Inside BS Show

s asking questions really the key to closing more deals? You bet it is! In this show, I tell you exactly what to say in a sales meeting to develop a relationship and turn your prospects into clients. 

When you meet with potential clients, ask questions that encourage them to open up about their business goals and problems. Here are six key questions you should ask potential clients if you want to start closing more deals: 

1. “What are you hoping I can do for you?” If you’ve ever wondered what to say in a sales meeting to kick things off correctly, this is it. Let potential clients know you’re there to help. 

2. “If you could change one thing about your current situation, what would it be?” The answer tells you what problem your prospects are trying to solve or what goal they hope to achieve. 

3. “How much is this situation costing you?” This information helps you establish the return on investment you can promise.

4. “Why is now the right time to make a change?” You can’t be the one to create a sense of urgency – let your prospects realize why it’s important to act now. 

5. “Who else do we need to involve in this process?” You need to know who the decision makers are, so you can make sure everyone’s on board. 

6. “What’s next – how would you like to proceed?” Before leaving a meeting, find out what the next steps are, so you can follow up accordingly.

Now that you know what to say in a sales meeting, focus on your prospective client’s answers and on the relationship you’ve created. When you’re successfully building real relationships, you’re on the right track to closing more deals.

Learn more about your ad choices. Visit megaphone.fm/adchoices

If your sales manager’s idea of goal setting activities has you making a ton of cold calls and booking an arbitrary quota of appointments, it’s time to rethink your goal setting strategy. In this show, I tell you how to set your sales goals and objectives so that you can achieve them every time.

Smart sales goals are Specific, Measurable, Action-oriented, Realistic, and Time-bound. Your sales goals and objectives have to make sense; if they don’t, you won’t make the deals you need to make in order to reach your targets.

Instead of throwing your efforts into the wind and hoping for good results, use these specific goal setting activities to plan your course of action:

- Identify 24 potential clients and put the full court press on them.

- Research these prospects. Find out everything you can about them on social media and in real life.

- Keep files on your prospects. Include their name, title, company, industry, their problems, your solutions, and how much you want them to invest.

- Meet with these prospects by being referred in or by offering them an educational opportunity.

The result of these goal setting activities will be a deep understanding of your potential clients, and an opportunity to let them know how you can help them. You will convert people quickly. 

Ultimately, your sales goals and objectives are all about building relationships and doing business together. Concentrate on putting yourself in the path of your 24 prospects. Don’t pitch to them; rather, demonstrate value to them. Your goals and action items will spring from there, and sales will follow.

Learn more about your ad choices. Visit megaphone.fm/adchoices

Understanding the psychology of buying is an essential part of overcoming common sales objections. In this tutorial, I give you six sales objection handling examples that you can copy and use to put objections to rest.

Here are those six sales objection handling examples:

- Unspoken objections. Sometimes customers have objections that they can’t quite articulate. By asking open-ended questions, you give customers the opportunity to really consider their problem. Say something like, “What has prevented you in the past from solving this problem?” You can then gauge the prospect’s level of urgency.

- Control objections. If a prospect sounds reluctant, acknowledge their concerns and help assuage their fears. The psychology of buying dictates that clients want to feel in control of the process. Mention client success stories and let them know they’re in charge of choosing a similar wise course of action.

- Projection objections. When a customer is angry and taking it out on you, remember that it’s not about you. Acknowledge their feelings, and then ask, “Why did you invite me here today?” This will flip the script and help to calm them down.

- Genius Objection. Often the client likes to show off their knowledge. Flatter the client and make them feel valued. This will win them over.

- Process, product, and procedure objections. These logic-based objections should be countered with your expertise and by allowing clients to use and enjoy the product.

- Post-sale objection. After the sale, the prospect will want to feel like they’ve made the right decision. Emphasize the benefits by asking them to consider the value you’ve provided.

By taking the approach I’ve outlined in these six sales objection handling examples, you can use the psychology of buying to your advantage and overcome common objections.

Learn more about your ad choices. Visit megaphone.fm/adchoices

Ask any successful person in business and they’ll you the same thing:

Your morning ritual is CRUCIAL if you want to build consistent success.

As the first part of your day, your morning dictates everything that comes after it. If your morning goes wrong it can mess up your momentum for the rest of the day.

There’s no better way to ruin your productivity than to neglect a good morning routine, so it’s important you get it right.

That’s why I want to share some of my trade secrets with you today..

In this show I share my best tips for how to start your day off right.

Learn to master your mornings and watch your days become more productive than ever.

Learn more about your ad choices. Visit megaphone.fm/adchoices

What are good habits for sales and why are they so important? This show is all about how to become a good salesperson and in it I cover the five most important sales habits for success.

The first habit is to do the same things at the same times every day. By following a formula that you know works, you’ll be able to protect yourself against sales slumps. Although you may run into days when sales are slower, you’ll find that overall you’re way more consistent.

The second habit is to go big or go home. After all, what are good habits if they don’t lead to more income? By thinking big, you’ll gain confidence and will be ready to accept offers from big companies.

If you really want to learn how to become a good salesperson, you also have to ignore critics. When someone gives advice that’s unsolicited, it’s probably serving their interests rather than yours. When you do want advice, make sure it’s from people who have done what you’re trying to do.

Fourth, seek constructive feedback. You need to connect with people who are more successful than you so that you can have something to aspire to and learn from. 

And the fifth habit is to put relationships first. Relationships are more important than any deal. You can always make other deals but relationships take time to build. Likewise, make sure you value client relationships and do what you can (within reason) to accommodate them.

If you’ve wondered to yourself, “what are good habits in sales?” you now have a few essential strategies that will help you be more successful. Learning how to become a good salesperson takes time and effort, but with these tips you’ll be well on your way.

Learn more about your ad choices. Visit megaphone.fm/adchoices

Professional communication skills are essential for sales positions because whether you’re addressing a roomful of people or a single client, the way you express yourself will have a significant impact on how you’re perceived. In this video, I share a few tips for effective public speaking in order to help you be seen as the expert you are.

The first thing is to look professional. If you’re speaking to a room of bankers, you’ll want to wear a suit and tie and be dressed in conservative colors. However, for a technology conference, you may be just fine in a nice t-shirt, jacket, and jeans. Dress appropriately for the occasion.

Another element is your personal brand. If you have something that’s important to your identity, you should develop that into a signature look. However, only do this once you’ve become an established name in your industry. 

The other crucial component to professional communication skills is, of course, the speech itself. Your word choice plays a big role in effective public speaking.

Keep in mind that you’re not just representing yourself; you’re also representing the person who got you in front of the room. Make sure your vocabulary is appropriate.

You should also make sure that your language reflects the geographic area where you’re presenting. This holds true as much for domestic events as it does for international ones.

And finally, it’s important to be familiar with the industry jargon. You don’t have to include those kinds of words in your speech, but if the audience asks you questions, you’ll need to be able to respond using their language in order to maintain your credibility.

By keeping in mind these tips for effective public speaking, you can improve your professional communication skills and make your presentations the best that they can be.

Learn more about your ad choices. Visit megaphone.fm/adchoices

No matter who you are or what you do, not everyone is going to like you.

You could be the most successful person in the world, be nothing but kind to anyone you meet, and you’ll still get TONS of hate.

But here’s the thing:

It Doesn’t Matter.

Stop explaining yourself to the haters online. Learn to accept that not everyone will like you, because at the end of the day, it doesn’t matter.

Learn more about your ad choices. Visit megaphone.fm/adchoices

Is a recession coming in 2020? The answer is YES. But by doing things like focusing on recession proof businesses and deepening your relationships, you can weather the economic downturn.

We don’t know exactly when the recession will come in 2020, but we know that it will. 

So, here are four things you can do to prepare your sales team for the downturn:

First, you should condition your clients for referrals. Every time you interact with a client you need to deliver something of value above and beyond the product you offer. By delivering value, you can ask for introductions to specific people in return. Referrals are important when there is a recession coming because once it starts you’re not going to want to invest in advertising and client acquisition.

The second thing you should do is to focus on energy, healthcare or government. These are considered recession proof businesses because they’ll always be needed. Start filling your contacts with people who are in these areas.

The third thing is to identify new market segments. Every recession gives rise to new opportunity. In the 2008 recession there was opportunity for people who could buy houses and resell them. Look for these segments and start moving toward them before the recession comes. 

Lastly, focus on deep relationships. Figure out how you can provide multiple revenue streams for your clients. Think about expanding your service or product line so that you can do everything you can to help them.

You don’t need to wonder if there is a recession coming because we know that it is. Instead, think about how you can get more referrals, focus on recession proof businesses, and find new opportunity. 

Those are the things that will get you through the recession.

Learn more about your ad choices. Visit megaphone.fm/adchoices

The affluent are people with a net worth of at least $10 million dollars. Many people are intimidated by the prospect of selling to high-end clients like these. 

But here’s the thing, they’re the people you NEED to be focusing on for your business.

While selling to high-value clients may seem like an extremely difficult task at first, it’s one of the best ways to ensure your business generates you consistent, stable income.

In this show I talk about the reasons that the wealthy should be your business’ target market.

Learn more about your ad choices. Visit megaphone.fm/adchoices

Although I think the “sell me this pen” question is a stupid one, since it comes up in the sales hiring process, I’ve decided to make this show describing good interview answers to this question. The way you answer this question comes down to using a consultative selling approach.

In order to effectively tackle this question, here are a few things you should ask the interviewer:

- Why do you want the pen?

- Why is this the right time to buy the pen?

- How much is the lack of a pen costing you?

- Who else do we need to involve?

- Here’s the ROI of this pen. Give it a try.

These are good interview answers to the “sell me this pen” question because they allow you to get the information you need in order to determine if you can help the client.

For example, when you ask “why is now the right time to buy the pen?” you can gauge their level of urgency; by asking them who else needs to be involved in the transaction, you determine whether or not they’re the sole decision-maker, and if not, who else you may need to contact.

With these questions, you’re essentially qualifying the client. What is their sense of urgency? What is their budget? What is the ROI that they need?

When you address each of these points, the client will be able to make a decision knowing that the pen will fulfill their needs.

The next time the “sell me this pen” question arises, go ahead and use these tips. After all, they’re good interview answers that could help you get hired. At the very least, this will let the employer know that you can sell products or services using a consultative selling approach.

Learn more about your ad choices. Visit megaphone.fm/adchoices