Posts tagged interview
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


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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Prepare, Prepare, PREPARE!!

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.

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Be Your Own Support System

It’s good to have a support system, but don’t be so reliant on other people that you NEED them to pick you up when you’re in a slump. Be your own support system, how confidence and better yourself everyday so you have the right mindset to overcome any obstacle. Go FREAAAAAKING KILL IT today, and end the week strong!

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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.

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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.

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
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!

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!!

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!

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!

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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Size Up The Person Sitting Across From You

Everyone you’re trying to sell has different personality types, obviously. But it’s very important to be able to recognize what type of personality the person sitting across from you (or on the other end of the phone) has. There’s pretty much only two that matter: There’s the very direct, get to the point people, and then there’s basically everyone else.

You can’t sit there and try to talk about your personal life and how the weekend was with the direct people, you’ll lose their interest right away and they’ll think you don’t know what you’re doing. Conversely, you can’t just start to get right into your meeting if the person want to talk a little, they might actually be put off. 

What I always do is just ask the simple question, “How’s the day going?” That’s a nice way if saying hello, but puts the ball in their court as to where they want to take the conversation. If they say just a one word answer and don’t ask you back, then you know you got a direct person and the next sentence you say should be, “well I appreciate your time, I’ll get right into it.”

There’s a great line from the movie Suicide Kings, staring Christopher Walken who plays a gangster. He said that the only reason he was still alive was his ability through his life to size up the person sitting across from him a half a second quicker than they could him. That’s the approach you have to take, not that you’re trying to extort them for money (I hope) but you need to be sizing that other person up as soon as you meet them.