I’m a huge, HUGE fan of following a process or system. And even making a sales proposal has its own process too! I will let our guest in today’s episode, Jason Swenk, explain that to you more. When it comes to making proposals, Jason is the man!
Jason Swenk helps digital agency owners scale and get to the next level. He helps people get to wherever they’re trying to go… QUICKER!
Jason can help you learn how to convert 80% of your B2B proposals while spending less time with it (in fact, less than 15 minutes on each proposal). You simply have to walk through the process.
Here are the highlights of my conversation with Jason:
How to successfully convert your proposal in B2B sales:
Get it in the right order and do it in the right way.
Yep! You get them to sign the proposal when you REVIEW it with them. Qualify them first.
Your proposal protects you later on. Make sure they understand everything. That’s what the proposal is for.
Steps in Qualifying:
Does their need match up to what you can deliver to them? Can you deliver it?
Be the reverse auctioneer and a budget buster. Ask for their budget (start with higher to lower range).
Make sure you talk to the decision maker. Ask.
Make sure the timing is right.
Getting to the Proposal: The 3 I’s
What’s their biggest issue? This allows you to understand what to focus on.
What’s the impact on their business?
How important is it to them? This is where your follow-up strategy comes in.
Strategies for Closing:
How to Quickly Build a Proposal:
Strategies for Making Your Executive Summary in the Proposal:
Jason’s Major Takeaway:
“Don’t send the proposal.”
Check out Jason’s website www.jasonswenk.com
Get Jason’s proposal template www.jasonswenk.com/proposal-template
Dive deeper into Jason’s proposal process and go to www.jasonswenk.com/proposal
How well do you come prepared for every sales call?
Today’s guest, Brian Higgins will show you the key points to help you come prepared for each sales call and take that next step to closing your sale.
Being in corporate America for 17 years, Bryan has rebuilt 7-8 sales teams in that course of time. He is also a certified coach and he is in constant search of new, out-of-the-box ideas. In the past 12 months, Bryan has finally made the leap to open his own sales consulting and training company with more focus on the tech space.
Here are the highlights of my conversation with Bryan:
Bryan’s philosophy before meeting or calling a prospect:
Learning points from Bryan’s blog post The 7-Point Checklist for Sales Appointment Preparation
Get data from the people you get on the phone (receptionist, etc.). Speak their language. Get the research down. Know your competition. Figure out what’s going to make them tick. Determine what path to go on and line up your resources as you go. Make cold calls first thing in the morning.
Have an idea of your prospect’s business objectives to gain their trust and that will give you credibility.
Have a post-game analysis after every interaction with a customer:
Bryans Major Takeaway:
“Be prepared. You may only have one shot so you want to professionally convey that your product is the best for them (if it is) and gain the knowledge and information you need to close the sale. Become a doctor of sales.”
Current projects Bryan is working on:
Bryan is presently investing on The Alternative Board (TAB) that provides private business coaching and advisory board services.
Visit Bryan’s website www.mysalesmatter.com
Read Bryan’s blog: http://www.mysalesmatter.com/blog
The 7-Point Checklist for Sales Appointment Preparation
Shout out to Jason Tripp!
Check out The Alternative Board
Connect with Jason Tripp (https://www.linkedin.com/pub/jason-tripp/21/43b/236)
Cool tools to make a killer first impression!
This is pretty much something most of us have come across at some point in our sales career. In fact, about 80-90% of salespeople give up on the fourth “no.” But you definitely won’t achieve success by giving up.
So what do you do?
Give some time to understand your prospects, their needs, the industry, the company, and how that benefits your clients and articulate that message. This takes some time in the same way that you don’t expect your muscles to grow overnight after a one-time whole body workout.
Golf would be a good analogy here. Turning your club a tad bit in or out does make a big difference in the ball’s trajectory. You don’t just head out and whack the ball without any fundamentals in place. Without the proper stance, it’s useless!
Now how does this relate to sales?
For one, there needs to be better planning. Are you taking your focus off doing too many things that aren’t really beneficial to your success? For instance, do you work too much on a presentation when you need to focus on finding prospects? Doing so many things simultaneously doesn’t necessarily mean you’re working effectively or you’ll achieve success.
Other aspects of the fundamentals include:
Build relationships. Offer value. Show your client how your product/service is going to help the organization. Sometimes the prospect may say “no” but it doesn’t necessarily mean that it’s “no” forever. It may only mean “no” for right now. Now what do you do to stay on top of mind and keep going? Put out valuable content and be consistent.
Case in point: Starting this podcast was magnificent – Hallelujah! I was utterly blessed to begin this journey on a pretty fast track. It was an all-time high being featured on the New & Noteworthy on iTunes, which only lasted for 8 weeks. Following that, the downloads went downhill. I even doubted if someone was even listening to the podcast.
But I kept going and was putting valuable content out there until eventually the podcast experienced an uptake and it got mentioned in Entrepreneur Magazine and another magazine… and another. Then opportunities were rolling down the road with more clients, more coaching, and doing speaking engagements. All of that through persistence and consistency.
Now it’s your turn to apply these to your own life and get those results!
For the last 37 years, Ed Lamont has been a commercial property casualty insurance agent, selling insurance to construction contractors and manufacturers. Almost 20 years ago, he started a separate company focusing on insurance companies, insurance associations, state associations, and insurance agencies outside of his immediate territory.
His motto? Sell value, not price.
Here are the highlights of my conversation with Ed:
What is Street Smart Selling?
Ed believes that all training is esoteric until you take it to the street. His book, Street Smart Selling, is broken down into four sections:
What do you believe about your product? What do you believe about the value of a protection plan, safety & survival, and people’s assets?
Cold-calling, cold-walking, networking, use of information technology
How do you hit on objection? How do you use questions to get somebody to open up? How do you ask for the order?
Strategies for Prospecting:
Tell the purpose of your call. Don’t try to trick someone into a visit. Be direct. Tell them something you believe in and tell them what you’re going to do next. That is a cold call.
Study what your product does and how it works. Know your product’s coverage, service, risk management, and the benefits of your product.
Believe in your product. Believe in what you’re doing. If you can find a problem the customer has and solve it with your product, idea, or good service then they will believe it. Once you know the benefits (meaning truly believing them in your soul) then you can communicate them. Belief is your key to becoming a super producer across an industry.
Strategies for Developing Relationships:
Marriages with their own industry with people that can benefit them.
The 2 Career Killers in Insurance:
Strategies for Closing:
Ed’s Major Takeaway:
“Successful people do what unsuccessful people are unwilling to do.”
Current projects Ed is working on:
Get in touch with Ed Lamont by calling 561-737-7388 or visit www.lamontconsultinggroup.com. Connect with Ed Lamont thru .
Today’s guest on Sales From the Street is Krista Martinelli, owner of AroundWellington.com, an online magazine which started as a print magazine for three years in the Wellington, Florida area and has now been creating an online presence for an additional seven years and becoming a thriving part of the community. Krista enjoys publishing local writers, talking about local events, doing contests, and selling advertising.
Listen in to know more about Krista’s challenges along the way, how she overcame the barriers, and how she went past them.
Here are the highlights of my conversation with Krista:
Krista’s major challenges:
Krista’s Major Takeaway:
If you’re selling a product, you have to believe in it. You have to like it. If your enthusiasm is real and if it’s a good product then you will succeed. You’re going to have some “no’s” on the way to getting some “yes’s” but don’t give up!
Get in touch with Krista and give her a call at 561-965-6617. Check out www.AroundWellington.com or drop her an email at email@example.com.
Should I connect with my competitors on LinkedIn? This is something many sellers have an internal battle with. For one, if you do so, are you going to be opening up your customer base with them? Will they start stealing business from you, etc?
Well, I personally believe that there are a lot of business opportunities out there and I have the mentality that if this one does not work, I can find others. I’m also confident in my ability to offer value and superior service compared to my competitors. I focus on offering tremendous value and don’t limit myself to worrying too much if someone will see who my customers are.
If they truly want to find out, they will seek a way to do so. I’ve seen this “fear” mentality hold companies back from truly progressing because they think the competitors are watching them online. Don’t let this hold you back.
Now with that said, LinkedIn does offer some options if you are really concerned. Here are some of the ways you can limit what others see. (Listen to episode for all the information)
Turn on/off the your privacy settings
I hope this help you in some way. As always, I want you to be successful, most importantly, I want you to go out and DO BIG THINGS!
90% of buyers ignore cold calling outreach?
55% of decisions have been made before someone has spoken to a seller from an organization?
So… what do you think has to be done to effectively reach your customer that will eventually convert it into sales? Well folks, this is where Social Selling comes into play. And we have the right guy for that in this episode.
Gabe Villamizar is the Director of Social Selling at HireVue, a video technology company engaged in the HR & recruiting space and now tapping into the vertical selling space using the same technology for self-coaching and self-training.
Gabe coaches his company’s inside sales on how to utilize social media, specifically LinkedIn and Twitter, to generate the pipeline to identify their buyers and enable them to listen, engage, and close the buyers online.
Here are the highlights of my conversation with Gabe:
What is Social Selling?
Social Selling Strategies You Can Apply:
Other strategies you can apply:
Higher management must understand the value of social selling.
Test to see your percentages for social selling and traditional prospecting
Content Strategies You Can Apply:
How to Create Your Own Content:
LinkedIn publishing platform (they also do the marketing for you)
Gabe’s Major Takeaway:
Your LinkedIn profile is not just your resume, but your online reputation. Regardless of what social media platform you use, don’t think of it as your identity. It’s really who you are online.
Current projects Gabe is working on:
M – O – T – I – V – A – T – I – O – N
In today’s episode, Vernon Foster II shares with us how you can get that fire burning and charge up for the daily hustle!
Vernon currently works with companies helping them launch podcasts, get their message out to the world, and build the know-like-trust factor through the podcasting medium.
Having completed two college degrees (one in marketing and another in real estate), Vernon was ready to take on the world until he realized there wasn’t actually a lot of opportunities out there and got blindsided by the American Dream. How did he manage to get up, find his purpose, and live by that purpose each day? Let’s find out!
Here are the highlights of my conversation with Vernon:
Strategies to Keep Your Fire Burning:
Be in the position to kill the meat and bring it home. If you don’t, no one else will. You are the sole provider and creator of your own destiny. Don’t expect others to fulfill that for you.
Set income goals and prospecting goals. Set goals but also be flexible. Don’t beat yourself up if you don’t reach your goals. Instead, think about why you didn’t hit your goal and how you can do better.
Vernon’s Major Takeaways:
Don’t be afraid to go out there and drum up the business and live out your dream or purpose. You can’t depend on someone to be your sole provider. Set goals, be consistent, manage your expectations and the universe will provide what you’ve asked for. Come up with your personal daily ritual to cultivate the right mindset and trust in abundance.
Connect with Vernon through Facebook and on Instagram @vernon_foster
One of the biggest issues salespeople and entrepreneurs face with value propositions is the fact that they don’t know what it is. Many times, they mix up a value proposition and a quick 30-second message expressing what you do. Worst of all, sometimes they offer a one size fits all value proposition that may not be most effective to the potential client.
During this episode, I will share with you the difference between a value proposition and a 30-second message. I will also share what each of them are and how you can develop both. Here are some of the highlights from the episode:
What do you do?
Your quick 30-second message tells people what you do, who you do it for and how you do it. For instance, “I work with mid-size HVAC CEO who’s frustrated with slow months revenue, they are concerned that their techs are leaving money on the table and they’re overwhelmed running the business. They don’t have the time or know how to train their staff”.
What is value?
According to the business dictionary, value is “the extent to which a good or service is perceived by its customer to meet his or her needs or wants, measured by customer’s willingness to pay for it. It commonly depends more on the customer’s perception of the worth of the product than on its intrinsic value.”
What is this saying? Well, it’s quite simple. Value varies based on the customer and you can’t cookie cutter it. You can have a clear message of what you do and how you help others. It could ignite some kind of interest by the customer, but it may not be the only thing that will close the sales.
You will need to propose some kind of value. That’s where your “value proposition” comes in place. So how do you find the value the customer needs? That knowledge will come from learning about the customer and understanding what they need or want. In my experience, the most focused your value proposition is to your prospect, the better you are at securing movement and conversion.
What is a value proposition?
According to Jill Konrath, “A value proposition is a clear statement of the tangible results a customer gets from using your products or services. It’s outcome focuses and stresses the business value of your offering.” I feel that a 30 second message speaks to the “what you do, who you do it for and sometimes how.” A value proposition, on the other hand, speaks to “WHY” it matters to the prospect and specifically how you can help.
Here is an example of an effective value proposition: “Jon, I understand that during your slow months of Oct-Dec, you can expect revenue to drop by more than 15% or $40K. In working with other organizations like your (insert their name). We’ve been able to maintain steady revenue year round and, in some instances, increase revenue by 3% by making 3 simple changes with the way they did customer agreement. Would you be open to learning about how this can help you too?”
With a value position like this, you come off more professional. You don’t sound like the typical seller. It shows you know my business very well and thus it is valuable to me. Why? Because as the executive, I’m concerned about making more money and you just proposed a way I can do so. Again, that’s value and you have my attention.
Now that you’ve learned these things, it becomes your responsibility to implement them. Take a few minutes to write out your quick 30-second message and also to start crafting an effective value proposition. Again, the more you know about the customer, the better off you’ll be to giving a killer proposition. I hope that this help you. If you need some help crafting your value proposition, feel free to take advantage of a free 30-minute coaching session with me and I would be more than willing to spend some time with you. As always, I want you to be successful, most importantly, I want you to go out and DO BIG THINGS!!!
Today I have the awesome opportunity of having Bob Burg come on the show. Bob is an author and speaker. For years, Bob was best known for his book Endless Referrals. Over the past few years, it’s his business parable, The Go-Giver (coauthored with John David Mann) that has been a big hit for many salespeople and entrepreneurs all over the world.
The Go-Giver is a Wall Street Journal’s Business Bestsellers as well as BusinessWeek. Recently, Bob created an expanded edition to “The Go-Giver” that has enhanced the learning of the principles for readers. Check it out here.
Here are some of the major takeaways from our discussion:
Connect with Bob
Remember to Checkout TSE Hustler’s League!
Is it your first time managing a sales team? Or are you struggling with managing your existing sales team? Our guest today may just have the perfect tool for you. It’s a book he’s written called Sales Management for Dummies.
Butch Bellah is a speaker, sales trainer, and author. He works with salespeople to gain more appointments, win more business, and retain more customers. Based in Dallas, Texas, Butch helps people find areas in the sales process where they have hung ups and he is truly passionate about professionalizing the profession of sales.
His first book, The 10 Essential Habits of Sales Superstars: Plugging Into the Power of Ten which hit #1 on Amazon’s list of Sales Books in August 2014 (and he has a picture to prove it!) paved the way for John Wiley & Sons publishing to approach him where they asked him to write a book, Sales Management for Dummies.
In this book, Butch offers a handy go-to guide for sales managers covering areas like management, building a commission program, budgeting, resolving territorial disputes, etc. – all necessary for creating a solid and successful sales team.
Here are the highlights of my conversation with Butch:
Biggest issues sales managers come across:
How to Keep Your Team Motivated:
You can’t motivate someone to do something. But you can inspire them and give them a reason to be motivated. Find out what it is they’re striving for or the gold standard for them.
Learn the in’s and out’s and nuances of each individual personality. Doing the same thing for everyone might cause you to lose really good people that don’t like to be managed that way.
How to Make Effective Sales Meetings:
Work with a sales meeting calendar and plan ahead the topics to include. Back plan everything and know when you want to roll it out. Butch thinks Saturdays are the best time for sales meetings to avoid pulling them out of the market during weekdays.
Your team can get tired of hearing you all the time. Break that monotony. Keep it interesting. Give them a reason to want to go to your sales meeting.
Product knowledge, sales skills or GAME (Goals, Attitude, Motivation, Education)
Get people comfortable to ask questions, overcome questions, build rapport, and do the basic steps you’re supposed to do all the time. This is a time for you to inspect what your people are doing.
Butch’s Strategies for Effective Time Management
Butch’s Major Takeaway:
Forget what you’ve heard about ABC (Always Be Closing)… it’s Always Be Prospecting! Get out and meet new people.
Download a free copy of Butch’s first book The 10 Essential Habits of Sales Superstars: Plugging Into the Power of Ten by visiting www.butchbellah.com/TSE
How To Develop Your Own Personal Brand
Honestly ask yourself – Why are you doing what you’re doing? Why are you in sales?
Regardless of why you’re doing it, you gotta know WHY you’re doing it. If you’re doing it just for the money, you might want to re-evaluate yourself because you may be doing it for the wrong reason.
Our guest today, Patty Elizee, shares with us the power of knowing your why… that leads to your purpose… which eventually leads to your fulfillment. These, my friends, make up the essence of developing your own personal brand.
Patty E. (to add a lil swag to it) is the host of the podcast Brand YOU Economy Podcast, where she seeks to Entertain, Educate, and Empower people to leverage their lives. Coming from a background in aviation electronics, Patty eventually ventured into the corporate direct sales industry learning a lot about branding, sales, marketing, and different channels. Today, she helps people find their own why and grow their tribe through the power of effective branding.
Here are the highlights of my conversation with Patty:
Top Keys to Creating Your Own Personal Brand:
You can’t sell to other people if you’re not even confident in your own product.
Why are you doing it? If you’re selling just for the money, you may just be selling for the wrong reason. Find your why. Find your purpose for you to live on that purpose. Why leads to purpose. Purpose leads to fulfillment.
Your people should not only believe in your product but also in your mission. People tend to gravitate more towards the mission, the belief, the drive, or the dream than the product itself.
Patty says one of the biggest mistakes in personal branding is people’s tendency to imitate others. Don’t be a carbon copy. Be your own person. Follow your own individuality. Take no shortcuts.
You can say you’re this and that but it makes no sense if no one’s getting it or understanding your message. Your message and other people’s testimonials go hand in hand. They’re the yin and yang to personal branding. Getting testimonials from your community means they resonate with your message.
How to Establish Your Brand Online:
Patty recommends Gary Vaynerchuk’s book, Jab, Jab, Jab, Right Hook. You need to understand the fundamentals and foundation of where your audience is.
When you’re in LinkedIn, know how to speak the LinkedIn language and so with Facebook and other social media platforms.
Gravitate to where most of your target audience are. Again, know your audience, where they’re hanging out, and how they speak. Then focus on that area to not waste your energy.
Patty’s Major Takeaway:
Just be comfortable with who you are. Be confident and believe in yourself. Then people will see that light within you and they would radiate in your light. Like a diamond, just shine!
Get in touch with Patty through visiting her website www.pattyelizee.com
Check out Patty’s podcast: http://www.brandyoueconomy.com/podcast/
Jack is a Regional Sales Manager for Act-On Software. He is the Social Selling “e-BRANDgelist.” Jack is also a social sales advisor for Chillpuck.com. He is a motivated social marketer looking to help people drive revenue.
How do you get from social to revenue?
How can I get started with social selling?
How to stay in contact with Jack:
When many think of sales, they tend to only think of the “sexy stuff”. You know, closing deals, earning big commissions…all the good stuff. But there is another side of sales that is often over looked. I call it the “dark side” of sales. It’s the reality of what’s happening to may sellers. In fact, it’s been mentioned that 87% of salespeople typically miss commission. Ever heard of the Pareto principle (also known as the 80–20 rule)?
It states that for many events, roughly 80% of the effects come from 20% of the causes. In other words, 80% of the revenue is generated by 20% of salespeople. Yikes! Have you ever thought about those 80% of sellers who can’t seem to make quota? Imagine how depressing their lives must be. Well, I personally know exactly what it feels like. I’ve been there and I’m sure many of you reading this have been there as well.
This is why I did this episode. I wanted to share my real life experience and offer some ideas on how you can cope with the “dark side” of sales. Here is what I recommend:
This simple process helped me find success. I hope it can assist you as well. If you need some help getting out of the dark side of sales, feel free to take me up on a complementary 30-minute coaching session. We can focus on getting you out of this rut. Schedule your free session here. All in all, I want you to be successful. I want you to go out and DO BIG THINGS!
But is your success tied in with significance?
Are you truly living your purpose? Are you giving value to other people?
Aaron Walker has an ocean of wisdom to share with all of us regarding this today. At 13 years old, he started working at a local pawn shop. At 18, he partnered with one of the largest insurance agencies, took a $150,000 loan, put up his own pawn shop, and paid off the loan in 3 years time. By the age of 27, Aaron was self-made. But it wasn’t until one fateful, untoward incident that Aaron’s life has changed forever and that led him to live his purpose. Today, he helps people find their own purpose through his coaching/consulting firm View From the Top.
Here are the highlights of my conversation with Aaron:
How to discover your purpose beyond just the success:
Discover what gives you energy. The things you would do for free anyway, makes you find your meaning.
Get the non-essentials out of your life. Check out Greg McKeown’s book, Essentialism. Take your energy and tenacity and pour it on 1-2 things that you can become the expert at. Niche down to a point where you are the best at. Invest your time, energy, and resources into being the best.
Subject yourself to the scrutiny of others and interview them. Get different objectives and opinions from other people.
Happiness is a choice. Elect to be happy. Attitude is the only thing you have 100% control over.
Ex: choosing your own schedule, financial freedom, engaging family, clear conscience, leaving a legacy of wisdom
Lift them up. Take them to places they’ve never been. Pour into people. Being significant is being able to meet the needs of others. Learn to fully engage with people. Listen intently. Be human. Give because you want to. Help people even when it’s not convenient. Prioritize your goals with other people in mind.
Look 5, 10, 20 years from now and have the ability to look long term to invest in the lives of others so you can change their family tree.
Now you’ve got success, significance, and a full, rich life!
Aaron’s Major Takeaway:
Fear missing an opportunity more than you fear failure. Success comes to those that venture out. Failure is in not trying, not in not succeeding.
Aaron’s Book Recommendations:
Greg McKeown’s Essentialism
Dale Carnegie’s How to Win Friends and Influence People
Bob Burg’s Adversaries into Allies
Charles Duhigg’s The Power of Habit
Aaron’s got a gift for you!
Visit www.ViewFromTheTop.com/tse and download these free documents that Aaron made especially for TSE listeners.
Follow Aaron on twitter @vfttcoach