Nail The Sale

Are you positioning yourself as an Industry expert?  Do you want your clients and potential customers to see you as a resource?  Listen in as Rick and Nancy provide you with 9 solutions to do just that.

There are always times in a sales career that we get into a slump and just talking to a warm body, someone who can fog a mirror makes our day.  But getting out of the slump is important and to do that we all need to be speaking to the right person.  Listen in as Rick and Nancy dig into making sure you've got the right person who can actually make a decision about what it is you have to offer.  

Have you heard the old adage it is easier and less expensive to keep a customer than to find a new customer?  The same is true in adding an additional sale to an existing customer.  Listen in as Rick and Nancy discuss how to do an effective upsell.

When you are going in cold and you don't know who you are speaking to, how do you find information out about that person or company?  What questions do you ask once you get an appointment and what do you need to know before you walk in the door?  Listen in as Rick and Nancy dig into this topic.

Should you leave a message or not?  If you do leave a message should it be a long message or a short message?  Listen in as Rick and Nancy discuss the pros and cons of leaving messages and give you tips on what to say and how to say it.

In today's day and age with more and more people buying things online, becoming a professional salesperson has never been more important.  Being able to tell a story to sell your product or service is the ultimate skill that you need to develop.  You can ensure you are telling the right story make by asking great questions that pull that person in.  Listen in as Rick and Nancy discuss how to create an authentic conversation to close your next deal.  

These are basic concepts that everyone should follow no matter your profession.  In this day and age when we are inundated with electronic communication especially emails, this guideline applies: be bright, be brief and be gone.  Want to stand out?  Listen in as Rick and Nancy provide the tips you need to get your emails read and responded to.

Every once in a while Monday's seem like drudgery.  Here are 5 habits to keep that from happening.

1)  Get up 1/2 hour earlier on Monday's

2)  Map out your schedule the Friday before

3)  Master Your CRM

4)  Know Your ONE BIG Goal for the week

5)  Stop making excuses and start making calls

Call To Action:  Plan out your week the Friday before

Book of the Week:  The Compound Effect by Darran Hardy

What would change in your life if you made 6 figures?  Here are the steps that we used to get there and beyond:

1)  Read - Give yourself a fresh perspective.

2)  Evaluate Your Inner Circle - Who are the 5 people you hang out with the most and do you have a mentor?

3)  Passion - Are you selling something you are passionate about?  

4)  Master Salesmanship!  Behaviors & Techniques

5)  Own Your Stuff - Don't be a victim and give yourself permission to be successful

Call To Action:  Read Malcolm Gladwell's book: Outliers

Understanding your metrics can help you identify the issues if you aren't closing enough deals.  What should you be measuring?  Listen in as Rick and Nancy discuss different metrics that you should be keeping track of and hear them dissect why your closing metric is the most important factor you could ever measure.  But how do you get there?  Tune in until the end.