This week we are honoring Brooke Elder at Social Tenacity, where she has programs to teach people how to excel at network marketing and building a brand.

What we’ve accomplished (so far):

Tripled the closing rate (from 10%-30%) without spending more on marketing

How we did it:

- Evaluated the sales team, sales pitch, sales process, and accountability standards

-Consolidated the sales team from six to three salespeople (sometimes less is more)

-Added visual elements to the presentation (originally all over the phone)

- Moved calls from phone to face-to-face over zoom. 

-Ensured six minutes (10%) was spent building rapport during every meeting

-Added in a pre-close 

-Adjusted qualifying questions; based on 5 elements needed to qualify and created an environment for them to say yes after the presentation

You can find out more about Brooke at socialtenacity.com and don’t forget to grab your free 8 step code to convert leads to sales from me at freescript.jpmpartners.com  Yes, it’s the same framework we use for Social Tenacity’s team!

Have a great week!

© JPM Partners, LLC

I love sharing systems and building a sales machine, but today I want to share with you something that kept coming up in coaching calls this: Overselling. Here are some of the key takeaways from this week:

-You don’t want your sales presentation to plant objections in your customer’s mind. Information intended to overcome objections before they happen can cause the very doubts you are trying to prevent.

-If the client has said yes to the sale, advance to the close as quickly as possible.

-If you have made the sale and gotten a “yes” from the customer, proceed with the closing process, such as an application. Don’t wait for the client to tell you what the next steps are. Questioning if the customer is ready to proceed is inviting them to doubt their decision to move forward.

-The bigger question to ask yourself is, “Why am I overselling?” What doubts to I have that I’m assuming my clients will have? What work do I need to do to be more confident selling this product?”  If you have doubts about your product, the first person you need to sell is yourself!

Have a great week!

© JPM Partners, LLC 

This weekend I earned my Second Degree Black Belt, so I thought I’d leave you with some lessons from karate that translate well to sales:

1. Practice - How are you training to accomplish your goals? Don’t experiment with your client.

Have a great week!

© JPM Partners, LLC 

You have your scripted strategy and your playbook. Now it’s time to get some salespeople on board. Here are four things to look for in sales people:

1. Character: Who are they as a person? Do they have the moral and ethical values that match your company?

1. Personality: If this someone that you’d hang out with? If they can’t convince you of that, how will they build a relationship with your clients?

1. Work Ethics: How long did it take them to respond to messages? Did they show up early? Did they use correct spelling and grammar?

1. Emotional Intelligence: EQ over IQ. Sales is about making an emotional connection with the client’s problem. Even more so for complicated products, the salesperson’s job is to simplify the messaging and connect to pain points.

To find out more about our sales assessments, contact:  jpmpartners.com/contact

We all know the dreaded feeling of call resistance - that innate fear of picking up the phone; of being rejected. Here’s a step-by-step plan to get you into action:

1. Schedule it in: Put it on your calendar!

1. Get yourself in the right mindset: Get over that fear of rejection by visualizing a positive outcome. Remember you’re there to help people!

1. Prep ahead of time: Make as many calls as possible without putting the phone down. 

1. Batch your work: Get your calls over within a certain time period

1. Move your body around:: Keep that energy and positivity going, and your clients will hear it!

1. Call people you know aren’t going to answer first: Get in the groove.

1. Be very comfortable with your script: Get comfortable with your script so you don’t sound scripted

1. Give yourself a time limit: don’t do anything else until you are finished; shoot for little chunks with breaks in between.

1. Turn off your mind & take action: just do it!

1. Reward Yourself!

Have a great week!

© JPM Partners, LLC 

When I started JPM Sales Partners, I wanted to build commission-only sales teams for start-ups. Instead, I was helping with general recruitment and sales strategies. These were all things that aligned with my skill-set and know-how, but were not in the direction I wanted to go. People were telling me I should say no to these opportunities and keep my eye on the prize,

BUT:

-Go with your first instinct - if it is to say yes, go for it!

-Even if you know where you want to end up, you don’t always know what is going to get you there

-Even if you aren't going in the exact direction you wanted, it‘s probably somewhere good

-The more opportunities you say yes to, the more opportunities will come your way (say no enough and opportunities will skip you over)

Start saying yes to things that fall into your lap and see what happens. After all, that‘s how I got here, and I would say it‘s pretty great!

Have a great week!

© JPM Partners, LLC

It’s been a year of Monday Morning Motivator Meetings an its time for a recap:

• This year we made fifty-two, yes FIFTY-TWO videos

But it's more than that! It was a commitment to making one video every week on Monday morning. So this week‘s Monday Morning Motivator Meeting is about being present - being on time. Being on time is the first sign of a good team member. It shows respect and commitment to the aims and goals of a sales team. And it is part of the first impression that you make to a customer.

So don‘t forget: fifteen minutes early is on time, on time is late, and five minutes late you are forgotten!

And here is the position I mentioned:

https://www.linkedin.com/posts/jessicamagoch_a-very-reputable-company-in-my-network-is-activity-6625157980239257600-JC0T

Have a great week!

© JPM Partners, LLC 

Heyyy!!  This song was requested again so I thought it was time for an updated version. Cheers to 2020 and reaching your sales goals!

A New Year’s prayer for the females and males 

In the honorable, ne’e ornery profession of sales.

CHORUS:

This is my vision for you: That all your dreams come true. 

Happy New Year to you. 

It is my mission to get you more commission 

to decrease your attrition, make your dreams come to fruition. 

So, let your suspicion go, 

permission given to Musician erudition in this holiday rendition.

May you bleed the A leads and forget all the B’s

After all this year you’ve done all of those good deeds. 

May your prospects treat you with the utmost respect. 

May you connect and resurrect even those that were X-ed. 

CHORUS 

What will you do when you reach your quota?

Take a trip to Sarasota? Buy yourself a new Toyota?

Banish thee to the cold-calling corner!

May your bonuses come with no slownesses

Your renewals like jewels without cruel duels. 

And your increased revenue make you scream Yahoo!

In your kazoo that you bought down in Kalamazoo. 

CHORUS

Let me reinforce: There will be no buyers’ remorse

They’ll ne’er endorse to outsource like a painful divorce.

They’ll steer clear of your rear in the coming New Year. 

CHORUS

Beat by:  Chuki Beats http://www.youtube.com/user/CHUKImusic

Have a great week!

© JPM Partners, LLC 

Happy 2020! I got so many requests for a tutorial on how do I build my beautiful vision board on Canva that I decided to share my screen with you and show you exactly how I did it! 

A vision board is a visual representation of your goals, objectives and intentions.  You can call it whatever word works for your mindset, but the purpose is the same: If you don’t define your future, someone else will. So decide what you really want and create a visual vision board to see it every day.  

The wonderful thing about vision boards is that as soon as you create an intention, you actually send out vibrations to make it happen. Call it woo-woo, it’s woo that works. I shared my vision board last week and already 3  things are checked off because people saw them on my list and knew they could help!

You do not have to know HOW to get to your goal to put it in your vision board. Unlike a professional business, you do not HAVE to have a plan to get there. Sometimes you won’t be able to predict how visions come to reality, but that doesn’t exclude them. If you have a vision and you know how to get there, you can include more actionable tasks under your goal. For instance, if I want to gain 10,000 email subscribers, and I know my conversion rates, I can work backwards to know what my ad budget needs to be to get to that annual goal. 

Here is a link I have for you to try Canva. I get rewards for sharing it and it’s my favorite tool so of course I will!

https://www.canva.com/join/bistro-variety-ping

Have a great week!

© JPM Partners, LLC 

Well, 2020 is upon us and it’s time to start getting better results in your sales.  Here are 5 things you’ve just gotta stop doing in 2020 to watch your sales soar: 

1. Sending generic LinkedIn Messages - If your LinkedIn message can apply to anyone besides the person receiving it, it will get deleted. 

I guess my point to all this is, don’t do things that seem more efficient that cost you results.  In the end, it’s the results that matter. Be professional. Make every prospect the most important prospect of your life. Your bottom line will thank you for it.

Have a great week!

© JPM Partners, LLC