Peter Gianoli

Do you seek differences in people and see others as “those people”. This could be holding you back – at least that is what Conor McGregor thinks listen up to find out out why!

For as long as we’ve been keeping records, human beings have been on alert for the differences that divide us. Then we fixate on those differences, amplifying them, ascribing all sorts of irrelevant behaviours to them. Until, the next thing you know, we start referring to, “those people.”

Rather than look for differences, we should search for things in common. I love this notion.

However, I think there is more. What if it took us a lot more to notice differences? What if differences didn’t make us uncomfortable so quickly.

If you’re sharing a cab to the airport with a stranger, what happens if he’s two inches taller than you? Probably nothing. There’s nothing to distract, or to cause discomfort. You make small talk.

What if he’s a little shorter than you? Or left handed?

Perhaps he’s not from your town, but from Adelaide. Probably nothing to consider…

What if he has shoulder-length red hair?

At some point, most people reach a moment of discomfort. What if he’s 7 feet tall? Will you mention it? Or if he’s under four feet? What if he’s from a different country? Or a different race or speaking with a significant accent (or, more accurately, an accent that’s different from yours)?

This is powerful and the money quote is, “AT SOME POINT, MOST PEOPLE REACH A MOMENT OF DISCOMFORT.”

That “point,” the point that marks our intolerance, our fear, and our judgment, when does it kick in?

It’s important because this point is where we start losing the humanity game.

Yes, we need to find commonalities, but what about limiting our discomfort?

I couldn’t help but ask myself, where’s my discomfort line. What does it take for me to become uncomfortable, where is my dividing line? When do I start seeing people as them vs. me? When do I start ascribing things to individuals who are different and call them “those people?”

It’s a fascinating journey and a difficult question.

What about you?

What if your moment of discomfort comes too quickly and it doesn’t take much for you to be uncomfortable? What happens? What do you lose? How many opportunities do you miss? How many opportunities does the other person miss? What ideas never come to fruition? What experiences do you lose?

It’s an interesting question.

Connections are at the root of all ideas, relationships, experiences, and life in general and when discomfort is too easily found, all of our lives are stunted.

The less uncomfortable we are, the less effort and need to find commonality. We shouldn’t need to work at finding a commonality to make us comfortable, to feel better.

Yes, the new, the different, and the unsuspecting, they cause us to pause. But, they are not absolutes, but rather alternatives to our norms. The more time we spend with people like us, who look like us, act like us, etc., the smaller the differences required to trigger our discomfort.

I say we get good at being less uncomfortable first. Then, finding common ground, might not be so important.

The UFC fighter Connor McGreggor offers the best advice to battle (pun intended) discomfort.

“The more you see the uncomfortable, the more you will become comfortable.”

In this episode of Monday Sales Coach we are going to outline the ten magic words that sales and marketing experts have found effective in making people buy and by using them you should start seeing a boost in your sales.

Ten magic words that are sure to make people buy from you. Let’s learn about these words and discuss how they will get you more sales.

1. Fast

In this age, consumers have become more mindful of their time more than their money. Right now, people are looking for quick solutions and responses to their concerns and using the word ‘fast’ can do the trick of capturing their attention. Come to think about it, who would not welcome fast results?

2. Guaranteed

Now just because your customers value time more than money does not mean that they do not think about the value of what they are spending their money on. When you use the word ‘guaranteed’, you assure your customers that they have made an entrepreneurial choice when they chose your product over others.

3. Limited

There is something about the word ‘limited’ that makes customers come running. A study on the psychology of human behavior reveals that a product’s desirability tends to increase along with its scarcity. This is because people often consider rare and limited products as more valuable than those that are readily available.

4. Easy/Simple

People do not want to be stuck with complicated things. Life is already complicated as it is, and sales professionals who acknowledge that by including the words ‘easy’ or ‘simple’ in their pitch are more likely to get a positive response.

5. Testimonial

Again, people want to see value for their hard-earned money. Your customers want proof that the product you are selling really works. So, where you can you should include testimonials. Of course, make sure that your testimonials are authentic and real.

6. Discount/Sale

The words, ‘discount’ and ‘sale’ are among the most effective in catching the eyes and ears of your customers. Discounts come in various forms such as one-time sales, get-one free offers, or rebates. The logic behind these bargains focuses on increasing the desirability of your product. In effect, you are telling your clients, ‘Get more for less!’

7. Free

Everyone knows that nothing in this world can be absolutely free, but we love freebies, don’t we?

So, give away stuff from time to time as an incentive for those who choose to do business with you. Freebies can be anything—free pens, books, shirts, accessories; the list is endless. Be creative!

In fact, the best free item you can give away is time, knowledge and advice – just make sure you negotiate the use of it. I have explained this concept in detail in Episode 7 of Monday Sales Coach, listen to it by CLICKING HERE

8. You/Your

Address your customers personally instead of generalizing to the crowd. People appreciate it when they feel that you are talking to them. It sends the message that you find them important enough to address.

9. Important

People hate missing out on the important stuff, so use “important” from time to time. When you do, you can be sure that most of your target audience will stop and pay attention to whatever message you are trying to get across.

10. New

Who wants to be left behind on the latest trend or news? People want to take advantage of the newest products and services that could help them improve their lifestyle. So, include the word ‘new’ – new technology, new information, and so on.

The words outlined above are not in any order. In does not matter in which order you apply those. One thing is for sure; these ten magic words have helped me gain more customers. They will certainly help you as well.

5 Ways to overcome Mondayitis – a debilitating illness that seems to target sales people.

Symptoms of Mondayitis may include repeatedly hitting the snooze button; suffering an inability to get out of bed; involuntary moaning and whinging; bribing your partner to call your workplace to advise them you are suffering from a life-threatening illness; activating your ‘out of office’ message on your email account; turning off your mobile phone and failing to attend sales meetings.

Plus a lot more. Listen to this podcast.

The Cure For Mondayitis

1) Don’t end the week till Monday evening. This makes Monday’s feel like the end of the week rather than the start. There is nothing like having a deadline to engender enthusiasm so having a deadline on a traditionally slower day makes sense. This will mean sales meetings are best held on a Tuesday because sales people will be too busy selling on Mondays to attend meetings.

2) Plan Monday on Sunday evening. Prepare a ritual for Monday mornings that will have you leaving home in good order and fired up to succeed. A perfect morning ritual will generally include some quiet time, exercise, reading, fresh green nutrition and a good dose of quality coffee. Whilst driving to work listen to a motivation message or educative material rather than Am/FM clap trap.

3) Spend some time encouraging other sales staff just like you. Make it your purpose to fire up every person you come into contact with during the morning. Behaviour breeds behaviour.

4) Look for an opportunity to teach or help somebody with the intent of making a change. There is no better motivator than like feeling you are making a difference and being appreciated, so why not get this feeling on Mondays. Most poor performers who suffer Mondayitis tend to withdraw and seek isolation – the cure or prevention requires the opposite.

5) By lunchtime your Mondayitis should be beaten for the week but in case it is still lingering, the final piece to get you over the hump is to devote around 20 minutes to learning something new without any apparent practical benefit. This too will serve to trigger another set of synapses in your cerebrum (fire up your brain) and keep you up and performing.

If after all this and you still don’t like Monday’s I suggest you visit You Tube at this link and listen to Sir Bob’s song. Last count 5.7 million visitors have already gone there, probably all sales people.

How to elevate your sales performance – The 3 crucial habits of high performers to adopt and stick with..

The Everyday “Mantra”

“I am successful because “I’m following my passion, and I’m learning and growing from every single thing that happens to me.”

“It doesn’t matter what mistakes I make or if I’m well below my monthly quota. I force myself to base my success on my effort and if I’m learning from my experiences and applying that knowledge to continuously grow.”

Our brain learns from repetition, the words we say to ourselves and how those words make us feel.

Saying the mantra to yourself, gives you control over success and how you feel every day. Your feeling of accomplishment is not based on external factors that you can’t control like if someone buys something from you.

Instead, it’s based on your effort and your actions. This puts you in a positive mental state so when you interact with others you are speaking from a place of confidence and certainty, not from fear and deficit.

While this may sound counter intuitive to success, the reality is it takes your brain out of that lacking and reactive state and enables you to optimize your brain’s performance.

I bet you are frustrated when a client goes cold after a deal and won’t get back to you or answer your call – this smells like “Buyers Remorse”. What can we do about this? Here is a solution.

And as a bonus we take a quick look at your “blindspots”.

Some great links on overcoming Buyers Remorse:

The fascinating psychology behind buyer’s remorse by Jessica Schiffer

How to deal with buyer’s remorse and cold feet by Elizabeth Weintraub

 

 

 

This week let’s take a look at YOU that’s right You. The real You the brand You the closer these are to each other the better You will feel and sell!

Download the Sales Winning Streak Formula

Talking About Brand You

Forget the rules of being normal.

I’m not suggesting you join the freak show, but showcase your originality. Find your points of difference. You will rise to the top in your career by being a little unconventional.

If you don’t believe me, consider what happens in the Real estate industry. Hordes of newly licensed real estate professionals come out every year, and only a few become winners.

The crazy and happy ones, not the normal and bitter ones, become the real superstars – the ones people will remember (and recommend) long after they do business with them.

No matter what job, cause, or industry you’re in, the sooner you start being you and not some fabrication of what your mind thinks a successful robot from that world should act like, you will be on the road to big success.

Download the Sales Winning Streak Formula

Ways to Start a Sales Winning Streak

Creating a winning streak can add incredible power towards your ability to get things done and drive the results you want. Imagine creating a streak for every major area of your life.

* Work

* Make 50 sales calls every day

* Read a book a month every month

* Write a blog post/LinkedIn article every day

* Get to work 30 min early every day.

* Home

* Kiss and compliment your spouse every day

* Read to your kids every night

* Put your phone away from 7-9 every night

* Health

* Run or walk 20 minutes every other day

* Do 25 pushes up every morning

* Do 25 sit ups every day

* Go to the gym three times a week, every week

* Bring lunch to work every day

There are so many areas in our lives where streaks can be an asset.  Find a streak and start one.

Download the Sales Winning Streak Formula

Have you ever wished you could manage your sales team or be managed just like a professional athlete? This episode of Monday Sales Coach may have a way!

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If you believe the research, only 55% of salespeople make quota.

That means 45% of sales people don’t make their quota, and the reason is we’re flying blind.

For years sales organizations have had to use quantitative metrics to determine if a sales person was effective. We’ve measured the number of calls, the number of touches, meetings set, closing percentages, average deal size, emails sent, conversion rates, quota attainment and more, to ascertain a salesperson effectiveness.

Metrics represent the science of sales.

They are the quantitative element of selling. Make more calls, sell more stuff.  Improve your close rates, close more deals.  Set more meetings, get closer to quota.  The formula has almost always been quantitative, we’ve relied on the science, but it hasn’t been enough, clearly.

Over the years, we continue to put quantitative metrics under the microscope, we’ve looked to get more and more data to help us sell more and get more out of our sales team. The problem is, quantitative data only goes so far. Like the old adage says, sales is a science and an art, and until now it’s been almost impossible to address the art piece.

The art in sales happens in the conversations. It’s how we engage with prospects and buyers. The art comes in how we respond to objections. The art is the tone we use. The art is our unscripted responses to unexpected insights and customer responses. The art is the part of sales we’ve had trouble seeing– until now.

Back in the day, there was something called the ride-along.

The ride-along was when a sales manager would drive with his or her salesperson for the day. The sales manager would spend the day on the road going from appointment to appointment with the rep, listening and watching how their sales person sold and how they conducted their meetings. It was a killer way for sales managers to evaluate and observe how their sales people sold.

The ride-along was the one place that provided sales organizations and sale managers visibility into how their sales people sold.

Not the result of their efforts, like quota or number of calls, etc. but what they did on the calls, how they carried themselves, how the positioned the products and more.

Not all sales managers did ridealongs, but those who did garnered a wealth of knowledge.

Unfortunately, outside sales reps are a dying breed.

Who still goes on customers site sales calls anymore?

Therefore, ridealongs are a dying methodology.  (Yeah, yeah, I know some of you still do, but it’s becoming an increasingly smaller number every year).

What’s a sales manager or sales leader to do?

How do we get visibility into what our salespeople are doing or saying if the ride-along is no longer an option?

How do we know how they give a demo?

How do we know how they overcome objections?

How do we know how they position the value proposition?

How do we know how they do a discovery call?

How do we know how they position us against the competition?

How do we know how they negotiate on price?

How do we know how they do anything they do, now that drive-a-longs are a thing of the past?

How?

Call recording that’s how.  I don’t mean call recording like we get when we call customer service line, I mean coaching based call recording.

We’ve seen an explosion of new sales tools, methodologies, structures, strategies and more over the past 20 years.

However, I’m going on record as saying,

Email is critical to sales and marketing. We all know it, so if we want to win with email, we must create emails that not only get opened but also deliver on the objective of the email.

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8 Key Elements To A Winning Sales & Marketing Email

All sales and marketing emails have an objective.

We wouldn’t send them if they didn’t.

In most cases, the objective is to get the recipient to take action.  We’re asking the recipient to download a document, to read an article or to give us 15 minutes of their time.

Every sales and marketing email worth anything has the objective of getting the recipient to act.

Unfortunately, the sales emails we send out aren’t very good at getting to the objective.

To improve your ability to meet your goals and create emails your customers and prospects will open and respond to, they must rank high on the following eight traits.

SUBJECT LINE

The subject line of your emails must be compelling and intriguing.  It must capture the attention of the reader immediately.  There is no room here for messing up or cutting corners. The subject line has to get your readers attention or everything else in the email is lost. Make sure the subject line is about 9-14 words or 40-50 characters and is intriguing. Make your subject line feel like a riddle, that when clicked, the riddle will be answered.

INTRIGUE

This is the most important part of the email. It must be intriguing. The reader must want to keep reading or engage because the email breaks their expected thought patterns about email. If your email(s) looks, feels, or appears to be just like everyone else’s they won’t break through.  Be sure to craft emails that intrigue the recipient and gets them wondering, that surprises them and gets them wanting more.

THE OFFER

Every sales and marketing email must have an offer, no matter how small or inconspicuous. We’re trying to get the reader to take action, and the offer is what we’re giving them to take action.

Therefore the offer must be of value. It must be worth something.

Take a look at your emails today. When you ask for 15 minutes of your prospects time, what are you offering for that time?

Is it worth it?

f you’re talking to an executive who makes 500k a year, that fifteen minutes is worth 50 dollars to them. Is what you’re asking worth 50 dollars?  To put it another way. Would they pay you 50 dollars for what your offering?  The answer is usually no.

When looking at your offer make sure it’s a good solid offer that meets the needs of your prospect or buyer. Even more important, ensure that you have an offer.

THE ASK

What are you asking the reader to do?  Is it reasonable? Is it easy to execute? Is the ask clear and concise?  Can the recipient do it now, with little hassle or effort? Are you making it easy for the reader to execute your ask or have you created hurdles or unnecessary process?

The key with the ask is to make sure you have one; it’s reasonable, and it’s easy to execute.

Be clear what it is you’re asking the reader to do and why.

The ask should be why you wrote the email in the first place, don’t mess this part up.

OVERALL VALUE

The overall value of the email can be summed up in a simple equation.

The value of your offer minus the ask (offer – ask = Value 0r O-A=V)

The greater the difference between what your email is offering and what you’re asking for, the greater probability the reader takes action and executes the action.

This equation represents the most valuable part of the mail.

Unfortunately, most emails fall flat here.

Performing a follow-up on your customers is a vital part of the sales process—whether you have successfully closed a deal with them or not. Failure to do so is equivalent to putting forth effort for nothing and a waste of time. However, why are follow-ups so crucial and how should they be executed?

In this episode, we also look at becoming a “Giving Sales Person”.

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Building On Customer Relationships – Why Follow Ups Count!

Every salesperson knows that not all of their presentations will result in successful transactions. More often than not, salespeople get a ‘no’ after their sales pitch. However, should the sales process end with a negative response from a client? I advocate that following up on each customer—whether they have said yes or no, is still a crucial part of the process.

Why is that the case? Consider the following reasons:

* Conducting a follow-up on your customers make them feel important

As a salesperson, you understand that the sales process is not solely about making a sale. What salespeople should mostly be interested in is nurturing a good customer relationship. Follow-ups help salespeople do just that. They make customers feel that they are not just a statistic on the salesperson’s spreadsheet but someone with whom you wish to do business.

* Follow-ups on your client indicate that you care

Nothing is as effective a sales strategy as that which aims not only for the consumer’s mind but also for the heart. When you follow up your client, it indicates personal interest in their product needs and may help them become more receptive to your next presentation.

If they were a buying customer, ask about how satisfied they were with the product and how their experience went with you and your company. Regardless of their response—positive or negative, express appreciation for their honest feedback and learn from it. Use the feedback as a basis for the assessment of your presentation and tailor your next one accordingly.

* Follow-ups can lead to additional sales opportunities

Following up an existing customer can lead to more sales. For instance, you may be able to up-sell and promote new products to them. And because they already have experience with you and your company, it isn’t as difficult to get a listening ear.

You can also conduct a follow-up with non-buying and undecided customers. It could be that at this point, they already need the product or service you are offering, or they may have the capacity to make the purchase. Following up on them can give you the chance to go over your products again and address any questions that they may still have.

Of course, before you even conduct a follow-up, you need to make sure that you have given your customers the heads-up that you will be calling them back soon. Follow up on them as frequently as needed, but keep it within the bounds of decency; do not pester them into making a purchase.

Continue to engage your customers. Communicate with them. The more you reach out to them, the stronger your customer relationship will be, and the higher the possibility of being able to do continued business with them.

So, the advice is clear follow up on them and make each sales opportunity count.

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Become A Giver

Sales is a giving profession.

Unfortunately, most of us missed the memo.

We’re too busy asking for our prospects time. We want 10 minutes of their time to tell them how great we are. We want 30 minutes to barrage them with questions for our discovery call....

It’s time to change your messaging. Focus on the buyer, give them good, solid, compelling reasons to talk with you.

In this episode we also look at a new idea of mine called the “Show Me Economy”.

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Why Should They Talk To You?

Before any sale can begin, the target of your efforts has to talk to you. They have to engage.

I know, this is the most remedial concept in theory, but in practice, it’s the number 1 block. Making it worse, even though theoretically it’s simple, sales people continue to forget.

They make this mistake over and over again, by not offering their target any reason to talk to them.

Your target prospect is busy, tired, and inundated with stuff to get done. You’re email, LinkedIn request or voice mail is interrupting their day.  Therefore, to get through all that clutter, ask yourself, “Why should this person talk to me?”

Why should your prospect take 15 minutes out of their schedule to talk to you?

Why?

Be careful, the answer matters.

You can’t just lob out some weak, baseless story about your product. That’s not valuable. If your reason includes anything about your product, you’re headed in the wrong direction.

Take a look at your marketing material.

Take a look at your emails?

Evaluate you voice mail pitch.

Are they compelling?

Do they inspire a callback, a return email anything?

Yes, why?

Why does it inspire a callback?

Validate your feelings by asking a current client or buyer. Ask them, if they received that email or voice mail would they respond?

If they say yes, then you’re headed in the right direction. If they say no, it’s time to check yourself.

If you answer no to your question, fix it.

Change your messaging. Focus on the buyer, give them good, solid, compelling reasons to talk with you.

You can’t start a sale if no one talks to you.

No one is going to talk to you if you don’t give them a compelling reason to do so. Hearing about your product and all its GREAT features isn’t reason enough.

Would you respond to your emails or voicemails if you were them?  I didn’t think so.

So, fix it!

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The Show Me Economy

The tell me economy consists of expressions of your worth and capabilities.  It’s your resume, your static LinkedIn profile, a referral from a friend, your personal elevator speech, etc.  The tell me economy is how we used to promote ourselves.

We or someone we know would tell everyone how good we are, how we need to be hired, booked, connected or whatever.  

Telling was how we promoted ourselves and one another.

The telling economy is dying and it’s being replaced by the show me economy.

Up until recently, we had to tell people who we were, why we were good and what we knew. It was too cumbersome to show people. There was no WordPress or LinkedIn Pulse or Slideshare, etc.

But now, showcasing you and your work is easy and expected.

Increasingly hiring managers want to see what you’ve done, they want to see proof of what you know. If you’re in sales and you say you use social selling, they want to see it, it’s not good enough to just tell them.

We expect proof today. Anyone can tell you why they’re good, but showing it, that’s a different ball game. We’re less confident in people’s expressions of skills. We want to see it.

If you aren’t showing your work, fewer and fewer people are going to care what you say.

The tell me economy is dead. Welcome to the SHOW me economy.