If you’re persistent, you can get anything. But if you’re CONSISTENT, you’ll keep it
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!
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!!
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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Preparation is KEY in sales. I don’t care if you’re suspecting, prospecting or closing, always make sure you are prepared and performing at your absolute best. You never know who’s going to pick up the phone and what impression you’ll have. As we know, you never get a second chance at a first impression. So prepare for everything, write out scripts, think about where you could lose the sale, think about what holes they could poke in your material, and BE READY for anything that gets thrown at you. I promise it will pay off.
View every lost opportunity as a chance to learn. Learn from mistakes, learn from the process and you’ll be that much better prepared for next time. Just don’t make the same mistake twice.
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!
In a sales, every phone call, every meeting, every single meeting is your opportunity to move your prospect down the field and one step closer to closing. Doesn’t matter how small of a step forward you take, just keep pushing towards that goal. And don’t waste time talking about your weekend or things that have nothing to do with the sale, then your in “out of bounds” territory and it’s hard to remain in control.
Work as many deals into the “red zone” as possible and have 3-4 deals in there for every one you want to close (know your closing ratios over time to adjust this up or down). Eventually things will start to close. Make sure your constantly bringing new opportunities on the field so there’s a consistent flow of activity and you never have a dip in your productivity. Now go kill it this week and make some money!
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.
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!
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.
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.
You never get a second chance at a first impression. How will YOU make it count??
Credibility is crucial in the sales process. Make sure you never do anything to lose it with the decision maker. Everything you do from day one should be moving them closer and closer toward trusting you 100%.
So how do you establish trust??
Demonstrate competence. You need to be viewed as an expert on your product/service (along with everyone else’s) and have the ability to leverage others in your organization to get any questions answered and needs met.
You don’t have to be an expert on everything, but you need to be able to draw on the expertise of others to point the prospect in the right direction.
The customer doesn’t need explanations of everything you’re doing, they just need to trust that you’re the person who will get their problems solved.
By doing what you say you will: scheduling meetings, showing up on time, following up, accurately relaying back information they’ve told you and following through on commitments.
People are viewed as reliable when:
Their words and actions are consistent.
They keep their word.
They are predictable and steady.
The third and final building block of trust is being client-focused. Prospects need to see that you’re looking out for their best interests—not just your own
You want them to view you as a trusted adviser - Clients buy advice; customers buy products
Take risks, take a chance, get knocked down and make mistakes! At least it shows you’re trying your hardest. Now go get after it!!
Quit talking about what you’re going to do and go get after it! People always talk about the next best thing on the horizon when they should stay quiet and let their successes do the talking. Be a DOER, not a DREAMER!
Confidence is so key at point of sale and getting people to trust / buy from you. But what if you lack confidence? It’s tough to get more when you aren’t having success.
The answer is simple, whatever we think about, we eventually become. So however you want to be perceived, ACT AS IF you are, and you'll become that. Study what confident or successful people do and mimic them small at first. All of those small things will eventually add up and you'll become that way too.
In time you’ll start having more success and feel more confident naturally. It’s an odd thought to wrap your head around, but trust me, if you can just ACT AS IF you’re the way you want people to see you, you’ll naturally start to become that way.
Always push forward. Doesn’t matter if you stumble, trip or fall. Get knocked down 7 times and get up 8. Never give up and keep moving toward your goal!