Inside BS Show

In consultative selling, discovery sales questions are fundamental because they allow you to start building a bond with the prospective client right away. Here are the top sales questions that you should be seeking answers to. Be sure to listen to the podcast for BONUS content via the player at the bottom of this article.

https://youtu.be/jvIA20qP4N4

The first thing you should ask about is the client’s desired outcome. What are they hoping to achieve? Be as specific as possible. If you don’t ask, your client might simply describe the symptoms of their problem rather than the problem itself. Just as a doctor diagnoses what a patient’s disease is, you must figure out what the problem is for your client.

The second of my top sales questions is, “why is the outcome so important?” What are the consequences of not meeting the client’s goal or outcome? Is this a long-time problem? These discovery sales questions will help you identify the personal nature of the client’s problem.

The third thing you should ask about is why they need to solve their problem now. What factor is driving the process for them? Whatever the motivating factor is, use it to your advantage.

The fourth thing is to find out is who else is involved. Often, big issues involve more than one person. Who else is affected? Make sure that whoever is involved becomes a solution to the problem rather than a barrier.

The fifth thing is to get a plan for moving forward. Starting is often 90% of solving a problem. When closing the sales meeting, tell your contact at least three actionable steps they can take right away.

These are what I consider the top sales questions when it comes to consultative selling. Use these five discovery sales questions to instill confidence in your client and build trust.

Be sure to listen to the podcast for BONUS content via the player below:

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Are you ready for some success tips to help you become the best salesperson? We've got that for your on this episode of the Do This Sell More show.

https://youtu.be/hh9eAV95ERM

Today's show contains:

➜ 5 sales tips and tricks to get more business

 ➜ The key habits of any successful salesperson

Succeeding in sales is no easy feat. No matter what you're trying to sell, it takes a lot of work. But even more than just hard work, you need to have the right mindset and knowhow if you want to see fast and consistent growth.

Luckily it's never been easier to get information than is now through the internet, but there's still a problem.

With all of the "sales gurus" out there each with their own brand of advice, which one are you supposed to follow?

As someone who's been in the world of sales for some time, I know what it takes to achieve success. In this show, I give 5 actionable tips and tricks that you can start using to see consistent growth in your numbers.

Be sure to listen to the podcast (player and download below) for some bonus content:

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If you don't tell people how good you are, nobody will ever know. Alan Weiss always says: "If you don't blow your own horn, there is no music." The thought of this makes most people uncomfortable. There are ways to advertise your services and promote yourself without looking foolish. I outline them in this episode of the Do This Sell More Show.

https://youtu.be/7otgFJ_hbGM

Advertising yourself and promoting the services you offer is an essential part of any business. In order to grow your business at a steady rate, you’ve got to get out there and promote what you do, but many times self-promotion can come off more like bragging instead.

No one wants to sit and hear you brag about your business, and if you come off as bragging while trying to promote your business it will likely chase away many of your would-be clients. In this video I explain how you can promote the services you offer without bragging.

The line between promoting your business and bragging about it can be thin at times. But if done correctly, self-promotion can easily become one of the most powerful tools at your disposal.

Listen and download the podcast using the player below:

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Asking great questions is the key to uncovering a clients needs. That is essential to providing value. I have a list of questions I call discovery questions and we use them specifically for this purpose.

Today's episode of the Do This Sell More Show - the podcast - contains three segments and the first one is on discovery questions. I actually share my discovery questions with you and they are yours to use as you see fit. Here is the video of that portion of the show.

https://youtu.be/p4P-BjtfGvU

How to Start a Networking Conversation

Our second segment of the show is all about networking.

The most important thing to keep in mind is that you are trying to start a relationship by delivering value before you ask for anything. Whenever I do a presentation on networking tips for beginners I have to remind them of this.

If you're wondering how to start a conversation, here is the script:

Hello.

My name is ____

What's your name?

What do you do for work?

How did you get into that?

How is business?

If you could change one thing about your business what would it be?

Would you like some help with that?

I want to introduce you to a friend of mine...

There are hundreds of other professional networking tips out there but this is the best way to start a conversation at a professional networking event.

Fear of Rejection

The third and final segment tonight is about overcoming fear of rejection. I share my foolproof strategy for getting past the apprehension we all feel when offering our services to someone.

There is one subject I am asked to address more than just about any other. That is how to overcome fear of rejection in sales. There are four steps to overcoming fear of rejection. They are:

1. Acknowledge it as Normal

2. Disassociate it with You (About Them)

3. Learn from Each Attempt

4. Ask Why, When, How, and Who

Fear of failure and rejection are often linked together but they shouldn't be. Fear of rejection is about being accepted. This is an essential part of human nature. You can overcome this fear by pushing through it and I show you how in this video.

You don't want to miss this show. Please listen to the entire episode on the podcast player below and subscribe wherever you get your podcasts.

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This show has two specific segments. The first is a referral script that is guaranteed to make you more money. The video and the description to that show segment is below:

https://youtu.be/zU0RG_uXtaw

If you want to learn how to ask for referrals in sales, then this show is for you. The best way to get referrals is to focus on delivering value in every interaction. You’ll probably end up giving much more value than you receive. Don’t worry; it’s worth it. In order to make the referral process easier for you, I’ve decided to take you through my referral script.

This script is meant to provide you with the following information about your acquaintance:

- What they do for a living.

- How their business is doing.

- Their challenges and goals.

- Who they would like to be connected with.

By getting this information I can determine which of my contacts I can introduce them to.

You see, the best way to get referrals is to build a relationship with someone BEFORE you ask for anything in return. In terms of learning how to ask for referrals in sales, asking questions is useful because it’ll show you how you can help your acquaintance.

After getting the information that I want, I then set up the meeting with my contact.

Of course, in this example I didn’t actually get a referral, I GAVE one. This is the key.

You have to give value first.

Inevitably, the person will thank you for the referral and you can say, “You're welcome. I know you would do the same for me.”

Now, you hopefully see why delivering value is the key to learning how to ask for referrals in sales. Too many people come right out and ask before offering anything themselves. However, the best way to get referrals is to give value so that the other person will feel glad to give you a referral in return.

The second segment of the show centers around the common client objection: "I want to Think It Over." This is totally preventable and it can be easily handled if you know what you're doing.

https://youtu.be/MWRVQ4dxnmc

We’ve all been there, you’ve put in a great pitch and it should be a done deal, but the client leaves you hanging with those dreaded words, “I have to think about it”. In this video I share some simple steps to help you combat these stall tactics, and better yet, to make sure you never have to hear those words again.

First things first, if you hear these words it means you’ve neglected a very important aspect of your initial dealings with your client; the qualifying process. If you qualify them properly right from the start you’ll make it virtually impossible for them to hit you with an ‘I have to think about it’ excuse. To do this, you need to ask the right questions to find out these three things:

- What resources they’ve got available (can they afford to work with you?)

- What problem they want solved (is it something you can achieve?)

- Are they ready to make a decision now? (Have they got a time-specific goal in mind?)

Now you’re armed with valuable information that will help you close the deal and avoid stall tactics. The next thing to do is set up a first consultation and let them know how it’ll go down. Make sure they understand that at the end of this meeting you will both decide whether or not to work together. This leaves no room for stalling when decision time comes as they’ve been well informed that this is the expectation.

If on the off chance you do get a “I have to think about it” after all that, then use the strategies shared in this video to overcome all stall tactics and objections and turn the situation around.

This show is packed with actionable ideas. Listen on the podcast player below and if you want to become a member of our community, subscribe on YouTube and to the podcast.

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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.

https://youtu.be/o-D_EGCJ2wI

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.

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Strategic alliance partnerships are the fastest way to grow business revenue. As a definition: A strategic alliance partnership is when you and another company (or person) who targets your ideal client, get together and share marketing opportunities. This show is a "How to guide " for developing and leveraging these opportunities to grow your business. If you want to grow your business quickly, you don't want to miss this show.

https://youtu.be/-6OAdqWgiL0

Strategic partnerships come with many advantages. However, one of the biggest is the access you gain to a new market. When you develop a partnership with someone, you’ll be able to connect with their audience.

A second advantage is the trust that you’ll gain through your new relationship. Once you start a successful collaboration, your partner will start endorsing you and thus your reputation will improve, making it that much easier to find new clients.

Now, what exactly does this kind of relationship look like? Here are two examples of working together in a strategic partnership:

Barnes and Noble and Starbucks provide a good example. Although they’re independent businesses, when you go to a Barnes and Noble you can also get a coffee at Starbucks because of the agreement they’ve made that allows Starbucks to open restaurants in Barnes and Noble.

With this agreement, Barnes and Noble and Starbucks end up sharing customers and Starbucks gets the endorsement of Barnes and Noble by being featured in their stores.

A second example is a dentist and a wedding photographer. In this example, the wedding photographer could include teeth whitening in their premium package. This way, the bride gets a free whitening, while the rest of the wedding party end up getting a whitening as well, which they’ll pay for.

These are just two examples of working together in a partnership but they illustrate the mutual benefits of these kinds of relationships. Successful collaboration can be a gateway to new markets and better sales opportunities.

Listen or download the podcast by using the player below:

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Not everyone fully appreciates the importance of networking in business. However, learning how to start networking effectively can be one of the best ways to build your client base and grow your business. In this show, I cover the types of groups you can target when networking and how to actually go about doing it.

[embedyt] https://www.youtube.com/watch?v=H70zAWRxmP8[/embedyt]

First of all, let’s address one-on-one networking. This is when, for example, you go out to lunch with someone and at the end of the meal you exchange business cards. This is not an effective networking strategy because it takes time and often nothing ever comes of the meeting.

Group networking is far more effective because it allows you to become known to large groups of people. The importance of networking in business is that it allows you to build contact with people who can lead to more business. If you can learn how to start networking within various organizations you can market yourself to hundreds of people at once.

One type of group that can be beneficial for networking is the industry group. For example, if you sell medical devices, you can join an industry group that has a lot of doctors. This is the type of group that your ideal client would be a part of, and thus you could find other clients by becoming a member.

Now, to make the best use of these groups it’s important to be referable. Show up to the meetings, be polite, and don’t gossip. The importance of networking in business is that it makes you known to people. Make sure that people know you as a reliable person.

Once you know how to start networking effectively, you’ll have access to a large pool of potential clients, which will expand your business opportunities.

Here is the podcast:

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In this show, I cover how to prospect on LinkedIn and go over some of the uses of Youtube that you may not have been taking advantage of up to now. Using these resources can help you immensely as long as you know how to manage them in the right way.

[embedyt] https://www.youtube.com/watch?v=9wE0Lfbu1Zc[/embedyt]

One mistake that’s important to avoid on LinkedIn is accepting just anyone who wants to connect with you. You should be connecting with clients or with people who can provide you with referrals.

Likewise, other people should be able to go through your network and request to connect with your people. This means you should know who’s in your network and you should be able to trust them. It’s a good idea to have at least introduced yourself to the people in your network.

Aside from knowing how to prospect on LinkedIn, it’s also important to familiarize yourself with some of the uses of Youtube. I recommend doing an interview show each week in which you talk to potential clients about their businesses. You can then share the video with your LinkedIn network. This is a mutually beneficial proposition because both you and the interviewee will be gaining visibility.

Another way you can use Youtube to your advantage is to take the video that you upload and just use the audio to create a podcast. There’s nothing wrong with having both a video and audio format of the same content.

If you know how to prospect on LinkedIn, it can be an extremely useful resource. By learning how to do it in an effective way, along with learning the different uses of Youtube, you can expand the number of potential clients that you have while delivering valuable content.

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There are many effective lead generation examples that are available to you if you don’t want to cold call. In this show I specifically cover the publishing process and how you can use written content to find clients.

[embedyt] https://www.youtube.com/watch?v=KZPuLfLZeUo[/embedyt]

First of all, let me mention some reasons why written content can be so beneficial. For one thing, it establishes credibility. When people read what you’ve written, they know that you know what you’re talking about.

Written content can also offer lots of visibility because when you publish in an industry journal or newsletter, people in that industry will discover you. This is a huge benefit because these people may not have otherwise found you.

For these reasons just listed, written content is one of the best lead generation examples that I can think of.

Now, how do you actually get published?

As for the publishing process, there are a few steps you should follow to ensure that you eventually get your article accepted by an editor. It all comes down to convincing the magazine that your article will help them.

I always write an outline describing what the magazine can expect from the article, why it’s unique, and who my readers are.

I also describe my marketing plan. I explain that I’ll promote it at speaking engagements, on social media, and however else I may choose to market it. Once I’ve written the outline, I send it out to editors, making sure to follow-up with a phone call and a physical copy of the outline.

Once you get to know the publishing process, following these steps will make getting yourself into publications simple and straightforward. There are many lead generation examples but perhaps none establish credibility and put you in front of such a large audience as written content does.

Here is the podcast, listen now:

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