I Hope" state of mind

Good Selling

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Ep. 19| Eyes Are the Windows

November 12, 2019 • 26 min

In Episode 19 of Close the Deal Without Selling
Hosted by Communications & Sales Educator, Ike Krieger

Discover all available channels for effective communication.

Eye movement helps you determine the channel on which your prospect is processing information.

The words used by your prospect helps you determine the channel on which he, or she is processing information.

An interview with Larry Gantverg, a friend and a former sales ma...

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