Peter Gianoli

Welcome to the New Year. From all of us here at Monday Sales Coach we’d like to wish you a most prosperous 2017 in health, wealth and happiness. To get us started on the right foot for the New Year we are going to be looking at what a host of highly successful multi-millionaires do each day to the structure of their day to achieve their exceptional results.

Remember “Success Leaves Traces” and by emulating the practices of these high achievers a lot of their results will also rub off into your life and success as well.

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L earnings From High Performers

Over the years, I have had the privilege to work with and alongside a lot of extremely driven and high performing people. From multi-millionaire entrepreneurs through to top 500 executives, elite sports people, coaches and of course super sales people. In doing so I have been in the fortunate position of having a unique peek into these high achievers day-to-day life.

I have spent just about my entire adult life studying success as I have always believed “Success Leaves Traces”.

What are the habits of successful people?

What are their secrets?

How did they start?

How did they defy the odds?

Whilst the super stars I have gotten to know all have their unique story, gifts and circumstances, the one thing they undoubtedly have in common… is these people know how to structure 24 hours for maximum success.

Here are the top seven keys to success for the rest of us when it comes to structuring your day in order to produce your best work and become your best self.

* Start your day earlier. 

We’ve heard the “start early” advice a million times.

The unique key is that there is power in being alone and getting focused at the start of the day.

Even if you can’t wake up at 4 a.m. or 5 a.m. (like many of these high achievers), consider committing to getting up just a few minutes earlier to calmly plan your day before the pressure to answer emails begins, the phones start to ring or the rest of your family needs your attention.

Wake up early in the morning … because in those early morning hours, you are not a role, you are just a soul.

That’s when you can stop and tune into yourself.

* Take charge of your day.

 In those few extra minutes, decide then and there how your day will go.

Superstars all agree, you must be proactive about your time rather than reactive. If you start your day reading emails from others about their agendas and priorities, it can derail your own.

If you jump right into your email, you automatically set the frame in your mind to react to other people’s needs. And you’re just reacting to the world, you’re not strategically thinking.

Instead take time to ask yourself “what are my moves forward?

So, when you begin the day, you are moving yourself forward before you reply to anything someone else wants you to do. Now that is a million-dollar secret right there. Ask yourself, what are your priorities for the day? What are your non-negotiables? Get detailed and laser focused on the most high-value tasks. You can also make these key decisions the night before as you wrap up the previous day.

Either way, make sure you’re running your day rather than letting your day run you.

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* Break your day into blocks.

Obviously, every superstar has their own day. One common denominator is to think of your day, and your month for that matter, in blocks. Give yourself blocks of uninterrupted time for creation,

This is our last Episode of Monday Sales Coach for 2016 so my aim is to make it a powerful one. As a Christmas gift to you I am going to give you 3 power packed thoughts to take with you on your holidays. So lets get the show started.

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A Craft vs A Job

A craft is something we look to perfect. A craft requires passion. A craft, by definition, requires skill and the constant improvement of that skill.

When we embrace our craft, we are more committed to its purpose. We are more inclined to improvement and the execution of the craft. When we embrace our craft, we are focused on the outcomes, the value it creates for others, our influence in the outcomes and how we deliver the outcomes. When we embrace our craft, we take more ownership for the outcomes and the people who engage us.

A job is something we do. It’s an activity. In jobs, we focus on the activity, not the outcome. When we have a job, we measure time and effort, regardless of the outcome. It allows us to say proudly, I did my job and absolve ourselves of the results.

So Sales Champions –

Those who are not craftsman, (men and women) have jobs. Jobs are what those who don’t embrace a craft do.

Anyone can turn a job into a craft or a craft into a job. It comes down to perspective and attitude.

You can make burgers at McDonalds and ask, is this burger cooked correctly, just enough on both sides? Did I put it on the bun correctly, so it doesn’t fall out the sides? Did I wrap it in a manner that doesn’t have it fall out in the bag? Did I put the condiments on in a manner that they don’t shoot out the bottom and onto someone’s white pants as they are headed to their next meeting? How can I do this to perfection?

This is a craft.

You can also flip burgers at McDonalds and say, I flipped burgers for 8 hours. I did what was expected. I came back from my breaks on time. I didn’t burn any burgers. I didn’t drop any on the floor. I wasn’t late getting them out the door. I followed the handbook.

That’s a job.

The only deciding factor in determining if you have a job or a craft is your perspective and how you act.

Do you have a job or do you have a craft?

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Be You

We need more you.

Stop trying to fit in. Stop measuring yourself against outside forces.

If You Compare You despair

Don’t look for permission from others. Do what you feel is best.

Have the courage to express your convictions.

We need more of you.

We don’t need more people agreeing. We don’t need validation of the known. We need more identification of the unknown.

We don’t need more blue suits. (We need more plaid shirts. )

We don’t need more yes men and yes women.

We need more you.

We need you to speak up.

We need you to tell us what you think. Not what you’ve been told.

We need more different, and less the same.

Yes, different makes us uncomfortable. But the more comfortable we get being uncomfortable, the more ideas, creativity, and new flourish.

We ask for permission too often. We rarely notice it, but it’s there. When we wonder if our outfit looks good, we’re asking permission. When we wonder if we should question that new idea, we’re asking permission. When we wonder if the car we drive is cool enough, we’re asking permission. When we wonder if we should speak up, we’re looking for permission.

Asking permission is our way of gaining acceptance and fitting in. The more we are validated, the more we feel good about ourselves. But what if we didn’t need permission?

What if we just gave more of ourselves and asked for permis...

In the world of sales, answers are not everything; questions are, too. Understand the role that questions play in closing a deal and see how you can use them in your next sales presentation.

In this week’s episode we also look at the profession of sales and help you get over that pushy slimy feeling.

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When Asking Is The Answer To Getting Sales

Over the course of time, I have met people who seem to have done everything they could to spread the word about their business. They have met people, printed brochures, and much more, however, they still do not appear to get ahead.

When they ask me for suggestions, I simply ask them,

“Have you asked your clients to buy your product or service?” Most of the time I just get back disbelieving stares.

Yes, many salespeople have failed to realize that in the world of marketing, asking questions can mean the difference between closing and losing a deal. In fact, many sales have been lost simply because the salesperson did not ask for it.

Now, why is it that so many hesitate to ask a prospect to buy their product or service?

The short answer is that they are simply afraid of rejection. The thought, “What if they say ‘no’” keeps ringing in their minds and holding them back from saying the words that could have gotten them the sale.

If that is true in your case, then it is the time that you change your thinking. Instead of thinking, “What if they say ‘no”, start thinking, “What if they say ‘yes’”?

You see, years of studying the field of marketing have taught me that in business, it is normal for you to get more ‘no’s than ‘yes’. So, learn to consider every ‘no’ as a stepping stone leading to the ultimate ‘yes’.

Even the most successful salesperson is happy with a 10% conversion ratio. In other words, they are used to getting that ‘no’ from their prospects, 90% of the time.

So, do not take a ‘no’ as though it means the end of your business. Think positive! A ‘no’ may only mean that they are not interested for the time being. That means you could try again later.

There may be another reason behind the ‘no’. It may be that you have failed to help your prospect understand the benefits of what you are offering. If that is the case, then move forward from there. Try to tailor your message next time to help your audience relate to your products. Sometimes, all it takes is just a change of one word or two in your message.

If you still find it difficult to ask for a sale, why not consider reading through articles and other publications that tackle this subject? You will find the information they contain most helpful.

Learning to ask the right questions is often the answer to boosting your sales. Avoid falling into the trap of sales phobia. Learn, not only to socialize during business gatherings but also to speak up about your product with confidence.

Learn to sell yourself and do it well.

Do not be afraid to approach people and talk about your product. You must believe that you have the offer that could help them improve their lives. When you consider it your obligation to let others know that your product exists, you will gain more confidence in reaching out to them.

What if they say ‘no’? Then keep your smile on and proceed to the next person until you get a ‘yes’.

Eliminating The Pushy, Slimy Feeling Of Sales

There is a way to never have this feeling. It’s all about helping people and not selling them.

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In this week’s episode we look at budget versus affordability. There is a difference but too many salespeople treat them like they are the same.

I am also going to give you a million-dollar prospecting strategy on how to get referrals – every time.

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Budget Vs Affordability – There is a Difference.

af.ford.a.bil.i.ty – noun — the fact of being cheap enough that people can afford to buy it or pay it

budg.et – noun — an estimate of income and expenditure for a set period

Notice, the definitions are not the same, but too many sales people treat them like they are.

It’s not uncommon for a salesperson or even the entire sales organization to accept a customer can’t afford their product or service because a customer or prospect says they don’t have the budget.  This is a HUGE mistake because not having the budget is not the same as being able to afford something.

Yes, not having the budget is tough. I get it. When an organization doesn’t have the budget, it makes the sale more difficult. You must bring your A-game. You should show tremendous value. Getting a buyer to exceed budget or reallocate budget to buy is legit selling, mastered by but a few truly good sales people.

Making this happen requires a keen and powerful expression of the value proposition and its impact on the buyer’s organization.  Without it, buyers will wait or just not buy.  The risk or concern for exceeding the budget does not exceed the value proposition.

Let me say that again.

When a buyer doesn’t have the budget, if you want to get the sale the solution not only has to provide enough value to be worth the price, it should provide enough value to be worth the price PLUS exceeding budget or stealing budget from another line item.

Affordability, on the other hand, has nothing to do with the budget. Affordability simply means the buyer does or doesn’t have the money.  It either exists, or it doesn’t. Affordability doesn’t address a willingness to spend money, or not. Affordability only addresses the availability of money for an organization to pay. When it comes to sales, this is a substantial differentiation.

When an organization can’t afford something, when they say they don’t have the money, move on.  The phrase you can’t get blood out of a stone applies. They can’t give what they don’t have.

When an organization doesn’t have the budget, well that’s a very different situation. When an organization says, they don’t have the budget, what they are saying is the weren’t planning on spending money at this time, on this type of solution. It doesn’t mean they don’t have it.

When a customer or prospect says, they don’t have the budget, that’s not the same as saying they can’t afford it.

When a customer can’t afford it. The sale is over, walk away.

When a customer doesn’t have the budget, the deal just gets more complicated.  It’s time to hone in on the value proposition and the impact to the organization. When lack of budget is present, that’s the time to show ROI calculations or address opportunity costs. This is the time to demonstrate that sticking to the budget costs MORE than not sticking to the budget.  If the return is there, the budget will be found. You just have to work a little harder.

People WILL find “the budget” if the value is there.

Don’t make the mistake of assuming budget and affordability are the same. They’re NOT!!!  Thinking they are is the sign of a rookie sales person. Don’t sell like a rookie.

A New Twist In Getting Referrals

Problem:

What salesperson gets an adequate supply of referrals? Most don’t. For most, getting good referrals is a matter of chance, not choice. And yet, referrals are the best source of new business. Without referrals,

In today’s episode, we are going to look at how to sell your value and not just your price.

We are also going to be looking at the “Ultimate Insult” and how to avoid making it.

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How To Sell Your Value & Not Just Your Price.

Are you getting paid what you know you are worth, or do you somehow feel that you are often shortchanged? If you feel that you should work on improving how you can communicate your worth to your customers, here are eight tips that will help you sell value—not price:

* Stand out

It just is not enough for you to explain what your product or service is; you should get the message that you are distinct from your competitor across to your prospects. You need to give your buyers reasons to choose you for a factor other than a good price. How do you do that?

Find out by Downloading the Podcast Transcript

2. Be Choosy with Your Clients

In every deal that you close, you want to make sure that it is you calling the shots and not the other way around. Every true sales professional has their client under control; not the client taking the reins. So, learn to choose your clients instead of them choosing you and do so carefully. How?

Make a list of the qualities or attributes that you are looking for in the people you want to have as clients and target your marketing strategies with them in mind. Foremost in your list should be people you have fun working with; it makes business even more challenging when you are dealing with people you do not like.

What if you meet people who wish to do business with you but just do not fit your criteria? Do not accept them. Do not lower your standard just to accommodate them. If you stick to your criteria, you tell everyone else that you do not just work with anyone who can bring you a paycheck which, in turn, increases your perceived value.

3. Set your Standards High

Do not waste your time meeting up with clients who you cannot vouch for. Only set appointments with clients who you know are serious about your service and are also financially qualified to avail of your services. Move on to the next client if they do not satisfy your questions.

4. Focus on Value, Not Price

When you choose to compete on price, you no longer bring to the table your unique set of expertise and knowledge. No offense intended to businesses that focus on setting a competitive price, but doing so Is a losing game.

When you bid for the lowest price and the rest of your competitors follow suit, you just end up lowering everyone’s profit margin and losing your value in the process.

5. Improve Your Perceived Value

The thing about many of us in the sales industry is that we often fail to let others see just how much hard work it is to accept clients. Thus, they tend to decrease our value. Here is how you keep that from happening to you.

Find out by Downloading the Podcast Transcript

6. Educate Your Clients

Educate your clients as to how much you make on an average. They are more than likely not aware of how you determine your prices and how little is left after you pay off your taxes and cover your expenses. When they finally do, it will be less likely for them to ask you to reduce your price.

7. Provide a benefit that no one else does

It would be in your client’s interest to be aware of what working with them fully entails. When you inform your clients of what they can expect when dealing with you, you give them the opportunity to see the unique benefits that you must o...