In this episode, I had the honor of interviewing Tom Ricciuti who is a sales coach, author, host of the weekly business show TomTalk, and keynote speaker on a mission to exorcise negativity; inspiring people to abandon average and dominate like beasts!Tom is known for his acumen on coaching sales professionals on how to dominate; not compete. His approach to selling and closing continues to garner quantifiable growth in each and every endeavor for his clients. Tom feels like there is no better matrix to measure results than the repeat business of clients and a healthy referral program. To do this, Tom has created the ultimate sales training platform for his clients.
As we go through this episode, Tom and I discuss one of his other programs, “Close Like a Beast”. Now, to “Close Like a Beast” is a life style and a way. Tom took this concept and implemented it in the course he has created to help sellers gain greater confidence in closing sales. Tom believes, “you’re never too old to learn and you’re never too old to get better.”
Here are some of the take away from our conversation.
Lack of confidence comes from a lack of confidence in the company they work for, the product/service they offer, or themselves.
Negativity feeds on fear and low confidence. When you remove fear, negativity flees and confidence can grow.
To help with growing your confidence, you must practice everyday. Just like top athletes who practice and work with a proper coaching staff. As a seller, we need to treat our sales performance like top performing athletes
Always have a good attitude, it is never too late to learn and grow.
Salespeople need to take responsibility for themselves and not point fingers at others.
When you find that you are falling into the quicksand of negativity, you need to stop making excuses and ask for help
EOS– Explanation of Service…this is something every seller needs to have. You need to get to the point quickly so that the buyer can see the value and close themselves.
Have your sales pitch or explanation of service totally focused on the prospect and make them feel that you care about them.
Learn to instill certainty in your prospects through a video testimonial from a third party. You can use this at the end of your sales cycle when a prospect is not quite sure they want to go with you.
The number one thing a manager can do to help their sales team is to inspire them with a purpose. They need to have an individual purpose and a company purpose.
Many sellers are too afraid of asking for the business and closing the deal. It is a fear that hinders then for accomplishing their goals and performing well.
From the soccer example, once you’re in an ideal position, do not be afraid of asking for the business. The 20% of successful salespeople who are bringing 80% of the business are not afraid of asking for business – Why?
They believe in what they’re doing.
They know it will work.
They understand the value that they can bring to their prospects’ organizations.
3 Reasons Why Most Sales Professionals Are Afraid of Asking for the business:
They assume the prospects will tell them when they are ready.
They don’t want to be pushy.
They don’t know how to ask for the business.
My recommendations (addressing the 3 reasons mentioned above):
Sometimes people are complacent with their current situations. They are reluctant to change, so this is where you come in as a sales professional to educate them. Guide them to a point where they say their ready to move forward. This is where you take a shot on goal and ask for the business.
So, several years ago my wife introduced me to a TV show on TLC (Opps, I said HGTV on the episode instead of TLC) called Hoarders. I am sure you have seen it or heard of it before. The people on the show all have mental or emotional challenges that prevent them from letting go of their belongings. Even things that don’t work or they don’t need. Sometimes the hoarding becomes so horrible that these individuals’ health and homes fall into jeopardy.
But because of an emotional connection or fearing if they were to get rid of anything, they think they may need it in a future date. They still can’t let go of their useless belongings. On the show these people sometimes have a family member or friend who comes in and has an intervention with them to overcome this challenge.
Well, the funny thing about this example is the fact that it applies to us as sales professionals. Think about it, we have all been there! We have a pipeline FULL of potential opportunities. People who at one point were interested in our products or services, but for some reason the deal has died and just like someone with hoarding tendencies, we are afraid of closing the opportunity out and focusing our energy on new qualified opportunities. We hold on it forever, hoping that they will come around and you will close this big deal. If you are doing this, news flash – you are an “Opportunity Hoarder”!
However, don’t you fret. I am here to help you have our very own intervention that will let you get through this process and potentially increase your close rate on more meaningful deals. In a recent HubSopt article written by Emma Sinder, she discusses an Inforgraphic done by Implisit who studied 20,000 sales opportunities and discovered some key indicators that made a deal close more so than others.
The study also shows that 70% of a company’s opportunities are lost, while the other 30% will turn into won deals. But for some reason the sales people are living in denial and don’t seem to want to let go of the 70% of lost deals and focus on getting others who fall into that 30% criteria. So, what are those key indicators or attributes of a deal that is worth pursuing vs one that is not? Let’s take a look below.
Email Communication: Opportunities that fall into the “Won Range” had 4.8 times the amount of sent and received email communication between the reps and the champions. If they are not communicating with you, then this is the first indicator that this opportunity is not progressing well.
More People Are Involved: Deals that are more likely to fall on the won side have more people involved both on the side of the seller and that of the prospect. Won opportunities have an average of 1.4 individuals working on them compared to 1.1 on lost opportunities. This may mean that you have a project manager, sales engineer etc. On the buyers end, the average opportunity that turns into a “WIN”, will have about 1.2 times more people on the prospect side as involved as well. This may be the decision maker, the champion, influencer or end users or their end.
Things Progress Quickly: Deals that will turn into a win generally close quicker. The study show that more than half of all won opportunities closed within 6 months. After 6 months of sitting out there, there is a less than 20% chance that the opportunity will become a win.
From examining this data, we have some great indicators that can help us know what to throw out and what we should hold onto. Now, obviously, some industries just have a longer buying cycle than others, but the principles are still the same. If your opportunities do not have communication, minimal people involvement from both sides of the opportunities or the deal has been sitting for over 6 months, it may be time to take it out of your pipeline and find new ones.
It may be difficult at first as you start getting rid of stuff, but just like those with hoarding challenges and go through the de-cluttering process, you will be happier and your pipeline will be healthier in the long run. You will increase your close/win rate because you will focus on ideal opportunities and the commission will start rolling in. I promise you.
If you have specific practices that you have employed to freshen up your pipeline let me know in the comments below. Or share it with the community at Facebook.com/TheSalesEvangelist.