If you’re persistent, you can get anything. But if you’re CONSISTENT, you’ll keep it
I don’t know if it’s just me or what I’m seeing, but I feel like Sales Professionals are scared to get on the phone nowadays. Everything is emailed or they look for different ways to get in the door to a prospect. Don’t get me wrong, try everything you possibly can, but the numbers don’t lie, nothing beats the “tried and true” Cold Call. Whenever there’s an issue or I’m trying to schedule a meeting, or I’m moving a deal forward, I pick up the phone and make the call. If I don’t get them, THEN I follow up my voicemail with an email so I’m hitting them on both fronts, but you should never lead with the email. Have the prospect hear the excitement in your voice, use the right tone to get THEM excited too and move the sale forward. Don’t be afraid of the phone, but if you are, the best thing to do is just dive in and start making calls because the more and more you do it, the easier it becomes.
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!!
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.
The easiest thing to do is to just give up when something’s difficult. But nothing worth having comes easy...So NEVER give in, NEVER give up, NEVER take “no” for an answer, NEVER settle, and ALWAYS try one more time. If you do that you’ll always come out on top in the long run. GO KILL IT!!
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.
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!
People never remember WHAT you say, but they do you remember how you make them FEEL! Use different tones, inflection and pauses in your “pitch” to be different than the other 100 sales people calling that decision maker.
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.
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!
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.
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.
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!
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.
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!
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!
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.
You never get a second chance at a first impression. How will YOU make it count??
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!
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??
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.
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.
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