Posts in build rapport
Consistency Is Key

If you’re persistent, you can get anything. But if you’re CONSISTENT, you’ll keep it

Match Match Lead

When someone tells you they need to "think about it," or "now's not a great time," or they "have to check with someone else..." those are all excuses they come up with. Basically they want to say, "I"M JUST NOT 100% CONVINCED!"

Which is fine, not everyone has to be, it's your job to get them there. Match Match Lead, is one style on how to do that.

The Future Of Sales Meetings

As territories expand and as businesses grow, I personally find myself doing a lot more meetings over the phone and video conference. One of the most important things we have is our time, and what we do with the time we have to be the most productive. If I can save myself from driving an hour to and from a meeting, still hold it via video conference AND have a few extra hours to get things done, I consider that a huge win. As we move more and more toward this model too and working from home more, we’ll eliminate need for actual offices, saving money for the business. We can essentially work from anywhere in the world too and still be productive. Excited to see what the future has in store!

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Pick Up The Phone

I don’t know if it’s just me or what I’m seeing, but I feel like Sales Professionals are scared to get on the phone nowadays. Everything is emailed or they look for different ways to get in the door to a prospect. Don’t get me wrong, try everything you possibly can, but the numbers don’t lie, nothing beats the “tried and true” Cold Call. Whenever there’s an issue or I’m trying to schedule a meeting, or I’m moving a deal forward, I pick up the phone and make the call. If I don’t get them, THEN I follow up my voicemail with an email so I’m hitting them on both fronts, but you should never lead with the email. Have the prospect hear the excitement in your voice, use the right tone to get THEM excited too and move the sale forward. Don’t be afraid of the phone, but if you are, the best thing to do is just dive in and start making calls because the more and more you do it, the easier it becomes.

Source: Salesforce

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Never Stop Improving

One of the best ways to improve is to constantly be learning. Invest in yourself, read, learn as much as you can, and become the best "YOU" YOU can be.

Here's a few books I'm currently reading to better MYself: @tcaponi 's #TheTransparencySale , @stephanpaternot 's #AVeryPublicOffering , & @jeffreygitomer 's #TheLittleRedBookOfSelling

WHAT BOOKS ARE YOU READING THIS MONTH?? COMMENT BELOW!!

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Don’t Just Have a Plan, Have The RIGHT Plan

EVERYBODY has a plan, an idea, a direction they know they want to head but then something hit them they weren't expecting and what happens??? Their world gets rocked, they get shook'd and they don't know what to do. Expect the worst, prepare for THAT, and be ready for it when it comes. Instead of telling yourself why a deal will close, tell yourself all the reasons why it WON'T. This way you can work around those reasons in your presentation and be ready for the objections when they come. Have a plan, but make sure you're preparing the RIGHT way, not just the easy way.

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The Importance Of Customer Service

How important is customer service to you? COMMENT BELOW!

It’s so much harder to sell a new prospect than it is a current customer. The hard work is done already, they know you, your product/service and your company, they (at least at one point) liked you enough to buy from you, so as long as your taking care of your customers they SHOULD be your easiest sale. This number should be a lot higher in my opinion and every organization should be striving for 100 % customer satisfaction. They can be your biggest fans, easiest sales, and a great source for referrals...if they’re treated right. Now go make someone happy today!

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Better Yourself

You should always be looking to better yourself and that starts with who you associate with. I’m not saying cut all ties with your friends if they aren’t going places, but start hanging out with successful people who are (or are headed in the direction) of where you want to be in life. Over time you’ll naturally move in that direction too.

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Sell The Next Step

No matter what part of the sales process your in, trying to book time with the decision maker, booking the presentation or setting the closing meeting you're just trying to sell the next step, not your product or service.

Even if you're trying to confirm if someone qualifies for your services, you're still only trying to do that. Don't rush the sales process and use the time you have throughout to build credibility, trust and rapport so by the time you do get to the close your sale is set up. This way it’s not such a big awkward moment, you’ve already established yourself enough as an expert that’d they’d be foolish to not buy from you.

Don't get me wrong, there will always be times this process skips a few steps or people want to just buy right away, and when that happens JUMP ON IT! But more often than not you have to follow the tried and true method.

Sales is fast paced, it's five seconds to buy a minute to buy five minutes to buy a meeting to get a close.

Make sure you're focused on your goal and keep moving them one step closer to the end-zone!

The Harder You Work The Luckier You’ll Get

There is no such thing as “lucky.” The ones who you view as lucky work harder than you to get there. Sorry to break it to you, but that’s the harsh reality. If you don’t like it, GET TO WORK❗️ Then you too will find that the harder you work, the luckier you’ll get 😉👌🏼. Happy St. Patrick’s Day and stay safe out there.

Sell On Emotions, Not Facts And Figures

Whether you’re on the phone with someone or sitting down face to face, most people can’t remember all of the details you throw at them. Our brains just aren’t wired that way. But they DO remember you by your tone of voice, your level of excitement, and how excited you got them to buy from you. So remember, don’t focus on facts and statistics, focus on making them EMOTIONALLY compelled to do business with you!

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Always Begin With The End In Mind

You don’t get paid on making calls, you don’t get paid on setting meetings, you get paid to close deals. So focus on closing the sale. Everything you do is to push one step closer to the close, so start with that, acknowledge it and lead with what you're trying to accomplish. The decision maker already know it so get out in front of it so you set the right expectations from the start.

Match The Decion Maker!

You’ve got to be MATCHING the decision makers personality type, style, the way they talk, sit and act, so they feel connected to you. People want to buy from people they’re connected too. Don’t mock them, but if they’re being direct, you be direct, if they’re leaving back in their chair, you lean back in yours. They need to feel like you get them, like you’re in sync with one another and you have a good rapport. They won’t feel that way if you’re complete opposites.

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All That Matters Is What You’re Made Of
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First Impression Stats

You never get a second chance at a first impression. How will YOU make it count??

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Build Rapport

Building Rapport is crucial in the sales process. In most cases it's needed to help close a deal, but what can you do to build rapport?

  • Building rapport doesn’t mean talking about your weekend, or theirs

  • It means you want the decision maker to have a level of comfort with you as the person they’re giving their business to

  • Ask for permission to ask questions

  • Match their style, pace, movements, etc. (don’t copy them, but decision makers like to buy from people who have similar style to them

  • Actively listen. Do things like:

    • Nodding your head

    • Saying “mm-hmm,” “go on,” “okay,” “thanks for telling me that”

    • Using facial expressions to react to what they’ve told you

  • Sending them a follow up email defining next steps on both parts & a hand written note, thanking them for their time

  • Finally, if you feel the timing is right, you can end the conversation with a question like “any plans this weekend?” or “what do you have going on the rest of the day?” But don’t open with this, most decision makers know this is just you trying to break the ice in the beginning and they see right through it