Posts tagged mindset
Consistency Is Key

If you’re persistent, you can get anything. But if you’re CONSISTENT, you’ll keep it

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!

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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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What Doesn’t Grow, Dies

You have to constantly be growing in life, no matter what it is. Your mind, your body, your career, your bank account - EVERYTHING in this world is either growing, or dying. This isn’t my opinion, it’s a scientific FACT. Even something as small as a plant, if it’s not growing and getting stronger it’s shrinking and dying.

So never be complete, never be satisfied, always strive for more. More knowledge, more skills, more money, better career, better health and constantly be looking for ways to step out of your comfort zone and GROW.

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Whats Your Morning Ritual?

I like to start my day working out, and here's why a morning ritual is important to me:

  • Starts your day on a positive step

  • You'll continue the positive momentum throughout the day

  • Accomplishing one task in the morning, no matter how big or small, will leave you with a sense of accomplishment that you'll want to keep up as the day goes on

  • When you think you look good (because you worked out ;) ) you tend to feel good and others will recognize the positive vibes you put off

  • Working out releases endorphins which puts you in a good mood

  • When you wake up and do something you feel like you're getting ahead of others, which is something you should always be striving to do!

Better Yourself

You should always be looking to better yourself and that starts with who you associate with. I’m not saying cut all ties with your friends if they aren’t going places, but start hanging out with successful people who are (or are headed in the direction) of where you want to be in life. Over time you’ll naturally move in that direction too.

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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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Sell The Next Step

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!

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.

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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Work Deals Through The Sales Pipeline Daily

Brilliance = Simplicity. Keep the sales process SIMPLE, not only for your prospect, but also for yourself. Do something daily to add new deals into your pipeline and work each deal, in each stage, everyday, toward what matter most...the CLOSE!

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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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Overcome Objections: Isolating The Main Objection

When prospects throw objections your way it can be easy to get flustered and start panicking. But don’t! Just try to isolate their primary one and work past it.

Use the “Just Suppose” method. Say something like, “Just suppose for a second this isn’t a concern, is there any other reason why you wouldn’t do business with me?” That will give you a good idea as to where you stand and if they’re BS-ing you or not.

If they say “no, nothing else” then you have them all set up. Go right at it and work through their one and only objection so you can come to a conclusion together and CLOSE THAT DEAL!

The 3 Things Your Prospect Will Base Their Decision On

The prospect will make their decision to do business with you or not based on how they feel about YOU, YOUR PRODUCT/SERVICE, and YOUR COMPANY. That’s it, not other reason than those three. So what does that mean to you? You have to make them have UNWAVERING confidence in all three of these areas in order to close the deal!

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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

Take Risks, Means You’re Trying

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!!

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