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9 Ways to Close More Sales with Thomas Ellis

Thomas Ellis Portrait

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Thomas Ellis Portrait9 Ways to Close More Sales with Thomas Ellis  #148

In this episode a returning guest provides advice on a common struggle for sales professionals, how to close more sales. Thomas Ellis is a business consultant, sales trainer and coach. Thomas shares a LinkedIn pulse detailing his views on closing deals .   He provides 9 practical tips. These tips honor the buyer with his famous pleasantly persistent sales process.

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9 Tips To Close More Sales

  1. Accept No Excuses for Poor Performance.
  2. Stop Looking for Answers.
  3. Don’t Lose Focus
  4. Don’t Use Technology as a Crutch
  5. Stop Chasing Poor Prospects.
  6. Don’t Take Your Customers For Granted
  7. Don’t Assume You Know Everything About Your Customers.
  8. Don’t Rely On Price to Make the Sale.
  9. Don’t Forget to Sell Your Company.

How to Connect with Thomas Ellis

Thomas is a prolific writer on LinkedIn. Don’t miss his article:https://www.linkedin.com/in/thomaseellisOn the web you can find Thomas here:

Free Resource Guide

As mentioned in the podcast, Thomas is offering a free sales resource guide.

How To Be An Awesome Sales Professional in the 21st Century.

Closing Sales Tips

Let’s keep up with the conversation on closing with these previous episodes. Click a link below now and invest in yourself.

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The Invisible Sales Organization with Mitch Russo #147

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The Invisible Sales Organization with Mitch Russo #147

In this episode we meet Mitch Russo, author of the book “The Invisible Organization” . Mitch and I talk about the pluses and minuses of moving your sales team OUT of a brick and mortar building and using the power of information systems to connect and build culture virtually. Can this work for you? Mitch is certain it can and in this episode he makes his case on how marketing and sales are good opportunities for an invisible sales organization.

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Invisible Sales, What’s that?

An invisible organization is a virtual organization. Instead of staff working out of an office, they are working at home. Sales is a good fit for many businesses to set up virtually.  Unlike operations and production, the tools of the craft are electronic. The key is to have information management systems  in place that measure productivity. Productivity is the only thing that counts according to Mitch.

Success Keys

Selling has historically been managed by CRM based tools. Metrics and such allow pipeline analysis and sense of revenue in the upcoming future. Organizations rich in metrics are good candidates for the invisible sales organization.  Marketing is a candidate worth considering. What makes for organizational success?
  • Telephone based selling works best. Outbound lead generation centers or appointment setting.
  • Professional development is key to getting staff productive quickly. Mitch recommends using an LMS (Learning Management System) to move training quickly.
  • Promote culture through Slack .   It’s a messaging tool that is incredibly easy to use. This was mentioned in an earlier episode.
  • Culture is a big deal in any company. Mistake commonly made is to not build the culture before hiring staff.

Organizational Culture

Culture telegraphs to  your staff   the boundaries of activities or actions individuals can take within an organization. It’s the unpublished guide. How this is done:

  • Answers the question what it means to be successful and what is failure.
  • Explains to staff what they’re responsible for and not responsible.
  • Rewards people as leaders in a your sales community. They become models for the organization.

How To Find Mitch Russo on Social Media

You can find Mitch in the following venues:

Website – www.MitchRusso.com 

Twitter – 
Facebook – https://www.facebook.com/mitchrusso
LinkedIn – https://www.linkedin.com/in/mitchrusso

Special Gift for Sales Babblers – www.MitchRusso.com/SalesBabble

How to Manage Sales Teams

Here are some other episodes that will help you manage your sales team. Listen today!

 

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Wizard of Oz Sales Process with Steve Kloyda #137

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steve-kloydaWizard of Oz Sales Process with Steve Kloyda #137

In this episode we have a  returning guest, The Prospecting Expert, Steve Kloyda. Steve believes that all sellers should get serious about sales and use a sales process. Today he shares his Wizard of Oz Sales Process. It includes a set of questions that engage and illuminate the value of having a sales process.

Five Major Wizard Questions

1. What was Dorothy’s primary purpose in the movie?

Get home!

2. Who was the right person to get her home?

Wizard of Oz in the Emerald City.

3. What was the plan to get to the Emerald city?
Follow the Yellow-brook Road

NOTE: There were many obstacles, yet Dorothy persevered.

4. How do we know there is a Wizard (Dorothy asked)?
She referenced Glynda the Good Witch. Because of this referral they were able to get through the gate keeper. They eventually met the Wizard who agreed to grant their wish if they brought him the Wicked Witches broom.

5. What was the next step for the Lion, Tin-man, Scarecrow and Dorothy?

  • Courage!
  • Heart!
  • Brain!
  • Go home!

5 Step Sales Process

This is the Wizard of Oz sales process:

  1. What is the purpose for your next step?
  2. Who are the right people?
  3. What is the game plan for the next step?
  4. What is the solution for this potential problem?
  5. What is the next step?

Your Value Proposition

This is your unique prospecting message:

  • IS what is the name/definition of the
  • DOES what is the problem Pain it addresses
  • MEAN what does it mean for your prospect? increase expand maximize strengthen or build up?

An example: it’s an iPod, it does play music, what does it mean to you? You can carry 1000 songs in your pocket

How to Find Steve Kloyda

This is Steve in a previous episode #73 of Sales Babble

Here are his links:

If you’re not familiar with this movie, read this description on Wikipedia: “The Wizard of Oz”

 Sales Process Past Episodes

Still not convinced you need a sales process?  Listen to these episodes for other process ideas:

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Speaking Skills Win Sales with Mark Gai #125

Mark Gai Body Language and Public Speaking

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Mark Gai Body Language and Public Speaking Speaking Skills Win Sales with Mark Gai

In this episode we meet body language and public speaking expert Mark Gai. Mark and I talk about the mindset of a great communicator and things you can do to take your selling presentation skills to the next level. With great speaking skills, you can win sales.

Steps to Speaking Success

  1. Assess your speaking skills. Do this by recording your conversations or better yet, video recording your communication. Don’t forget to get permission from your guest.
  2. Genuinely listen to your audience and provide them with the help they need.
  3. Breath when you speak, from deep down in your belly.
  4. Generate charisma, by giving your prospect value in your communication.

Body Language the Power of it in Sales

Listening is only part of the equation when it comes to communication.  You need to speak well too.  Communication is a two way street. The only way you can truly qualify a client is to ask insightful questions, listen, engage, and focus your energy on the person. Far too often sellier focus instead on the next thing THEY want to share. It’s not about you, it’s about THEM.

How To Connect With Mark Gai

Mark is easily found throughout the internet:

Mark’s Website  http://markgai.com 

Mark on Twitter https://twitter.com/SpeakBrave

Direct Phone (407) 545-7155

E-mail: mark@markgai.com

Facebook 

Sales Presentation Tips

Here are some other links on sales presentation topics you may find of interest.

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Special Announcement Change, Fear and How to Overcome It #112

Sales Babble Announcement

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Sales Babble AnnouncementSpecial Announcement:  Change, Fear  and How to Overcome It

In this short episode I have a special announcement regarding the Sales Babble podcast.   If you haven’t heard already my wife and best friend, Denise,  just accepted a position as a principal at a new American school in Zheng Zhou China.  I’ll be joining her on this move.  It will be a huge adventure for us and we’re very excited.

Don’t worry.  It will not affect the production of the Sales Babble podcast.  The show must go on.

Change, Fear  and How to Overcome It

I use this experience to talk about change, fear and how I overcome it. Moving to a new job, a new home,  cold calling, or closing a deal can generate stress and fear. These are challenges we face daily and far too often people avoid them to their peril.

I have a process I use to address new challenges. Below are the three steps I use to embrace change and set aside fear.

  1. Wake up To the Fear – See the challenge for what it is, and what it’s not. Have faith it will all work out. Consider the worst that can happen. Most likely you can overcome the worst: hang up, lost deal, lost job. All of these events are temporary. Focus less on the loss but on the opportunity it creates.
  2. List the Challenges – Make a list of every obstacle you will face, and how to overcome it. By writing down each challenge, each issue becomes small and  doable. Now the fear is manageable.
  3. Work the List Daily – Build a schedule and walk through the list, addressing each challenge 1 by 1 until they are all done. Daily progress evaporates fear.

Links Mentioned in Podcast

Denise is starting a blog The Journey Of A Thousand Miles. You can keep up on her journey there.

As I mentioned I started a blog on sales a few years ago.  It was based the Tao and the writings of Lao Tze called the Tao Te Ching. I called this blog  The Tao Te Ching of Sales   The foundation of this blog is in Sales Babble.  Great sales is about balance: Not too Pushy, Not to Wussy. 

Here is an example posting:

Buying Signs From The Tao Te Ching of Sales

If you want to demonstrate a solution
you must first allow the buyer to question it
If you want to generate curiosity
you must first allow them hold it
If you want them to understand
You must first let them describe how it will meet their  needs.

Look for subtle behaviors of ownership.
To  close a deal  you need only ask,
will this work?

Want To Talk? Contact Me.

Have question, comment or idea? I’d love to here it.

Contact me here.

 

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How to Sell To Government with Kevin Jans

How to Sell To Government with Kevin Jans

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How to Sell To Government with Kevin JansHow to Sell To Government with Kevin Jans

Sales Babble is expanding! We’re looking to add a forum where Sales Babble listeners can ask questions and share experiences but we need your help! Please complete this survey .  With that said today we meet Kevin Jans a former US Federal Government contracting officer who is now the host of the  Contracting Officer Podcast.  As president of Skyway Acquistion Solutions Kevin helps clients win federal contracts. If you sell to government or if you ever wondered if it’s a potential market, this episode will lay out the rules and share tips on how to  sell to government with Kevin Jans.

Kevin  advises listeners who to talk to, who to skip and how find people who really need your products and services  . Instead of just applying to RFPs (Request For Proposal) willy nilly, take a targeted approach.

 

Top 5 Tips For Selling To Government

  1. Target your your federal customer – it is not one monolithic organization. It’s more like a single stock in the S&P 500.
  2. USAspending.gov  Enter what you do and it will share previous awarded contracts. Provides a 9 digit reachable market.
  3. USAspending.gov – Search by state and competition. On Youtube USA spending Video and it will share targeted contracts.
  4. FBO.gov – Federal Business Opportunities – type in what you do and will show all the outstanding RFPs
  5. Target a Type Government Purchase – Know what kind of small business you are, what kind of size and market you should approach.

Type of Government Purchases

  • Micropurchase – under $3500
  • Simplified Acquisition Procedures  – $3500 – $150K  Find three registered companies and pick one
  • Competitive Contract – Source selection process $150K and above

Government Selling Mistakes

One of the biggest mistakes vendors make is applying for opportunities above their ability. Secondly businesses fail to explain the risks on both sides to the purchasers.

RFP Time Zones

If you’re answering an RFP it’s important to be mindful of the time zones.

  1. Requirement Phase – you can ask lots of questions
  2. Market Research Phase – you can still ask lots of questions
  3. RFP Zone – once released all contracts must be treated fairly. There are limits to who you can talk to. If you’re just seeing the RFP now, it’s probably too late to win the contract

Difference Between Government and Corporate Sales

In business sales is  80% relationship, 20% process. In government sales is 20% relationship, 80% business.  It’s critical to understand the purchasing procedures to win deal. 

Newbie Tip for Government Sales

It’s easier to break in as a subcontractor.

Free Book

Send an email to kevin@contractingofficerpodcast.com   for his free 98 page eBook

“Save Your Time: A Former Contracting Officer explains Why the Government Market May (or may not) Be Right For You.”

Twitter @KevinJans_

Podcast @ContractPodcast

Contracting Officer Podcast  

Survey

Sales Babble is expanding! We’re looking to add a forum where Sales Babble listeners can ask questions and share experiences but we need your help! https://www.surveymonkey.com/r/TW79DNM

Other  Sales Process Episodes

If you enjoyed this episode you may find these other episodes of value too. Good luck!

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Big Mistakes That Sales Professionals Make with Mark Tosoni #96

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Mark Tosoni Alarm Sales Author and SpeakerThe Big Mistakes That Sales Professionals Make

Mark Tosoni is a sales success expert and master at selling and teaching others how to sell alarm systems. With a career spanning over 2 1/2 decades, having built and sold 3 million-dollar-companies by age 40 he is currently running his 4th in the alarm industry. He has seen time and again, the big mistakes that sales professionals make.

In this episode Mark challenges sales  people to create a vision and purpose for their life bringing them into their highest potential.

Success with side effects is not success!

Mark believes that  great sales people have two things:

  • Ego strength
  • Compassion

Beware of your ego going unchecked. This is a big mistake, sales professionals make. Instead balance your profession with humility and gratitude. Being great at sales and broke, is not success.

The Goal is Wealth

Mark believes that you must make the world a better place  in your business.  Also have must make more revenue in your business  than cash flow coming out.  This goes for sales people too.

  • Instead of buying cars and Rolex’s,  invest
  • If you’re poor, place all you eggs in one basket and focus
  • If your rich diversify your portfolio, embrace investment

Mistakes Sales Professionals Make

  • Most sellers work on stimulus response, not planning for the future.
  • See your career as a living seminar, opportunity to practice mastery as your rebuilding into your destiny
  • Great Entrepreneurs are Sellers
  • Sales is the Foundation of Wealth

Mark’s Purpose/Mission

To inspire, educate, impact and motivate sales professionals and sales driven entrepreneurs to access their true self, and highest potential

Mark’s Vision

Mark’s vision is to reach 100 million  people with books, seminars, interviews, classes and videos.

Sales Advice

Find something that you love and share it. Sales is a  noble profession and the foundation that has built empires. It is the unavoidable skill  if you are to attain mastery.

Books Mentioned In This Episode

How to Find Mark Tosoni

Free Alarm Sales Mastery Book

Find More Sales Resources and Advice

Go  here to find  Sales Babble resources:

  • How to prospect for new clients
  • How to qualify clients
  • How to ask great questions
  • How to give a presentation the persuades
  • How to close a deal
  • How to stay organized
  • How to overcome your fear of sales

Go here for free advice from our Sales Babble guests!

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8 morning Rituals for Sales Success with Rayven Perkins #93

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Rayven Perkins Direct Sales 8 morning Rituals for Sales Success with Rayven Perkins

In this episode Rayven Perkins shares 8 morning Rituals for Sales Success as well as her 2016 Word of the Year.  Rayven is a Direct Sales Expert and host of the  Promoting Direct Sales podcast and the episode was just published yesterday.

  • Started with Tupperware
  • Designed materials for fun activities
  • motivate you to pick your own word for 2016

Morning Rituals for Sales 

Rayven was influenced by the book by Ron Elrod, Miracle Morning.  This is her morning sales ritual:

  1. Each night, write down 3 accomplishments to complete the next day
  2. Rise at 5 AM
  3. Set aside 15 minutes quiet meditation
  4. Imagine a point in time in 3 years (holding cup of coffee) for 5 minutes
  5. Practice yoga for 8 minutes
  6. Read a self development book for 20 minutes
  7. Journal
  8. Focus on an affirmation for 2 minutes

Word of The Year

  • 2016 KINDNESS   – Rayven is committed to providing random Acts of Kindness this year

Zig Ziglar quote 

“You can have everything in life you want, if you will just help enough other people get what they want.”

How to Findy Rayven Perkins

Promoting Direct Sales https://www.facebook.com/PromotingDirectSales/

Facebook – Personal https://www.facebook.com/rayvenperkins

Go here to download the Vision Board Word 

http://promotingdirectsales.com/019/

20 Secrets For Sales Success

Get the 20 Secrets For Sales Success here  and find other terrific sales episodes here

 

 

 

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How Sales Happen Before Sales Gets The Lead with Marketing Expert Catherine Marsden #53

Catherine Marsden Marketing Consultant, Social Media Coach

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How Sales HaCatherine Marsden Marketing Consultant, Social Media Coachppen Before Sales Gets The Lead

Today we meet Catherine Marsden, marketing consultant and social media guru. In this episode we  discuss the tension that occurs between marketing and sales organizations and how Sales and Marketing Should Shake and Be Friends!

Catherine left her 9- 5 career to help small business owners who are challenged by fierce competition and who are confused on how to take their businesses to the next level. Deeply understanding her customers is what makes her consulting unique and clients successful. By understanding her clients,  she can develop the right marketing strategies that are customized specifically for them.

Catherine specializes in marketing strategy, website design, email marketing and content writing.  But in this episode we talk about sales!

The Conflict between Sales And Marketing

The dawning of the internet has changed sales drastically. There is a lot of sales going on BEFORE the sales department even gets the lead.

  • Chief Executive Board B2B commissioned  a study that found  57% of a purchase is done before the  sales department gets an inbound lead.
  • Yet only 18% of marketers check to see if their efforts create sales
  • The millennial  generation shops online first, and Sales needs to recognize the changing demographic
  • Marketing should be doing work that aids the sales efforts
  • Sales should be sharing their experience with marketing to better understand their language

Catherine believes that sales and marketing must be aligned. She says the messaging must be consistent, yet flexible.

If the messaging is muddy, clients won’t spend the time to understand in a competitive market.

Marketing Resources That Will Grow Your Sales

Here is the link to Catherine’s  free 5 Tip Guide to Market Like a Pro
You can find this and other Free Marketing Resources here:
Contact Catherine  at Ardent Scope Marketing

Sales Training

Become confident in sales and grow your business. Check out the Selling With Confidence Sales System for both new and experienced sellers. This is an opportunity for  you to

  • Be Yourself
  • Add Value
  • Make Sales 

This is not a time to be shy. You too can start the new  Selling With Confidence Academy today!

Click here to learn more about Selling With Confidence. 

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How to Sell Fundraising with Matt Miller #52

Matt Miller Sales Training for Fundraising

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Matt Miller Sales TrainingFundraising Sales Tips

In this episode we meet Matt Miller,  the owner of  School Spirit Vending, a company that provides fundraising services for schools.

Matt spent the first 9 years of his career as an Air Force pilot, before entering the corporate world to work at both Abbott Laboratories and Valassis. While a top performer for both companies, his long term desire was to start a business and be his own boss.  A good friend one day mentioned the gum ball machines he and his young daughters owned, and that conversation began a 10 year business quest that became School Spirit Vending.

Click here to download episode

Sales Training For Distributors

In this episode Matt shares how he trains his distributors on sales.

  • Most of his teams do face to face selling.
  • They do trade shows as well as  door to door cold calling.
  • They have a limited list of prospects, they are all schools.
  • His typical pitch to prospects speak only benefits “it’s not stickers or school spirit, we sell hassle free fund raising!” 
  • The pitch includes “The schools jobs is be an educator, not a fund raiser.  Our benefit is we do it all. It’s a very simple system that requires very little effort on your part.”
  • Very rarely do they have a scheduled appointment/presentation. It’s a one call close.
  • The value is clear, they either agree or not.
  • Referrals are very important in Matt’s business. Schools share their success with others.
  • His distributors are hesitant to close. The biggest thing to do is to ask for it.
  • This is a typical close “Hey listen I already have some equipment in stock, I’m going to be out in your area next week, why don’t we get you started? 
  • A typical objection revolves around them needing to talk to someone else. He always finishes the meeting with “That’s great, I’m sure you will have no issue once you talk it over , when would be a good time for me to get back to you?”
  • Often times his distributors are not working enough leads to fill their pipeline.
  •  Sales is a numbers game. You need  10-20 times the number you hope to close in your pipeline.

Fund Raising Sales Resources

According to Matt, School Spirit Vending, is  the cutting edge of both the vending and school fundraising industries. He says “School Spirit Vending’s Hassle-Free fundraising program is helping schools in 23 states raise money in it’s own unique way.”

Websites:

Social Media:

Sales Training

Become confident in sales and grow your business. Check out the Selling With Confidence Sales System for both new and experienced sellers. This is an opportunity for  you to

  • Be Yourself
  • Add Value
  • Make Sales 

This is not a time to be shy. You too can start Selling With Confidence today!

Click here to learn more about Selling With Confidence.