Nail The Sale

It's not about what you do, but what do you do that's different or simply put, as Rick says, WHY YOU?  Listen in as Rick and Nancy discuss what USP's are, as they help you discover what your USP is!

After getting so much feedback on Episode 127, we were asked for the things we have to do to move from the bottom of the pack to the top.  Here it is!

1)  You have goals set

2)  You are doing money-making activities daily

3)  You have an eye on your entire pipeline and are doing what it takes to keep it even

4)  You respond to inbound leads within a few minutes

5)  You own your results

6)  You have systems in place

7)  You talk less and act more

8)  You have great time management skills

9)  You have a closing conversation daily

10)  You know your competition

How many stages do you have in your sales pipeline and how long should a lead stay in each stage?  Is your pipeline stale or is it fresh?  Think of your sales pipeline as a funnel, if it gets clogged at any one stage, and you're trying to pour gasoline into the top, it's going to start spilling out and you're going to crash and burn.  Listen in as Rick and Nancy discuss the importance of moving leads through each stage and how to decide to toss a lead out or keep in flowing through that pipeline.  

Top producers have the choice of any job, anywhere at any time.  That's quite the difference from those who are the bottom 20% of sales professionals or entrepreneurs.  The bottom dwellers are constantly changing companies or changing their product offerings.  In 2016 Objective Management Group did a study of 1,100,000 sales professionals from 11,000 different companies and they published the data across 21 criteria.  Today, Rick and Nancy discuss the top 5 differences from those at the top, versus those at the bottom.  

We are in sales or in business for ourselves to make money and to have a lifestyle that we wanted to create unlike the majority of folks who have typical 9 to 5 jobs.  Are you ever really told what numbers you need to hit?  Or are you truly focused on creating a lifestyle that the majority of people will never ever experience?  

Listen in as Rick and Nancy dig into the differences and the details.  

All sales people have been played at some point in their career.  What does being played mean?  It means you're being used to get a better deal OR maybe they are never going to buy what you're selling but they lead you on that they will eventually.  Listen in as Rick and Nancy give you tips to know when you're being played and what to do to make sure that you don't.  

What does it mean to be relentless?  Listen in as Rick and Nancy discuss GOOD, GREAT AND UNSTOPPABLE and the common attributes associated with each.  Is this the year that you're willing to be driven, never satisfied with good or great and always willing to grow?  Let Rick and Nancy guide you to the next level with this episode of Nail The Sale.

This episode is about the power of the ask!  The power of the questions.  If people approach you about your product or service as in a retail environment or a referral.  

1)  Happy Greeting including a smile

2)  Small Talk - use the weather, everyone can talk about the weather

3)  Find Something in Common

4)  Start With Either OR Questions

5)  Use Open-Ended Questions - How, What or Help me understand?

SPIN stands for Situation, Problem, Implication, and Needs Payoff.  Listen in as Rick and Nancy discuss each of these stages and why certain techniques work for smaller sales but fail miserably in larger sales.  This episode truly digs into the questions needed at each of these stages and why you need to ask them.  

Getting past the receptionist is a skill that every sales professional and entrepreneur must have.  Listen in as Rick and Nancy provide you 10 ways to get past the receptionist to get to the person that you really need to talk to.