Nail The Sale

Karen became an entrepreneur after a very successful career in various positions in Corporate America, from software implementations to six sigma black belt to President of a company.  Yet her main reason for becoming an entrepreneur, like so many of us, was to be able to set her own schedule and devote time to trying to change legislation at the state level for people with developmental disabilities.  "Pick and choose when you want to work" Karen shares.  Listen in as Karen tell us what it takes to be a

Bad news happens and has to be delivered to your customers and clients in a certain way.  Listen in as Nancy & Rick make recommendations of just HOW to do it.  Nancy recommends "be direct and straight to the point", don't be crazy and abrupt "but throw them a bone will allow you to save face" Rick adds.  Stick to the facts.  When you embellish you lose credibility and trust.  "Let them vent'  Nancy says and don't interrupt.  The big nugget of the show is that you have to own it and Rick and Nancy d

Do you have plans in place to on board your new sales team?  Listen in as Rick and Nancy discuss stories of good on boarding experiences and bad ones.  In the first 40 hours a new member of your team is figuring out if they made a good decision to join your company and those 40 hours will show them the culture you have, and the culture you expect.  What is the culture you're conveying?  Rick shares how as a corporate sales trainer he scripted out every minute of every day that first week for his new fol

There are times we build our entire day or week around an appointment that might be many hours away and maybe we actually had to fly there.  How do you reduce the chances of showing up and no one else does?  We've all had that feeling, the pit in our stomach that says... OH NO!  Here is a list of things you can do to reduce the chances of that actually happening!1)  Set the appointment at their office  2)  Confirm their address or the address you're meeting  3)  Send an electronic calendar invite an

In every single attempted sale, a sales professional will have to overcome three objections:  NO TIME, NO MONEY, NO URGENCY!  Listen in as Nancy explains "its up to us to bring these objections up before they do".  We have to get them off the table first.  "If you bring value, you can overcome all three" Rick says.  Don't miss the example Nancy provides for ROI that you can use to give a dollar amount of savings to any potential sale - no matter if it's a product or a service in ANY industry.

Listen in as Rick and Nancy discuss the importance of taking vacations.  Traveling gives you the much needed time to rejuvenate, regroup, refocus and reflect.   There are so many physical and emotional rea-sons to go!!!  Even if you can only get away for a couple of days on a shoestring and you stay in a tent on a free campsite.  "Downtime is required for entrepreneurs,"  Rick says.  You will come back from a vacation recharged and ready to work harder and get more accomplished than if you had stay

"It's ok to fall into a slump, it's just not ok to stay there" Rick says from the team of Nail The Sale.  In this episode, Nancy and Rick walk you through the tools you need to pull yourself out of a slump.  "Surround yourself with people who are more successful than you and be grateful for where you are!" Nancy says as she walks you through how she recently pulled herself out of a slump with just one phone call.  Rick walks you through why attitude and belief will keep you out of a slump but how it can

Listen in as Carol tells us her crazy story of how she got started being an entrepreneur.  Carol shares why she provides entrepreneurs free tools and information to help each of us move our businesses forward.  "I love to empower people," Carol says.  Carol encourages us to join local networking groups and start speaking on a regular basis.  She shares why we shouldn't sell from the stage in a pitch kind of way, but what to do instead - sharing how you get results for your clients.  If you're brand new

Rick started his career selling insurance door to door.  Nancy got her start selling cutco knives.  Listnen in as they both share incredible nuggets of what you have to do to win selling in the home.  1)  Numbers Matter2)  Dress one step up - be crisp3)  Eat and mint and check your smile4)  Be ON TIME5)  Get to the kitchen table6)  Be at ease & make a friend by talking about their nic nacks7)  Eliminate distractions8)  Keep it to the time scheduled9)  Ask for the business10)  Ask for referrals