Inside BS Show

The Real Miracle Morning | Daily Habits of Successful Salespeople

Have you read the book The Miracle Morning by Hal Elrod? If you haven't, don't bother. It's basically junk. There's noting new in it. Today's inside BS Show is Part 1 in a two-part series dedicated to helping you get your day started.

The Real Miracle Morning habits in this video and in Part 2, will help you jump start each day whether you are a sales representative or a sales manager. Follow these guidelines and share your successes with me.

Timestamps:
00:00 Daily Habits of Successful Salespeople
00:30 Why Dave Decided to talk About Choices That Set You Up For Success in Sales
03:20 What Time You Wake Up Makes a Difference in Sales
05:38 Do You Attack Your Biggest Project First Thing in the Morning?
07:06 Don't Check Your Email Early in the Morning. Do This Instead
08:15 Consume Business News Not JUNK News
10:08 Do You Focus on Relationships or on Closing Deals?

How to Go From Failure to Success in Selling in Less Than 12 Months

Today's show is a step-by-step guide to turning around your sales career. If you are struggling with sales, this who will help you break out of your slump and go from being a failure to being a success in under 12 months.

Join me (Dave Lorenzo) as I take you down the actual path I followed to go from being a miserable failure to being a huge success in sales.

Timestamps:
00:00 How to Go From Failure to Success in Sales in Under 12 months
00:45 When Dave was a Miserable Failure at Sales
01:00 How Dave Turned His Sales Career Around
01:26 Stop Chasing Deals and Start Solving Problems
04:08 Put Relationships Before Transactions
05:40 Focus on Increasing Client Lifetime Value
06:37 Refer Business in a 3 to 1 Ratio

How To Prepare Your Sales Team for Adversity

If you're a sales manager one of the biggest responsibilities you have is to prepare your team to give a presentation (a pitch) to a client.  Today's show is all about how you can get the team ready not only for giving a standard presentation but to be ready for ANYTHING that can happen.

Timestamps:
00:00 How to Prepare Your Sales Team for Adversity
00:20 What Happened When Dave Fell Into a Fountain Before His Big Meeting
01:22 The Five Ways to Prepare Your Sales Team for Adversity
04:37 Have Your Sales Team Members Do Presentations in Front of Random Strangers
06:05 Make Your Sales Representatives Present Without Warning
07:18 Have New Sales Reps "Second Chair" Meaning Have Them Attend Someone Else's Presentation
08:02 Do a Red Team Before Any Big Presentation
09:10 Have Your Sales Team Members Present After an Emotionally Difficult Situation
10:27 The Biggest Adversity Dave Ever Faced Before a Presentation

Why Should You Learn Consultative Selling?

If you watched the TV series The Wire, you're familiar with Omar Little (Michael K. Williams). Omar was many things and among those he was a "street philosopher." There is much wisdom to be gleaned from Omar Little and I've found some for us today about Consultative Sales.

Timestamps:
00:00 Why Should You Learn Consultative Selling?
00:30 Who is Omar Little and What Can He Teach Us About Consultative Sales?
01:12 The BIG Opportunity Consultative Sales Offers Professionals and Business Leaders
01:40 THE GAME for Long Sales Cycles is to Develop as Many Relationships as You Can
02:00 What You Should Do If You are Starting a Career in High Ticket Sales Today
03:24 Consultative Sales Means Putting Relationships Before Transactions

Joe Rogan Teaches Us How to be Great at Consultative Selling

On today's show we examine what has made Joe Rogan the top podcast host in the world and look at how that applies to consultative selling. Joe has a lot to teach us and how to be great at sales is just the beginning.  If you are a professional and you want to grow your business, today's Inside BS Show is a tutorial on Consultative selling techniques you should be using to increase revenue.

Timestamps:
00:00 Joe Rogan Teaches Us How to be Great at Consultative Selling
00:23 Who is Joe Rogan?
01:00 Joe Rogan's Controversial COVID Treatment Increased his Influence
02:12 To Be Great at Consultative Selling you Must Be Intellectually Curious
04:04 Consultative Sales Experts Have a Strong Network of People They Call Upon
06:12 Consultative Selling Experts Have Empathy
07:35 Dominate a Niche Market First if You Want to be a Paler in Consultative Sales
11:23 Become a Person of Interest and Watch Your Revenue Explode

Today's Inside BS show shares how Dave Lorenzo become known as the Godfather of Consultative selling. This will help you discover why consultative selling is right for you. 

The Day The Taxi Hit Me Changed Everything

Where are you right now, in your career and in your life?
Are you where you thought you would be?
Does your business enhance your life or detract from it?

One cold winter morning ten years ago I was not focused on those three questions.  I was not focused on anything.  I was flat on my back, strapped to a wooden board on a gurney. I stared at the ceiling, counting the tiles that passed by as the paramedics and doctor pushed me faster and faster down a seemingly endless hallway.  Everything below my shoulders was numb.
 
My mind was making up for the lack of motion in my body.  It was racing with blistering speed. I was not thinking about all the things I would not be able to do if the feeling did not return.  I was thinking about my priorities.  I was thinking specifically about all the family things, all the life things I had put off because I thought my work and my life could not coexist.   
It is amazing how your life can change in a split second.

Earlier that morning I made a choice to drop off a file at a client’s office instead of meeting my wife for lunch.  I could have sent a messenger with the file.  I could have emailed the documents.  I could have done several different things, but the client demanded I bring the file personally so he could review the work and give me immediate feedback.
 
I walked at a brisk pace as I stepped off the curb with the rest of the pedestrians crossing with the light, in the crosswalk.  I was not on my mobile phone. I was not distracted.  I was thinking about crossing the street. 

When the Yellow Cab hit me time stood still.  I could see the horror on the faces of the other pedestrians as I flew 23 feet 7 inches and hit the ground with a sickening thud.  I remember hearing the commotion as a group of Good Samaritans chased down the cab driver and pulled him out of the cab.  I also remember the kind woman who asked me if she could call someone as they loaded me into the ambulance.
 
Back in the hospital my focus changed when the ceiling tiles gave way to a long metal tube into which I was carefully loaded by six hospital staffers.  The only thing louder than the annoying hum of the equipment was the sound of my thoughts.  Thoughts of things I had yet to do.  Things I had put off.  Quality time I had not spent with people in my life that really mattered.

Things worked out for me after that day…in more ways than one.
 
By the grace of God I suffered no lasting injuries from that accident.  But it served as a wake-up call.  I made the decision that from that day forward my work was going to be something that enabled my life. I was going to be passionate about every aspect of my work and I was going to delegate things I did not enjoy.  I was only going to accept clients who energized me and I was not going to let anyone dictate the terms under which I would operate.  I would take time to do things that were important both for my clients and my family. And I would make those two previously competing forces live in harmony in my life.

Timestamps:
00:00 Motivational Sales Speech - Intro
00:45 Dave Lorenzo's Taxi Cab Story
06:30 Is Your Business FREE or is it FAKE?

Sales Prospecting for B2B Sales and Business Development

In today's show we outline and entire B2B sales system and offer you a free guide to replicate it in your business. If you are in business development, this video will revolutionize the way you attract new prospects and close sales.

Timestamps:
00:00 Sales Prospecting for B2B Sales and Business Development
00:42 Step One in B2B Sales Prospecting: Find Ideal Client
02:29 Step Two in B2B Sales Prospecting: Lead Generation Leverage
03:40 Step Three in B2B Sales Prospecting: Use an Engagement Device
05:20 Step Four in B2B Prospecting: Qualify the Prospective Client
06:21 Step Five in B2B Prospecting: Nurture Prospects
07:35 B2B Prospecting Best Practice

Sales Motivation Lessons from the Girl Scouts

If you are interested in learning how to motivate your team to sell more, you need to look to the Girl Scouts as a fantastic example. Today's show identifies five ways the Girl Scouts provide a blueprint for sales success.

Timestamps:
00:00 Sales Motivation Lessons from the Girl Scouts
00:46 Build a Community of Sales Professionals and Clients
03:42 How to Best Blow Away Their Sales Quota
05:38 Focus on Training and then Focus on Training Again and Again
08:06 If You Want to Sell More Connect with Clients in Creative Ways
09:56 Key to Success in Sales is to Make an Emotional Connection with Client

Five Habits that Will Get You More Referrals

you mom was right. The habits she taught you when you were a child will payoff for you in business. Today's show is all about the habits you need to attract more referrals.

Timestamps:
00:00 Five Habits that Will get You More Referrals
00:58 Habit One: The Referablity Habits from Dan Sullivan
03:23 Habit Two: Don't Talk Behind People's Back
04:22 Habit Three: Seek to Understand Others
05:43 Habit Four: Give First
06:50 Habit Five: Treat People The Same On the Way Up and Down the Ladder