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TSE 342: Complacency In Sales Performance

Complacency is a bad thing when it comes to selling. Unfortunately, a lot of salespeople can fall into trap that can prevent them from performing better.

Even if you’re doing well with your sales, the last thing you want to do is be complacent. You need to continually grow. You need to do better. You need to push yourself.

Once you become complacent, the momentum is gone. When that happens, you start to digress and start making less money than you typically would.

What is complacency?

Feeling of uncritical satisfaction with one's self or one's achievement
Where you are comfortable with where you are

Here are 5 reasons why many salespeople become complacent:

Your manager is not paying attention to them.

Sometimes our focus can be geared more towards the under performing salesperson that we lose sight of the top performers and this could cause them to be complacent. Find one who's in a complementary industry where you can push each other or find mentors to help you with.

They're doing too good.

Stick to a checklist. This is what successful people, athletes, and entrepreneurs do. They follow the fundamentals and they master them.

They don't have goals.

When you don't have any goals or you don't have a why and just come to work and doing it without any goals or desires, you're not going to increase. You have to have a purpose to be effective in sales.

They have no challenge.

Gamification is important to continually challenge the team. Put up a contest of challenge within the organization. Find someone else or other top performing individuals that can challenge you. Join a mastermind group like the TSE Hustlers League and have the opportunity to be challenged by others and get that push you need.

People have the mentality of "I know what I'm doing."

If you start doing so well and you think you no longer have any room for improvement, you could eventually run into circles and run out of steam.

Today’s Major Takeaway:

If you're a leader in the organization, make sure you have coaching with the people in your team. Sit down and talk to them and see what drives and pushes them.

Episode Resources:

www.podcastmovement.com

Kevin Kruse's book 15 Secrets Successful People Know About Time Management

Keith Rosen's book Coaching Salespeople into Sales Champions

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

The post TSE 342: Complacency In Sales Performance appeared first on The Sales Evangelist.

Jun-27-2016
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TSE 341: The Power of In Person Networking

If you’ve been hiding behind your product or service all this time then it’s time to come out of that shell if you truly want to grow as a seller or entrepreneur. Today, I’m bringing in Matt “Handshakin” Holmes as we talk about how you can utilize personal relationships to help you in your sales and in growing your business as entrepreneurs and life in general.

Matt Holmes is the awesome genius behind the Handshakin Video Series where interview top entrepreneurs and networking strategies featuring billionaires, members of Congress, and venture capitalists on the show. Recently, they launched a service called Handbrander that help other entrepreneurs network better, helping founder create content for their personal brand.

Listen in to find out more about how you can better build relationships to help you improve your sales.

Here are the highlights of my conversation with Matt:

Why an emphasis on the personal brand:

Technology has now taken us.
Implement strong personal feeling with your business.
People trust a person first before trusting their service.

How to leverage relationships with people you don't know:

Always see if you can find a warm introduction.

Using LinkedIn for instance, when you go to connect with someone and you have secondary connections, LinkedIn has an easy way to send a contact or request for that warm introduction.

The screen can be a warm introduction. Get your name and picture on your computer screen, phone, or email inbox. Do that enough and they will start to recognize your name and by human nature, once you recognize something, you're more warm to it.

The next thing they glance after seeing the picture and name is an interest that you two have in common.

Know the best resources to help you with your goals.

Anymail Finder - pulls ups people's emails with five different alternatives and takes its best guess on which one is the email.

Conspire - sign in with your Gmail and you can search for someone where you get to quantify your second degree connections on LinkedIn and see if there is a likely relationship on the line or not.

Check out www.handshakin.com/resource

Provide value.

Serve the other person first and be sure to be able to provide value in the first five words and hopefully they make it on your next sentence.

Ask someone if you can interview them about their success.

Blogs, podcasts, video series are a great way to offer to give someone else extra exposure. Most people are going to say yes to this. Of course when you go to billionaires, you have to be more creative than that because a lot of people would want to interview them. Be humble and just focus first on the other person and listen to them to increase your chances.

3 Powerful Concepts in Relationship Building:

Join the community.

Start with networking which you can start before you quit your full time job. Start meeting some other people that have also recently quit their full time job. Start with meetup.com in your local city and search for startups and entrepreneurs. Connect with them and follow up after a few days.

Get feedback.

Ask for feedback but identify those people to ask. Whether you do it in person or shoot an email, they are more likely to respond.

Befriend mentors.

You want mentors to get vested in your success. Identify mentors that they're able to see themselves in you. This means, before they reached success, they were practically asking the same questions you were. Most successful entrepreneurs give back and pay it forward. When you start to meet some of the mentor's friends, then you know they're vested in your success.

Are you too busy for networking?

Make it a priority in your life. You have to walk away from salary to launch a business. Networking is part of launching a business.

Jun-20-2016
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TSE 340: TSE Hustler’s League-“Soft Selling”

Today's episode is another excerpt from our mastermind group over at TSE Hustlers League where we talked about soft selling, a selling strategy where the whole concept is that you're leading your prospects with value and you're not trying to force them. As what Jeffrey Gitomer said, people love to buy but they don't want to be sold.

Here are the highlights of today’s episode:

Three steps in soft selling;

Find the ideal customer.
Build value and trust.
Propose.

Soft Selling Strategies to Make People Want to Buy from You:

Utilize different social media platforms.

Do not limit yourself to using just LinkedIn. Think about utilizing Twitter to find people and easily connect with them. Twitter is so easy to connect with people.

Utilize the power of Twitter

Once you're able to connect with them on Twitter, then you can invite them to connect on LinkedIn to continue your conversation and have a deeper relationship. Then you're ready to propose. Twitter allows you to follow some hashtags and get connected with people that you can invite to join your community.

Provide education to your ideal customers

Understand the best way that you can educate your customers. Find an education platform that you’re most comfortable with (blog, webinar, podcast, social media, book, white paper, YouTube video). The core of this is to create value in order to excite your prospects.

Treat people the way they want to be treated.

As you sit down with the customer and start connecting with them, let them talk the most. It's like the 70/30 rule. The point is to let them do most of the talking. The more information they tell you, the more you know about their pain points, you can then educate them on possible solutions.

The discovery process

Your value as a sales professional and the size of your commission check is determined by the amount of information you obtained rather than the amount of information you present. Find out more so you can speak more to them. Don't just talk about you but give them stuff that's going to benefit them.

Episode Resources:

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

The post TSE 340: TSE Hustler’s League-“Soft Selling” appeared first on The Sales Evangelist.

Jun-20-2016
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TSE 339: Sales From The Street-“Being Bold & Confident”

Today's episode on Sales from the Street is about being bold and confident. Oftentimes, behind a prospect's objection is an underlying core problem that you need to dig deeper into. And oftentimes, you don't necessarily have to lower your price and undervalue what you offer just so you can get the prospect to buy. When such situation arises, you basically just have to come out bold and confident. And this is something that Randy Miguel has figured out to overcome his major challenge in sales.

Randy is the Vice-President of Ket-Go Digital Media that works with small and medium-sized businesses to help them with their online marketing and sales training.

Here are the highlights of my conversation with Randy:

Randy's biggest struggles in sales:

Dealing with trust issues

How to gain your prospect's trust:

Give them direct answers.

Give them the information as simply as you can. Talk to them straight. Explain to them in a way they can understand.

Be confident.

Look them in the eye as you tell them you're able to help them. Sometimes customers don't care about all of the details. They just need the assurance that you can help them.

It's not just about the price!

Don't just easily lower your price the minute you feel your prospect is stepping out of the door and you feel you're no longer in control of the sales process. It's not just about the price. And even if it is, price can be overcome. In fact oftentimes, price is always never really price but their lack of trust in you or lack of knowledge about the product itself or the service.

Randy’s Major Takeaway:

Have confidence in what you're selling to be able to be straight with people and give them the short answer of "this is going to help you." That's more important than any haggling of price will ever do.

Episode Resources:

Connect with Randy at www.ket-go.com or send him an email at randy.miguel@ket-go.com.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

The post TSE 339: Sales From The Street-“Being Bold & Confident” appeared first on The Sales Evangelist.

Jun-20-2016
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TSE 338: What You Must Know When Hiring Your Next Sales Rep

Are you hiring for the right reasons? Or are you just getting people on your team for the sake of filling in the numbers? Hiring is not a joke, not to your company and certainly not to the candidate. You’re basically investing your time, effort, and money as you go through this process so do yourself a favor and get it right the next time you’re hiring another salesperson on your team.

Today, we talk about Hiring 101 with the amazing executive coach Monique Betty who shares with us principles that can help sellers and entrepreneurs. Through her company CareerSYNC, Monique works primarily with professionals who have a desire to succeed in the workplace through continuously investing in their life. She works with individuals around the world especially those at a point of making a significant job change to do something completely different, those who don't know how to position themselves in a new emerging field they want to get into, or those who simply want to invest in their leadership to step up within their organization.

Here are the highlights of my conversation with Monique:

Challenges with job interviews today:

From the perspective of a hiring manager:

Finding a diamond in the rough - candidates who are highly capable but haven't had yet an opportunity to demonstrate it
Takes a little more work through behavioral questions and hearing candidates speak about who they're growing toward
Time is of the essence

From the perspective of the candidates:

Not spending time to step back and get their mindset established
The blinders can come in and they become linear-focused so it's difficult for them to open a natural curiosity, ask questions about the industry, and do research the past, present, and future stances of the company

What to look for during the interview process:

Curiosity

He/she must be curious about the industry, the company, the hiring manager, the team.

Capability to learn and grow

This person may not have directly demonstrated success, but find out if they have the capability to learn and grow.

Get a peek into the candidate's curiosity.

You can tell if curiosity is hinged on motivation. Why are they curious? It's not so much about what gets somebody in the door, but what will keep them in the door.

Strategies for improving your selection process:

Make it a conversation, not an interview.

An "interview" connotes that someone else is making judgment on the candidate which is too much power given to somebody else. Instead, look at it as a conversation. Is it the right fit for both the company and the candidate? So it's not a one-way street.

Invest in the coaching process.

This allows you to talk in a safe, confidential environment to unhinge the things that establish the narrow mindset.

Look for candidates with increased self-awareness.

Ask questions like - Do you know yourself? What makes you tick? What is your life purpose? Why are you here? Why do you get up everyday and do what you do?  - If someone has a command in this kind of language about themselves, this would say a lot about them.

Set the conversation with transparency.

Be transparent and make the candidate feel comfortable so they can shine in a way that's engaging and makes you want to bring them in.

Monique’s Major Takeaways:

Whether you are the candidate or the hiring manager, transparency is key. Motivation is key. Show your candidates respect.

For candidates: Have a command of your self-awareness, enter into a conversation, and become curious. It's more than a job. It's your livelihood. Is it worth investing in for you? Your curiosity will send into an interview scenario with the right mindset.

For companies: Trust your instinct. If there's something that you couldn't put your finger on but it just doesn't feel...

Jun-12-2016
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TSE 337: 7 Key Sales Metrics You Should Track

As a salesperson, you need to understand your numbers and the gauges of what you're doing, how you're doing it, and how you can improve. Today, I'm giving you 7 metrics you can look at to improve yourself as a seller.

You have to compete against yourself and make sure you're better than you were last month. These metrics are universal across industries, no matter what you’re selling.

7 Sales Metrics to Improve Yourself as a Seller:

Time spent selling

Measure the time you're actually selling, meetings you have with prospects, phone calls you're making, when you're actually in the process of selling, prospect visits, demos, close calls, and things of that nature.

Response time to leads

Studies show that if you take more than 24 hours to get back and talk to leads, you're 60% less likely to close that deal. Connect with leads as quickly as you can and find out what they're looking for and be of assistance.

Amount of opportunities generated each week

If you're required to both prospect and sell, you have to get people into your funnel. What are you doing each week to create new opportunities? What kind of opportunities can you develop? What's your rate?

Leads to opportunity

How many leads does it take you to create an opportunity? (marketing, networking events, etc) What can you do to minimize the amount of leads to opportunity? Try to reduce it from 5:1 to 3:1.

Actual opportunity to win

How many opportunities does it take you to get one new client?

Average deal size of the deals you're closing

Are you closing a lot of small deals or larger deals? What are you doing right and what are you not doing right? What can you do to improve?

Time it takes to close a deal

What can you do to bring your time down to be at par with the company's average time? What can you do to get it under par?

Episode Resources:

Bob Burg's book Adversaries to Allies

Kevin Kruse's book 15 Secrets Successful People Know About Time Management

TSE 266 with Kevin Kruse

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

The post TSE 337: 7 Key Sales Metrics You Should Track appeared first on The Sales Evangelist.

Jun-12-2016
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TSE 336: Selling Online Is Easier Than You Think

If you think guest blogging has nothing to do with helping you grow your sales, well, don’t overlook it. Today, we have Cody Lister on the show as he shares a whole ton of blogging and content promotion techniques and strategies you can implement to help you grow your business or increase your sales specifically when you’re selling online.

Cody Lister runs a pay-per-click management agency and he also runs his own blog and networks with influencers while getting his guest posts published by top blogs.

Here are the highlights of my conversation with Cody:

Does pay-per-click still exist?

More companies are actually getting on it everyday.
An effective way to drive leads for your business as long as you know your target audience well
Make sure you're targeting is on point to reach the right people and not waste ad spent.

How to utilize blogging to grow your business:

Set up a foundation for your blog with pillar content or post.

Content or posts should be between 3,000 and 10,000 words long each that revolve around your target audience's desires, fears, and what keeps them up at night.

Make sure you have a unique position in the market.

Pick one niche that you're going to focus on. Instead of just sales, make it sales to a specific type of customer within a certain niche.

Start guest blogging.

Posting on other people's blogs as a guest allows you to build back links and some traffic to your blog.

Continue blogging and promote your content heavily.

Perform content pre-outreach by reaching out to influencers and other bloggers that share similar content as yours. Reach out to them via email. Search through BuzzSumo for similar posts and get Twitter shares and the email addresses of these people. Reach out to them to let them know and give a heads up that you're about to publish a specific post about a topic they liked in the past. Scrape the commenters of different blog posts that relate to your topic. Get their email addresses and reach out to them as a content pre-outreach to give them a heads up of your upcoming post.

Form a content strategy and build relationships with other bloggers.

Have pillar content in the middle and splinter off pieces of that content or talk in more depth of specific topics that relate to that content so it becomes a spider web.

Seed your content with influencers on referral networks like inbound.org or GrowthHackers.

Once you've teamed up with bloggers, you can use one-click email opt-ins to get them to give you more subscribers. Through these tools, you get bloggers to email their list about you or about a link to something that you're sharing with them. Once they click that link, you automatically get their email addresses.

Build up your email base and funnel subscribers through an email automation sequence.

This allows you to nurture subscribers up to a certain pitch at the end.

Advertise.

You can go on Facebook but if you don't have experience, don't just wing it or it will be a waste of time and money. But you can hire someone who does Facebook ads well. Promote lead magnets to build your email subscriptions through Facebook ads. You may also use Twitter ads through lead generation cards to drive new email subscriptions. Or use Outbrain and Taboola to use paid content promotion. Get on podcasts.

Promote content through pre-outreach.

Build up the anticipation for a post you're about to publish and make your content more epic than your competitor's content including content upgrades and embedding those inside your post. Once you've clicked a link on your post, you can opt-in to your email list.

Optimize your post for SEO.

This may take a while for you to get any return from this. Read blogs like Backlinko and Quick Sprout for advice on SEO optimization.

Jun-12-2016
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TSE 335: TSE Hustler’s League-“Rejection and Upselling”

 Today, I've pulled out yet another snippet from one of our training sessions over at TSE Hustler's League so that you too might be able to benefit from these. In this clip, we talk about overcoming the fear of rejection and the concept of upselling, which are two essential factors in any salesperson's success.

Here are the highlights of today's episode:

Overcoming the Fear of Rejection

Fear is a limiting belief that actually prevents you from taking action and living your experience. C'mon now, what is the worst thing that can happen when you're trying to sell your product or service to somebody? It's just getting a "no." Besides, you can't lose something you never had. You can't hide. Face your fears and just tackle them.

Asking for More

Don't be scared to ask for more sales. There is nothing wrong with asking, "Is there anything else?" because it always does work. As you're meeting with your prospects, bring out an unconsidered need that they weren't thinking about. Be sure to ask if there's something else that they may have trouble with because you just might have the solution for it. The great thing about upselling is you gain more money with less people.

 

Episode Resources:

Adversaries into Allies by Bob Burg

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

The post TSE 335: TSE Hustler’s League-“Rejection and Upselling” appeared first on The Sales Evangelist.

Jun-12-2016

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About Mimi

Founder/CEO of listenopoly.com | Co-host of the Add Water and Stir podcast | blogger at mimirobinsononline.com

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