Posts in luck
Every Interaction Is Your Opportunity To Move The Sale Down The Field

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.

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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!

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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.

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.

First Impression Stats

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

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Don’t Delay…Decide

Don’t sit around and gameplan about something. Jump right into the fire and like @nike says, JUST DO IT! REAL experience is better that hypothetical experience any day.

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Dealing With Competition

Tips on dealing with competition:

  • Know them front backwards and sideways

  • Know their strengths, know their areas of opportunity and DEFINITELY know their areas of opportunity

  • Tell the prospect / customer all of the great things that the competitor does that your product or service can do as well, but add at the end their areas of opportunity that YOUR product / service has to offer

    • Don’t focus on the things you both do, you’ll lose them. Ask questions as to what they like and say “that won’t change, but tell me what you don’t like…if you could change one thing, what would it be?”

  • Do a SWOT (Strengths Weaknesses Opportunities Threats) analysis for each competitor in your space

  • Don’t ever talk bad about a competitor, people can see right through that. Instead just let your sales skills do the work and sell on the fear of the unknown. So pitch it more like “you don’t know what you don’t know and what you’re missing by not being with me.”

Sorry To Break It To You…No One’s Calling

I never understood why sales reps never follow up. NO ONE is going to call you, YOU have to call THEM to get the sale. If you expect anything less, you’re in the wrong profession.

Be aggressive and go lock the sale down!

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Widen The Gap When Others Quit

What always keeps me going, even when I don’t always feel like it, is envisioning my competition or peers quitting. When they’re working, you DEFINITELY have to be working too, but when they decide to give up you gotta take it into overdrive and widen the gap even more. No Mercy!

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Have The Right Process To Constantly Hit Your Goals

The trick isn’t just hitting a goal, it’s about establishing the right process that works so you CONSTANTLY hit that goal.

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Prospecting Tip #3: Getting Past The Gatekeeper

Everyone has trouble getting through to decision makers. Gatekeepers are hired and are there to make sure YOU DON’T GET THROUGH! So how do you work around that? The best way to overcome them is to avoid when they’re there. Decision makers are in early and/or work late, so try them then. Call them before 8 or after 5 before the gate-keeper gets in or after they leave so you have a direct line to the person you’re trying to reach. You’d be surprised how many people you get through to.

And if you do catch the gatekeeper, don’t sound like every other salesperson. Try a couple things to mix it up:

  • Use the shortened version of the decision maker’s name (I.e. “is John there?” Not “is Mr. Smith or Johnathan in?”)

  • When they ask who’s calling say things like “It’s John just calling him back.” You have called before so you’re trying again, it’s not a lie, just mix the words around to sound more casual

  • Use their name and get to be friendly with them. You’d be surprised how many gatekeepers might just put you on the decision maker’s calendar if you ask after they get to know you

  • Ask when a good time to call back would be

One Person Has A TON Of Potential

You’ve got more potential than you may think and a small accomplishment now may have huge benefits down the road. One person has a TON of potential!

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Be Remembered By The Stories You Tell, Not The Facts You Leave Behind

When was the last time you remembered a random fact? Yea, exactly. But when was the last time you remember a good story that made you laugh, cry, or get EMOTIONAL? Probably a little easier to draw upon the second scenario.

Use stories to help illustrate your point and get your prospect to REMEMBER YOU AND YOUR PRODUCT/SERVICE well after you leave.

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Get The Training You Need To Be Successful

Make sure you feel you aren’t getting the training that you need to be successful that you’re speaking up about it. It’s your career and ultimately your ass that’s on the line if you fail. Email me questions or deals if I can help!

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Make a GREAT First Impression

In business, like in life, you never get a second chance at a first impression. So make it count! They did a study of 100 people at Princeton University and found that it takes our brains a tenth of a second to make an opinion about somebody. A TENTH of a second! You do it too, even when you don’t realize you are.

What does that mean in business? The initial assessment they make of you will strictly be about your looks, so you have to make it count. Don’t show up looking sloppy, hair not done, wearing right clothes. You need to look professional and successful. If I told you to close your eyes and picture a successful person, THAT’S who you should be emulating.

You don’t want to be having to dig yourself out of a theoretical hole the entire meeting just based on your look. The sale is hard enough to get, so don’t let the fact that you under-dressed or didn’t do your hair stand in the way.

Tips on making a good first impression:

  • Wear a full suit (tie optional)

  • Give a firm handshake and make eye contact (probably most important)

  • Do your hair

  • Put on some (emphasis on some) cologne/perfume

  • Wear a nice watch

  • Stand straight up, don’t slouch

  • Don’t be the “typical millennial” and look at your phone in the waiting room. Just sit there and take in the entire vibe of the place. Maybe something will even catch your eye like and award that can be a conversation starter

  • Relax and have fun with it! At the end of the day, no one is dying and it’s not rocket science. People want to do business with people they like and have fun with, so lighten up and let your personality show through! Your confidence will show as well

Be The Hardest Worker In The Room

I know this is true for me, is it for you?? I never give up at anything in life, and it is IMPOSSIBLE to beat someone who never gives up. You can achieve anything you want in life but you have to work at it.

The Grant Cardones and Tony Robbins of the world are successful because they’re the hardest workers in the room and they were determined to win. They don’t have any special talent that you don’t, it’s just that their more determined. Be the hardest worked in the room, give it your 100% today, and WIN!

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Train Your Sales Team

CEO’s, Owners & Sales Managers - you need to TRAIN your people. It takes you one day, one day, our of the sales environment to get rusty. You NEED to be investing in different ways to better your sales team.

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Begin With The End In Mind

EVERY interaction, conversation or meeting that you have, both personally and professionally, you HAVE to know what you want the outcome to be. If you don’t, how can they❓

Know where you want to end up and work backwards from there. Tell THEM in the beginning of the conversation so they know and you can set right steps or re-set expectations if you’re off base

Now go lock down some big fish ❗️

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Be Prepared for Every Opportunity

Always ask yourself, “if a position opened now, would I be ready for it❓” If the answer is “No,” than DO SOMETHING ABOUT IT‼️

Never settle for second best and never settle for where you are in life. You can have anything you want, ALWAYS be PREPARED to take it❗️