Think about more ways than just picking up the phone for you to utilize business. Attention span of clients nowadays are so short.
You’re probably using a calendar invite to book appointments. Now, if you find it to be a little clunky, try using this tool: Assistant.to
What Assistant.to can do for you:
Now, if you already have Sidekick installed and then you send this calendar invite embedded in your email, you will then see that the prospect opened it and clicked on it. Then you can track that stuff and view where they’re accessing your email from and when they’ve opened it.
Are you using other tools to set your appointments? Let me know. I want to learn what you’re using and how is it working for you. If you’ve already tried assistant.to, tell me about it. Drop me an email at email@example.com or better yet, join our private Facebook group and we would love to hear from you!
“The bottom line is when you have more influence and you get that influence through more publicity and you get in front of larger and larger audiences, you make more money. You make more sales. You are more successful in business.”
Now is the time to step outside your role of just being an employee or a sales professional. Now is the time to put yourself out there and do BIG things!
Now just how do you do that? How do you amplify your reach? Want to know the secret sauce? Well, you’ve got to listen as Josh Elledge shares with us his strategies that have earned him $8 million in free advertising for his own brand and create a 7-figure company!
Okay, I’ll give you a hint: public relations. Josh Elledge is the genius behind SavingsAngel.com with over $5 million in sales. He is also a leading syndicated newspaper columnist and appears on television 2-3 times every single week.
Here are the highlights of my conversation with Josh:
Why PR is integral to your success:
Invest in yourself and invest in your own brand. You are engaging in public relations every single day as you build your personal brand and reputation.
Be the go-to person in your industry. Subject matter experts make money. Subject matter experts who can communicate well, can get on TV and get quoted everywhere. Your potential customers are going to be reading about you.
You are not only going to appear on TV, have research about you, people find you or get a call to action during your segment and pick up new sales, but also, you are building your BRAND. You are building your reputation.
Being known that you are sought after, will definitely give you an edge over other competitors. You are no longer seen as a sales guy anymore, but as a subject matter expert. How cool can that get?
Dropping in your media credentials would make people notice you.
Strategies for Creating Your Own Content:
Start generating content.
Generate a lot of content. Build an audience. Build up your credibility. Invest in your own brand by having a blog or podcast.
Have a community.
Have an active social media following. Build yourself up as a thought leader for your industry. The bigger and more prestigious the media outlet is, the more diligent they would be in checking you out. Reputation management is critical!
Practice getting in front of the camera. Work with a coach if you have to. Treat it like you’re auditioning for American Idol. You’re going to have one shot at this, so don’t blow it!
Look for opportunities to participate as an industry expert. Engage with a journalist writing a specific article around your niche and acknowledge them.
Two important things folks!
Invest in your image.
Even if you’re only using a Tumblr site or a microblog, make sure you invest in your image and design branding because people would judge you based on how you look. Invest in really good looking graphics or images. Invest in a good designer. Don’t put out amateur stuff.
Josh’s Major Takeaway:
Treat publicity like a very critical aspect of your job. Invest both your time and resources to get really, really good at this.
Current projects Josh is working on:
Check out millionsinfreemedia.com for Josh’s free videos and find out how he as able to get $8 million in free advertising for his own brand and create a 7-figure company!
One of the biggest fears of many sellers is the fear of speaking with very important people. You know the types — CEO, CFO, the big boss, the decision makers? The one problem is that 9 times out of 10, those are the people you need to speak with to close a deal! I take it you see the issue here. This one fear separates the core performers from the top sales producers. But how does one break out of the pack and become a top performing seller?
Well, in this episode I break down the trepidation I faced when speaking with the “big wigs” and how I overcame it. Here are the main points:
If you do this, in no time you will be chatting away with the big wigs, building relationships, identifying challenges and closing deal with them. I’m serious, it works. If you have any further insights you’ve implemented for speaking with executives, feel free to share. I would love to hear more. Well, until next time, go and DO BIG THINGS!
I’m a firm believer that, as sales professionals and entrepreneurs, we need to take advantage of tools that are going to make our lives easier and increase our ability to sell more. This is why I’m doing this three part series. Over the next three Mondays, I will share with you some of the favorite tools I use on a daily basis to assist or enhance my sales performance. This week I want to share with you “Hubspot’s Sidekick” tool. It’s one that I use the most — besides my CRM.
The tool is just like the name depicts. It’s a sidekick to provide you insights with your email, personal intel on your prospects and offers potential leads similar to the ones you’re working with.
We all have heard that it takes up to 8-12 touches for a prospect to make a purchase. So, this is why sellers of all levels send emails and leave voice mails in hopes that they can reach their target individuals. But how can you tell if they are getting your emails? You can always be “that guy” and send the creepy stalker-looking “read receipt,” but whenever you send that it just feels like you’re desperate or trying too hard and annoying.
But what if there was a way to know when and how a prospect opened your email? What if you can see who they forward it to? How about what links they clicked on and how long they spent on those pages? Well, those are a few powerful capabilities of Hubspot’s Sidekick.
During this episode, I reveal some of the unique ways I’m using this tool. I’m sure you’ll discover some of your own. Some of the benefits you will see by using this are:
Here is a video that Hubspot put together on this tool. Check it out and let me know what you think.
And remember to work smarter, not harder, take advantage of tools and do BIG THINGS!
One of the things that separates a lot of the greats from the core performers is the fact that those who are top performers are always reading and looking for opportunities to sharpen their tools.
Below are some the best books I recommend to sales professionals to help them sharpen their ability to sell at a top performers level. Check out the selection below:
1. Think and Grow Rich by Napoleon Hill
Published in 1937, Think and Grow Rich is a self-help, personal development book where the author got inspiration to write this from a suggestion made by business magnate and philanthropist, Andrew Carnegie. Hill explains the philosophy of personal achievement and success condensed into 13 principles.
2. How to Win Friends and Influence Others by Dale Carnegie
A classic bestseller. This is a compelling book that talks about the Fundamental Techniques in Handling People, 6 Ways to Make People Like You, 12 Ways to Win People to Your Way of Thinking, Be a Leader: How to Change People Without Giving Offense or Arousing Resentment, and 7 Rules for Making Your Home Life Happier.
3. The Challenger Sale by Matthew Dixon and Brent Adamson
This book talks about how a relationship is not the “be all and all” to make that sale. Instead, it talks about how the best salespeople do not just build relationships, but they also challenge customers. This book covers how you can identify the challengers in an organization and how you can model such approach and apply it into your own team.
4. Selling to Big Companies by Jill Konrath
Jill’s masterpiece helps you get your feet in the door of big companies so you can close more business while reducing your sales cycle. This book covers topics like positioning and differentiating yourself from other salespeople, targeting the right accounts, creating value propositions, overcoming obstacles and objections, and more.
5. The Psychology of Selling by Brian Tracy
This book teaches you how to get yourself in the right selling psychology by keeping strong confidence in yourself, avoiding resistance in sales, and improving your skill sets in a systematic fashion. This book also talks about attracting customers and maintaining their attention, presenting offers the best way possible, handling purchasing barriers, and closing the deal.
6. The Ultimate Selling Machine by Chet Holmes
This book helps you get your sales and marketing engine into full swing as it dives deep into the power of having a process with a bold emphasis on focus. In this book, the late Chet Holmes presents 12 Key Strategies to create the Ultimate Sales Machine including topics like time management, hiring best practices, tactics for getting the best buyers, the 7 Musts of Marketing, client follow up, the power of positive thinking, and more.
7. How I Raised Myself from Failure to Success in Selling by Frank Bettger
In this book, Frank shares his experiences and sales secrets that practically turned his life from a failure selling insurance into becoming one of the highest paid salespeople in the United States. Frank shares his insights into overcoming fear, a quick win to confidence, 7 Golden Rules for Closing a Sale, the power of enthusiasm, and how to turn a customer’s skepticism to enthusiasm.
8. Raving Fans by Ken Blanchard and Sheldon Bowles
Written in parable style, this book contains tips and techniques to help turn your customers into raving fans who won’t hesitate to spend. This book helps learn to define your vision, what customers want, and incorporate effective systems to help you create a revolution in your workplace.
Would you like to win more of the deals you find yourself going after? Would you like to know what the winning sellers do different that pretty much guarantees them success every time? Well, Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. This is a great read for both entrepreneurs and sales professionals. Check it out.
10. To Sell Is Human by Daniel Pink
In this book, Daniel points out how all of us are doing sales every day of our lives. He also talks about the 3 Rules for Understanding Another’s Perspective, the 6 Successors to Elevator Pitches, and the 5 frames to making your messages more persuasive and much clearer.
11. The Greatest Salesman In The World by Og Mandino
This book relays the story of Hafid, a poor camel boy who soon lives a life of abundance. The book serves as a philosophical guide to salesmanship covering some key points on how you should live a good life; such as the power of laughter, greeting each day with love in your heart, the power of good habits, mastering your emotions, multiplying your value everyday, and living each day as if it were your last.
12. Sell or Be Sold by Grant Cardone
In this book, Grant reveals strategies and techniques necessary for success in sales such as handling rejections, dealing with negative situations and how to turn them around, overcoming reluctance in calling, how to shorten sales cycles, how to stay positive despite rejection, and how to fill your pipeline with new businesses.
13. Little Red Book of Selling: 12.5 Principles of Sales Greatness by Jeffrey Gitomer
This book is packed with nuggets of information that would keep you handy along your sales journey. This includes 20 ways to beat a sales slump, 14 ways to create a personal brand, 18 ways to become a sales success, and 8.5 resources to tap in a pinch. This book is a practical guide to sales success where Jeffrey lays out the fundamentals of selling but with some elements of fun.
14. Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff
This book effectively walks you through how to position your ideas in a way that will help you gain new business and achieve success – all through the power of making a pitch. In this book, Oren introduces the STRONG method of pitching which you can apply into your own daily sales calls.
Setting the Frame
Telling the Story
Revealing the Intrigue
Offering the Prize
Nailing the Hookpoint
Getting a Decision
15. The New Strategic Selling: The Unique Sales System Proven Successful by the World’s Best Companies by Robert B. Miller, Stephen E. Heiman, Tad Tuleja, J. W. Marriott
This book contains new real-life examples and techniques for confronting competition which you can readily put to use. The New Strategic Selling teaches us how to identify the 4 real decision makers in every corporation, how to avoid closing business you might regret later, how to avoid the single most common error when handling competition, how to make a senior executive rave about you, how to prevent sales sabotage, as well as some key points in effective territory management.
16. The Art of Closing the Sale: The Key to Making More Money Faster in the World of Professional Selling by Brian Tracy
This book teaches us how to effectively close a sale through some powerful sales-closing techniques that the author wishes to impart with us. This book underlines the necessary skills every salesperson should have so he can transform every sales process into a successful close each time.
17. Secrets of Closing the Sale by Zig Ziglar
In this book, Zig Ziglar unveils his secrets to has sales success as he offers over 100 closings for every kind of persuasion, painting word pictures and the use of imagination to generate results, and over 700 thought-provoking questions that will help you unearth new possibilities. The books also includes tips and pieces of precious advice from 100 of America’s successful salespeople.
18. The Power of Follow Up by Judy Garmaise
Do you follow up enough? In this book, Judy explains why people do not follow up enough, or even at all. Judy also shares some tricks on how to overcome this common failure among salespeople as she reveals the secrets and techniques successful salespeople use in making effective and affirmative follow ups.
19. DISCOVER Questions Get You Connected: for professional sellers by Deb Calvert, Renee Calvert
This book includes research, real-life examples, anecdotes, exercises, and role plays to help salespeople be more effective in each stage of the selling process. This book teaches you how to ask the right kinds of questions, drive the sales conversation, and show customers that you care in order for you to make strong connections.
20. Go for No! Yes is the Destination, No is How You Get There by Richard Fenton (Author), Andrea Waltz (Author)
This fictional book recounts the story of Eric Bratton, a copier salesman who wakes up one morning and strangely finds himself in a house without any knowledge of how he got there. The book features a dialogue of two main characters who share with each other the essential concepts critical in achieving sales success such as how to outperform 92% of the world’s salespeople, the difference between failing and failure, celebrating both success and failure, and how NO becomes the most empowering word for any salesman.
Now that you’ve seen the list, get out there and start reading. Let me know if there are any others that you would recommend that did not make my list. As always, remember to go out and do BIG THINGS!
We have an amazingly awesome guest on the show today. It’s Beatrice Louissaint and we’re talking about entrepreneurship and how sales professionals benefit from this. She is the President and CEO of a non-profit organization, Southern Florida Minority Supplier Development Council (SFMSDC), otherwise known as The Council, which works with large corporations helping small-mid sized businesses become successful and profitable. Beatrice has helped a lot of companies, specifically minority-based businesses such as Hispanic, Asian, African-American, and Native American companies to grow. They have been in business for 40 years helping large organizations meet their supplier diversity objectives.
Below are some great principles behind how salespeople can work with entrepreneurs and some things entrepreneurs can do to better position themselves to enter new market and sell better.
Here are the highlights of my conversation with Beatrice:
About The Council:
Biggest pet peeves she comes across with salespeople:
When to know when you’ve gone beyond the mark:
Here’s a little secret: The best time to catch busy people is early morning or late evening
The Principles to Achieving Success in Sales
Everyone has to sell. Know who your customers are. Grow from your current customers. Sometimes we get too busy chasing after the new deals that we forget to take care of what’s feeding us now. Who are your best prospects? Who’s growing that may need your widgets? What differentiates you from competitors?
Check out Carol Dweck’s book, Mindset: The New Psychology of Success (How We Can Learn to Fulfill Our Potential)
Growth mindset vs. fixed mindset
Have a clear and concise vision. Dream BIG.
What are you going to do to work with them? How much do you know about their business and how much are you going to help them grow? Take care of those who take care of you!
It has to be quantifiable, specific, and measurable
How to better develop new business in new markets:
Teaming up, even with your competitors in joint ventures, helps you become much bigger and stronger.
Rethink what you’re doing. You might be in the wrong business. Find something that has growth potential. Be innovative and creative. Think outside of the box.
Current projects Beatrice is working on:
Beatrice’s Major Takeaway:
Be sure to check the vitals of your company and where you are.
Three things you need to have:
Check out the resource page on their website sfmsdc.org
Know more about them on Facebook
Sell or Be Sold by Grant Cardone
My interview with Todd Cohen about Sales Culture
We all know that one of the greatest ways to grow our business is through referrals. The problem is, many of us as sellers never ask for them for one reason or another. In this episode, I interview Preston Killian who shares some of the struggles he faced early on growing his business. Preston has a business where he does bent repairs for car dealership in Texas.
Many of those he currently works with came through simply asking for referrals or doing such a good job that his customers offered him unsolicited referrals. Today, his business is growing significantly because of referrals. The question now comes down to this, “Are you taking advantage of the benefits of referrals?” Here is another episode that can help you ask for more referrals:
Preston’s words of encouragement:
Stay in contact with Preston
One of Preston’s clients he gained through asking for referrals: Loan Star Auto Plex
With more and more customers being educated on products and services, many are doing a large amount of research before they ever engage with the sales professional. This process allows them to make more informed decisions. A natural by-product of this process is the fact that customers are speaking with much more vendors to evaluate them to see if they have what they are looking for.
So what does this mean for you? Competition is getting stiff and you’re going to have to bring your A-Game. I’m sure your company has some procedures in place to remedy these types of situations, but are they working effectively for you? I have worked with companies that had nothing in place. I had to rely on the school of the hard knocks and it was not easy. This is why I decided to do this episode and offer what I’ve learned which increased my chances of coming off as the winning vendor. Here they are below:
This sounds very basic, but it works. The more I sell the more I realize that it’s not a complicated matter, we just try to complicate it. Keep it simple and you’ll see great results. Check out this episode and let me know if it helps you. As always, go out and do BIG THINGS!
This is the time of the year when sales professionals get themselves all prepped up to have a great second half. Today’s awesome guest is Jonathan Farrington who brings us a lot of great value, especially with our discussion today.
An international sales celebrity, Jonathan is the CEO and Founder of Top Sales World. He is also a keynote speaker, business coach, and mentor who has worked with over 100,000 sales professionals to improve their craft in sales.
Here are the highlights of my conversation with Jonathan:
Invest in a sales team
Why are only 40% of sales people on track for their quota?
Why invest money into a sales professional if they’re about to leave?
Learn the key motivators of each sales professional in your team
The Formula of Successful Salespeople:
Successful salespeople are driven.
Most successful sales folks are incredibly competitive and they enjoy playing competitive sports.
Self-process gives that control.
Know your company, products, and yourself. Be multi-lingual. Be comfortable talking to recommenders, technical buyers, and all the way up to the C-level.
Why some people can’t perform…
Bonus tips from Jonathan:
“There is no excuse for anyone not working hard to increase their education and improve their skill sets.” – Jonathan Farrington
Jonathan’s Major Takeaway:
Get in touch with Jonathan through email at firstname.lastname@example.org
Today I have the opportunity of interviewing James Kinson, who is a software sales professional working with a major technical company selling software and hardware. However, James Kinson has an interesting situation, he has been working with one account for 21 years. Imagine the struggles that one would come across working with one client?
Well, James has seen some significant struggles, seeing he’s not in a traditional sales roles, and in this episode he shares how he was able to turn a $5 Million business opportunity to a $65 Million sale with this account he’s working with.
The other cool thing about James is the fact that he is an entrepreneur on the side focusing on educating consumers with buying “cash cars” as opposed to going into major debt. James has a podcast, blog and he also speaks at events across the country. You can check out his information here. Feel free to connect with James and learn how he’s succeeding with this one account he manages. Though James’ story is cool, the best way to learn from him is to APPLY what he teaches. By so doing, you will do BIG THINGS!
According to Neilsen’s, customers are 4 times more likely to buy with referrals from friends. Naturally, this means that the more referrals we get, the better our business will be. We also learn that LinkedIn is a great place to find new business opportunities and referrals/introductions. There is only one problem though… how does one do it exactly? Well, lucky for you, in this episode I share what NOT to do based on my experience and I offer you a step by step approach to effectively use LinkedIn to prospect and get referrals/introductions.
Here is the proper process you should follow:
Step One: Be prepared by researching the company to see that they truly have a need you can solve. Also, make sure to research the proper decision maker before you request an introduction. Here is a secret, learn something personal about the individuals.
Step Two: Ask for a personal invitation from a trusted, mutual friend once you’ve completed step one. Make sure you ask for a “specific reason for the introduction.” Reasons may include anything from them having a pain you can solve to you wanting to learn more about the industry from an expert or about a company. Whatever the reason, make it clear so that your mutual friend (source) knows exactly what to say in the email introductions. Another little secret here too, ask to be cc’d on the email!
Step Three: Once you have the introduction, thank the person who introduced you. Express appreciation to the person you were introduced to and set a specific date/time to meet or speak on the phone. Remember when you meet, make sure you do what you asked for in step two (to help solve a pain or learn about the business). Whatever that is, make sure you stick to that in your meeting.
Step Four: Demonstrate that you did your research throughout your conversation and especially when you bring up the pain you can solve for them.
Step Five: Post the meeting, send a thank you note to the person who introduced you and the person who you were introduced to.
Step Six: Seek out opportunities to return the favor and introduce your mutual friend to those you know and that they could benefit from meeting.
It’s that simple! But as you listen to this episode, you will hear how I messed it up lol. Listen above and let me know if there is something you would do different. Send me a message here on our FB page. I look forward to hearing from you. As always, remember to go out and DO BIG THINGS!
In today’s episode, Jimmy Burgess shares with us some loads of positivity and some great, awesome insights into being successful in sales by focusing on the right things, particularly, focusing on your customers.
Jimmy Burgess has been in sales and an entrepreneur his whole life. He started three different companies and has been in real estate sales most of his life. Currently, Jimmy is a contributing writer for Entrepreneur Magazine and also does coaching and consulting.
Listen as Jimmy shares the 6 Truths All Successful Salespeople Understand and how you can live out each one of them.
Here are the highlights of my conversation with Jimmy:
Jimmy quotes Zig Ziglar, “If you’ll just help enough other people get what they want, you can have everything that you want.”
Jimmy’s road to entrepreneurship:
How Jimmy initially handled his success:
“When you think you’re going up fast, it can come down just as fast.”
How he handled his financial problem:
“Understand if you’re in a struggle right now that there’s a reason for it.”
“You’re struggle hasn’t come to stay, it has come to pass. And I’m a living proof of that.”
The 6 Truths All Successful Salespeople Understand:
How do you become an expert?
Jimmy’s Major Takeaway:
If you want different results than you’re getting now, do different things. Take massive action. Don’t just sit back and wait on things to happen. When you take massive action, you get massive results.
Current projects Jimmy is working on:
selfpublishingsuccessacademy.com – working with Kimanzi Contable in helping content creators and self-published authors get their content out there
Connect with Jimmy on Twitter @jimmyburgess8
I know it’s not throw back Thursday, but this was my very first sales tip video on the first TSE website. This was created in 2013! It’s amazing where we have come since then, but the principles shared are still the same. I wanted to share a simple, but powerful principle on how to know who to go after.
Here are some of the key take aways from this video:
As always, apply what you have learned and go out and do BIG THINGS!
Your attitude will have a tremendous impact on the way you perform. Do you believe that? I sure do and that is why I did this episode. I’ve been the lab test dummy on this experiment already. I have done everything right to have a great morning and saw significant results. It was like everything I touched, turned to gold. I found new opportunities, got past the gatekeepers, received referrals, and closed deals.
I have done the opposite, as well, where I did not start off the morning right. I slacked off on the information I looked at and did not develop a positive attitude. Those were the days where it seemed as if the world was conspiring against me. Prospects were mean, I could not find opportunities or develop interest with potential buyers, I lacked confidence, I did not get referrals, and it was as if deals were just falling apart.
So what did I learn? Your attitude makes a big difference. In this episode, I share my morning routine for success. I also refer to a couple of earlier podcast episodes I did with Justin Su’a and Ralph Quintero on winning your mornings and developing a positive attitude. Check them out below.
Episode: TSE Episode#2: Attitude of Success with Ralph Quintero!
Ralph developed an affirmations app, Affirmations for Entrepreneurs
Now, as you listen to this episode, feel free to reach out to me and share your morning routine. Let me know what you do, or plan to do, in order to win your mornings and develop a successful attitude. Send me an email email@example.com. You can also join the conversations in our private Facebook group. Join for free today. Overall, I want you to be successful by going out and doing “BIG THINGS”!