Morning Burst of Inspiration

How good are the references given to me by salespeople themselves?

Of course, they would pick references that would give them positive information about them…

If possible, I would get sources outside of their spheres of influence.

Today's episode of Daily Burst of Inspiration reading "New Sales Simplified" by Mike Weinberg, References, and all the sales weapons in the arsenal.

A stockpile of available weapons to launch a new business sales attack.

Our role is simply to fire them, when appropriate, to help advance the sales effort.

Sales StoryNetworkingSocial MediaEmailProactive Telephone CallVoicemailTraditional Printed Marketing MaterialsDigital Marketing Tools: Blogs, Podcasts, Online VideosWhite papers and Industry ExpertsThe Initial Face-to-Face Sales CallProbing QuestionsCase StudiesSamples and DemosTrade ShowsFacility ToursTeam SellingEntertainmentPresentationsProposalsReferences

Which of these weapons are most applicable for your own new business sales initiative?

Which few weapons, if mastered, could most dramatically improve your effectiveness?

How do you structure your proposals with each of your prospects?

Do you include objectives? 

The budget?

The urgency to solve?

Your Unique Selling proposition?

Today's episode of Daily Burst of Inspiration reading "New Sales Simplified" by Mike Weinberg, Proposals as one of the final weapons to deploy. 

From Warren Greshes's book "Best Damn Sales Book".

When these proposals are sent into your inbox from strangers. 

They appear mysteriously and randomly.

What's the percentage of it being closed? 

Zero!

It's not about just shooting those emails.

Find out if there's a need and a potential. 

Similar with presentations - it should be well crafted. 

Take it from lawyer templates - a lot of copy pasting and changing of names and addresses.

Proposals in a way could be similar - the writing skills should be honed. 

Don't know how to do it?

Get help from other experts (or Upwork) and a lot of other sources. 

Spend once and then use it again and again...

Lastly, proposals should be followed with phone calls!

They are bound to have questions regardless of how well the proposal was created.

How do you give a killer presentation?

The content of the message?

The beautiful designs of each slides?

The time you put in rehearsing the whole thing?

What's that "wow" that makes your product come alive into your prospect's eyes?

Today's episode of Daily Burst of Inspiration reading "New Sales Simplified" by Mike Weinberg, we talk about Presentations as part of the sales weapon.

This is indeed true and based with my personal experience.

He is talking about powerpoint presentations, pdf's, Print it whatever it is…

There's a lot that goes in there:

-Pictures-Wording-Flow-Look and Feel

The Art and Science!

Then partnered with the right way of delivering it!

-The Right Words-The Right Posture-The Choreography

Like a show!

Other companies present lavishly costing thousands of dollars

The beautiful papers and colors - almost like an expensive binder.

Perhaps it's worth it?

In self promotional marketing field.

They used to talk about creating a kind of business cards.

That prospects could never throw out because of it's masterpiece!

I'd say do the same on presentations.

Make it a masterpiece that the prospect can't get himself to throw it out.

My friend, How do you create your masterpiece presentation?

How do you entertain prospects without straining your budget?

Tickets to customer's favorite sport event?

Dinner spot at a nice restaurant?

Coffee shop?

Entertainment takes the customer to another level and in another environment.

The sales tension side of it subsides.

Would you spend thousands of dollars on it?

Remember, it's the experience that matters.

Today's episode of Daily Burst of Inspiration reading "New Sales Simplified" by Mike Weinberg, we talk about Entertainment as part of the sales weapon in the arsenal.

There is a way for us to utilitze our weapons appropriately

Through that, help grease the wheels of prospects.

So, there's this interesting little book called "Mr. Schmooze" by Richard Abraham.

It's about a salesman who had a tremendously large database.

His way of sales is abundance of energy as well as taking care of his customers.

And whenever he heard somebody is into something like his son is practicing basketball?

He would right away arrange for someone to coach that kid and somehow make a big impression.

Anything relevant to the customers.

Point is.

When offering entertainment, not all the time that you will also be there!

It could be entertainment for the customer - without YOU being there.

Where can you help your customer have a wonderful and fun experience?

Where he can remember you in that light.

Michael Jordan was the leading force for the Chicago Bulls.

But was he able to win all Championship titles alone?

Truly he was the dominant hand - but winning the league is not about indiviual accolades anymore in order to accomplish history.

There goes teamwork.

In sales, this is a powerful weapon to win the prospects and clients.

Each role is vital in order to fulfill the mission.

Today's episode of Daily Burst of Inspiration reading "New Sales Simplified" by Mike Weinberg, we talk about Team Selling as part of the sales weapon in the arsenal.

Let's say in the software business.

There will be other people involved in the sales process.

IntegrationCustomizationTrainingAccount Management

Your prospect will have the opportunity to speak to everyone involved in each of the stages.

Given that, everyone should be coordinated and should have sales and technical training to ensure smooth transitions with the prospect.

What else should be critical in each role?

The Do's and Don'ts.

The What and What-not-to say…

Like the site tour - everything and everyone should be orchestrated.

Who else in your company should prospects be talking, to ensure prospect's confidence for the company?

Who is still doing prospecting site tours?

If you do it right, it could be a well-orchestrated selling machine.

One of Mike's sales mentors sold 401K plans for a giant financial company.

So, they used to do site tours for prospecting.

But, every step of the tour was perfectly planned, key players rehearsed their roles.

A brilliant sales process.

Today's episode of Daily Burst of Inspiration reading "New Sales Simplified" by Mike Weinberg, we talk about Facility Tours as part of the sales weapon in the arsenal.

Zappos does free site tours.

Prospects are able to see the culture, the vibes thedifferent departments and how they operate.

I went once, and it was an amazing experience.

They were bought by Amazon, one big reason is because of the culture.

And Amazon also started offering free site tours, definitely worth 2 hours of your time.

What do we get out of it aside from the vibrant staff and seamless operations?

The whole tour is actually a sales pitch!

What do you think about it?

Would you be using site tours as part of your sales tools?

Don't kill yourself to be unique!

Be functional - before doing extraordinary stuff.

Sometimes the most useful item may not be the most expensive.

Today's episode of Daily Burst of Inspiration reading "New Sales Simplified" by Mike Weinberg, we talk about Trade Shows as part of the sales weapon in the arsenal.

While it is challenging to determine the ROI of doing trade shows.

It sure is important to showcase your business live with large numbers of customers and prospects.

Trade shows and other events are very noisy.

The keys to be efficient is:

Stay with the customer.

One at a time.

Get essential information about them.

Who?

What?

What did they say?

And follow-ups.

The most money wasted during trade shows are due to no follow ups.

Streamline the process.

Prepare the email templates.

Prepare the execution of getting this process done even after show.

Everyone remembered the free sample CD's from AOL?

Would you call it ingenious?

Perhaps it was mind-blowing to calculate the cost.

But why?

They must have figured out it will be worth the cost to get new prospects.

The easiest way to lead generate.

Today's episode of Daily Burst of Inspiration reading "New Sales Simplified" by Mike Weinberg, we talk about Sample and Demos as part of the sales weapon in the arsenal.

In John Abraham's vitamin business. They picked up: "What is the lifetime value of the customer?"

"How long does the customer stay once they start?"

Let's say in average - 3 months?

Ex: If I give him a 30 day free trial, they pay $20/month for 3 months.

Sale is worth $60 - and profit margin is 50%. There's $30 profit to play with.

A company can decide if it's worth the cost.

And whatever your business is. Figure out the context of this question.

"How can I give you a free sample or demo of the product and service?"

"How do you build your sales approach around samples and demos?"

"The proof is in the pudding"

Case studies also known as testimonials…

It’s a thing of beauty when a salesperson weaves relevant case studies and client successes into the dialogue with a prospect.

Today's episode of Daily Burst of Inspiration reading "New Sales Simplified" by Mike Weinberg, we talk case studies as part of the sales weapon in the arsenal.

Could be audio, video or some people use stories that could be typed up.

What's the idea here?

In the initial phase, after your talk.

Do prospects really know you?

Does he have some kind of assurance?

Do you walk the talk as you say you do?

Where is your proof?

What can you do better to remove their doubt?

Case studies don't actually make the sale but without validations, it will certainly be harder to close those deals. Right?

It's not about the customer, the inflation, unemployment, the economy etc.

It's actually on you.

This case study weapon is as good as the salesperson.

Perhaps there are some steps you missed. Therefore, customers have doubts.

"The biggest happiness is when doubt has been removed" - The Talmud.

"Procrastination is a lack of clarity"

Why do we ask the "why's"?

Better selling is accomplished by asking great questions rather than great presentations.

"Not every question that's asked needs to be answered with an answer - a question that is asked could also be answered by a question" - Lou Landau.

In this episode of Daily Burst of Inspiration reading "New Sales Simplified" by Mike Weinberg, we talk about probing questions as part of the sales weapon.

In sales, probing for clarity is essential when one become proficient at asking pain-seeking, opportunity-uncovering, probing questions.

The 5 W's: Who, What, Where, When, + Why.

Why do you think you said that?

What do you feel about it?

Who do you think said that?

Do you agree with that?

How does that make you feel?

No need to jump for your opinion.

It's much easier to question his beliefs/statements…by asking the right questions the nonchalant way.

"Mr. Prospect, allow me please to clarify".

You can keep asking why, why and why - until eventually will get the truth.

Asking the right questions - the right way.