Salespeople are often shortsighted and focused on just one thing. And that one thing they focused on is money and it is rampant in the world of business. When people are focused on money, they’re not focused on helping. And when they’re not focused on helping, they don’t nurture relationships and build that care that is very vital in building relationships to have the best clients and referrals you will ever get.  You don’t get referrals for meeting expectations, you get it for crushing expectations.

It is also important to know when to say NO to customers or turn away someone else because you helped them go somewhere else who can give them just the right solutions and services that you think are fit for them. This is a strong trait of being ethical and clients take notice on this and they start immediately referring you because YOU are ethical.

If you’re in business, realize that the goal is not to sell a hundred percent of the people you talk to. There should be some kind of qualification and assessing whether a client is a good fit or not. Remember that you don’t need every client in the world. Your NO is very powerful to getting referrals.

And when you tell people NO, you do it for the right reasons. Leverage that because these people will be shocked. Tell the wrong people NO and then nurture the relationship. Follow up with those people as well. You don’t realize that these people, your contacts can refer far more than clients. 

Just do the right thing and exceeding expectations, and business will come to you.

Book your free Sales Power Call with Jason

Enroll in the Persuading Like A Professional Online Mini-Course

Download The Power of Authentic Persuasion ebook

Get help with your sales team

Connect with Jason on LinkedIn

Connect with Matt on LinkedIn

Matt’s Bio:

Matt is the founder of Breakthrough Champion.

In 2002 Matt started a website agency, inConcert Web Solutions, which he, in turn, sold in 2018, so that he could focus on helping businesses get more word of mouth referrals!  His book “MORE…Word of Mouth Referrals, Lifelong Customers & Raving Fans”, released in September 2018 and was a #1 New Release!

Matt is a professional member of the National Speakers Association and a podcast host of the popular small business podcast Square Peg Round Hole! He’s a 40 Under 40 Recipient and Chamber Small Business Owner of the Year!

His Links:

Website – http://www.mattwardspeaks.com/

LinkedIn – https://www.linkedin.com/in/mattwardspeaks/

Facebook – https://www.facebook.com/mattwardspeaks

The number ONE Pillar in the four-pillar strategy is over-deliver. Let your work speak for itself. Be so great at what you do. Exceed your client’s expectations. Show up and give an extra mile in your service. That’s a quicker turnaround. That’s a better product, a better service. 

The four pillars are over-deliver, listening, surprise, and not self-serving ads. If you apply those elements not just to your clients but all your contacts, you’re going to get business. They will surely help you evolve and get into the centers of influence. That’s the reciprocity effect that kicks in when you start to do the work that you do.

But most of the time, salespeople shortcut the system to get clients. People have to realize that the most simple and effective strategy is to build touchpoints and nurture that relationship ongoing and be present.

Network with your clients. Look for opportunities to connect people with other people. It’s all about those relationships that you just keep building over time. And you nurture them. You stay in touch.

Book your free Sales Power Call with Jason

Enroll in the Persuading Like A Professional Online Mini-Course

Download The Power of Authentic Persuasion ebook

Get help with your sales team

Connect with Jason on LinkedIn

Connect with Matt on LinkedIn

Matt’s Bio:

Matt is the founder of Breakthrough Champion.

In 2002 Matt started a website agency, inConcert Web Solutions, which he, in turn, sold in 2018, so that he could focus on helping businesses get more word of mouth referrals!  His book “MORE…Word of Mouth Referrals, Lifelong Customers & Raving Fans”, released in September 2018 and was a #1 New Release!

Matt is a professional member of the National Speakers Association and a podcast host of the popular small business podcast Square Peg Round Hole! He’s a 40 Under 40 Recipient and Chamber Small Business Owner of the Year!

His Links:

Website – http://www.mattwardspeaks.com/

LinkedIn – https://www.linkedin.com/in/mattwardspeaks/

Facebook – https://www.facebook.com/mattwardspeaks

How many of you have a referral strategy? Is your approach to looking for referrals done correctly or are you just not doing it at all?

Word-Of-Mouth is immensely powerful. In fact, it’s the BEST marketing tool you have. But are you making good use of it? 99% will say that the number one source of new business in their business comes from referrals. And a lot of service-based businesses are focused on getting referrals from customers and clients, which is a huge MISTAKE! It is not just about the like and trust. A referral is that person who is willing and able to buy. It is that person who is teed up, and almost pretty much sold brought to you by someone you know, trust, and care about!

In this episode, Matt Ward, founder of Breakthrough Champions defines referrals, who to consider as referrals and the key elements in looking for one.

Learn about the right way to get clients without having to sound desperate and awkward, that you won’t ever have to ask for another referral in your entire life.

Book your free Sales Power Call with Jason

Enroll in the Persuading Like A Professional Online Mini-Course

Download The Power of Authentic Persuasion ebook

Get help with your sales team

Connect with Jason on LinkedIn

Connect with Matt on LinkedIn

Matt’s Bio:

Matt is the founder of Breakthrough Champion.

In 2002 Matt started a website agency, inConcert Web Solutions, which he, in turn, sold in 2018, so that he could focus on helping businesses get more word of mouth referrals!  His book “MORE…Word of Mouth Referrals, Lifelong Customers & Raving Fans”, released in September 2018 and was a #1 New Release!

Matt is a professional member of the National Speakers Association and a podcast host of the popular small business podcast Square Peg Round Hole! He’s a 40 Under 40 Recipient and Chamber Small Business Owner of the Year!

His Links:

Website – http://www.mattwardspeaks.com/

LinkedIn – https://www.linkedin.com/in/mattwardspeaks/

Facebook – https://www.facebook.com/mattwardspeaks

With things going on because of the global pandemic, people are forced to embrace the new normal. That goes the same for businesses. Industries have learned to adapt working remotely or virtually, when it seemed to be impossible before all these crazy times.

For health and fitness, a lot of instructors have gone online coaching in the space of health and fitness. This goes to show that the business thrive not primarily because of its equipment and physical facilities but because of the coaching aspect. 

It’s the accountability aspect. That’s what’s going to help people make habit shifts to then make the transformation that they want.

Most businesses have always limited themselves into face to face sales transactions. Because that’s what they are used to. 

But if a business believes they’re providing value and care regardless of what platform they use to deliver their service, then technology can absolutely be in their favor.

Because that’s all what matters in the business – shifting the gears to adapt and meet the needs of the customers.

For mentorship, coaching, and business consultation inquiries

Book your connection call with Justin here: 
https://fitnessbusinessfoundation.com/mentorshipbusinesses

Be sure to also subscribe to his Podcast Show Fitness Business Foundations:
http://www.fitnessbusinessfoundations.com/

Book your free Sales Power Call with Jason

Enroll in the Persuading Like A Professional Online Mini-Course

Download The Power of Authentic Persuasion ebook

Get help with your sales team

Connect with Jason on LinkedIn

Connect with Justin on LinkedIn

Justin’s Bio

I am an entrepreneur, podcaster, and a student of life.

I started my entrepreneurial career at just 19 years old with just $2,000 to my name.  My first venture was in the fitness world.  I started by going to people’s homes and providing training services and then opened my first 500 square foot location.  I built that business over time to a 6,000 square foot location and over 350 members.  I did this over a 10-year span.

Coming into my 10th year in business my wife and I realized that being in the fitness business and having a facility was not how we were going to continue our journey.  The lifestyle of running a facility was not matching up with how I wanted to live so I made a huge pivot.  I closed the facility down to pursue moving fully online.  I now coach new entrepreneurs on how to maximize profit without sacrificing their life.  I feel this is something not pushed enough in the entrepreneurial world.  I want to make sure they are building themselves and the life they want first so the business integrates with that foundation.

Over my decade of business personal development has played a huge role in my own growth and progress. Which is why it is a pivotal part of my coaching.  I now help online coaches build thriving businesses with Coaches Creating Impact.  I work with all types of online coaches that are either looking to get established or scale their business to their next level.

I also started my podcast called How I Built My Online Coaching Business.  Now more than ever with the world going online at a faster rate people need help with building their business.  Which is why I bring on talented coaches to break down exactly how they built their business.  As well as sharing tactical tips to apply right away.  I am committed to helping people succeed! 

I have been married now for over 3 years and my wife and I are closer than ever with making this shift, and we are both focused on creating the life we want.  We enjoy each day with our dog and traveling as much as we can.

Social Links:

Facebook: https://www.facebook.com/justin.hanover

Instagram: – hhttps://www.instagram.com/onlinecoachgrowthpodcast/

Podcast: www.onlinecoachimpact.com

Linkedin: https://www.linkedin.com/in/justin-hanover-417aa533/

No matter what type of the business platform you have, you have to treat the sales process as an ongoing journey. Building relationships and nurturing them and keeping that sales mentality are vital for customer loyalty.

Continue to build that relationship even after that one membership sign up because it is the key to upselling more of your services. 

Building the trust of customers will go a long way and in return they are more likely to keep buying from someone they know, like and trust.

Understand, communicate, and speak on their level. Meet them where they’re at. Personalize the conversation, tailor-fit the service and solution. Make them feel like your business’ product or service is simply made for them.

Book your free Sales Power Call with Jason

Enroll in the Persuading Like A Professional Online Mini-Course

Download The Power of Authentic Persuasion ebook

Get help with your sales team

Connect with Jason on LinkedIn

Connect with Justin on LinkedIn

Justin’s Bio

I am an entrepreneur, podcaster, and a student of life.

I started my entrepreneurial career at just 19 years old with just $2,000 to my name.  My first venture was in the fitness world.  I started by going to people’s homes and providing training services and then opened my first 500 square foot location.  I built that business over time to a 6,000 square foot location and over 350 members.  I did this over a 10-year span.

Coming into my 10th year in business my wife and I realized that being in the fitness business and having a facility was not how we were going to continue our journey.  The lifestyle of running a facility was not matching up with how I wanted to live so I made a huge pivot.  I closed the facility down to pursue moving fully online.  I now coach new entrepreneurs on how to maximize profit without sacrificing their life.  I feel this is something not pushed enough in the entrepreneurial world.  I want to make sure they are building themselves and the life they want first so the business integrates with that foundation.

Over my decade of business personal development has played a huge role in my own growth and progress. Which is why it is a pivotal part of my coaching.  I now help online coaches build thriving businesses with Coaches Creating Impact.  I work with all types of online coaches that are either looking to get established or scale their business to their next level.

I also started my podcast called How I Built My Online Coaching Business.  Now more than ever with the world going online at a faster rate people need help with building their business.  Which is why I bring on talented coaches to break down exactly how they built their business.  As well as sharing tactical tips to apply right away.  I am committed to helping people succeed! 

I have been married now for over 3 years and my wife and I are closer than ever with making this shift, and we are both focused on creating the life we want.  We enjoy each day with our dog and traveling as much as we can.

Social Links:

Facebook: https://www.facebook.com/justin.hanover

Instagram: – hhttps://www.instagram.com/onlinecoachgrowthpodcast/

Podcast: www.onlinecoachimpact.com

Linkedin: https://www.linkedin.com/in/justin-hanover-417aa533/

People, most of the time, don’t realize the energy that they’re carrying into different things.

If you are in a sales conversation with somebody, and you’re not very enthusiastic about it, do you think you’re gonna get a sale?

Justin shares how the mental shifting is very important in overcoming that scarcity mindset. A lot of successful entrepreneurs or sales people do it because it is impactful and it works.

With the right energy, it definitely overcomes lack of experience. 

Oftentimes, clients are dealing with limiting beliefs that is stopping them from being successful. And that’s what businesses are there for to help them with. For some reason, businesses may be experiencing the same dilemma when it comes to sales. Any business should address what is blocking them in having a productive sales conversation with a customer.

With the right frame of mind, any business can step up in the right direction. Followed by implementing sales strategies and tactics. That’s the formula to confidently convert a customer into a sale.

Book your free Sales Power Call with Jason

Enroll in the Persuading Like A Professional Online Mini-Course

Download The Power of Authentic Persuasion ebook

Get help with your sales team

Connect with Jason on LinkedIn

Connect with Justin on LinkedIn

Justin’s Bio

I am an entrepreneur, podcaster, and a student of life.

I started my entrepreneurial career at just 19 years old with just $2,000 to my name.  My first venture was in the fitness world.  I started by going to people’s homes and providing training services and then opened my first 500 square foot location.  I built that business over time to a 6,000 square foot location and over 350 members.  I did this over a 10-year span.

Coming into my 10th year in business my wife and I realized that being in the fitness business and having a facility was not how we were going to continue our journey.  The lifestyle of running a facility was not matching up with how I wanted to live so I made a huge pivot.  I closed the facility down to pursue moving fully online.  I now coach new entrepreneurs on how to maximize profit without sacrificing their life.  I feel this is something not pushed enough in the entrepreneurial world.  I want to make sure they are building themselves and the life they want first so the business integrates with that foundation.

Over my decade of business personal development has played a huge role in my own growth and progress. Which is why it is a pivotal part of my coaching.  I now help online coaches build thriving businesses with Coaches Creating Impact.  I work with all types of online coaches that are either looking to get established or scale their business to their next level.

I also started my podcast called How I Built My Online Coaching Business.  Now more than ever with the world going online at a faster rate people need help with building their business.  Which is why I bring on talented coaches to break down exactly how they built their business.  As well as sharing tactical tips to apply right away.  I am committed to helping people succeed! 

I have been married now for over 3 years and my wife and I are closer than ever with making this shift, and we are both focused on creating the life we want.  We enjoy each day with our dog and traveling as much as we can.

Social Links:

Facebook: https://www.facebook.com/justin.hanover

Instagram: – hhttps://www.instagram.com/onlinecoachgrowthpodcast/

Podcast: www.onlinecoachimpact.com

Linkedin: https://www.linkedin.com/in/justin-hanover-417aa533/

Are you a fitness business owner that wants to build an efficient, effective, profitable business that actually adds to your lifestyle? Entrepreneurs often say business strategies, sales strategies, and business tactics are the keys to being successful. But what if I tell you none of it matters unless you have your mindset right?

A lot of service based businesses originally thought when they first get into business, their plethora of certifications is the driving factor for people to want to try their services. But most business owners didn’t know that these customers do not know about your certifications and they absolutely do not care. Now, the deciding question for people to consider your business lies on: Can you help them? Do you understand where they’re at? Can you provide a solution to people’s problems? Because that’s ALL THAT MATTERS!

In this episode, Justin Hanover of Fitness Business Foundations talks about profitable business, and achieving sales in the approach of Health and Fitness and apply across different industries.

Plus, learn about the foundation of having the right mindset to attract customers into your business!

Book your free Sales Power Call with Jason

Enroll in the Persuading Like A Professional Online Mini-Course

Download The Power of Authentic Persuasion ebook

Get help with your sales team

Connect with Jason on LinkedIn

Connect with Justin on LinkedIn

Justin’s Bio

I am an entrepreneur, podcaster, and a student of life.

I started my entrepreneurial career at just 19 years old with just $2,000 to my name.  My first venture was in the fitness world.  I started by going to people’s homes and providing training services and then opened my first 500 square foot location.  I built that business over time to a 6,000 square foot location and over 350 members.  I did this over a 10-year span.

Coming into my 10th year in business my wife and I realized that being in the fitness business and having a facility was not how we were going to continue our journey.  The lifestyle of running a facility was not matching up with how I wanted to live so I made a huge pivot.  I closed the facility down to pursue moving fully online.  I now coach new entrepreneurs on how to maximize profit without sacrificing their life.  I feel this is something not pushed enough in the entrepreneurial world.  I want to make sure they are building themselves and the life they want first so the business integrates with that foundation.

Over my decade of business personal development has played a huge role in my own growth and progress. Which is why it is a pivotal part of my coaching.  I now help online coaches build thriving businesses with Coaches Creating Impact.  I work with all types of online coaches that are either looking to get established or scale their business to their next level.

I also started my podcast called How I Built My Online Coaching Business.  Now more than ever with the world going online at a faster rate people need help with building their business.  Which is why I bring on talented coaches to break down exactly how they built their business.  As well as sharing tactical tips to apply right away.  I am committed to helping people succeed! 

I have been married now for over 3 years and my wife and I are closer than ever with making this shift, and we are both focused on creating the life we want.  We enjoy each day with our dog and traveling as much as we can.

Social Links:

Facebook: https://www.facebook.com/justin.hanover

Instagram: – hhttps://www.instagram.com/onlinecoachgrowthpodcast/

Podcast: www.onlinecoachimpact.com

Linkedin: https://www.linkedin.com/in/justin-hanover-417aa533/

When selling, are you going into so much detail about how your service works that you are actually losing deals?

So many reps over-explain – essentially disassembling the entire car in order to prove that it has value.

This habit can be the result of several things.

In this episode, I unpack the reasons why it happens and what to do about it instead.

Book your free Sales Power Call with Jason

Enroll in the Persuading Like A Professional Online Mini-Course

Download The Power of Authentic Persuasion ebook

Get help with your sales team

Connect with Jason on LinkedIn

What is your intention behind the calls you are making?

According to Jarrett, it’s about being smart, working hard, and building relationships.

Instead of making 100’s of calls a day, make less, then reach out and connect human to human.

Check out this final part of our conversation.

Book your free Sales Power Call with Jason

Enroll in the Persuading Like A Professional Online Mini-Course

Download The Power of Authentic Persuasion ebook

Get help with your sales team

Connect with Jason on LinkedIn

Connect with Jarrett on LinkedIn

Jarrett’s Bio

I’ve been in digital sales for close to 10 years and have experience selling Display advertising, SEO, Saas, programmatic Ads & Social Media Analytics. I’ve had the pleasure to work with brands like Overstock, HFC, Radio City Music Hall, CannTrust, Canadian Paralympics, Lionsgate Films, and many more.

I’m more than a sales quota, I’m a father, brother, friend, colleague, and the type person that is willing to go the extra mile to help someone in need. My work ethic is something I truly hang my hat on and I’m continuously looking for ways to better myself both personally and professionally. I’m all about building genuine relationships and doing good business that helps all involved.

His Links:

https://www.linkedin.com/in/jarrettthomas1/

https://clarity.fm/ipullrank

Are you memorable during your outbound calls?

Always remember that your goal is to make an impression on the person you are reaching out to.

Jarrett shares his thoughts and experiences on how to breakthrough during that cold call and turn it into longer conversations that lead into relationships and sales.

We also chat about personal branding, and how that was a major shift for him in terms of sales success.

Book your free Sales Power Call with Jason

Enroll in the Persuading Like A Professional Online Mini-Course

Download The Power of Authentic Persuasion ebook

Get help with your sales team

Connect with Jason on LinkedIn

Connect with Jarrett on LinkedIn

Jarrett’s Bio

I’ve been in digital sales for close to 10 years and have experience selling Display advertising, SEO, Saas, programmatic Ads & Social Media Analytics. I’ve had the pleasure to work with brands like Overstock, HFC, Radio City Music Hall, CannTrust, Canadian Paralympics, Lionsgate Films, and many more.

I’m more than a sales quota, I’m a father, brother, friend, colleague, and the type person that is willing to go the extra mile to help someone in need. My work ethic is something I truly hang my hat on and I’m continuously looking for ways to better myself both personally and professionally. I’m all about building genuine relationships and doing good business that helps all involved.

His Links:

https://www.linkedin.com/in/jarrettthomas1/

https://clarity.fm/ipullrank