Posts in questions
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!

My Post (71).jpeg
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!!

7622B79F-7921-4D0A-823C-3FA7D4CCE2D2.jpeg
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.

My Post (66).jpeg
Presenting Your Material

Put yourself in your prospect's shoes, they aren't as familiar with your product or service as you are. Because of this you need to set up everything and make sure they fully understand every important part about your presentation.

Before presenting anything, TELL the prospect what you're about to show them. Describe the concept, describe what they're about to see and describe why you put this together for them.

Then SHOW them the material. Take your time to walk through (not too much time, but enough) and draw out questions from them:

- This is probably new to you, what questions do you have?

- What do you think?

- Poke holes in this for me, what issues/potential obstacles do you see?

Lastly, TELL them what you just showed them. Re-cap the high points and every way you'll add value to their daily lives.

Tell, Show, Tell

Download My New E-Book From Amazon!

Download The Sharkbite E-Book, FREE for a limited time, 3 DAYS REMAINING.


Win Or Learn, There’s No Losing

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.

My Post (56).jpeg
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.

Get Your Mindset Right

Mindset is everything in sales and in business. You need to be on the top of your game all the time so you don’t miss opportunities. But that’s tough! Go back to WHY you started in the first place because for whatever reason it was that made you get into it, it should be enough to keep you going. There’s a great quote from “On Fire,” a book by John O’Leary, that said “if you know you’re why, you can endure any how.” Always know your why. Know why you need to succeed in your current position and push yourself to get there. Not as easy as it seems, but work to change your mindset and the situation will change.

There’s another technique you can use too. When you’re in a good mood, when something really great happens to you that makes you excited, try to harness that emotion. Remember that feeling and when you’re mindset isn’t right, think back to that amazing feeling you had.

Start Taking Action

You cannot learn how to swim by taking notes on the sideline. You learn by getting in the water and DOING . It’s the same in sales and it’s the same in business. You’ll learn more, improve quicker and have better results when you dive right into the fire!

IMG_5827.jpeg
Always Try Again

You need to have the #courage to NEVER GIVE UP under any circumstances . You got goals, dreams, plans...go after them! Start today and if you don’t succeed right away, try again tomorrow. It’s impossible to beat someone who never gives up. So be known as the person who NEVER gives up!!

IMG_5830.jpeg
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.

IMG_5813.jpeg
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!

IMG_5834.jpeg
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!

IMG_5828.jpeg
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.

My Post (31).jpeg
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!

My Post (32).jpeg
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.

My Post (30).jpeg
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!

My Post (24).jpeg