In today’s episode, I’m giving you a snippet out of one of our training in TSE Hustler’s League where we discuss the idea about focusing and making sure we’re maximizing our efforts while selling. Too many times, salespeople get distracted from the real things they need to focus more on.
In this snippet, one of our members shared with us a particular challenge regarding their time while I also share my two cents worth.
Here are the highlights of today’s episode:
Some of the members in the league have been closing deals because of implementing these simple little strategies. If you’d like to join the community, just go to www.thesalesevangelist.com/hustlers and get the opportunity to join our group training community and come with us every week to gain deep insights, have some accountability, and build really awesome relationships.
15 Secrets Successful People Know About Time Management by Kevin Kruse
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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
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:
How to earn the right to ask for a close?
Why is this important? It’s a violation of trust
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.
Getting this information before sitting down with a decision-maker about it:
Why sellers have a tough time building the consensus:
Current projects Anthony is working on:
Book: 17 Elements: 9 Success Elements and 8 Sales Goals
Connect with Anthony via thesalesblog.com
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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.
Anthony’s blog on the 10 Mistakes that Kill Sales Opportunities