Posts tagged interview advice
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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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.

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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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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How to Build Credibility In The Sales Process

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??

  1. 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.

  2. 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.

  3. 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

Be a Doer, Not a Dreamer

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!

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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!

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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!!

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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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