Growth Mode

Let’s talk about the two parts of sales objections, how to avoid them, and if an objection arises, how to handle it. 

If you get to that point of your sales conversation, and you're getting objections about price, features, capabilities, or anything like that, you screwed the pooch somewhere in the process.

Honest adult conversations don't come with objections. It doesn't happen in adult conversations.  

Which means you’re screwing up the sales conversation. Start thinking about what you are doing wrong to get an objection. What is causing the aversion towards your product or services?

Links

1. Website - https://successchampionnetworking.com/
2. YouTube Video - https://youtu.be/F5UvPNioQi0
3. Blog - https://successchampionnetworking.com/overcoming-objections-before-they-appear/
4. Facebook Group https://www.facebook.com/groups/SuccessChampion

Mentioned in this episode:

Success Champions Networking

If you want to grow and scale your business you need to be getting into great conversations with other business owners that can help you take your business to the next level. Joining an online business peer group like Success Champions provides access to a select pool of successful business people from around the world, each having a well-established network who trust them, who want to introduce you to people that can help you build the business of your dreams. So once you get to know your fellow members and they’ve gotten to know you along with your services and ethics, the conversations you get into will multiply!

When diving into sales metrics, what is best to track depends on the size and age of your business.

If you track too much in the beginning, you will get sucked into the numbers.

As brand new companies start, they need to keep it simple. If you’re at the beginning of your business, start with tracking only three groups of numbers.

• How many leads are coming in
• Where are they coming from
• What is the closing percentage

To start on the right foot, entrepreneurs need to be watching the number of referrals. You need to track the virtual coffees or in-person coffees. Specifically, track the number of new conversations you have weekly. 

• What’s your number of outreaches?
• What’s your number of calls?
• What’s the number of your specific activities that are getting you to have those lead conversations?

Keeping track of both sets of numbers can be a massive indicator if you’re doing those activities right. 

Links

1. Website - https://successchampionnetworking.com/
2. YouTube Video - https://youtu.be/F7D8r8zaEHQ
3. Blog - https://successchampionnetworking.com/sales-metrics-what-to-track-and-how-to-track-them/
4. Facebook Group https://www.facebook.com/groups/SuccessChampion

Mentioned in this episode:

Success Champions Networking

If you want to grow and scale your business you need to be getting into great conversations with other business owners that can help you take your business to the next level. Joining an online business peer group like Success Champions provides access to a select pool of successful business people from around the world, each having a well-established network who trust them, who want to introduce you to people that can help you build the business of your dreams. So once you get to know your fellow members and they’ve gotten to know you along with your services and ethics, the conversations you get into will multiply!

Let’s start by going over the definition of each side. Science is the metrics and data of sales. It’s when you break down the processes and systems. 

Art, on the other hand, is the execution and the action of selling.

Some believe that one doesn’t come without the other; the application follows science and theory.

On the flip side, take a rock star salesperson that has the unstoppable finesse to sell combined with a customer service rep with an incredible grasp of the science needed to support the sales, and you can’t beat the pair.

Links

1. Website - https://successchampionnetworking.com/
2. YouTube Video - https://youtu.be/Nbey5NiZNyY
3. Blog - https://successchampionnetworking.com/the-science-vs-the-art-of-sales/
4. Facebook Group https://www.facebook.com/groups/SuccessChampion

Mentioned in this episode:

Success Champions Networking

If you want to grow and scale your business you need to be getting into great conversations with other business owners that can help you take your business to the next level. Joining an online business peer group like Success Champions provides access to a select pool of successful business people from around the world, each having a well-established network who trust them, who want to introduce you to people that can help you build the business of your dreams. So once you get to know your fellow members and they’ve gotten to know you along with your services and ethics, the conversations you get into will multiply!

Outsourcing during startup is putting the success and future of your business in somebody else’s hands.

Now I’m not saying you shouldn’t outsource, you can bring in salespeople, but that comes after you have created a process and sell successfully.

If you are not successful, you can’t teach somebody else to be successful in your business.

You don’t know how to coach them, motivate them, or push them. You can’t help salespeople overcome problems and issues.

When a salesperson sells one product exceptionally well, it’s because the company has given them tons of training and taught them how to sell it best. A foundation and roadmap are built for them.

The mistake small business owners make is believing that a salesperson can come into a company and just replicate previous selling volumes. That’s not how sales operates.

Links

1. Website - https://successchampionnetworking.com/
2. YouTube Video - https://youtu.be/J_bPIT4048Y
3. Blog - https://successchampionnetworking.com/why-outsourcing-your-sales-is-the-wrong-move/
4. Facebook Group https://www.facebook.com/groups/SuccessChampion

Mentioned in this episode:

Success Champions Networking

If you want to grow and scale your business you need to be getting into great conversations with other business owners that can help you take your business to the next level. Joining an online business peer group like Success Champions provides access to a select pool of successful business people from around the world, each having a well-established network who trust them, who want to introduce you to people that can help you build the business of your dreams. So once you get to know your fellow members and they’ve gotten to know you along with your services and ethics, the conversations you get into will multiply!

Dating back to the 1920s, people have been throwing around the concept of making connections within sales. You have to find commonalities with potential clients, which lead to better conversations.

But people are lazy; they don’t put in the effort to find that connection.

Let’s walk through some quick hacks that will allow you to find connections if you are lazy and don’t investigate before the sales call.

Before getting into a conversation, there are some things you should do.

Links

1. Website - https://successchampionnetworking.com/
2. YouTube Video - https://youtu.be/9ImxbKsX-3M
3. Blog - https://successchampionnetworking.com/how-to-connect-with-a-prospect-authentically/
4. Facebook Group https://www.facebook.com/groups/SuccessChampion

Mentioned in this episode:

Success Champions Networking

If you want to grow and scale your business you need to be getting into great conversations with other business owners that can help you take your business to the next level. Joining an online business peer group like Success Champions provides access to a select pool of successful business people from around the world, each having a well-established network who trust them, who want to introduce you to people that can help you build the business of your dreams. So once you get to know your fellow members and they’ve gotten to know you along with your services and ethics, the conversations you get into will multiply!

There’s no such thing as a natural-born salesperson. Sales is a learned skill.

While you may naturally have more confidence or be more outgoing, having processes in place that allow you to sell more proficiently is crucial.

For many, the first step in fixing your sales is creating a process that can be duplicated repeatedly. Once you have a process in place, you can begin to track the progression of clients.

When it comes to sales, if you can’t track it, you can’t fix it. If you’re not constantly trying to tweak how you’re selling and your sales processes, you’re going to lose. You have to track what you’re doing in your sales process and how you interact with your clients to improve a sales process. 

The first thing to look at is where clients are falling off in the process. Track the sales cycle and your conversion at each point, which will help you figure out specific steps you’re screwing up.

Now everyone has their way of doing things. My system begins with checking the parameter boxes to disqualify somebody before I start the process.

1. Can this person make a decision?
2. Can they afford my services?
3. Do they have the desire and hunger?
4. How much do I understand about their world? Will my services fulfill the accomplishments I promise?

After you’ve checked all the boxes, then you can begin moving clients through the process.

Links

1. Website - https://successchampionnetworking.com/
2. YouTube Video - https://youtu.be/5yE1dAKn4Fg
3. Blog - https://successchampionnetworking.com/fixing-your-sales-problem/
4. Facebook Group https://www.facebook.com/groups/SuccessChampion

Mentioned in this episode:

Success Champions Networking

If you want to grow and scale your business you need to be getting into great conversations with other business owners that can help you take your business to the next level. Joining an online business peer group like Success Champions provides access to a select pool of successful business people from around the world, each having a well-established network who trust them, who want to introduce you to people that can help you build the business of your dreams. So once you get to know your fellow members and they’ve gotten to know you along with your services and ethics, the conversations you get into will multiply!

Do you think more leads will solve all your issues? Well, you couldn’t be more wrong.

Any salesperson relying on marketing to generate business is missing the entire idea behind sales in general.

Businesses that continue to say they need more leads are doing nothing but burning prospective clients because they haven’t figured out how to sell their products yet. Their revenue is going down the toilet because they haven’t figured out how to position their product in front of clients. 

Quit complaining about leads or marketing and get better at sales.

Links

1. Website - https://successchampionnetworking.com/
2. YouTube Video - https://youtu.be/O5QUWL6f3WI
3. Blog - https://successchampionnetworking.com/you-dont-need-more-leads-you-need-to-fix-how-youre-selling/
4. Facebook Group https://www.facebook.com/groups/SuccessChampion

Mentioned in this episode:

Success Champions Networking

If you want to grow and scale your business you need to be getting into great conversations with other business owners that can help you take your business to the next level. Joining an online business peer group like Success Champions provides access to a select pool of successful business people from around the world, each having a well-established network who trust them, who want to introduce you to people that can help you build the business of your dreams. So once you get to know your fellow members and they’ve gotten to know you along with your services and ethics, the conversations you get into will multiply!

Are you taking networking as the easy route, showing up everywhere thinking that people will want to do business with you? Quit; that stuff doesn’t work.

If you’re spending all your time going to every event, you’re not spending time with clients.

Now let’s flip that mindset and go from being a super networker to playing an offensive strategy.

Links

1. Website - https://successchampionnetworking.com/
2. YouTube Video - https://youtu.be/u3LNmCNvQB8
3. Blog - https://successchampionnetworking.com/networking-is-an-offensive-sport/
4. Facebook Group https://www.facebook.com/groups/SuccessChampion

Mentioned in this episode:

Success Champions Networking

If you want to grow and scale your business you need to be getting into great conversations with other business owners that can help you take your business to the next level. Joining an online business peer group like Success Champions provides access to a select pool of successful business people from around the world, each having a well-established network who trust them, who want to introduce you to people that can help you build the business of your dreams. So once you get to know your fellow members and they’ve gotten to know you along with your services and ethics, the conversations you get into will multiply!

Marketing can enhance everything a salesperson does.

Marketing is how you’re communicating with prospects. It’s your collaborations and how you tell your message of what you’re doing.

There is so much strategy and depth of thought process that goes into marketing done right.

Marketing can’t do its job without sales input, and salespeople need to be loud and spread the word about your brand and service.

The reason sales and marketing don’t always work together is because of the lack of communication. Just sit down and have a conversation about how your collaboration should be going.

Quit pointing fingers and have conversations because you’re on the same team.

Links

1. Website - https://successchampionnetworking.com/
2. YouTube Video - https://youtu.be/rw1S7VmxVUk
3. Blog - https://successchampionnetworking.com/why-sales-and-marketing-need-to-work-together/
4. Facebook Group https://www.facebook.com/groups/SuccessChampion

Mentioned in this episode:

Success Champions Networking

If you want to grow and scale your business you need to be getting into great conversations with other business owners that can help you take your business to the next level. Joining an online business peer group like Success Champions provides access to a select pool of successful business people from around the world, each having a well-established network who trust them, who want to introduce you to people that can help you build the business of your dreams. So once you get to know your fellow members and they’ve gotten to know you along with your services and ethics, the conversations you get into will multiply!

Getting Everyone to Buy Into Your Vision

Building your tribe or community of ideal clients is accomplished by getting your audience to buy into the way you conduct your bigger vision. 

For small businesses building their brand, this is key.

To attract people that want to run as hard as you, get your vision aligned with where you’re going, articulate it, and put it out in the world.

Most business owners do not show up as their genuine selves.

Once you let the world meet you on honest terms, then you can start bringing in the people that will fit your culture and run the way you want to run.

Links

1. Website - https://successchampionnetworking.com/
2. YouTube Video - https://youtu.be/2o3sIUjDJkw
3. Blog - https://successchampionnetworking.com/getting-everyone-to-buy-into-your-vision/
4. Facebook Group https://www.facebook.com/groups/SuccessChampion

Mentioned in this episode:

Success Champions Networking

If you want to grow and scale your business you need to be getting into great conversations with other business owners that can help you take your business to the next level. Joining an online business peer group like Success Champions provides access to a select pool of successful business people from around the world, each having a well-established network who trust them, who want to introduce you to people that can help you build the business of your dreams. So once you get to know your fellow members and they’ve gotten to know you along with your services and ethics, the conversations you get into will multiply!