Inside BS Show

When pitching an idea to a company, what do you say to close? In this show, I describe how to close a sale every time using a series of five statements and questions.

https://youtu.be/3NVnHnT37x8

First, remind the client of the problem that they’re having and then offer to help with that problem. The client will ask what you can do for them. You can tell them exactly what you have to offer.

If the client seems lukewarm about you helping, ask why you aren’t working together if it’s in their budget and you have the solution. This statement will preemptively thwart many of the possible objections.

If you reach this point in pitching an idea to a company and they say they don’t know, suggest that they just give it a try. This simple suggestion is key to knowing how to close a sale every time. This is because if it works, they’ll be thrilled and will want to buy.

If they still don’t agree by the time you offer to give it a try, ask them if they’d work with you if it were free. If they say, yes, show them what the return on investment will be. Offer them a deferred payment plan, which will allow you to demonstrate that return on investment.

If they don’t want to work with you even if it’s free, just offer to be friends. Now you’ve taken the pressure off of them and they’ll feel much better about the prospect of making a deal.

If you’d like to know how to close a sale every time, try this progression of statements and questions. Next time you’re pitching an idea to a company, these magic words will help you get the most out of your relationship.

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In the world of sales you should always strive to be growing. There shouldn’t be a day where your business doesn’t improve in some capacity.

But the best salespeople know that they can’t scale their businesses forever on their own. Eventually, you’re going to have to recruit a team to help you increase your sales.

In this show I cover 5 steps on how you can build your own all-star sales team.

https://youtu.be/_B6uZlN6Sik

There are many steps you can take to ensure that your sales team is full of top-earners. From the way you interview and hire new members, to the way you manage the team members you already have, all of it plays a vital role in creating a winning sales team.

Here's what you will discover:

➜ Hiring a sales team the right way

➜ Managing sales professionals & onboarding top sales talent

➜ Developing the dream team in sales

Listen and download using the podcast player below:

What’s the difference between marketing and selling? Why do businesspeople need to do both? In this show, I talk about the purpose of your sales and marketing process – it generates awareness and converts prospects into clients.

https://youtu.be/Ft2R0Qfpg0E

Content creation is an example of marketing. You offer people a free taste of what you do. You provide some helpful information, and people respond by expressing their interest. This is where selling comes in. You qualify your prospects and guide them through your sales process to win them as clients.

The difference between marketing and selling is that marketing is all about greasing the wheels, while selling is all about getting the car across the finish line. Your sales and marketing process can be viewed as your client’s complete journey to doing business with you.

This is what marketing does:

- Attracts traffic and creates buzz.

- Positions you as an expert.

- Differentiates you from your competitors.

- Creates word-of-mouth evangelists.

- Simplifies conversion.

Here’s what selling does:

- Converts prospects into clients.

- Secures referrals.

- Presents new ideas to win recurring business.

- Grows revenue and deepens business relationships.

Together, sales and marketing give you:

- Leverage for reaching a wide audience.

- The ability to help different niches.

- High return on your time investment.

- Confidence in your own expertise.

- Optimal positioning.

In my video, I offer specific case studies to illustrate the difference between marketing and selling. I talk about what the sales and marketing process might look like for a yoga instructor or for a trusts-and-estates attorney.

Both professionals use a combination of sales and marketing. They educate their audience with articles and speeches, nurture prospects, and offer value – all steps leading to closing deals.

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Having a reward system for employees is a crucial part of any business because it motivates people to go above and beyond the agreed upon quotas. In this show, I go over different types of contests so that you can choose the staff incentives that work best for you.

https://youtu.be/fTscvq4KzjY

Salespeople are driven by competitive forces. Your people need contests to keep them fired up.

Here are three kinds of contests that have proven to be effective:

The first is the annual growth contest. In this contest, people win the opportunity to go on a trip at the end of the year. You can award the top performers, or those who sell a certain amount. This can also be a reward system for employees who show measurable growth.

As for prizes, monetary staff incentives are great, but keep in mind that your sales people are really in it for the recognition. When choosing the prize, just make it enough to be meaningful.

Then there’s the slack time contest. If you have a slow period, then you should run a contest during that time. You can help incentivize certain products by doubling or tripling the commission on those items.

There’s also the king of the hill contest. If you want to really motivate your sales staff, publish their results on a regular basis and give out a king of the hill prize each month. This type of contest could include staff incentives such as parking spots, opportunities to work from home, or the ability to earn more commission for that month.

These three contest ideas are each an effective reward system for employees because they heighten the sense of competition and offer the chance to make more money. Use them and watch your sales grow.

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Retain Top Salespeople with these five strategies.

As a sales leader, it’s important to know the best methods for retaining staff. Learning how to keep employees engaged and motivated will ensure that your sales team remains strong and profitable over the long term.

https://youtu.be/3mS6332iDtk

To keep things simple, I have five things that you SHOULD do to keep your sales staff, and five things you SHOULDN’T do.

Here are a few things you SHOULD do:

First, recognize the success of your salespeople. Show your top performers how important they are on a regular basis.

You should also give your sales people a great manager. Think of the manager as the glue that holds everything together. They can help salespeople develop and reach their potential.

A third method I’ve learned for how to keep employees engaged and motivated is to make the work environment fun. Offer opportunities to win contests, organize group outings, and hold team bonding activities. This helps with retaining staff because it makes everyone feel like they’re part of something bigger than themselves.

Now, here are a few things you SHOULDN’T do:

First, do not waste time with too many meetings. It’s important that everyone stays on the same page and communicates regularly but if you have boring or unproductive meetings, your sales staff will be likely to go elsewhere.

You also don’t want to treat everyone the same. This may seem counterintuitive but everyone needs different things. Your top performers need to be recognized and given more freedom than rookies who haven’t yet proven their abilities.

Learning how to keep employees engaged and motivated is a HUGE part of being a sales leader. However, by following these strategies, you’ll have a good chance of retaining staff and building a loyal sales team that you can depend on.

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Within the sales department of any company, there should be appropriate incentive plans for employees so that they stay motivated to keep improving. This show is about the performance management techniques that can help you to develop your sales staff and boost efficiency.

https://youtu.be/mUCMC8qb1O8

First, you should never promote your best salespeople to managerial positions. When this happens, you often lose top performers and gain inadequate managers.

Instead, you should develop a sales track that compensates people well for relationship development. In some organizations the top performing salespeople can even make as much as the top managers. Appropriate incentives will help to motivate your staff from the very beginning.

Aside from having appropriate incentive plans for employees who perform well, one of the best performance management techniques is to track everyone’s performance and publish the rankings. This way, the best salespeople are elevated within the organization and everyone below them can have something to aim for.

Beyond that, you should give lots of attention to the salespeople in the top 30 percent of the organization. The top 10 percent should be recognized for their achievements while the next 20 percent should be given additional training and support so that they can move into the top 10 percent.

The bottom 10 percent should be cut loose every year. Your energy should be put toward improving the performance of the rest of your sales staff.

The performance management techniques that you implement should be designed to elevate the performance of all salespeople at once. Remember to pay special attention to those who have the potential to improve. Likewise, make sure that any incentive plans for employees that you implement reflect the importance of your top performers.

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How To Get A Raise In Sales: This show is not only important to those who want a raise, it is important to sales managers who want to keep the best people.

https://youtu.be/4xxDKF_zvyU

If you’re a salesperson and you want to make more money, focus on business value creation. Although you can get paid well within the scope of your compensation plan, if you want to negotiate a raise, you’ll have to prove that you’re going above and beyond for the company.

To do this, the first thing you’ll need to do is keep track of the value you’re delivering. This value can come in a variety of forms. It could be creating additional revenue for the company, helping your manager succeed, or helping the entire team grow.

In each case, it’s the value that you deliver that will allow you to negotiate for higher pay.

If you want to know how to get a raise in sales today, try these methods:

First, you can potentially negotiate a higher commission rate on types of business that are difficult to obtain. For example, if you have a connection with the oil and gas industry, you can leverage that relationship and propose a higher commission. This is a good example of business value creation because it’s an industry that your company might not otherwise have had the chance to break into.

You can also demonstrate that you’ve fostered lasting relationships. You could propose a longevity bonus for retaining a client over a long period of time. Your ability to retain a client is extremely important to the company because it ensures them ongoing business.

These are just two of the methods for how to get a raise in sales. Depending on your company, some might work better than others. What’s important is the business value creation. This will allow you to prove that you deserve more for the work that you do.

Be sure and listen to the entire show and download it with the podcast player below.

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This show is the first in a five part series all about the different sales commission plans and compensation methods that go into sales team motivation.

https://youtu.be/Rj14XyDksUI

It’s extremely important to motivate your salespeople in the right way. But what’s the best way to do it?

I’ll go over a few different examples of sales compensation methods so that you can decide for yourself which one you think would work the best for you.

One method is the straight commission model. This means that when you go out and sell something you get a certain percentage of revenue or profit. In this scenario your income is uncapped but you don’t make any money unless you sell something.

Another one of the more common sales commission plans is the variable commission model. This means that you get paid different levels of commission based on how much you sell. For example, the first ten units you could get paid 10 percent and the next ten you could get paid 15 percent. Some companies provide variable commission based on what kind of product is sold. This is a way of directing sales team motivation toward certain strategic items.

Another method is residual commission. This means that when you sell a product you get paid both today and for the length of the customer’s relationship. Even if you stop working, as long as the customer continues doing business with the company, then you still get paid that residual income.

There are several other sales compensation methods that I cover in the video but these three sales commission plans are common options among sales teams. I invite you to explore the rest of the series and think about which method of sales team motivation would work the best for you.

Be sure and listen to the show on the podcast and download on the player below:

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If you want to close more sales deals, this is the show for you. These six questions will have prospects telling you their deepest secrets and you can help them solve problems. Watch here but be sure to listen for bonus content on the podcast:

https://youtu.be/KAPRrsPVLXw

Is asking questions really the key to closing more deals? You bet it is! In this video, 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.

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The best place to start in any sales process, in any industry with any client is at the top. Today's show will help you set your strategy for selling to the boss. Be sure to listen to the entire podcast (player and download link at the bottom) because I've included some bonus content that is not on the video.

Watch here:

https://youtu.be/QqYe5vpb_-o

Whether you’re trying to sell your services to a corner shop or a Fortune 500 business, you should always aim to start at one place, the top.

In this video I give 5 of my secrets for selling to the c suite of any business and I explain why you should always go straight to the executives to sell in the first place.

When making sales, going after people in lower positions will often lead to unnecessarily long and drawn-out sales processes. This is because when you’re trying to sell, the decision has to make its way up to the top anyways.

Instead of going through this lengthy process, cut out the middle man and just go straight for the top yourself. When you sell directly to the executives of a company, you’re saving yourself valuable time and energy. This is because when you sell to the c-suite, you’re speaking directly to the people who make all the decisions.

Don’t waste time trying to sell to the people who aren’t making the decisions. Save yourself the effort and learn how to deal directly with the people at the top.

Now here's the bonus content:B2B Mistakes to Avoid

This bonus section will help you blow the deal once you get to the meeting with the CEO. Be sure and listen because it is exclusive to this show only.

Listen or download the podcast below:

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