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!
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.
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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.
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!
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!!
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.
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.”
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!
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!
The trick isn’t just hitting a goal, it’s about establishing the right process that works so you CONSTANTLY hit that goal.
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
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!
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.
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!
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
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!