Sales Babble

What’s Not Working In Sales Today with Brandon Bruce #204

Brandon Bruce grew up in a tiny California town o

The Purpose of Sales with May McCarthy

The purpose of this episode is to talk about purpose! Our guest May McCarthy discusses the value of aligning our day-to-day decisions towards some greater purpose. May walks us through a discovery process used by sales people and business owners alike. The purpose of sales is unique for each of us. In this episode let's reveal what you want, how to achieve it and lastly how does your company help or hinder your success.

Lack of Purpose

Companies know what they do, but not why. Even if they do, large organizations fail to share it up and down the organization. A purposeless organization will experience:

• lack of innovation
• disengaged employees
• listless shareholders
• fickle customers
• lower profits

A clear shared purpose can address these concerns and provide you your unique purpose of sales.

Personal Purpose, Company Purpose

Ask three questions to reveal the purpose of sales in your life:

1. What did you do when young that you truly loved?
2. Ask people who you know and respect, "What do you think I'm really good at?"
3. Ask yourself, "What do you think you're really good at?"

Companies can ask the same three questions. Now factor out the commonalities between the companies purpose and your personal purpose. When there is alignment, true productivity abounds!

How To Find May McCarthy

You can find May at www.maymccarthy.com

She has a new book! It's being published this March 2018 titled The Path to Wealth: Seven Spiritual Steps for Financial Abundance https://bizzultz.com/book

https://www.facebook.com/pages/May-Mccarthy/601413533280571

https://twitter.com/maymcc

https://www.linkedin.com/company/2960330

http://www.youtube.com/channel/UCix8fz8aVtelYnp5AKFmLuw

Selling Mindset

Check out the back catalog and listen to terrific episodes on the right selling mindset today!

• Time To Sell Mindset with Chris Spurvey #202
• Three Step Process to Narrow Your Sales Focus #201
• Why Commissioned-Based Sales Plans Fail to Work with Justin Clark
• How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192
• Phiology: Secret Code of Leadership David Eisley #189
• Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187
• How to Pitch Shark Tank with Michelle Weinstein #184
• How to be a Sales Sherpa with the Hyperconnected David Fisher
• The Art of the Help with Larry Levine #182
• How To Sell The World with Karl Weaver #177

The post The Purpose of Sales with May McCarthy #203 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

The Purpose of Sales with May McCarthy

The purpose of this episode is to talk about purpose! Our guest May McCarthy discusses the value of aligning our day-to-day decisions towards some greater purpose. May walks us through a discovery process used by sales people and business owners alike. The purpose of sales is unique for each of us. In this episode let’s reveal what you want, ho

Time To Sell Mindset with Chris Spurvey #202

In this episode Chris Spurvey shares his uncomfortable sales journey. When he started in sales, he didn't find instant success. It took time, but he discovered the right mindset that would allow him to connect with prospects, and convert them into loyal clients. He calls it Chris Spurvey 5.0. In his new book It's Time to Sell he explains his process for reinvention, self discovery and the right time to sell mindset.

Achievement Demands a Vision

Without a direction, you can't reach a destination. Chris believes a compelling vision motivates you to go out and act. It's all about mindset. By celebrating smalls win, successes will compile.

• Create a vision with a time to sell mindset
• Set aside time each day executing this vision

What is your sales vision? Consider framing sales as a problem solver, not a pusher. If you can give your clients a good night sleep you're doing it right. Create relationships with your clients and gain their trust with "Questions of Understanding."

Bad Sales Management

We need to shed this idea that great salespeople are fast talkers. While working in sales, Chris got a new sales director. He moved his comp plan from closed sales to an activity focus vs percent of revenue. It was demotivating for the team. Given the manager didn't provide training or coaching, sales tanked. Eventually he was fired and surprisingly Chris was promoted in his place. Why? Chris started researching world class sales organizations on his own. He was mentally prepared for the next step.

Take Action Advice

Chris invites three people for a Skype call per day on Linkedin. One of out three agrees. He talks to someone new regarding:

• Vision
• Gratitude
• Serving
• Learning
• Hub for Networking

At any point in time we are a moment away from a breakthrough. Get ready for it! Leverage LinkedIn and reach out to three people every day. Create opportunity.

How To Find Chris Spurvey

Chris can be found across the internet with his time to sell mindset.

• LinkedIn linkedin.com/in/chrisspurvey
• Websites chrisspurvey.com Chris has a weekly blog
• Twitter @chrisspurvey
• ChrisSpurvey (Skype)

To find his book go to It's Time to Sell and he has a podcast it's Time To Sell Consultative Selling

Let's continue the conversation. Here are past episodes you will find on topic. Listen now!

• How to be a Sales Sherpa with the Hyperconnected David Fisher
• How To Sell Hardware, Software and All Things IT with Mike Slowik #181
• How To Generate Leads with Relationship Selling with Michael Ross
• Four Skills You Need For Sales Success – HEAT
• The Perfect Close with James Muir #132
• How to Sell to the Obvious with Stephen Schiffman
• Educate While You Negotiate with Jeanette Nyden #85
• Why Can't I Get a Degree in Sales with Professor Shawn Green #80
• The Ultimate Sales Revolution with Steve Lishansky #77
• Conversations That Sell an Interview With Nancy Bleeke #68

The post Time To Sell Mindset with Chris Spurvey #202 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Time To Sell Mindset with Chris Spurvey #202

In this episode Chris Spurvey shares his uncomfortable sales journey. When he started in sales, he didn’t find instant success. It took time, but he discovered the right mindset that would allow him to connect with prospects, and convert them into loyal clients. He calls it Chris Spurvey 5.0.  In his new book 

Three Step Process to Narrow Your Sales Focus with Phil Boissiere #201

Phil Boissiere is a Silicon Valley tech startup and executive coach. He works with founders, entrepreneurs and sales people who struggle with attention fatigue. In this episode Phil gives us practical advice on how to boost your selling productivity. His 3×3 method is a quick way to tune up your sales brain, vanquish stress and narrow your sales focus. Your brain is the most important tool you have in your bag. Use it!

Sales = Stress

The sales profession attracts people who are willing to put themselves on the line. Sales people are evaluated on:

• performance factors – e.g. closed sales, advanced deals, prospecting, etc..
• social factors – e.g. likeability, relationship building, etc…

When stress goes up, performance goes down. When people are stressed, they make the wrong decision. Quick fixes have limits. Discover the root cause within you and what's going on in your brain. for example, with dehydration your cognition drops!

Tedious complex tasks hurt concentration, create distraction and a bad attitude. Stress and worry turns on the emotional part of you brain. You don't want this. Since your overloading your brains with apps, photos, and videos, it's hard to narrow your sales focus.

3×3 Method

Phil has a way to relieve stress with a simple exercise. Combine the naming of an object with a deep breath. Since your brain can't do two things at once, it will allow you destress and focus.

Pick three objects in the room and say the following:

• That's a Lamp (take a breath)
• That's a Painting (take a breath)
• That's my Desk (take a breath)

Sellers are paid to perform. Since this work is future focused, it creates stress. Be preventive in mindfulness and reap rewards on your productivity.

Sleep Trumps Stress

Coffee is a stimulant. It can help mental focus but it's only a stop gap. When your brain is depleted of sleep it creates:

• irritability
• frustration
• distractibility
• low energy
• cranky mood

Get to sleep now!

How To Find Phil Boissiere

http://www.philboissiere.com – Executive Leadership Coaching

Focus Playbook philboissiere.com/salesbabble

Selling Mindset

Here are many terrific past episodes on the selling mindset. Listen today!

• Why Commissioned-Based Sales Plans Fail to Work with Justin Clark
• Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192
• Phiology: Secret Code of Leadership David Eisley #189
• Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187
• How to Pitch Shark Tank with Michelle Weinstein #184
• The Sales Sherpa with the Hyperconnected David Fisher
• The Art of the Help with Larry Levine #182
• Advice to Sell The World with Karl Weaver #177
• Give to Get Marketing with Ray Wood #159
• 5 SuperPowers of Successful Sales Account Executives with David Kahn #156

The post Three Step Process to Narrow Your Sales Focus #201 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Three Step Process to Narrow Your Sales Focus with Phil Boissiere #201

Phil Boissiere is a Silicon Valley tech startup and executive coach. He works with founders, entrepreneurs and sales people who struggle with attention fatigue. In this episode Phil gives us practical advice on how to boost your selling productivity.  His 3×3 method is a quick way to tune up your sales brain,

Master Your Cold Calling Fear With This 4 Step Script

One of the most difficult steps in sales is cold calling. It's a task dripping with anxiety, dread and reluctance. People want to be loved and respected. Inserting ourselves into a place that yields rejection is scary. But this is the problem. Prospects rarely seek out vendors and buy. Waiting around for the phone to ring is a bad plan. So it falls on the seller to make the first move. That first move is often on the telephone. You need to master your cold calling fear.

My definition of a cold call is when you reach out to prospect and they're not expecting the call. You only have a few seconds to elicit interest making it tricky work. The trick is to have a service mindset focused on learning about the client, understanding their situation, then ascertaining if you can help.

To make this lesson real, we'll use an example of a real phone call. This call contains a series of steps. Each step has a reason and builds on the previous step.

Do you stink at cold calling? Having a cold-call script you trust stops call reluctance. Meet Pat, build that script and start setting appointments today. Register for the Conquer the Cold Call Consultation

First 10 are free with the coupon code "coldcall"

ACME Everlast Cold Call

Pat: Hi Mike, This is Pat Helmers from ACME Everlast You and I just connected on LinkedIn Did I catch you at a bad time. Do you have 1 minute?

Mike: YEAH I GUESS, BUT ONLY A MINUTE

P: We help business owners keep their data safe from costly feral squirrel hackers.

You've heard about the squirrel attacks right?

M:YEAH I THINK SO

P: I'm calling because we have a special assessment program to review your vulnerability to squirrels this month and we're looking for companies between 20-100 employees and I noticed on your website you have Database solution for Oak forest management and by the way that's a great looking website!

M: OH THANKS WE PAYED A LOT FOR THAT……..

P: Have you been attacked by the squirrels

M: NO NOT YET

P: What would happen if you were to lose the integrity of your database?

M: …….pause …….OH THAT WOULD BE AWFUL: UNHAPPY CLIENTS – REBUILD FROM BACKUPS

P: Really, what else

M: LOST DEALS

P: What else

M: …….pause …….OH I DON'T KNOW I GUESS CREDIT CLIENTS FOR LOST BUSINESS

P: What else

M: …….pause ……. OH I DON"T KNOW PROBABLY MISS OUR YEAR GOAL

P:So that would be bad…

M: OH YEAH WE HAVE EXPANSION PLANS DEPENDENT ON THE INCREASED REVENUE

P: And you've not done an assessment on your system before?

M: NO… WE'VE THOUGHT ABOUT IT

P: I'm curious what's held you back…

M: NEVER REALLY FOUND THE TIME

P: What else?

M: …….pause …….DON'T KNOW IF WE CAN REALLY AFFORD IT

P: Interesting… what else?

M: DON"T KNOW IF WE CAN TRUST THE RESULTS, I BET IT'S ALL A SETUP TO SELL US LOTS OF SERVICES

P: Yes I've heard that before…. What else?

M: WELL I GUESS THAT'S ABOUT IT…

P:…….pause …….Sounds it sounds like you're concerned about a squirrel attack and you're willing to do something about it but at the same time you want to make sure that you're making an informed decision that doesn't cost you and arm and a leg. Is that about right?

M: pause………YEAH I GUESS SO

P: Mike we've been doing this for a long time. We just did a company in your town called Soup to Nuts and found 15 breaches open to squirrel attacks. They said the same thing you said.. .if their system was to be attacked it could cost them millions We did a free assessment on them and for a very economical investment they were able to remediate their system and avoid calamity. This isn't really a question of if but when. Do you think this will happen to you too?

M: I DON"T KNOW

P: Have you ever had your credit card numbers stolen?

M: YES

P: It's the same thing right?

M: I GUESS SO

P: If we were to do this assessment, who's the tech person in your organization we would work with?

M: MARY IS OUR CHIEF TECHNICAL OFFICER

P: Mary?

M: YES MARY SMITH

P: Do you think we could start working with Mary Smith tomorrow to get an assessment started?

M: YES I THAT'S POSSIBLE

P: Could you check your email Mike, I just sent you a link do you see it?

M: ……….pause……….YES

P: Great, click on the link and fill in Mary's contact info. What's her phone number?

M: OH IT'S 630- 7-134

P: Let's see is we can get this schedule for next week. I'll give Mary a call later today. Sound good

M: YES

P: Great Mike, well thanks for helping set this up with Mary and when it's done I'd like to set up a meeting with you for the results. Do you have your calendar up, would this time next week work?

M: LET ME SEE….. YES I CAN DO THAT.

P: Great; Again thanks Mike for everything and for all your help.

Design of a Cold Call

Let's walk through the dialogue step by step and explain what's going on. Each statement I made has a reason. Notice that most of them are questions. The entire script is choreographed with the following goals:

1. Connect with the prospect so they agree to have a conversation
2. Discover their pain or desires
3. Assess if they are qualified to buy my products or services
4. Show how my products/services address the problems and desire they just mentioned
5. Get them to agree to a follow up meeting ie. get an appointment.
6. The goal is to set up an appointment and to do this whole call in just a few minutes.

Step by step breakdown of call

This scripts assumes you've done your homework and have a good idea they are a qualified buyer. You can learn amazing things on social media, their website and the demographic of the customers they serve. It also assumes that you have a value proposition. We've covered this in length already but if you can't easily explain that you serve a specific market with a specific set of needs and desires by provide a specific product/service/solution that have a set of specific benefits. The goal of any cold call is to schedule an appointment.

Step One: Call

ONE- Call – Dial, Read the script and get permission to engage in a conversation

• Ask for them by name and mention how you know them. I'm a big fan of LinkedIn and use it to warm them up. This is what's called social selling. When you see those ads that say "Never cold call again!", that's what they're doing. But it doesn't have to be social selling. You could also say, I met you at a networking meeting, or a conference, or someone recommended you reach out to them. Make it seem natural that you and they have a common connection and it makes sense for the two of you to be communicating.
• When they agree give you a minute of their time, the power shifts from them to you. They've given you permission to take a bit of their time. Use this gift wisely.
• Quickly get to the punch sharing your value proposition .

Step Two: Share Reason

Use value proposition to share reason your calling

• I have a reason for calling. In this situation we have a special offer. The reason doesn't need to be all that important. Maybe you're going to be in town next Tuesday. Maybe you just launched a new product. etc… Always have a reason. Short and sweet.

Step 3: Qualify

Ask questions and listen if prospect qualified

• Immediately start asking them questions. The more they talk, the higher likelihood you can advance the sale. Turn this into a natural conversation, not a presentation or worse, a lecture. Don't fall into "selling telling". If I'm talking more than a couple minutes i have an internal timer fire off and I start getting concerned I'm boring them or not adding value. So I ask a question to make sure they are still engage.
• Compliment them. In this case I said nice things about their website. No matter how good or bad it is, it's good for you. It gives you insight into the kind of company they are. When doing outside sales calls I always complimented the building or something in the persons office. Do what comes natural if you're talking to someone you already know.
• Keep asking questions and truly listen to their answers. Have you been attacked, if you got a attacked what would happen? How would it cost you? Discover their pain and the ramifications of their pain.
• Find out if your competition as already beat you to this customer
• Don't cut them off keep them talking. Keep the conversation going by asking What Else. When I was in college I worked for a marketing company during the summer. I was one of those people who stood with a clipboard in the mall asking people questions about consumer products like cars, rice and beer. One trick they taught us to say what else after every open ended question. It was amazing what people would say. Often it was the third, fourth or fifth question before they really got to the thing that mattered most to them. What Else. In the end you will know if they are qualified.
• Don't argue or debate over their objections. They are concerned about cost, quality, profit, time and being conned.You can't blame them given all the sketchy sales people out there. Let them know you're listening respectfully
• Once all the what elses are done, show how you overcome their concerns. Use examples of successful past clients. Offer free services to instigate a follow up in-person sales call.
• Once they agree they have a problem that's a huge step forward. In this case I ask about the possibility of doing a free assessment. I start acting like an employee of the company and helping them figure out who and when I can work with the right staff, in this case Mary. But it could be just asking if a time to meet works for them within the next two weeks. This is the WHOLE GOAL of this phone call, to get scheduled 1 on 1 appointment.
• Notice I ask about possibility. This way I don't get a hard no answer. Most anything is possible. If they can agree to a possibility, you've advanced the sale.

Step 4: Schedule Appointment

Get on the prospects calendar to fully share your value proposition.

• Giving away free stuff is a great way to get people's interest. But it must be something that makes sense in the context of your offering. In this case we're giving away a free assessment. But it could be a quick document or article that makes the prospect a little bit wiser and well informed. You need to give to get. A pen, post-it notes or coffee cups don't have near the value of a well written 5 step checklist pertinent to their industry.
• The goal of the call is to get an appointment. In this case we're trying to schedule a meeting to go over the assessment. While you have them on the phone get them on your calendar. Don't say you'll call them back to set up a time. Never leave the call without a follow up scheduled.

Mindset

• Have the attitude I'm here to help my customers. I'm not going to take advantage of them. I'm going to earn their trust for life. If I can't help them maybe I can refer them to someone who can. I'm here to help.
• Treat everyone like a distant cousin, someone you see once and awhile. You don't know them that well but you deeply feel related to them. Not like a close friend, but a cousin
• Think about your family, close friends, colleagues and community. Consider the skills that you use to build teams, help one another, listen, go the extra mile, partner. Consider those skills and use them when calling. Sales isn't something separate from life. It is life. And what works with people close to you, works in sales.

How To Boost Your Cold Call Skills

Having a cold-call script you trust stops call reluctance. Meet Pat, build that script and start setting appointments today. Register for the Conquer the Cold Call Consultation

On February 23, 2018 Pat offered 10 free consultations. Register here and use the discount code "coldcall"

Cold Calling Tips

We have many past episodes we've shared with advice on how to cold call . Listen now!

• Strictly Cold Calling – Success Strategies for Business Development with Kerry Heaps #160
• 7 Healthy Phone Habits to Get First Meetings with Marylou Tyler #150
• Myths on Social Selling with Mark Hunter #142
• Cold Calling Role Play with John Trybulec #136
• 6 Simple Steps for Generating New Leads With Chris Helmers
• Secrets to Prospecting Like a Pro with Carrie Berens #120
• Stop Cold Calling Start Communicating with Odile Faludi #109
• How to Sell to the Obvious with Stephen Schiffman
• Sales For Start-ups with Mano Behera
• Prospecting for New Sales Leads with Steve Kloyda #73

The post Master Your Cold Calling Fear With This 4 Step Script – Anniversary Episode #200 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Master Your Cold Calling Fear With This 4 Step Script

One of the most difficult steps in sales is cold calling. It’s a task dripping with anxiety, dread and reluctance. People want to be loved and respected. Inserting ourselves into a place that yields rejection is scary. But this is the problem.  Prospects rarely seek out vendors and buy. Waiting around for the phone to ring is a b

How to Find Sales Leads with Twitter with Madalyn Sklar #199

Sales Babble listeners are always asking about social selling and using social media of discover new leads. Sales people are ALWAYS looking for new leads. We know that LinkedIn can be alot of help, but what about Twitter, what about Instagram or Facebook? Is Snapchat worth your time?Today we ask AND answer those very questions. My guest Madalyn Sklar and I review each of the social media platforms and Madalyn shares advice on how to find sales leads with Twitter and common do's and don'ts for Social Selling.

Social Media Social Selling

Sales is sales. Just like finding leads at a networking event or referrals, social selling is no different except for the venue!

• You can find leads in all social media!
• Your ability to find leads depends on two things:
  1. Knowing who you're selling to
  2. Understanding the social media venue

How to Find Leads with Twitter

• Be consistent
• Tweet everyday
• Tweet 5 times a day
• Check notifications people who respond
• Check DM inbox and look for leads 1 lead /20 spam
• Create lists: customers, competitors, prospects
• Find ways to join conversations
• Participate in Twitter chats
• Hosts #twittersmarter every Thursday 1PM EST
• Engage with people, just don't post about you and your business

How to Find Leads on Instagram

• Use hashtags
• People search for hashtags to find a common conversation
• There is a lot of spam, engage to discover who's real

How to Find Leads on LinkedIn

• Repost blogs on LinkedIn Article platform (former Pulse)

How to Find Leads on SnapChat

• Can't really find leads on Snapchat, according to Madalyn, it's not worth her time
• Redundant with Instagram Story's, Facebook too.

How to Find Madalyn Sklar Madalyn is ranked #1 Houston Social Media Power Influencer. You can find her here:

• Email her here…. [email protected]
• MadalynSklar.com
• Twitter Smarter Podcast
• Communities that Convert Podcast
• Twitter @madalynsklar
• Facebook
• Instagram
• LinkedIn

Go here to get her Twitter Secret Sauce – FREE online course videos and handouts

Lead Generation Strategies

Many past episodes share advice on how to find leads with social selling. Listen now!

• How To Generate Leads without Sales and Marketing with John Tripolsky #191
• 6 Ways To Generate Leads With Fatima Zaidi #180
• 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176
• How To Schedule Sales Appointments with Automated Emails with Neil Kristianson #157
• Take Command of the New LinkedIn User Interface with Brynne Tillman #151
• Referrals – The Master Key To Winning Sales with John Spence #127
• Looking for Leads with Social Media, an interview with Brian Basilico #34
• SB029- How To Generate Leads on LinkedIn, an Interview with Patrick McFadden.
• Crossing the Chasm an Interview with author Geoffrey Moore
• SB020 – Down to Earth Sales, an interview with Diana Schneidman

The post How to Find Sales Leads with Twitter with Madalyn Sklar #199 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.