Perspectivity

3 Things EVERY Successful Salesperson I've Met Has Done

1. They qualified their prospects

Selling to someone who doesn't want or need your product or service is like pushing a boulder uphill.

Not to mention, while you're wasting your time talking to anyone that comes along, there IS someone who needs your services waiting for you.

2. They tailor their presentation to the individual

There is a pocketful of objections for everything. What is YOUR prospect expressing is their main problem?

What is the outcome (in specific terms) that they want to achieve?

LISTEN and focus what you're saying on those things.

3. They keep going.

If you're in sales, you're going to hear no. The people who are successful, follow-up.

They know that "no" can sometimes be "not right now".

They also know that sometimes "no" is just fear so they dig down and help people come to the conclusion on their own that this product or service can help them.

What other things do you think successful salespeople always do? I'd love to know.

GOOD MORNING - This is your reminder to step away from the computer, the calls, the meetings, and enjoy something for yourself today.

Entrepreneurs like to grind themselves down to nothing in the name of hustle, but I'll tell you this - burnout doesn't benefit anyone!

I saw this image the other day that I thought illustrated it pretty well so thought I'd share. Which looks better to you?

Now, go enjoy your Saturday!

How do you transition to the close?

This is a question I get a lot. I personally like a conversational approach.

I let the person I’m speaking to sell themselves.

(Because we all know that the voice everyone believes is their own!)

I do this by asking a lot of questions like “what are your issues/problems/challenges are you experiencing?”

Then I try to determine if the problems are REAL or just fear-based objections that we can work through.

Lastly, I determine whether it is something they actually WANT to fix or just be upset about.

If those all check out, I zero in and focus on their big problem.

When we get through this discussion here’s what I do… I ask…

“What do you think happens if you do this for another 3 weeks?”

And then I be quiet and wait for them to ASK ME for the close.

Approach the process like a doctor. Hear their symptoms and prescribe the solutions.

What method do you take to close a sale? Let me know!

Why are business presentation skills necessary?

My answer is - how could they not be!!

If you're in a role where you're consistently communicating with stakeholders, employees, execs in boardrooms, clients, etc., this is necessary for longevity and growth in the company.

You need it to...

👉🏾Get your point across so that everyone understands it.

👉🏾Be recognized as a leader in your organization.

👉🏾Get the listener's buy-in on your ideas.

👉🏾To be able to deliver bad or uncomfortable in a way that lets your audience know you care.

Let me give you a quick example.

If your company is involved in a merger or acquisition, breaking the news to employees can be intense because their first thought is almost ALWAYS "what will happen to my job?"

Which can lead to strong emotions, panic, and even angry outbursts.

When you deliver this information, what you say, the way you say it, and your body language when you say it is critical to keep them calm and having your message received.

You want to come across as confident in your decision, understanding of their concerns, and sure that this is the right decision for the organization and that everyone will be taken care of.

These are business presentation skills. They are necessary.

How would you say yours are?

I used to be "go-go-go" all of the time.

Okay, I still might be a little, it's just my nature, BUT there is one big lesson 2020 taught me...

You have to be able to chill.

You HAVE to be able to turn off and relax because stress piles up over time.

It puts a strain on the things that matter like your relationships and your health.

(Just watch my video about how I had to make a trip to the hospital in October for proof of that!)

You can also burn out and start to feel "apathetic" towards the career you're grinding so hard to make happen.

It's okay to hustle, but there needs to be a balance.

Make time for the things that matter.

Crush it this week and then take a well-deserved break.

We need more of this, wouldn't you agree?

With sales, when the economy shifts, we tend to slip into a scarcity mindset.

"I need this sale, I need this money!"

This makes it easy to lose sight of the fact that we are in this business to help people with problems get the solutions we offer.

The SAME goes for business presentations.

Stop thinking about how much you need that budget increase or your listener's buy-in on your idea.

Instead, focus on how does what I'm offering here HELP or provide value for the person listening?

Speak to their needs, not to your ego or own desires.

Let me know what you think!

There are no questions about it, entrepreneurship can get lonely.

It's in our nature to try and do things on our own and it can occasionally be hard for the people in our life to understand.

So when I read,

"As iron sharpens iron, so does one man another."

I'm instantly reminded of the power of having people in my corner who intimately know the struggles of running a business.

Someone to keep you accountable, sharp, and there to challenge you when you're playing small.

You can get further faster with someone keeping you accountable.

Maybe that's in a mastermind.

Maybe that's a coach.

Find someone who has the same fire to improve and watch yourself grow!

I'd love to know your thoughts. How important is having someone to challenge you in your business to you?

When I was first getting started with my business, I had a HUGE opportunity to speak with 4 Regional VPs of Fortune 10 Global Finance Services Firm...and I blew it.

My first mistake was taking the call in the car.

I was disorganized and scrambling...so much so that I pulled over to finish the call in a McDonalds! (What was I thinking?!)

The entire time I was going on and off of mute trying to tune out the sounds of kids screaming in the play area and "order 57, up!" ringing through the speaker system.

Needless to say, I did not get the job, but after I got off of the phone, I sat there and thought,

"I’m going to lose my house and everything else if I don’t change what I’m doing."

That’s when I decided to change my game.

I became more disciplined and structured and I hired a coach because I knew if I didn't switch things up, I was going to crash this company into a wall.

So when something doesn't go the way you want it to - Be brutally honest with yourself on what you can do to fix it.

If someone gives you feedback that you don’t feel good about, listen to it - pull the truth out of it, throw away the rest.

"It's only failure if you quit." Improve and keep going!

Have a great week!

I wasn’t sure I was going to share this but here we go…

Last year, I was rushed to the hospital.

My chest was tight, my fingers were tingling, and to be honest with you -- I was scared.

I thought I was having a heart attack.

I didn’t even see it coming. I eat healthily, I work out regularly, and sure, I had been a little stressed but who isn’t? Especially after the year we had.

At that moment, my mind went from racing through thousands of thoughts of ‘what is happening, what about my wife and kids, to just one...God, thank you for your strength right now.

It turned out that I was under more stress than I thought.

As entrepreneurs, we talk a lot about the strategies to help us grow, make more sales, build a bigger, better, stronger business…

But maybe we don’t talk enough about how to care for ourselves so that the stress, the burnout, the overwhelm, all of the things that come along with the huge undertaking of entrepreneurship, doesn’t affect the most important thing we have – our health.

PUT mindset work into your schedule. Take time off. Automate, delegate, build a team to handle the workload, whatever you have to do to take care of your health. It’s the most valuable thing you own.

If you want to hear more of the story -

Stress as an Entrepreneur: Brian Williams - "You Should Go to the Emergency Room Today!" Brian Williams recounts how his non-stop performing life-style caused his stress to mount up and put him in the hospital. Brian warns of the dangers of const...

Do you know what the 3 BIGGEST predictors of sales success are?

Find out in this interview that I did with Professional Photographer Magazine!

https://www.ppa.com/ppmag/articles/easy-as-pie