Inside BS Show

In this video I share 5 inspirational sales quotes and the meaning behind them. Each one of these quotes can motivate you and your team to make more sales. Learn and implement these - you’ll thank me for it.

1) "Every battle is won or lost before it's ever fought" - Sun Tzu

Preparation is critical for sales. You need to prepare on multiple levels. Do your research before a meeting and understand what the company's priorities are and how you can help them with these. If it's a public company there will be lots of information available for you but remember that the company will seek to put a positive spin on most information it releases so dive deeper and read analysts reports so you know what those inside the company are really talking about. Your research should include:

- understanding how the industry works

- understanding how economic forces affect the industry

- knowing how the economic forces affect your client

- knowing how industry forces affect your client

- the internal dynamics of the company and what customers and staff say about it

2) "The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack of will" - Vince Lombardi

The way you approach your work will determine your success. You should have an iron will to succeed at all costs as long as it's legal, moral and ethical. That's a will to win, and that's how you get ahead in sales.

3) "People don't want to buy a drill. They want a hole" - Theodore Levitt

Nobody cares about your product or service. People only care about the outcome that's important to them. That's why this is such an inspirational sales quote. Find out what they want, then focus on selling that! The extent to which you can identify and fill your clients’ needs and wants will determine your success in sales. Don't make the schoolboy error of selling products and features - sell benefits and outcomes.

4) "The secret of getting ahead is getting started" - Mark Twain

Always take progress over perfection. Your goal should be to start something new and move forward as rapidly as possible. Have a sense of urgency at all time. Remember, mistakes may happen, but if you're moving forward you can adjust quicker than your competition. It's difficult to adjust if you're static and you don't have the momentum. Attack new methods with vigour. Be first, be fast and you will win!

5) "Grow up, show up and you'll blow up" - Dave Lorenzo

My favorite quote of all :) I might be biased but heck, if you stop making excuses and do what you say you'll do, you'll be successful. Stop making excuses, keep your commitments and your word to your clients, forget about excuses and get going! This isn’t just an inspirational sales quote – this is great life advice, period!

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Religion and sales don't mix.

As a person of faith myself, let me start off by saying this.

There’s nothing wrong with being religious.

Your spirituality is your choice, but the business setting is not where you should be spreading your faith.

I see plenty of people in sales and in business make this mistake. Don’t use your business as a platform to spread your religion. You’re going to be working with people from all walks of life in business, and many of them may not be religious or follow a different faith than you.

Using your business to spread your faith can get in the way of building effective relationships with clients.

The last thing you want to do is alienate any of your following.

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Credibility is a vital part of any sales relationship.

When first meeting any new client, it’s essential that you start establishing credibility with them right away.

You’re an expert at what you do, and you want to make sure any prospect knows this right from the start.

When all other factors are equal, a prospect is going to pick the person who seems like they know what they’re doing.

So how do you position yourself as the expert in your industry?

In this show I talk about how to establish credibility with new prospects as well as the importance of becoming an expert in a given field.

Remember, sometimes the only differentiating factor between you and your competition is your perceived level of expertise, so make sure you stand apart from the crowd.

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A good marketing plan is essential.

For businesses of all types and sizes, you’ve got to have systems and objectives in place that help you get customers all year round.

And one of the most important parts of your plan is to identify your target client.

In order to consistently get clients, you have to know who you’re going after, so identifying your target customer is a vital part of the plan.

In this show I talk about some of the most important things to include in your business’ marketing plan.

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When prospecting for sales, you’re often going to get prospects who come out of the gate with one common question:

“How much will it be?”

For many people it seems like there’s an easy answer, all you have to do is give your price. But if you want to consistently close the deal in this situation, you’re going to have to take a different approach.

Giving a prospect your price right away lets them compare you to your competitors without any context for why you’re the better choice. Before you ever name a price for your services, you need to make sure the client understands your unique value.

In this video I talk about how you can overcome this common objection in sales and consistently close the deal.

Don’t be fooled by playing into this question. While it might seem harmless enough, it’s actually a sales objection in disguise. And like any sales objection, if you want to make the sale, you’ve got to learn the right way to respond.

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In order to accomplish your goals in sales, you need to know how to motivate yourself to be productive. In this show, I share a few tips that will help you to focus on your sales dreams.

Now, motivation is personal so you’ll need to figure out what works for you; however, these are some things that have worked for me:

The first tip is to immerse yourself in the world that you want to occupy in the future. For me, this meant that because I wanted to buy a bigger house, I drove to the neighborhood where I wanted to buy it. I looked at the houses, drove up and down the streets, and ate in local restaurants. I did all of this so that I would get used to the idea of living there.

The second tip that will help you learn how to motivate yourself to be productive is to treat yourself well. This is key if you want to accomplish your goals because you are the most important person in your world. Specifically, start treating yourself the way you want to live in the future. Stay in a suite every few trips that you take; fly first class every once in a while. Convince yourself that you deserve the things you want.

A third tip is to create a success routine. What did you do to attract your best client? Figure out the things that make you effective and do those things every day. This way, as long as you’re doing that routine, you can be sure that you’ll accomplish your goals.

Learning how to motivate yourself to be productive isn’t necessarily easy. Everyone uses different strategies. However, the tips in this video have helped me immensely and I encourage you to give them a try.

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The key to knowing how to make your business better comes down to removing the things that cause friction. In this video, I talk about several business improvement ideas that can make your business or law firm work more efficiently.

The first idea is to focus on your strengths rather than your weaknesses. At a certain point, it will take a lot of time and effort to make any improvements on your weaknesses. However, by leveraging your strengths, you’ll be far more productive. For example, if you’re good at speaking, try to book as many public speaking events as you can. Part of learning how to make your business better is to use your talents to your advantage.

Another one of my business improvement ideas is to simplify payment. I like to get paid upfront. Many large companies have a net 90-day policy. However, by insisting on getting paid upfront, you can eventually become known for your upfront policy. Just because other people accept later payment doesn’t mean you have to.

The third idea is to communicate effectively. Too much is better than too little. Keep your clients in the loop. If you do happen to have a client who asks for frequent updates, be sure to tell them something even if you have no new information. You can send out a weekly email to let them know that there’s nothing new to report.

Learning how to make your business better will ultimately make you more efficient. By using some of the business improvement ideas from this video, you can eliminate all those things that cause friction.

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If you’re using LinkedIn to grow your business, I want to give you a key piece of advice.

Stop hunting for connections.

While it may seem like a no-brainer to get all of the connections you can on LinkedIn, I want you to ask yourself.

What do all of those connections for you?

If you have hundreds(or even thousands) of connections on LinkedIn, that means you’ve got to be accepting requests from people you don’t even know.

When you clutter your account with tons of meaningless connections, you’re taking away the value you can get out of the platform.

LinkedIn is a great platform for sales, but you have to know how to use it. Don’t get me wrong, there IS a way to prospect with LinkedIn, and gaining a base of followers is great for business.

But if your marketing strategy for LinkedIn revolves around getting as many connections as you can, it’s time to end that now.

LinkedIn should be used to create just as meaningful of a relationship as you would in person, not to get the largest number of meaningless connections you can.

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Wouldn’t it be great if you had the exact right question to ask to start a sales conversation? What about asking a client for money or finding the right words to get the client to tell you all of his problems and disclose his budget.

Join me as I reveal the exact questions you can ask to help with all of these situations and more. This episode of the Do This Sell More Show is guaranteed to make you money.

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Are you ready to discover five ways to add more value in sales? Are you ready to deliver more to your clients? Are you ready to deepen client relationships and increase lifetime value?

That’s what this episode of the Do This Sell More Show is all about.

In sales, there’s a universal truth that we all know.

You need clients.

It doesn’t matter what you’re selling or how you’re selling it. If there’s one thing you need to keep your business afloat, it’s a steady stream of clients to do business with.

But there’s a problem with how the vast majority of people approach networking.

Listen to this episode of the Do This Sell More Show for more.

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