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Validation is finally here! We speak process and how to sell in a successful and consistent way. It is only done through a solid process. Ken Lundin heads up Ken Lundin and Associates (click on name for the website.) They focus on helping the sales process of organization improve efficiency and total sales.
In this episode we cover various topics. Some of those include:
Who are you working for? Management often misses who you are working for and managers need to understand their people.
If you can understand the basics of sales, you can get in front of clients. Once you are in front of those clients, ensure you are bringing in the right experts.
In the beginning intros, focus on what the client needs most.
Discovery calls require the client to "look up off their desk." How are you encouraging the client/prospect to reflect how this product/service will help them in their job.
If you want to add to the conversation, please reach out to us: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Ken Lundin joins us agin for part two. The focus of this conversation is the question, "so that..." The greatest sales people are those who:
Bring in the right experts
Link what is being stated to why it is important to the prospect
You likely have the best widget but understanding the pain point and then helping the client/prospect relate how this widget eliminates that pain is crucial.
Don't waste time in the presentation. Saying as little as possible to get your point across is key. Focus on the clients and specifically how this will solve their problems/challenges.
Ken is the President of Revheat and Ken Lundin and Associates. If you are looking to improve sales or marketing, check out the links to Ken's businesses.
This week we are just quoting information from Harvard Business Reviews.
Sales reps are constantly pushing for the end of the month, quarter and year. As we come to the end of Q1, are you thinking about scrapping your plan? If you are, you are not alone... but don't because it is a terrible idea!
What do you do when you are not meeting your metrics? Here are some simple solutions:
Go back with your plan to your leaders and mentors. Ask if anything needs to be changed or if there are any insights.
When they say no, then double down on your efforts.
Slowing down helps to speed up sales.
When you take time to slow down, you will be more aware, relaxed and reflective. Your clients are used to you selling a certain way. When you push hard, you are changing your style and the prospects need to meet and understand that "new" rep. Slowing down allows you to see buying signals and truly listen to your prospect's concerns. The quota will not change and the pressure will be there. Slow down and make sure that you are completing the sales rather than rushing and moving through.
Use the PowerPose to help you feel more confident. I usually do this every start to a new quarter and when I am down but it works. Mike shares about how to use the PowerPose to drive confidence.
Reach out to us about who you will refer this podcast to or if you have a guest recommendation:
Hybrid Selling - Keeping yourself relevant in the future. Look at the new challenges and stop getting away with doing the minimum for the customer. There is so much more that need to be done to meet the expectations of the customer.
Hybrid Selling Framework
E - Essentials (basic foundations - collaborative selling)
V - Virtual Selling (video, social selling, and AI)
O - Opportunity Management (understanding information of the sale)
L - Leading Customer (guiding through the sales process in the way they need)
V - Value Selling (what does value actually look like to the customer)
E - Expand the Relationship (work together with customers for delivery)
Mike suggests that the largest miss is the ‘O’ and understanding all the information. This includes who the players are, what are they looking for and mapping all the information together. When uses correctly, it is very powerful but it is not always maximized.
Mike Crotta joins us for more sales and baseball analogies (and makes fun of Scott for his lack of baseball movie experience).
Our discussions range from finding the right "strike zone" to the "goldfish mentality" to preparation and planning. Mike brings his unique perspective as a former MLB pitcher and professional athlete and makes the connection between his experience in a sport where failure is the norm and selling in the world today. Great stories about beginning the right way, staying coachable, becoming an expert, and reaching the top.
It has been said that nothing happens until something gets sold, and for every sales representative success story, there was an entrepreneur that started the process years before. Today we have the chance to talk with two (of three) brothers that made their idea come to life and keep selling and selling... Wayne & Jonny Lifshitz (and their absent brother Bryan) changed the way people think about carrying their children "piggyback" style forever. They share the challenges and insights that can make a difference in your sales approach.
Pick up your Piggyback Rider on Amazon and take your kids on a hike!
Also, leave us a rating (5 Stars is all we accept) and a review (be nice because my mom reads these) and follow us on all the socials.
It has been said that nothing happens until something gets sold, and for every sales representative success story, there was an entrepreneur that started the process years before. Today we have the chance to talk with two (of three) brothers that made their idea come to life and keep selling and selling... Wayne & Jonny Lifshitz (and their absent brother Bryan) changed the way people think about carrying their children "piggyback" style forever. They share the challenges and insights that can make a difference in your sales approach.
Pick up your Piggyback Rider on Amazon and take your kids on a hike!
Also, leave us a rating (5 Stars is all we accept) and a review (be nice because my mom reads these) and follow us on all the socials.
The book "Sell It Like a Mango" is out! Click on the link to go pick it up on Amazon. What are the skills you need to stand out? Donald does an amazing job explaining how to drive sales.
In this episode we highlight #danielthebarber (there is no affiliate link here) :)
Check out next week as we speak about how to tag people in social media.
Reach out to us at: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
How are you utilizing social media? Are you tagging people? If not, why not?
Donald shares the ways in which he is effectively using social media to drive his business.
The book "Sell It Like a Mango" is out! Click on the link to go pick it up on Amazon. What are the skills you need to stand out? Donald does an amazing job explaining how to drive sales.
Reach out to us at: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Pete had a successful career playing basketball in Europe and then came back to the States and is a financial advisor. For Scott, Pete has been an awesome colleague at Baird. It is about time we learn what Scott does for a profession and who he works for!
In this episode, we learn how Pete was successful in shifting careers and the steps that he took to get there.
Join in the conversation: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Damien Cooke finishes the conversation about leadership and management. They are two different things and should be treated as such. A good manager will not make a good leader and visa versa. Here is what we discuss in this week's episode:
Great leaders do the following:
Recognize different styles of selling and leadership.
Redirect learning and conversations in a way that connect with different personalities.
Find future leaders that are diverse but who have an ability to care and redirect people toward their potential.
How do you build a great team or know that you are on a great team?
TRUST - there is nothing that you would hold back from these individuals. This includes secrets, passions, aspirations, weaknesses and challenges. Leaders form teams where trust is overpowering.
Kick off people on your team who are not trustworthy.
Join the conversation and tell us what you want to hear about: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
99% of what you get about closing is REALLY bad. There are ancient tactics that keep circulating and bad practices must be abolished! James Muir shares his expertise on sales. Find out more about what he shares at his website PureMuir.com.
Are you listening to "practitioners in sales" or intellectuals that are digging up old information that is not relevant or applicable. Selling in today's world when prospect have all the information is different in the information world.
7 Deadly Sins or Myths of Closing:
Closing techniques work
ABC - Always Be Closing
Closing tactics work on large and small deals
Closing gambits show you want the business
Customers are happy when they make a decision
Sale will close itself
Sales people are afraid of asking for commitment
Gambits work if the sale is a low price sale. The higher the cost, the lower probability of close. What advice are you listening to and who is sharing it with you. Question what you are hearing!
In this week, we speak about myths 1-4. Join us next week for 3-7 and more James Muir.
Join in the conversation: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Are you closing techniques not working? We know why... stop doing them!
What is the best single action to increase sales? - Sell to the right person!
Studies find that closing techniques erode trust and James shares about neuro-linguistic programming. Stop manipulating people! Either way, pick up his book The Perfect Close because it is so helpful.
James Muir highlights the 7 Myths of Sales. Find out more about what he shares at his website PureMuir.com.
7 Deadly Sins or Myths of Closing:
Closing techniques work
ABC - Always Be Closing
Closing tactics work on large and small deals
Closing gambits show you want the business
Customers are happy when they make a decision
Sale will close itself
Sales people are afraid of asking for commitment
Do you not like selling technique? Great! They are not working for specific reasons.
Join in the conversation: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Greg Daines rocks our world. Customer satisfaction has NO correlation to customer retention. WHAT?! Greg shares the research that he has done to highlight this fact. This changes so many things that we have thought about. Here are some of the questions we got wrong in this episode:
Are people challenging your sales pitch engaged and likely to buy?
Are people who are slightly frustrated with your product good for referrals?
What is the number one driver for customer retention?
Do NPS numbers accurately reflect your business?
Part 2 will air next week but this will give a lot of information to think about for the next 7 days. Find out more about Greg at Total Customer Strategy.
Tell us how you feel about the importance of customer satisfaction in your business: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Greg Daines challenges all of our beliefs. Prospects pushing on our pitch, product or service is a good thing. There are some keys for client retention. One of those key drivers is measured result. Here are some other things discussed:
The number one factor in customer turn is "the way we sell." Start with the result (the why) before you ever get to the 'what'.
Giving a free trial might reduce barrier to entrance but likely has an opposite result on gaining new clients.
How are you selling? If you are talking about your or your business, you are doing it wrong. Get the prospect talking about themself. Build a "results story" and not a sales pitch.
Focus on the results and allow that to drive the story.
Are you qualifying your prospects the right way? Are you asking these prospects if they are willing to change in the way that they need to drive results?
Christopher Cotton shares how to have integrity and honesty when selling. Chris is an Enterprise Account Executive at MX. You might see others and think they are successful but only after time will you truly see the results of ethical selling.
Here are points discussed in this weeks episode:
When you put clients first, there is not a grey area.
It is easy to share the facts of what the product/service is and is not.
Enterprise sales are easier to be consistent with the sales process. When it needs to pass through multiple people to close the deal, it is crucial and almost easier to be upfront with features and benefits. One thing to watch out for is:
Don't promise something that you believe will come out by the time the purchaser uses the product. Take time to explain and be upfront.
A Key Take-Away from the conversation is... WHERE DO YOU PLACE YOUR VALUE? If you placing your value in what you are selling or achieving you will likely be disappointed. When value is placed with a long-term focus, such as father/mother/spouse/person with integrity, then you will have a different focus. With a value that doesn't change with time, you will not be pushed as much to cut corners or make decisions without full integrity.
Join in our conversation and share this with others: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Brian Cappy shares the difficulties of sales and changing careers. There are challenges with changing professions and jobs. We often push ourselves to work harder and do things that are more difficult. We want to push ourselves to be better. The challenge is when that shows up in a new profession and we might not know exactly what we are doing. While this is normal, it still is difficult. In this episode, we we talk about:
Imposter syndrome - who are we trying to be and the feeling of "fake it until you make it."
How to get out of a rut when you feel that you are not making it.
You will find times of frustration and discouragement. Know that you are not alone. Even the great Brian Cappy has felt like this.
Have some accountability partners to help you understand where you are at and change.
Please join in the conversation: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Dylann Ceriani is the Co-founder at Protoshop. She is an amazing engineer and a great saleswoman. How is she successful and what is she doing?
In the first part of the interview, Dylann shares that her success is because of the services she is using for lead generation. However, once we get going, we all quickly realize that Dylann's expertise and not time waste attitude helps sell to likeminded individuals. Here are some take-aways from our conversation:
Be genuine
Be an expert (if you are not, bring in the expert to add value)
Don't be boxed into the stereotype in sales
Be direct and be bold in your sales process
What are you doing that might not be driving the sales? After listening to this episode, what are you going to be doing different?
We want to hear from you... Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Ashton Buswell shares his top two secrets. Ashton is the VP of Sales Acceleration at LGCY Power. Solar sales require different techniques because it is not an enterprise type sale. What are some of the differences and similarities? That is what we discuss on this week's episode.
Here are two key tips for sales from Ashton:
Ask for free stuff everywhere.
Order at a restaurant quickly.
These are fun experiments that we have used over the past couple weeks. Excited to see what success you have with them. Please let us know how it goes:
Return winners of a President's Club understand how all the macro pieces fit together. Being an expert on your product might take you to President's Club one time. Being an expert on the industry and how your product/service fits into the macro view, will make you a return winner.
IF YOU ARE NEW... UNDERSTAND MACRO RELATIONSHIPS. You will be able to leverage the back office or bring in other experts to help you provide the full service.
Both new reps, old reps and managers must spend time understanding the larger picture and process. If you can understand your prospect/customer's business pains and methodology, then you will be able to offer your product/service and add significant value.
People looking to purchase already know specs. What the buyer is needing is the process of the purchase and how everything will work together to drive results.
Reach out with your thoughts on this topic: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Do you feel like you are lonely in your territory? How does being a relation expert fit into this conversation? You get off your lonely sales island when your clients need you. When you feel needed, this takes away your feeling of loneliness.
Loneliness is a consequence and being alone is a choice. When you choose not to pick up the phone and speak to someone, you are missing out on opportunities.
Stay current in the industry (trending articles and be where people in the industry are at) - Use Google Alerts to stay up to date on your industry.
Gossip doesn't get you nowhere... but in trouble - stop the gossip! When you get into the accounts or people's lives, you are going to hear things you shouldn't have heard. Keep the confidentiality.
Stay consistent - if you feel like what you are doing is not working but it is a proven methodology, keep going!
Look at the big picture. How does your product/service help the overall results of the customer/client/prospect? Use these steps above to ensure you are getting the science of being a relation expert.
Please reach out to us and let us know your thoughts: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
When is it time to move away from your clients? While this is a shorter episode, it is critical to know the best way to say goodbye to certain clients. Here are some things to look for:
How much time are you spending vs the financial compensation?
Are you being productive or is it too much accumulated time?
Set time and financial boundaries. If the client/prospect does not meet the standard, then consider moving on.
It is very hard to move on from a client or prospect. However, great reps are moving forward and growing. To be able to find time for new, and potentially better opportunities, you might need to pass along some of your business to someone else. This might be getting an assistant, dividing the territory or simply moving on.
Be strategic
Ensure that upper management is aware of what you are doing
Ensure that the lower levels of the work force know why you are doing it
Ensure that your clients understand why this is happening
Join in our conversation and share your thoughts: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Jaron Erickson creates tech selling ninjas! If you, or someone you know is looking to get into tech sales and doesn't know where to begin... then Jaron will teach you in the Sales Dojo.
Jaron's program provides education for people looking to get into the tech sales. His 4 week course has a high placement rate and at the end, you will have the Dojo backing you.
Jaron shares his experience and how he began the concept. He also shares what he can create with his students.
Reach out to us and join our conversation: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
When you are working remote in sales, working from home or even inside your own organization, there are actions that you can take to connect to corporate. Here are a couple ways to connect when you feel all alone:
Take time to connect (personally with individuals) - This helps create an ability to ask for help in the future and pull in some favors.
Know you can ask for favors - (You better be willing as well to "do stuff") Prioritize your asks and frequency of those asks. The Sales Island Syndrome is exacerbated when you need help and nobody is making time to help. This is when you need to leverage your good will and ask for a favor.
Don't ask for something and then do it yourself - You lose credibility when you send an email or make an ask and then find the answer without allowing sufficient time for a response. It vastly diminishes any future help when you ask that individual.
What have you been doing to increase your efficiency working with the home office?
There are some things that you can do to help handle objections when you have created. If you have made a mistake or have done something that didn't please the company, how are you going to handle that? Here are 5 steps to solve this problem:
Honest Awareness - "Hi (account) This just happened..." Start by telling the account the issue (how it was created and solved.) Before you begin any light chatter, begin by sharing the fault. Get straight to it during this apology/explanation.
Take Ownership - "I was going to..." or "it happened because..." Don't take ownership and then try and hide. Don't lose credibility and be accountable.
Culpability / Humble Confidence - "I dropped the ball..." Take accountability but no need to be arrogant about a mistake you made. Also, don't take boastful pride in fixing a mistake you made.
Restitution / Reconciliation - "Here are some options to resolve or suggestions to fix..." Don't just highlight the mistake without suggesting ways to repair. Having a way to fix the mistake shows that you are wanting to make it better. Don't feel bad if they don't accept your solution. They can fix it anyway they want.
Focused Future - "This mistake will not be repeated because..." If you make this mistake, ensure that you do not repeat that mistake again. You must have a heightened awareness.
If you have any stories, experience or different steps to this process, please reach out: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Blake Gibbons, co-founder and COO at Facet talks with us about the hiring process. We talk about the do and don't (mostly the don'ts) and some "human" ways to connect with new hires. If you are looking for a great example of how to onboard new hires, check out Facet!
Our conversation highlights several hiring issues that Blake sees. Here are some of the takeaways from our conversation.
Things not to do:
Don't talk poorly of your previous company.
Don't be unprepared for the interview (this is a skill that you are likely ready for.)
Ensure you are not creating a toxic work environment by what you are saying to others in and out of your company.
Apply for jobs that are out of your previous experience.
Watch-Out:
Taking criticism is easier to accept than when someone speaks positively. However, sharing positivity toward a company or person is exactly what we should be doing!
"A man has to know his limitations." The great philosopher Dirty Harry...
Join in our conversation: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
How intentional are we with our lives? What story are you telling yourself? Are you surrounding yourself around encouraging people?
Here is what we are talking about with Larry:
Dominating in your profession... stop with the imposter syndrome but be intentional with what you are doing with focus, goals and motivation.
Find 1 person you haven't been in touch with and "surprise and delight" them with something great. Let's connect with people!
Manage your reps because you care.
How do you know when it is time to let someone go?
Use the data and trust your gut on cutting someone. Be quick when the fit is not correct. It doesn't mean that they are not great but they might not be the right for the team.
Larry suggests that people who are on top of their game in their outside life, you will likely see this spill over into the sales success.
What are you going to do in 2022? Who are you going to be in 2023?
Join in our conversation: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
NOMATIC'S Co-Founder, Jon Richards, joins the podcast and impresses with his story.
How did he begin?...
NOMATIC started with a very successful Kickstarter campaign with wallets. However, that was not the beginning. Jon shares his story with Scrubbing Cans and his entrepreneurial focus. How does a business starter begin? Jon shares his incredible story.
Key items in the conversation:
When you have an idea - you don't have to quit your day job.
Get others to rally around your cause.
Come with your MVP (minimally viable product) and push it quickly.
Join in our conversation: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
You know that feeling when you want to get out and make things happen because you have not been productive. As you get ready to go you don't know where you are going and what you are to be doing? By the time you are done planning, you have run out of time. This is what we call BackPlanning. How do we prevent this from happening.
When you start Backward planning is just that... backwards! Backward planning is NOT a thing that is effective.
To be forward planning - You must plan for it!
Here are some ideas to forward plan:
Understand your customers/prospects and anticipate their needs.
Most customers/prospects ask the same questions and have similar concerns.
Take minimal time to prepare for different scenarios.
When the right time hits, you are already prepared for the moment.
If you are not fully prepared, you are at least close to the end and save yourself time.
Please let us know how you are planning for the future: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
There is a difference between poaching and prospecting. Poaching is moving into a territory that is not your own. The reason sales reps do this is because they feel that the "grass is greener" in someone else's lawn. Rarely this is the case!
There are some simple tools to extract the most value from information. Are there ways to find prospects or potential customers from horizontal markets? There is likely another sales rep that sells into the similar customers. They will likely have information available for public use.
Check out alumni organizations or other groups to make your connections tighter.
CAUTION: Don't get caught up in the in searching and start selling!
Tell us where you are finding new opportunities: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Handling rejection is what we do in sales. However, what happens when you are rejected by a friend? These rejections seem to hurt more than being rejected by someone you don't know. Here are some ideas to help pitch your friends:
Often conversations will lend themselves to business but don't "sneak up" on your friends being customers.
Create an environment where it is a business situation and they can reject the business without rejecting you.
If you mix business and friendship, you will also mix the answer of rejection. Having a clear distinction between the business and friendship is key.
What are we missing? Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
There are a few things in sales that you MUST DO. They are pinpoint potential, link value to customer and follow up. Here is the breakdown of the topic today.
Two main points:
Do tasks that you are good at. Don't waste time improving on something that someone else can do much better!
Sales rep to sales manager requires different skills. Too many times there are skills that don't transfer and management needs a whole different set of skills.
Here is my original list of STAGES OF SALES:
Value Proposition
Identify Potentials
Research
Hunting / Getting Time
Present - ish
Close
Follow-Up
Servicing
Referrals
Payment
When these are distilled down, there are THREE tasks that at a sales rep you have to be proficient and can't pass on to anyone else:
Pinpoint Potential
Link Value to Client
Follow-Up
If we are missing anything, please reach out! Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Mike suggests that there are 4 (maybe 5) attributes that make a successful sales person and person in general. Today we speak about integrity. Here are the 5 attributes:
Integrity
Curiosity
Humility
Charity
Empathy
How do we define integrity?
Integrity is being complete. We must be a complete person. Telling a lie is a piece of integrity but not the whole thing. When you tell a lie, it is just a piece of you that is arrant. When you are able to be a whole person (self worth, honesty, well rounded and completeness), then you will be successful.
Reach out to us if you have anything that we are missing: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Mike suggests that there are 4 (maybe 5) attributes that make a successful sales person and person in general. Today we speak about curiosity. Here are the 5 attributes:
Integrity
Curiosity
Humility
Charity
Empathy
How do we define curiosity?
Try this... In your next sales presentation don't say 'I' in your sales conversation.
Mike suggests that there are 4 (maybe 5) attributes that make a successful sales person and person in general. Mike shares Intellectual Humility. Here are the 5 attributes:
Integrity
Curiosity
Humility
Charity
Empathy
What is "intellectual humility"?
Sit on the same side of the table in your next presentation. Remove the emotion and see it from their perspective. If you are seeing different pictures of the problem, then your answer will always look different.
Take a look and try to find a "normal" person. What does "normal" look like? It is because we are all unique that we will have different ways to observe and solve a problem.
What questions do you ask to demonstrate intellectual humility?:
From your prospective...
What is your thought process?
Why is that important to you?
How does this look from the other point of view?
You will know if you are on your prospect's side if you are getting an emotional response to your questions. If you don't receive an emotional response, then you are likely asking the right questions from their point of view.
Join in the conversation: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Mike suggests that there are 4 (and now 5) attributes that make a successful sales person and person in general. Mike shares about charity and empathy. Here are the 5 attributes:
Integrity
Curiosity
Humility
Charity
Empathy
How are we defining Charity vs Empathy? - It is not giving anything away for free. It is understanding WHY an organization or an individual is doing something. You will have charity or empathy if you can understand their emotional concerns. Being charity/empathy is creating the win/win situation.
Charity - Concern for an ORGANIZATION vs Empathy - Concern for an INDIVIDUAL
You can't have empathy for an organization because it is not a living thing (no matter what lawyers may say.) The company only has life because of the individuals who make it up. These individuals can and should receive empathy.
How do you show compassion? - Mike says that you can't show it but you naturally have it.
Look at the whole scenario
How is the transaction seen from the buyers point of view
Are you looking our for the other person's best interest?
Are there any attributes that we are missing?
Join in the conversation: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Ron Taggart is the owner at Ronald B Taggart Insurance Agency, Inc. He shares his story about how he got into sales. He describes it as a noble profession.
How does he get most of his business right now? - Referrals!
So how do you bridge the gap for someone who is starting right now? - Ron shares that he out hustles, out performs and out works everyone in the industry. If you are planting seeds, which seeds do you know are actually going to work. If they are to flower, how do you know if it flowers to what you want to be? In short, it doesn't matter! When you starting, plant as many seeds as possible. Then, when things have developed, you can choose which ones you would like to harvest and which ones you want to leave in the field. Also, if you are hungry, does it matter what is growing?
"By the inch it's a cinch and by a yard it is hard." Set up systems and a process to drive the business early.
IFOTO = I Focus on the Outcome - what is your long view of your profession?
Join in the conversation: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Jason Cutter shares his tips on "Selling with Authentic Persuasion." Cutter Consulting Group is a great website that shares many items that we did not cover in this podcast. Here are the topics that we covered in this episode:
How to be a "quarter breaker" and not an "order taker"
What is the difference between persuasion and convincing?
When to give time for customer to think vs avoid nervous stalling?
Jason Cutter shares his tips on why sales is not a profession. Check out his book, "Selling with Authentic Persuasion." Here are the topics that we covered in this episode:
Why sales is not a profession
Authenticity is key
Cutter Consulting Group is a great website that shares many items that we did not cover in this podcast.
Aaron Lewis is an incredible example of sales. From his planning to winning 7 consecutive President Club trips, Aaron knows how to sell and shares his methodology and recipe with us.
This is what we cover in this weeks episode:
Proper territory planning
How to win multiple company awards
Stalking or selling?
Whale hunting for simple fishing
Aaron has an incredible way to put everything together. The precision that he takes to map out what he wants to do and then methodically executes his plan is remarkable. After listening, you will understand what makes him so remarkable in sales.
One of the things that stands out to me is that he doubted what he was able to do. He gave it more time and because one of the most successful reps in his previous company.
Wanting to join our conversation? Reach out to us: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Barbara Kay is not only extensively trained in clinical psychology, but she is a great coach as well! Her website has several great tools and tips. Check out her website: BarbaraKayCoaching.com and see what she is doing.
When you walk into a situation where you are going to sell and you are anxious, people will sense that and it will cause discomfort for the listener. Your emotional energy comes across and if you are calm will signal to the other person that you are a friend.
There are two tips to try:
1. How do you want people to feel after your interaction with them?
This usually helps the conversation move toward the focus of the person we are speaking with and not having the conversation based around us.
2. Deep breathing will help you gain energy and come across as calm and relaxed. This is the fastest way to reset yourself.
Fluency - People are attracted to things because they look, seem, or feel good. Not that it is actually good but because it feels good. Lecturing overwhelms the buyer with too much information and will be rejected by the buyer because it can't be absorbed easily. Don't let your buyers turn you away just on principle due to information overload.
Fred Mady shares some incredible thought about how to become a great rep if you are new. Here are the key takeaways:
Set time management goals and ensure your personal and professional goals are in alignment. Know your priorities, plan your work and then keep 1st things 1st.
Face time with decision makers. If you want to sell something you need to spend time in front of the person who can make that decision.
Spend time planning how to get in front of the decision maker. The time not in front of the buyer should be spent trying to figure out how to get in front of that individual or group.
Features - Something unique that what you are selling has. Benefit - An experience or feeling that comes from a feature. Features are cool to discuss but the sale comes from highlighting the benefits. To know benefits, you need to know your buyer.
Fred Mady shares some incredible thought on what average or underperforming reps do everyday. These are how you become average. How many of these things are you doing?
Never show products
Don't plan
Lack product knowledge
Procrastinate
Over commits
Crisis management
Disorganized
No plan
No time management
How many of these traps are you falling into? We discuss not only what average reps do but how to ensure you are not just average.
Fred Mady shares pitfalls of seasoned reps. How do you keep improving and ensure that you are not falling into the trap of time and becoming complacent. Here are some ways to get out of the rut or keep climbing the mountain when you have made it to the top:
Get rid of your narrow vision - Blow open the closed doors that you closed. Thinking something is out of play is a huge downfall. When you were starting, you didn't care and spoke to everyone because you have narrowed your vision. This is not being niche, but this is believing your own false stories.
Know thy self - Can you take your persona and move it along to find the right opportunities? You need to trust your system you have created but don't close doors that could be open.
Find 40 leads in 20 minutes:
Create a map board with all customers on the first column. Then on the top row, highlight your products. Put a check if you have that business with a simple "use or not use" question. The blanks highlight opportunities.
Put a number on these blank areas and come up with how much you can increase your business this year.
Top 25
Build 5 steps to gain the business on those top 25 accounts.
Then focus on the number to build your annual performance.
Keep being the top rep time and time again! There are ways to get the explosive growth you once had.
Fred Mady defines his absolutes. What are your absolutes?
"If you want to be a better rep, find a better manager." - as a manager, don't accept average performance. You have to help your reps improve and hold them accountable. Managers add value by adding their top 25.
Absolute - Value or principle that is accepted as valid.
JDI - Just do it. Whatever your delay, struggle of issue is, just show up and get it done. No excuses and start with successes.
Know Thyself - You can't fake it and need to be comfortable with yourself and be fine in that process.
Create a Positive Buzz About You - Certain reps have a "buzz" about them. People will talk about you because you are positive. Positivity is contagious and people will want to be a part of it.
Challenge Your Prospects - Ask your clients/prospects for their business after you have earned their respect.
Believe in the Opportunity - Create a number that you will be able to hit to succeed. Look at your opportunities like a business and the revenue potential.
Focus as a Business Person - You don't have a job but you have a business that you are creating. This is yours... own it!
Shhhhhh - Create quiet around you and stop the noise. Take some time to clear your mind from everything. Reps often struggle with their thoughts.
Ask for the Business - Find 5 ways to ask for the business and write them down. Have them linked to your stories and then ask.
Love Them to Death - We might struggle with certain individuals but clear your head of negativity. Fall in love with your clients/prospects. Ask about them outside of the business.
Be Sales Tough - There are so many normal issues. Stop complaining and be the A-rep because everyone understands what you are going through.
Be Lucky - Don't be sad or frustrated when you are lucky. It is okay to not only be lucky but celebrate all victories!
Be Thankful - Being the best will come from the help of so many people. Top success does not come alone. Be thankful to everyone... including clients.
Give Back - How, when and what you want to do. Give back in your industry because there is space for everyone.
What are sales absolutes that you would like to add or feel are crucial? Let us know so we can put them up on the podcast.
If you were going to do it all over again, what do you wish you would have known? Mike decided to put out a spontaneous topic to help new sales reps shorten their learning curve. Are you an experienced sales rep? Send us your thoughts!
Mike's Top 4 Tips
Get a coach or a mentor
Time management - work with structure
Seek professional and personal development
Be persistent
Scott's Top 4 Tips
Create an area book
Develop your marketing plan - put it on auto drive
Ask for referrals - if you don't have prospects or clients to ask, then ask someone else in the industry
When you are presenting in sales and then something goes wrong, do you push forward or do you pull back? Here are some tips to help:
Pull Back! - There is a good way to do this but pushing forward just tries to advance your agenda.
If you are flailing around, it is likely because you are unprepared, there was an unexpected interest/question, or you zigged when you should have zagged.
Explain to the prospect/client or simply say, "Mr/Mrs Client - from all my research and previous conversations, I came prepared to talk about x, y and z. However, I clearly see now that you are concerned about 1, 2, and 3. To respect your time, may I come back Tuesday of next week and talk about 1, 2, and 3?"
Send an agenda from the beginning to ensure you are meeting the concerns of the prospect/client.
Keep highlighting the pain point during the communication. This will ensure that there are not many distractions during the presentation.
When is a good time to push forward in the presentation when it feels it is off the rails?
Reach out to us and be apart of the conversation: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
"If you raise your kids, you can spoil your grandkids, but if you spoil your kids, you will raise your grandchildren".
When you feel like you are providing the wrong experience... STOP! Selling is providing what customers want and need and not what you want to happen. If you are not helping the client or prospect, stop and listen. Then lead them to the proper solution.
Paul Carr offers some great advice as an entrepreneur. Going into business for yourself might not be best for everyone:
You might choose to work with someone else to help offset what you are wanting to do.
You don't have to be passionate about what you are doing, but you need to have at least a desire to be successful.
Zack Williams is the President at Cannon Sales. Zack started at the company in the warehouse and worked his way into sales and now (along with his wife) stands as the company's President.
What is your vision like? How do you know when to push forward in your career or when should you take some time, not climb the corporate ladder, and just learn?
If you could look back at when you first started, what would you do differently now that you are running the company?
Gain the experience - put in the time to learn
Learn from others
There is a lot of hard work in becoming the company's president and Zack shares some of his thoughts about it.
Join in the conversation and share what you are doing: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Barbara Kay shares her insights on how to handle customers when they are in a highly agitated emotional state. There are some things to do:
Remain calm by putting yourself in a good mental place. Take a long, deep breath.
Don't become robotic and deliver a script.
Listen with empathy - listen to the frustration of the customer and try to help.
Don't be afraid to mirror the client's emotions while maintaining your composure.
"I completely understand your frustration" and then land on it. Don't say anything and let it sink in. Then, pivot with the word 'and' to prove the next point.
You can't cause an inflamed brain to calm down through reason or pressure. You are just going to make it more inflamed.
Eric Anderson is the co-founder of Medical Sales RX. If you are in medical sales or looking to get into medical sales, then you should check out this website and course.
You will want to skip this episode if you are not interested in the most famous, most successful, most fun, and most painful to step on toy in the world; Legos. We talk about all things Lego with Alex Nunes. Check out his YouTube Channel by clicking here.
There are many passions that drive people. How is your side hustle interacting with your day job?
What does it take to attract others to your hobby?
How does someone start with YouTube and build an audience?
Don't be afraid to push what you are doing.
How do you find a balance between everything you have in life?
What are you passionate about and how are you enjoying life every day?
Join in our conversation: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Send us an email and let us know your industry and how long you have been in that industry. What actions do you take to break out of mediocrity - Mike@TheSellingPodcast.com or Scott@TheSellingPodcast.com
Today we discuss what mediocrity looks like and how to not be a mediocre sales rep. What are you doing to stand out above the crowd and ahead of other people. Here are some things that you can do to be an all-star:
Strive for excellence - don't be comfortable being mediocre.
Don't wait for the deadlines but be proactive.
Excellence vs mediocrity might only come down to a couple calls.
Create a singularity of focus for what you want to achieve.
Critical Moment: You must get out of the comfort zone to make a move. Choose to do something different, start something new or end something wasteful.
Join in the conversation: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
The Break-Up email and how it is used effectively.
Transactional - the person who works the hardest wins.
Where will AI fit in sales?
What questions are you asking and why are you asking them?
How are you looking at the sale?
Can you bring unique insight to sales or will you
Reach out to David and the Sales Collective. Join in the conversation by reaching out to Scott or Mike: Scott@TheSellingPodcast.com Mike@TheSellingPodcast.com
Mike and Scott started with the same #5 item that is beginning with a plan or sales process. Being a Tinker-er and a Genuine Curiosity is a key trait to understand the whole environment and trouble shoot how things can improve or be better. Hold yourself ultimately accountable to the end result. When you blame others for your failure, it is not someone who you want on your team or to purchase from.
We think that our lists are the absolute correct ones. We also realize that we might not have a complete list. What are your top 5 traits to become a successful sales rep?
Statistically, if you are in sales and it is May, you are likely behind quota. What are you going to do increase sales as you are headed into the summer? When people go on vacations, it is likely that sales are more spread out. While your client or prospect might not be vacationing, another decision maker might be out. What can you do to ensure your sales don't slum?
Here are some ideas:
Detail out how many widgets you need to sell to meet quota.
Map out which clients are likely to buy those widgets to get back to quota.
Create flexibility in closing times based on travel schedules.
Calendar out when your clients/prospects are going on vacation and who would need to approve the purchase.
Work as hard or harder during the summer to build up your pipeline. This is done by asking questions when things are a little slower.
What else do you do to increase your sales during the summer? Reach out to us and let us know:
Mike suggests that these are the only two things you need to balance in sales. There is an even balance between the two.
Ego - the drive for success and winning at all cost Empathy - putting yourself in the position of your client
Not sympathy - sympathy is feeling sorry for but not necessary feeling the customer's pain (empathy).
How do you know if you have a healthy balance between ego and empathy?
You will recognize that you are going to lose in some circumstances because there is someone else in the process and you can't remove their ability to choose.
Are you not closing enough? Check your ego but in the reverse as what you typically hear. More ego will create a deeper desire to win.
INTERVIEW QUESTION:
Demonstrate times when you have demonstrated empathy? and can you demonstrate how you have demonstrated .
CAUTION: If you don't have any ego or empathy then you will not make it in sales. The balance can be adjusted but if one of these traits lack, then you will not succeed in sales.
What are you thought about empathy vs ego? We want to hear from you.
Joe Tate is an HR practitioner and is a principal at Boost HR & Recruiting. They help companies navigate employee law. We talk about the following issues:
Validity of the "non-compete" with sales reps - There is strength because the employees sign but it is usually for 12 months. It is usually put within a certain geographical boundry.
Negotiate your salary - Your biggest opportunity is at the front-end. What are the benefits or incentives when you work. It is not about salary but total compensation.
Time off work is negotiable - There is usually wriggle room when negotiating time off work.
Severance Law - Pay attention to severance packages if the hush money is no longer applicable. Will the money be decreased in these packages?
When you are hiring people, there are some items to look out for. There might be a tipping point that you have to share the 'why' when you are recruiting.
Join in the conversation: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Jason LeVasseur joins the podcast today. Jason was Scott's sales leader after he left Mike to work in Florida. Scott learned so much from working with Jason and many of those things are broken down.
The Sales Professional is an honorable position. How are you training your sales reps?
Compassion vs Empassion
Dissect territory analytics
Expectations are clearly defined and understood
Be friends with those you manage and hold tough conversations
Jason shares his insights on how to train and motivate sales reps.
Join in on the conversation: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Zack Williams (President of Cannon Sales) and Josh Williams (President of My Park Supply) join us to discuss being President of their respective companies. In today's episode we discuss:
Work Life Balance (or the lack thereof)
Starting in sales to owning the company
Competitive nature starts young
Learning a solid work ethic from their dad
Different management styles
Unfortunately we lost Zack's last 3 minutes of audio and he was not able to play the game with us but Josh's contributions carried us through to the end.
Let us know what you do differently or what is on your mind: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Mike Bean is an Athletic Trainer at Notre Dame and the inventor of the TayCo ankle brace. You can find out more about the brace by using this link (click here).
How do you find the right business and need to get started? Mike highlights what he did to get TayCo started. Here are some of his steps:
Found a need and high use.
Uses resources to build the prototype.
Connections were used to prove concept and prototypes.
Allowed someone to come in and help drive the process beyond his time and/or skill set.
Utilize local colleges to help with the patent process or finding ideas.
Be relentless in selling but selling is sharing. Just talk to everyone about your product and "spread the word"
The key is to put the product on everyone so they can feel the difference.
There were several great ideas that came out of speaking with Mike. If you want to join in the conversation, just reach out:
While there are certain ways you can work with your competition, there is something that you should absolutely never do... don't demonize the competition.
Mike feels that this is strong verbiage but Scott insists that there are some things that should never be done. Don't be mean or rude to the competition. With so many mergers, people changing jobs for a competitor or a number of other situations, there are great ways to handle your competition and there are some things you should never do:
ALWAYS
Play fair with the competition.
Understand who they are and what they are really good at doing.
Know the accounts that they have and why the accounts like doing business with your competition.
Find a way that you can use your competitor to aid your accounts.
NEVER
Talk bad about the competition.
Burn bridges or relationships
Sell against someone or against a product. Rather focus on your strengths.
Scott used to introduce himself to the competition so that they knew who he was. This humanized the competition and made him feel as though he could go up against them in certain accounts.
What are you doing well and where can you improve in handling your competition?
Great Incomes Produce Great Incomes - while this was the focus of today, we actually spent more time speaking about giving too many details in the following way:
It is important to share all the information and be up front with the buyer. However, some details just don't need to be shared.
Understand what the buyer is looking for and give them the information that they are looking for.
When you provide too much information it can be distracting for the buyer and not helpful for the sale.
When do you think too much information is too much and when is it not enough and deceptive? Join in on the conversation!
There are certain steps that you need to take in order to go on long vacations. Time away from work is needed and allows you to recenter. Make the time to remove yourself from the chaos so that you can look at the business differently. Here are 4 steps to allow you to go on longer vacations:
Don't be a hero.
Let the team solve problems.
Be okay with the results.
Congratulate them for success.
Don't be a hero - We don't feel like we can go on vacations because too often we feel like we are the only people who can do what we do. This might be correct in some instances but there is likely someone (or a couple people) in your company who can cover your business.
Let the team solve problems - Don't get in the way of people trying to solve the problems. Step out of their way and allow them to solve the issue at hand.
Be okay with the results - Your team might actually do a better job at solving the problem but they might not do it in the way that you normally would. It might also happen that the solved issue is not as good as how you would have done it but DON'T CORRECT their efforts. There will be a time for instruction and recap but not when it is initially handled.
Congratulate them for success - Give the credit where it is due. Reward the people who helped out. Ensure that they receive the credit for what they did.
Products are great but stories are better. With so many items that you can purchase that are typically the same thing, the differentiator is just the story.
What is the story behind your product, good or service?
What is your 'why' story?
Is your LinkedIn page focused towards the client and describing your 'why'?
I thought I was different when I said that the 'why' I do something is because, "I want to help people." However, I have found out that almost everyone has that as their 'why'. Besides 'helping other people', what is your why?
What is important in telling your story:
It relates to the listener on an emotional level.
The story must be clear and quick.
Listeners must be the hero of your story.
Don't say, "it is to help people" but be different and go further.
Why do you do what you are doing?
Ensure that you hone your story telling and tighten up your story of your service or product.
Reach out to us and tell us about your story: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Top 3 Actions for Sales Success - How to make a fortune in sales!
Mike shares the secret to selling a lot. We run a lot of these lists but Mike says that this is the final list. Here are the Top 3 Actions for Sales Success:
Sell More
Sell Better
Sell Constantly
Sell More - Treat it like a profession. This is time spent on actually selling. Here are some of the other items that go along with Selling More (effort, work ethic, goals, etc). How much more time could you actually be out there selling more. Too often we are bogged down with the "other" items of sales. Free up your time and get out there and "sell more."
Sell Better - This is all about efficiency and ensuring that you are improving how you are selling. Review your sales pitch, your process, presentation and professionalism. It is not just getting out and selling more. Selling better focuses on how to directly improve when you are making more time in front of prospects. Seek guidance and help from others and be vulnerable when speaking with them.
Sell Constantly - Keep looking around and keep what you are selling at the front of your mind. Selling must be an action that you are in engaged in all the time. It is not that you just are selling when you are at work but that you are always on. This must be a continual process and keep searching to fill needs of prospects.
This is a simple list but we can't seem to poke holes in it. These areas are broad but too often we overthink the sales process. Too many times we get focused in on the things that bog us down and not on improving our sales. It is really this simple!
Join in the conversation and let us know what we are missing:
Everyone faces "Imposter Syndrome" at some point. The feeling that you don't deserve to be the expert in a given situation. You may be feeling that way now about your job or other scenarios. It's normal.
We all want to become better in general. The phrase "fake it until you become it" was coined by Harvard social psychologist Dr. Amy Cuddy, and while this holds true, it sounds a bit like Imposter Syndrome. Itis not.
There are many times when we need to push forward on topics where we may not know everything, but we do know more than most. And that makes you the "expert" in the room.
You don't have to know everything all the time, however. Being the "know-it-all" is a symptom of Imposter Syndrome. Here are some other indications that you are being perceived as a potential poser:
Being a perfectionist
Doing everything "solo"
Assuming you have a natural genius
Presenting yourself as superhuman
Making yourself the expert at everything
Let us know what are we missing with Imposter Syndrome. What are the ramifications? Where have you encountered imposters? How has it affected your sales? Let us know!
Mike shares the story of him going skydiving for the first time. While most people typically jump tandem for the first time, Mike just jumped out with minimal training and rough equipment.
As you start sales, you will be provided with so much more than what Mike got his first time skydiving. However, one thing is the same. The moment that you decide to do it, you just need to take that first step and make it happen.
When you make that first jump here are some things you will need to know:
It is going to go really quickly.
You are going to question your judgement.
After that first time, the adrenaline will get going and you will want to do it again.
When the first time is past, you will want to do it again because you understand the process.
The first couple of calls you will be emotional and you will want to get those out of your system and do it with accounts or prospects that are not of significant size.
After you do it a couple times, the emotion will ware off and you will be more involved in the process.
That rush of adrenaline can happen every time you make a cold call if you just lean into it.
Lean all the way into it. If you are hesitant, you will crash!
If it is legal, moral and doesn't violate your own standards,... try it... you might like it!
What are you going to try this week that is something new? We want to hear from you!
There are a few things to watch out for when you are interviewing or being interviewed. Here are the dos and don'ts when you are interviewing. The following is a list of our suggestions:
What to Make Up
When an interview is scenario based, you can make up so many things.
Ensure that you are not making the interview more difficult than it needs to be. Take advantage of the situation and put it in your favor by making a few key assumptions that help you out.
Red flags in an interview will be red flags after they are hired
Don't make up things about yourself.
Don't lie about your skill set. It will not be good for you in the future or your employer.
When you feel that someone is not being open with you, you will find that the interview issue will not go away but only gets larger.
Be quick to notice the red flags and faster to understand that they will not be a good fit for you. Don't give them benefits at the interview because you will continue to give them benefits until they are let go.
What are you seeing when you hire or are being hired? What do you think you can make-up and what can't be made up?
Reach out to us: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Mike adds RANCHERS to the Hunting and Farming mix. The rancher lives and dies on how well the livestock do. Here is how to ranch:
There needs to be food and shelter. They are needing to take the cattle through the whole life cycle. You take the herd through the process and it keeps growing.
Hunter and Farmers are constantly being discussed. Here are our definitions:
Hunters are focused on one target. This would be a sale every now and then. The focus is the one or maybe two individuals. Hunter closes with the kill and there is no hunting again.
Farmers are people who are working the ground and planting seeds all over. They will then water the crop and always looking because the target is many. In the farming world, you are planting the seeds. There is continual planting the seed and then harvesting.
Gatherers are order takers. They are not hunting nor farming.
Farmers are doing the same thing. It is planting, tilling and harvesting. Then they do it again. It is cyclical. However in ranching, there is more complexity because you are constantly moving the animals around and cultivating different areas.
If you think we are missing something or if you have another addition, please reach out to us:
Mike and Scott discuss 3 actions to stop doing immediately in sales.
Stop settling for being average - Too often in sales we get content on how things are going. Keep pushing yourself forward. Look at your sales and activities, then adjust the downtime and make is more productive.
Stop focusing on your agenda - Analyze why you want to make the sale. Are you doing it because you are needing it or it is going to push you forward? Or, is your focus on how the client can benefit. The order to look at things are a) how this will help the client b) how this will help the company and c) what this will do for you. You should always be the last one in the relationship.
Stop begging for the business - We might be begging for sales because we don't trust our product or we are needing something for our personal gain. If you find yourself consistently begging for the business then move on to the next thing (company or client.)
Reach out and let us know what we missed: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Too often we delay doing things that we are supposed to do. There are times when we are asked to do something but we don't get to it. Unfortunately, when we don't, then we feel bad and we push off the embarrassment or guilt for another day.
When we are delaying, act by doing the following:
Suck up the pride and follow-up when you think about it... even if it has been a while and you should have done it earlier.
Do your part and play your game. When you find that you are caught up in the formula, it is okay to go off script and fill in the parts your prospect is missing.
If you are dragging your feet, is it because you are not uninterested or dreading to do it? If so, then you should probably move on. If you don't enjoy the client, then this will be a continual issue and you should end the relationship.
Don't do nothing until it all goes away. It will likely not resolve itself in your favor. Ensure that you take actions in your own hands and do the follow up the way you feel that it should be done.
If you are delaying to do something for someone, just get it done! They likely won't remember, but if they do... they will likely be pleased that you are doing something you should have done a long time ago. ACT!
Reach out to us and let us know what you are missing: Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
Mike and Scott discuss 3 things about ACTIVELY COMMUNICATING. There are items that will help improve your sales. Here is Scott's list to help you communicate more effectively with your clients.
Here are the three items to work on with your prospects and clients:
Typically, no news is good news. However, to a client, no news feels like no action. Call even to say there is nothing happening.
Plan out the communication or it gets missed. Don’t be afraid to schedule random check-ins. If the client is waiting, don't try and add another sale when they haven't even received the first one.
Give a follow up time and make the call when it is that time. Habits form with clients early. It is like tie training and the crease.
Deals can be broken when no action is taken. Ensure that you are constantly communicating with clients. In this day and age, we can track the Amazon driver or see order status and that is the expectation of clients and prospects. Ensure that you are proving the level of service that your prospects are seeking.
What other items of communication are we missing? We want to hear from you... Mike@TheSellingPodcast.com Scott@TheSellingPodcast.com
There are several words that we have been taught that should not be used in sales. However, there are times when certain words may be used. Mike insists that all words are okay to use in sales as long as they are a profanity, vulgar, dishonest or mean. On the other hand, Scott sees that there are times when certain words or forbidden phrases may be used.
Here is the list of the words/phrases that are okay to say in sales:
No
I don't know
We are going to have to separate ways
I'm going to suggest my competition of that one
I might not be the right fit
I don't have what you need
Don't be afraid to use or suggest your competitor in these circumstances. Your clients/prospects are looking for solutions. While you may have a product that solves that problem, they are not looking for an object but they are looking for someone who can fix the issue. As long as you are that issue, the client/prospect will keep coming back to you because you have the answers.
When you are not selling, there are several things that you can look at to ensure that you continue to sell. Here are a list of several things that you should try before you give up.
Check these when sales are not good...
Get out of your own head... breathe!
Talking too much.
Don't have a conviction of your product.
Not discovering client't true issue
Not providing space for buyer to choose to purchase.
Quick sales here are not sales in desperation. These fast sales are just to pick up momentum. If you haven't sold anything and need a quick sale, try these things:
Apologize to sale you messed up on and ask to try again
Review your target list - usually some follow up you have forgotten.
Ask clients for referrals
Ask manager for ideas and then follow through. Usually doesn’t work because you know your business best but the perspective if okay.
Don’t try and create something new. No new process, marketing strategy or innovative idea to attract new buyers will get you there fast enough. Stop! This is important but not for new sales.
When are customers wrong? We have been taught that the customer is always right but here are some items when customers might be wrong. Here are the ways the customer might be wrong. It is when the customer asks for something that is:
Illegal
Immoral
Unethical
Unreasonable
Besides violating a hard stop, there are some other times when the customer might be wrong. When the customer:
Might be short sighted
Doesn't have all the inside information
Best self-interest is not involved
When you have the customer's best interest at heart, you might find that you are protecting the customer from their own bad decision. While the customer might be frustrated in the short-term (maybe even a longer timeframe) and hopefully the customer will come to see how you are trying to serve their best interest.
Standing on the shoulders of giants. How are you utilizing successful people before you to ensure you are becoming better by using their help?
Too many times we feel that we want to do everything ourselves. The pride and ego inside of who we are pushes us to do it alone. However, it is when we utilize the teachings of those around us to improve who we are.
You are a beneficiary of everything that has happened before you. Be grateful and humble when you are selling because you are standing on the shoulders of giants. If you want to become the best at what you are doing, understand what industry leaders are saying. If you are able to use their teachings, you will get to where you want to go faster than you would on your own.
Copying - taking what someone has done and making it your own. Discovery - taking something and adding to it.
Discovery is important when you are wanting to build out something special. Start with what people have innovated and then build on it. Great people start by standing on the shoulders of others.
In sales, having a quota is like having a golden ticket to job security. Take Scott's example for instance. His boss once said, "Everyone's got a quota in sales, except Scott, 'cause, well, he's got no job."
So, embracing your quota is basically embracing your job in sales. Here's the lowdown on how quotas come to life:
Ground-Up Approach: Management looks into your territory, figures out what's cooking, and tailors a quota based on the potential for sealing the deal.
Top-Down Equal Weight: Bosses set a metric they want to hit, then sprinkle the growth goals evenly among the crew.
Top-Down Weighted: They've got a metric, divvy up the growth number proportionally to current business or area growth. Usually means a nod to the seasoned or top-performing reps.
Now, as your business grows, brace yourself for territory cuts. It's like a delicate dance – plenty of ways to do it right, but a ton more ways for things to go south. Oh, and heads up, your best sales rep might not be your office's best manager. Go figure!
Talking quotas is no walk in the park. Tricky stuff, for sure.
So spill the beans – how're you hitting your sales quota, and what's the end-of-year chit-chat like for you?"
Anticipation is too often more fearful than the event. Many times we are dreading the event far more than the stress of the actual event. Don't let the fear, anxiety and secondary fear stall you from moving ahead!
Here are some things to help with the anxiety:
Prepare for the event.
Find a way to be comfortable with not knowing certain things. Put a finish line on how much you will study.
Count backwards by 100 by threes. This stops your brain from spiraling.
Scott's theory is that people buy stuff to help save themselves time. Mike not only proves Scott wrong but expounds on other reasons people buy. This is one of the greatest breakdowns of why people buy.
How will this help you in sales? Ensure that you know which of the E's of sales your customer is focused on. Don't try and sell something that they are not needing.
These are the FOUR E's of Sales:
Efficiency - Saving a client time
Effectiveness - Purchasing cannot only be fast, but it must be good.
Emotion - Feeling something will drive people to buy
Ego - Wanting status or boost themselves
Efficiency - Many of the products we buy are designed to save us money. Since we can't buy time, we try to buy everything around it. We try and come close to the only thing that we can't buy.
Effectiveness - If it doesn't matter how long it takes, as long as it is done right, then your buyer values effectiveness above the other E's. This purchase needs to work and be better than anything else.
Emotional - These types of purchases do not make rational differences. However, they are purchases that are made to feel good. These types of purchases do not save you time nor should they be seen for effectiveness. Emotional purchases are typically made to feel good.
Ego - When someone buys to look good or because they want to look good, it is an ego purchase. There are items that make you feel good or better than other people. There is a fine line between emotional and ego.
Efficiency and Effectiveness - lower likelihood of buyers remorse.
Emotional and Ego - higher likelihood of buyers remorse.
These are also the two sets that are most closely related.
What are the actions that you can take to start out 2024 in the best way?
Technology
Personalize It
Data Decision Making
Think Value
Look at Industry
Technology - Leverage AI for projects that are repetitive. There is still space for personalization with artificial intelligence.
Personalize It - One size does not work anymore. The client/prospect now has unique needs. With the ability to self-serve, the current sales reps are needing to customize in order to sell in this environment.
Data Decision Making - Rely on the statistics and not just your gut feeling. Find the published data with statistical significance to make decisions and create the position.
Think Value - Providing a service must be worth it to the customer. This is something that has significant worth to the client.
Look at Industry - What are the common future trends you are seeing in the industry? Look around and see how
We understand the positive results from showing gratitude but unfortunately we do not do express gratitude nearly enough. It will take focus and persistence. When you show actual gratitude, then you will be able to receive these listed benefits.
Gratitude will change your perspective and awareness of who you are and who you want to become.
REFERRALS COME FROM THOSE WHO PAY. THE PERSON PAYING FEELS OWNERSHIP AND ARE WANTING OTHERS TO HAVE WHAT THEY NOW OWN.
When we give product of services for free, there is not a sense of ownership. Without a sense of ownership, then there are not referrals.
For a sale to happen, there must be a transfer of ownership. Along with this transfer of ownership comes a transfer of value. When we don't transfer value, then there is no real transfer of ownership.
Why is it important for the transfer of ownership in sales?
The receiving party MUST feel that they own what is now in their possession.
If there is no ownership transfer, then the receiving party does not feel what they are receiving is actually theirs. This allows them to freely give it up when they face complications.
The receiver feels that they can adapt what they are receiving to make it work when things get difficult.
What is an appropriate transfer of value?
Easiest form of transfer is money.
Trading services can be done but putting an equal value becomes more difficult.
When asking the perfect question, it is crucial to be sincere. Here are some steps:
Understand Your End Result - There are two pain points that are likely to discover. 1) What is the buyer getting that they don't want? or 2) What are they getting that they don't want?
Don't Interrogate - Unfortunately, there is where the "art of sales" comes into play. The is likely something that can't be taught but it can be learned. This will likely come with several steps that create misses and you have to learn from the misses or mistakes.
Don't Make People Feel Bad - When you ask people a question, ensure that you don't put them in the defensive position. Instead, try: "what were you using before trying 'x' product?"
Write Down Question in Advance - Don't be lazy with the questions that you are asking. Ensure that the question pushes you quickly to your end result.
Never Ask a Question Beyond Their Expertise - This will ensure you are being respectful to the person asking. We don't want someone to feel that we are trying to get past them.
Everyone says that they want to help people. But there must be more than that. Helping people is not a distinguishing feature nor a competitive advantage. Coming into sales will have many different paths. However, there are 3 indicators that sales might not be the right profession for you.
You don't get excited for the opportunities of that day.
Always feel like you are on an island.
Start second-guessing management
Each one of these will likely creep into your life. It is okay if these come into your thoughts but if you accept these 3 thoughts, then sales is not right for you. Many times we might not agree with management, feel like we are alone in our territory or get excited to start the day. The problem is when you get stuck in this thinking.
You might feel that your sales pitch and process is good. However, what does it sound like from the prospect or client's point of view. Flip your script to ensure you are targeting exactly what the customer is looking for and wanting. Sell how they would like to be sold and not how you like selling. What pushes client engagements?
Let's focus on when we are pushing the sale as finding the customer versus the customer coming to us. Here is the more complicated scenario of us taking our product to the prospect.
When we take a look at sales, look at it from the client's point of view. There are some things to consider:
When are you approaching the prospect (time of day and mindset)
How low is the barrier to entry (free samples)
Is it clear what problem they are solving
Can the prospect envision how their life will change with you
What deliverables are they receiving (expertise)
Your pitch could be amazing in your mind. What does it look like for your client? Look at it from the client standpoint. How easy is it to do business with you?
Have you been leveraged in a sales conversation? The leverage that comes with being a top-notch product or service in a competitive market. Sometimes, we find ourselves caught in the crossfire of price battles, or worse, used as pawns in another rep's game. Today, we'll navigate these tricky situations with grace, transparency, and maybe even a dash of strategic sass.
Part 1: Price Battle Royale - Keeping Calm When You're the Prize
Imagine this: you're the latest tech marvel, and two sales giants are duking it out over your exclusivity. Your price tag becomes a bargaining chip, tossed back and forth like a metaphorical beach ball. It's tempting to get fired up, to feel like you're just an object in their game. But hold on! Remember your value. You're not just a price tag, you're a solution, an innovation, a game-changer.
Staying Grounded:
Know your worth: Before any negotiation, have a clear understanding of your product's true value proposition. What problems does it solve? What makes it unique? Quantify your impact, and don't let anyone lowball you.
Set boundaries: It's okay to say no to fire sales or predatory tactics. Don't be afraid to walk away from a deal that undervalues you or compromises your integrity.
Communicate strategically: Be transparent about your value, but avoid getting drawn into emotional arguments. Stick to facts, data, and the positive impact you bring to the table.
Part 2: Playing the Transparency Game - When Comparing Deals is the Name of the Game
Okay, let's be honest, sometimes we all shop around. We compare features, services, and yes, even prices. And if another rep throws you a tempting offer, it's natural to leverage that information to negotiate a better deal with your current provider. But how do you do it without burning bridges or looking like a disloyal jerk?
Transparency with a Twist:
Open communication: Be upfront with your current rep about your research. Explain that you're committed to them, but you need to ensure you're getting the best value.
Focus on value, not just price: Don't just play the price game. Highlight the specific features or services that the competitor offers that you find attractive. This opens the door for your rep to counter with their own unique value proposition.
Win-win solutions: Approach the conversation as a chance to collaborate, not compete. See if there's room for your current provider to match or even improve the competitor's offer. Remember, a happy,long-term partnership benefits everyone.
Being used as leverage in sales can be tricky, but by staying grounded in your value, communicating strategically, and embracing transparency, you can navigate these situations with confidence and integrity. Remember, you're not just a product, you're a valuable asset. So, leverage your worth wisely, and never lose sight of what truly makes you a game-changer in the marketplace.
Bonus Tip: Don't be afraid to inject some humor or lightheartedness into the conversation. A little disarming honesty can go a long way in building trust and fostering productive negotiations.
Now go forth, leverage your awesomeness, and close those deals with a smile!
What are we missing on this list? Reach out to us and let us know. Scott Schlofman
Have you ever felt like you're casting your sales net into a vast ocean, hoping to snag some random fish? This podcast episode is about throwing on your scuba gear and diving deep into a vibrant coral reef – a niche teeming with your ideal customers.
We're talking about finding your people. That passionate, engaged group who not only needs your product, but also clicks with your vibe. Because let's face it, when you sell to folks you genuinely enjoy, work stops feeling like a chore and starts resembling a joyful treasure hunt.
Now, authenticity is key here. Don't try to be something you're not. It's okay to start broad, to test the waters and see what resonates. But remember, the sooner you identify your "tribe," the quicker your sales will sing and your work will sparkle.
Here's the recipe:
1. Ditch the Scattergun: Stop spraying and praying! Hone in on who your product genuinely helps. What are their struggles? What makes them tick? Get specific!
2. Niche Down, Love Up: Embrace the power of micro-communities. Find the online groups, forums, and events where your ideal customers hang out. Dive into their conversations, understand their language.
3. Be Real, Be You: Don't put on a mask. Speak your truth, share your passion. Your tribe will connect with your genuine enthusiasm, not some manufactured sales pitch.
4. Fast-Track Your Tribe: Don't wait passively for them to find you. Actively engage, contribute, offer value. Become a trusted member of their community, not just a salesy intruder.
This episode is your roadmap to ditching the drudgery and finding the fun in sales. Remember, riches aren't always found in vast, generic markets. Sometimes, the greatest treasures are hidden in the vibrant, passionate niches waiting to be explored. So grab your goggles, dive into your ideal audience, and get ready to discover the joy of selling to your people.
Share your own niche-finding journey in the comments below! Let's learn from each other and build a thriving community of passionate sellers.
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