Nail The Sale

There are 4 ways to increase revenue in any business, 5 if you include reducing overhead.  Raise prices, Upsell current customers, Increase the frequency of use, reactivate past lost customers.  Listen in as Rick and Nancy discuss in depth the power of the upsell and how you know when it's time to make that call to a valuable customer.  Don't miss at the end when Rick helps you analyze your opportunities.  

If you're feeling called to do something bigger than yourself listen in as Nancy interviews Shannon Carlton author of Manifest Your Vision with Grace, Gratitude, and Growth and entrepreneur.  Shannon also shares why market research is so important BEFORE you launch your business and how to get the feedback you need to have a closing ratio near 100%.  She passionately digs into how you can use vision boards and habits with a weekly agenda to hold yourself accountable to get where it is you want to go.  Don't miss towards the end of the show where Shannon adds, "There are times you're not going to feel like it, and you have to make shifts and pivots."

In this two part series Rick and Nancy dig into the Upsell.  In this podcast, share with you the 8 steps you need to do inorder to set yourself up for upselling a current customer.

1)  Handwritten note the day after the first sale

2)  Day 7 - phone call to check in

3)  Day 14 - email them valuable information about their industry

4)  Day 21 - send them a referral or potential customer

5)  Day 31 - Schedule a breakfast, lunch or dinner

6)  Day 38 - Schedule an appointment and ask them for a testimony

7)  Day 45 - Another thank you note for the appointment

8)  Day - 52 - Present your upsell

In order for you to take your business and your income to the next level, it is critical to stop being judgmental.  People can sense your expectations.  Listen in as Rick and Nancy give you 3 simple steps to becoming a non-judgmental professional

Closing a whale client can drastically change your business overnight.  Are you hunting them?  Do you have a goal set to catch one or two this year?  Or do you fear hunting the whale?  Listen in as Rick and Nancy provide you a 5 step process of catching whales in your industry.  

Listen in as Rick and Nancy discuss the dos and don'ts of using sarcasm.  The occasional sarcastic remark might seem harmless, but is it?  The person using sarcasm thinks they are being funny, but the person who the sarcasm is directed at doesn't at all.  People judge you every day by what you say and how you act.  Know how sarcasm makes someone else feel before you use it with a customer or prospect.  

Listen in as Rick and Nancy discuss 9 elements of a successful negotiator so you can hear two of the most important words in negotiations "THAT'S RIGHT!".  

Listen in as Rick interviews Anthony Ippolito a true Bootstrapper who has multiple companies under one umbrella.  Anthony shares what it takes to get the Research and Development done to get your widget off the ground as well as a 4 point marketing plan to follow.  Don't miss the end of the show where Anthony talks about the importance of walking slowly before you run.

How do you know when you need a RE-SET?  Listen in as Rick and Nancy discuss the symptoms that show you that you may need to do a Re-set.  In today's show, they discuss 8 symptoms that give you the hint that you need to re-set what it is that you do, or the direction you're going.

1)  Frozen on prospecting

2)  Don't feel connected to your goals

3)  Everything feels routine

4)  Your day ends earlier and earlier

5)  No passion

6)  Everything seems like a struggle and a grind

7)  People are constantly asking you, "are you ok?"

8)  You can't see your dreams becoming a reality

Listen in as Rick and Nancy discuss 10 tips to ensuring you are getting the absolute MOST from a sales training session.

1)  Be 100% Present

2)  Take Notes

3)  Ask Questions

4)  Role-Play With The Trainer

5)  Apply A Nugget You Learned Right Away

6)  Ask Others To Be Quiet

7)  Add Value

8)  Participate In Breakouts

9)  Ask For Examples To Better Understand

10)  Ask Others For Input