Category Archives for Sales Opportunities

New Seller, Luck, Donald Kelly, Best Sales Podcast

TSE 717: I DON’T Believe in Beginners Luck and Here Is The Reason Why

New Seller, Luck, Donald Kelly, Best Sales PodcastIt’s your first day of work or you’re new to sales or your business and you’re getting some opportunities. You’re calling the prospects. You’re getting your way in.

Even if you don’t know anything much about the industry or the product you’re seeing success.

Is it beginner’s luck? I believe it’s more than that.

Luck is merely the place where opportunity meets hard work.

What makes new reps so different?

They’re eager. They don’t have preconceived knowledge. Whereas seasoned sellers feel so confident they don’t push themselves too much.

I listened to this podcast called How I Built This by NPR. In the show, they interviewed a girl who had no knowledge of the industry but she was able to build a thriving organization. Or the guys of Airbnb had no prior knowledge of hospitality. A lot of people don’t know what to do in the beginning.

New Sellers versus Seasoned Sellers

What they had was not beginner’s luck, but hustle. When you’re new, you hustle and hustle because you’ve got nothing to lose.

And when you’re seasoned, you’re afraid you’re going to lose something. But how can you even lose something you’ve never had?

The beginners don’t have boundaries. They do stuff and see results. And as time goes by, the start to become afraid. They start to learn about the lingo and the processes. Someone tells them not to do it because it doesn’t work.

If you want to be a top performer, continue the hustle all throughout the process. Work late, work early. Do what you need to do.

The Power of Habit

Sometimes we get stuck in our old habits and this can keep us from opportunities. And what if you changed that? Break past that. The fears you have may not even exist. So stop falling back in your comfort zone.

Are there certain habits you need to break? What habits do you think you need to go further and beyond them?

Are you making 20 calls per day? You probably can do better than that. Don’t expect the same results from doing the same thing over and over again.

Don’t be afraid. Try new things!

Episode Resources:

Check out the TSE Hustler’s League.

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Anthony Iannarino; The Sales Evangelist, Donald Kelly

TSE 130: Anthony Iannarino’s Top Reasons Why Your Sales Opportunities Are Falling Apart!

Anthony Iannarino; The Sales Evangelist, Donald KellyAnthony Iannarino

Are you absolutely sure that you’re not doing things to cripple your sales and goals in the end? Our guest today will shed light on the 10 Mistakes that Kill Sales Opportunities.

I’m bringing in Anthony Iannarino, the mastermind behind thesalesblog.com. His daily blog is dedicated to provide salespeople with the much-needed practical tips and insights every salesperson should know in order to help advance a career in sales. Anthony is an entrepreneur, writer, speaker, coach, and sales leader.

Today, we will dive deep into a blog post Anthony has written back in 2014 about the 10 Mistakes that Kill Sales Opportunities. Due to time constraint, we can’t discuss each one of them but we will delve into the most important ones.

Here are the highlights of my conversation with Anthony:

10 Mistakes that Kill Sales Opportunities

1.  Selling Without Dissatisfaction

If you can’t find or create a compelling reason for your prospective client to change, you aren’t going to make a sale. No deal.
You have a great product? Great! But until you get the customer to agree that they’re unhappy in their current state, they’re not going to move forward with you because they’re not yet compelled to do that.

How you can push somebody to recognize that change:
They have to recognize it personally, but you can nudge them along the path so they can recognize it.

Give them a vision of:

  • What’s at stake
  • How to avoid that risk
  • Where they’re going. 

2.  Asking for Unearned Commitments

[Tweet “In every sales interaction, it’s the salesperson’s obligation to create value for that customer; otherwise you’re not allowed to ask for what you want.- Anthony Iannarino @iannarino“]
  • If you’re a transactional salesperson, you need to ask and continue to ask.
  • You can’t ask for the close because you haven’t earned the right to ask for the close.

How to earn the right to ask for a close?

Make sure:

  • You’ve gone all the way through your process
  • You know the customer is coming to a good decision
  • You’re going to execute on whatever is sold to you.

Why is this important? It’s a violation of trust

3.  Poor follow up

  • Anthony did a follow up with a client 76 times
  • If that’s where your heart is, if you’re really about creating value and you know you’re the one that can do that for them, you’re obligated to keep on trying to help them.
  • Having a great follow up and persistence as your differentiators, aside from VALUE

What sellers can do to create a compelling reason for their customers to buy:

Don’t try to make up something compelling. Find out what’s already compelling.

  • What’s the real strategic objective?
  • What’s the real outcome that they need?
  • How does what I do, in a way, help them get to that outcome?

Getting this information before sitting down with a decision-maker about it:

  • Put the relationship ABOVE the transaction.
  • Listen and understand your customer’s needs.

4.  Not building consensus

Why sellers have a tough time building the consensus:

  • They don’t know they need it.
  • Sometimes stakeholders don’t want to give up the power.
  • Some salespeople just have trouble giving that commitment.
  • Politics as an important part, acknowledging the threat, and dealing with it together.

Current projects Anthony is working on:
Book: 17 Elements: 9 Success Elements and 8 Sales Goals
Connect with Anthony via thesalesblog.com
Facebook: https://www.facebook.com/thesalesblog
Twitter: http://www.twitter.com/iannarino
LinkedIn: https://www.linkedin.com/in/iannarino
Email: iannarino@gmail.com
Join the newsletter every Sunday
Scroll down in his site and sign up to get each post in your email everyday.

Anthony’s Major Takeaway:

Put the relationship above the transactions if you want to have lifetime relationships, if you want to be a trusted adviser, and if you want to stake out that position where you own all the opportunities.

If you put the transaction above the relationship, just being transactional makes you transactional. Your customer is going to treat you that way too because you set the standard. 

Episode Resources:

www.thesalesblog.com

Anthony’s blog on the 10 Mistakes that Kill Sales Opportunities

Judy Garmaise – The Power of Follow Up