Category: Mindset

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Unleaking Sales Productivity with Todd Snyder #275

Todd Snyder Sales Babble

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Unleaking Sales Productivity with Todd Snyder #275

Todd Snyder Sales Babble Todd Snyder is a licensed clinical psychologist who works as a peak productivity coach for business owners and executives. He focuses on the inner game of productivity to help business owners take back control of their time.  In this episode Todd and I babble about sales productivity leaks and plugging them up in a world of distraction.

 

Three Ways to Boost Productivity

According to Todd, there are three way to boost your sales productivity.  Either you upgrade your:

  • time management
  • energy
  • attention

It’s important that you’re working on things that bring meaning to your life. Simples hacks and tricks won’t fix your productivity desires if you don’t know exactly what and why you care about something. Understanding that is the foundation for finding satisfaction and happiness.

 Five Attention Leaks

Todd and talked at length how we live in a world that pulls you in multiple directions.  Social media by design drives you to  focus on “it” versus your needs and desires.   Common examples include:

  1. I’ll check real quick
  2. Attention splitting
  3. Gather tasking
  4. What’s up
  5. Keep up on  industry news

Focus like a laser on your attention. Plan that any new task is going to take time and energy.  Also own you’re going to be enticed to not work on your goals. It’s part of human nature to be distracted. Instead of beating yourself up, consider the pros and the possibilities if you achieve your goals. Use that opportunity to fuel  new behaviours and boost your sales productivity.

How To Find Todd Snyder

Todd is easy to find online:

www.linkedin.com/in/todd-snyder-coaching

Research Study for Habanero.Community

Please help with the Habanero.Community matchmaking mastermind study! two  minutes I promise!

Entrepreneurial Mindset

Let’s keep the conversation going. Here are past episodes you must listen to!

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Why Sellers Must Be Leaders with Ty Bennett #272

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Why Sellers Must Be Leaders with Ty Bennett #272

Ty Bennett is the author of  four books and the recent best-selling book Partnership Is the New Leadership. Ty and his brother started a business in direct sales, which they built to over $20 million in annual revenue while still in their twenties. He then founded  Leadership Inc., a speaking and training company. It’s mission is to empower individuals and organizations to challenge their status quo, cultivate exceptional relationships, and compete in extraordinary ways. In this episode Ty and I discuss why sellers must be leaders to inspire buyers and have them take action.

What is Leadership?

Leadership is the ability to influence people to take action. There are two sides to it:

    1.  Influence is built on deeper relationships  – Buyers must trust the seller before they trust the product. Sales is human to human, person to person. Sellers should authentically care about others and be interested and curious about their buyers.  Sellers become leaders by placing the emphasis on others before themselves. Over time they establish commonality which is the first step towards rapport building.
    2. You are your conversations  – Consider the words you use. Reflect on how you pitch and your storytelling.  It’s important to be conversational, brief yet  intriguing to solicit interest. Peak people’s curiosity and interest, by quickly sharing your story.

Ty is not of fan of saying “Let me tell you a story”.  This sounds boring. Ty’s a proponent of asking a “you” focused story questions:

  • “Have you ever had this experience? Yes. Let me tell you about a time when ……...”
  • “Have you ever had this happen to you?  Yes. Let me tell you about a time when ……...”

Take a case study with a client solution and start it with a question. Make the story VERY relatable. Your buyers will connect with it’s lesson.

Take Action

Lance believes that leadership has very little to do with title. It’s all about influence and action.  When you do that, success is created.

How to Find Ty Bennett

    • ty@leadershipinc.com
    • This is Ty’s website tybennett.com
    •  in/tybennett on LinkedIn
    • @TyBennett on Twitter
    • /Tybennett5 on Facebook
    • @ty.bennett on Instagram

For the Sales Babble listeners go here for leadership content and advice.

Please help with the Habanero.Community matchmaking mastermind study! two  minutes I promise!

Building Rapport in Sales

Listen to past episodes on leadership and rapport building today!

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Climb Everyday Sales Process with Mark Steel #263

Mark Steel Sales Babble

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Climb Everyday Sales Process with Mark Steel #263

Mark Steel Sales Babble

Our guest today is Mark Steel. He’s an international speaker, speaking skills coach, podcast host, and avid rock climber. In his 15 years with Microsoft, Mark stood out as a high-impact sales leader, contributing over $1B in enterprise sales.  Mark and I chat about the things leaders, sales people, and marketers need to do to  amplify impact,  and influence with intent buyers. In addition, his Climb Every Day podcast inspires professionals to achieve a life of confidence, growth, & success.

We Create Our Own Success

Mark believes that we create our own success in the steps we take every day. Mark studied theatre but when he got a job at Microsoft, transtioned to a  1 to many storyteller. As he found success he then transformed into a successful  1 to 1 sales professional.

As a professional seller Mark has learned:

  • Speak back what people say to you and you will be persuasive
  • Buyers will tell you everything you need to know
  • Tell a story, but apply it to a customer. Don’t make the stories long and irrelevant. The stories must have value.

Effective storytelling is about understanding the customer, and speaking back effectively what you hear from them. Leverage your experience to augment and compliment what they are saying. Compelling stories are short and sweet, less than a minute and HIGHLY relevant.

Sales is Like Climbing a Rock

Mark has a sales process he calls the Climb Everyday process.  Climbing is a great metaphor for sales. In both cases you’re stepping into an uncomfortable situation with the goal of success.

Climbling is a mental challenge, and not unlike selling, discover what works, what doesn’t work an. Reflect to develop a better methodology and become more efficient executing what does work.

Common Success Stories

Mark shared an example Microsoft story: “This is a similar situation we ran into with Company X and how we were able to help them. We were able to work directly with all the stakeholders,  learn how they communicate, put systems in place and training to make sure the processes were effective. “

Specific and measureable outcomes really matter.

Why Story

Make sure you know your companies “Why Story” : why your company does what they do, why this product was invented etc….

Practice these stories, have a clear message to make sure they are compelling. People will never remember the facts and figures, but they will remember the stories

Take Action

Challenge yourself a little bit everyday. Start a gratitude journal and find a daily affirmation. Push your comfort limits. Try something you’ve never done before. This is where growth comes.

How To Find Mark Steel

Selling Mindset

Here are some past episodes you will find invaluable to your selling.

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How to Conquer the Conversation in Sales with Erin Marcus #261

Erin Marcus Sales Babble Conversations

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How to Conquer the Conversation in Sales with Erin Marcus #261

Erin Marcus Sales Babble ConversationsToday’s guest is Erin Marcus, a speaker and consultant that teaches how you can create powerful and extraordinary conversations.  Each day there are consequences to the conversations we have. When they go well, they lead to closer relationships, more sales, happier customers. When they go poorly, the consequences are hurt feelings, lost money, lost opportunities and more stress. Today Erin and I discuss how conquer the conversation in sales. We dig into what it means to be a masterful communicator  and ways you can increase your sales and improve the relationships with your existing clients.

Action Cures Fear

Sometimes we have to give bad news to existing customers. Other times we have to attend difficult sales call in a competitive situation. Sometimes you have to explain why the price is going up. Other times why you can’t meet a commitment. I’ve had to have many of  difficult conversation in my career.  We the  sellers, we’re the face to our business. It’s a lot of responsibility delivering bad news because these conversations can make or break your business. Being pushy or assertive is just the result of desperation and insecurity.  Instead see all sales as research. There is no reason to fear the conversation because as Erin says “action cures fear!” 

Open Ended Questions

Let’s start the conversation with some great questions that build rapport and second understand their needs.

  • Tell me what’s going on……
  • Why did you invite me to this conversation?
  • Tell me about the event your putting together…..
  • Why now?
  • Why me? 

When you’re asked a difficult question and unsure how to answer, consider this; maybe it’s an opportunity to ask a better question!  You might find more information to understand the buyer OR they may come to a realization they’re unclear what they’re asking themselves!

Ask yourself this: what conversations are you bad at?  Maybe asking for referrals or asking for an appointment. Now think about what your average client is worth for you? Think about the money your losing. Also realize you’re losing it  just because you’re uncomfortable having a conversation. If you keep everything in perspective you can find the courage to move these conversations forward.

How To Find Erin Marcus

Get these free tips: Top 10 Ways To Make Hard Conversations Easy

Whatever it is that makes a conversation difficult for you – whether its asking for the sale, delivering difficult news or navigating interpersonal issues with your team – there is a tip in here for you to make it easier!

Building Rapport in Sales

Here are past episodes that babble about the power of building strong rapport with buyers. Listen now!

 

 

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Moving From Models to Mindset with John Reid #252

John Reid Sales Babble

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Moving From Models to Mindset with John Reid #252

John Reid Sales BabbleEver read a book on sales, get excited and then put into action what you’ve read? Then to your surprise you find that it didn’t work out as planned.  This is despite the fact that you followed the steps to the tee!  Today’s guest believes it’s really about your mindset. John Reid, author of the book Moving from Models to Mindset, Rethinking the Sales Conversation believes we must have a mindset of  Curiosity, Wondering, Discovering and Empathy.   Once we do that, we’ll know what to do. 

Sales Models

Many authors have created a model and process for successful selling. The authors are trying to make it easy for the readers to remember and apply the principles. However most salespeople are not that curious and fail to internalize the lessons. This is a mindset gap.

Too often sales training is based on a Sage on the Stage who has a cookie cutter model. The world has changed so much and most likely it will not be a perfect fit for your sales organization.

Lessons to Learn

  • Be genuinely curious, use that to drive your questions
  • Just have a point of view but realize it’s subjective. Be fascinated in your customers point of view
  • Customers want to talk about themselves, let them
  • You don’t need to close a sale today, you’re playing the long game
  • Persuade through involvement, get the buyers engaged

Take Action

Ask the following: What  would you do if you were me  in your position?

How To Find John Reid

John is easy to find online:

Email John for a copy of his book (only 10 copies) john @ jmreidgroup.com

Moving from Models to Mindsets: Rethinking the Sales Conversation

Selling Mindset

Listen to these episodes and learn more about the selling mindset.

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Goal Setting for 2019 #249

Goal Setting 2019

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Goal Setting for 2019 #249

Goal Setting 2019Happy New Year!

It’s a good time of the year to start thinking about our hopes and dreams for 2019. We’re past the Winter Solstice, Christmas and today is New Year’s day. The days are getting longer things are looking up. When I’ve been intentional in my life and thought wisely about what I want, goal setting has guided me to success and peace. When I skipped goal setting it’s just a mess.  Let’s not make the same mistake!

In this episode I’m going to lay out a process creating a vision and the set of goals to make that vision become reality. I’m going to walk through worksheet that I use and how to fill it out.  Plus I’m going to share the mindset necessary to complete these goals.

In the end I’ll give you some examples and some urgency to take action today.

Goal Setting Worksheet

This is the link to the Googledoc of the worksheet. Click here and make a copy.

This is the  Pdf download  version.     Print this off to create your vision and goals.

Here is a link to Pats 2019 Goals  Use these as an example.

Need help, got a question? Babble me!

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The Gift of GAB with Conor Cunneen #247

Conor Cunneen IrishmanSpeaks Sales Babble

The Gift of GAB with Conor Cunneen #247

Conor Cunneen IrishmanSpeaks Sales BabbleToday we have a little bit of blarney and inspiration from our guest Conor Cunneen who joins us in the Sales Babble studio. Conor is an Irishman happily exiled in Chicago, where he says the Guinness is great, the natives are friendly and he has been force fed more corned beef than he ever had in Ireland!  In this episode Conor shares with us the Gift of GAB, Goals, Attitude and Behaviors all sales people should aspire too. 

Goals Attitude and Behavior

Conor believes that people only buy from sellers who they share a relationship.  Relationships are the one true differentiators for sellers in a world of commodities. Conor believes sellers need to build their personal brand through their gift of gab. In this case, GAB is an acronym for goals, attitude and behavior. 

Goals

  • Create a clear macro goal. Answer the following   “What do I want to be famous for?”
  • Create intentional micro goals using CHAPS.
    • C– Compliment people to build better relationships – 1 person/day   Anthony Trollope — ‘A small daily task, if it be really daily, will beat the labours of a spasmodic Hercules.’
    • H – Hear the words “THANK YOU”.
    • A – Address people by their name
    • P – Positive – Create an aura using positive words and phrases – amazing brilliant cheerful friendly, create a brand experience
    • S -Smile – Set a micro goal of “putting” a smile on their face. The first thing on your agenda should be a joke.

Attitude

  • Be at the table, when you’re at the table – have the right attitude when dealing with your customers. Your success is based on customer support. Great sales people build relationships with everyone in the organization. This is how you get people to go the extra yard.
  • When things go wrong, ask yourself “What is the attitude you want your attitude to be?”  Before the meeting, ask the question, then live that attitude.

Behavior

  • What people say about you IS your brand.
  • Consider United Airlines tag “The Friendly Skies” yet people frame the company in the negative press they (and sometimes rightly) receive.
  • Write down three words you want people to say about you when you leave the room.  If you know what you want them to say, you know the behavior to make that happen.

How to Find Conor Cunneen

Conor’s goal is to be all over the web like a rash. Google  him and he will pop up EVERYWHERE!

  • https://irishmanspeaks.com/
  • https://twitter.com/IrishmanSpeaks
  • https://www.linkedin.com/in/irishmanspeaks/

Free giveaways – Conor is giving away three of his books. Click the Babble Me button to enter the contest and I’ll pick out three winners

Selling Mindset

Let’s keep the conversation going. Here are other great episodes on having the RIGHT selling mindset. Listen  now!

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Selling Secrets for Women with Ryann Dowdy #244

Ryann Dowdy Sales Babble

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Selling Secrets for Women with Ryann Dowdy #244

Ryann Dowdy Sales BabbleIn this episode we meet Ryann Dowdy, a 15 year veteran of the advertising industry and the Director of Sales. Ryann is a passionate booster for women entering the selling profession. During our conversation we talk about ways women can leverage their talents for sales success, selling secrets for women. Funny thing is, all this advice is true for men too!

Ryann is passionate about growing the number of women that are proud to call sales their profession and helping female business owners realize their true potential.

Success in the Sales Profession

Women believe that in order to be successful in sales, you must be a hunter and a killer. This is not true. What makes for great sales is being:

  • a great listener
  • extremely empathetic
  • good at asking questions

Job ads don’t represent the skills you need to win the position.
often ask for skills you don’t have. If you have most the skills apply!
speak of the need for uber competitive and aggression. More often deals are won with sugar.

How To Win Women Clients

When you you’re selling to women, listen hard.  They will give you an honest answer. Men are very logical are often reticent about showing their emotions. Ask a question and listen. These are selling secrets for women.

Take Action Now

Ask then listen.

How To Find Ryann Dowdy

www.livelifeuncensored.com
www.facebook.com/yourlifeuncensored
www.instagram.com/yourlifeuncensored
https://www.linkedin.com/in/ryanndowdy/

Freebie – Top 10 Questions To Ask In A Discovery Call:
https://ryann.clickfunnels.com/top10questions

Sales Skills Training

 

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Cadence: 7 Drivers of Profit with Pete Williams #241

Pete Williams and Cadence Bookv3

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Cadence: 7 Drivers of Profit with Pete Williams #241

Pete Williams and Cadence Bookv3Pete Williams  is this episodes guest and  author of the book Cadence: A Tale of Fast Business Growth.   By a tale,  I mean exactly that. Pete tells a story about struggling business owner of a bicycle store who meets mysterious sensei  who slowly reveals the 7 drivers of profit.  Profit is a key motivation of all for-profit companies.  When sellers focus on profit, it’s easy to make a case for your product or service and close sales.

Seven Drivers of Profit

According to Pete, profits can be gained when any of the following drivers are improved. If you focus on these drivers, one by one, they will collectively add up to fast business growth.

Drivers mentioned include:

  • Number of suspects
  • Number of prospects
  • Number of conversions
  • The  average item price
  • The average number of items per sale
  • The number of transactions per customer
  • The product/service margins.

First focus on having a 10% improvement on each of the profit driver. Because of this the effort will compound to a doubling of profit.  Given these incremental improvements, there will be a collective 2X effect.

A 2x gain in profit would great, right?  That’s a good start? With more improvement couldn’t even be greater?

Take Action Advice

Of  the 7 drivers of profit, consider Conversions. Focus on turning leads into suspects and suspects into qualified leads (prospects).  You will get more bang for our buck working you leads efficiently.

How To Find Pete Williams

Pete is easy to find across the web. As such here are further links regarding fast business growth:

www.PreneurGroup.com | www.PeteWilliams.com.au
Mobile: +61 4 1853 2814
Email: pete@preneurgroup.com

This is his new book:www.CadenceBook.com

How To Grow Sales

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Why You Need a Killer Business Plan with Peter Mehit #232

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Why You Need a Killer Business Plan with Peter Mehit #232

My guest Peter Mehit delves into to the importance of having a business plan. We observe how the skills that make great entrepreneurs, are not the skills of a great CEO. Entrepreneurs and sales professionals are known for taking quick action. But too often they do so without a plan. This is the death of many companies. Peter is the author of the book  “Killer Business Plan” . In this episode we learn how a business plan is what’s needed to take your business to the next level.

Hope for the Best, Plan for the Worst

If you don’t visualize the destination, nor understand where you’re at, you’ll not know where to go. As business professionals we need to have a clear idea where we’re heading. Business plans are important to decide where you’re business is going.

Peter paraphrased former guest Geoffrey Moore and Adoption Curve guru stating the skills of an entrepreneur  are not the same ones to grow it. Entrepreneurs can make immediate decisions, but lack the skills for long term planning. We each need to be CEOs and see our business as a machine. Instead of living in a world of response, we need to move to a world of planning.

Any Plan is Better Than None

A simple business plan made with business cards and a poster board might be more than adequate to get started. You need to understand WHERE you want to go. You need to learn discipline and ask:

  • Who’s the customer?
  • Why would they buy?
  • Are they in your geographic area?
  • Is it about you, or the customer?
  • Is it about what the CUSTOMER wants?
  • If you’re selling to everyone, you’re selling to no one.

To earn raving fans you have to target them and their taste, values and the things they care about.

When Sales Are Flat

If sales are flat, look at your products. Ask….

  • Are they still relevant?
  • Where could they become relevant in another market?

You could be at saturation, or you’re no longer competitive. It could be time to move on. Or it could be time to find a different market for your product.  You may need a marketing plan which is a subset of a business plan, the biggest part of the plan. When complete, test! Take something from AGILE planning, trust but verify.

Thoughts on Business Model Canvas

Business Model Canvas  is a diagram taught in business schools for starting a business plan.   Peter believes it’s a good starting point, but only that, a starting point. You should be able to logically explain the steps described on the canvas. Otherwise an investor’s going to take a pass. Think beyond the creation and manufacturing of your product or service. Focus on how you’re going to sell it and grow revenue.

Take Action Plan

  • Visualize clearly who you’re selling to
  • Know what they’re about
  • Always ask am I talking to the right person
  • Always ask am I doing the right things

Unless you’re checking yourself, you’re wrecking yourself – Peter Mehit

How To Find Peter Mehit

You can find Peter and  Custom BPS here:

His “Killer Business Plan” 3 part book is available for you. Send an email to pmehit @ custombps.com and get a copy of the book for free!

Past episodes mentioned:

How To Grow Business

Here are past episodes to keep up the conversation. Listen today!