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'Do It Selling' With David Newman

David Newman 2



Professional Sales Tips you'll learn today on The Sales Podcast...

  • "Do It Selling!" author.
  • Works with a lot of professional services clients who hate to sell.
  • "New Sales Simplified," "nobody defaults to prospecting," Mike Weinberg
  • Pushy... salesy...always negative when describing salespeople.
  • Stop talking so much.
  • You don't have to pitch and present and make offers.
  • Ask more questions.

Related episodes and posts

  • Become a facilitator...and interviewer.
  • Ask follow-up questions...and what else?
  • Take off your salesy hat.
  • Peel the onion.
  • Ask questions to have the power and none of the pressure.
  • "A prospect who is listening is not a prospect."
  • Get the structure and framework in the book.
  • Conversation roadmaps.
  • Four phases of professional selling
    • Initial diagnosis
    • Prescription
    • Treatment
    • Outcome


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  • It's sales malpractice to skip right to treatment before diagnosing.
  • Speak the prospect's language to create a successful proposal.
  • "Based on everything you've said so far, this is at least a 6-figure deal. Now if that doesn't scare you, let's keep talking."
  • Be proud of your pricing and the value you deliver.
  • Have a business discussion, so it's about them.
  • Sales discussions are about us, and prospects don't want to have those discussions.

Get the Premier Position To Make More Sales With David Newman

Negotiate up, not down."
  • Robert Cialdini, "consistency."
  • Prospects will find the money to be consistent if things change.
  • "I'm curious, what budget restrictions are you working with?"
  • Break it into phases. "The more you look, the more you find."
  • Negotiation in the book. Negotiate up, not down.
  • "Of course, it's negotiable. Everything has a price. How much more would you like to pay?"


Learn to make every sale with the IDSS Training.


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  • This shows confidence and certainty.
  • Every day you're running an obstacle course in sales, and you're surprised to find brick walls and water obstacles and boulders.
  • A good sales process is like an attorney cross-examining a witness.
  • How do you prevent the objections: time, money, confirm with partner/spouse, we've tried it before, it's not a good time, it's our busy season, etc. (There are only about nine objections.)
  • You must dissolve those objections before asking for the sale.
  • Maybe salespeople are lazy.
  • Started as a marketing consultant, so he wrote a marketing book.
  • After years of helping speakers, he wrote a speaking book.
  • Now he wrote a sales book because the whole point of marketing is to generate a sale.
  • Writing crystallizes thought, and thought crystallizes action.

Sales Growth Tools Mentioned In The Sales Podcast

  • Hire The Best Speaker for your sales meeting or marketing conference
  • Take The CRM Quiz: get a free consultation with me
  • Donate: Just because you like the show, the no-bullshit approach, and don't want to buy a book, software, or The Make Every Sale Program.
  • The Sales Agenda: take control of every sales opportunity like a pro.
  • Leadferno: Turn lurkers into leads
  • Founders Card: Get $20,000 in free processing from Stripe, save 15% on Bose, and save on hotels, travel, car rentals, you name it.
  • Send Drunk Emails: ...that get opened and get you paid!
  • Phone Burner: work the phone like a machine so you can be a human when you connect.
  • Sendspark: Send video emails that make an impact so you can stand out from the noise. Use promo code SALESWHISPERER to get 33% off for three months


  • Guest Site: DoItSelling.com and a DoItMarketing.com/manifesto and DoItMarketing.com/webinar
  • Guest Twitter:
  • Guest Instagram:
  • Guest LinkedIn:


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