Sales Babble

How To Be An Awesome Sales Professional with Thomas Ellis

Thomas Ellis, the pleasantly persistent sales coach, returns to Sales Babble to chat about his new book, “How To Be An Awesome Sales Professional in the 21st Century”.  Thomas is a sales management veteran with over 25 years’ experience in coaching, consulting, developing sales personnel and sales managers.  He has worked in  telecom, office products, hospitality, non-profits and a sales adviser for the Bowie Business Incubator in Bowie,  Maryland.

You can find Thomas’s previous episode on www.salesbabble.com/15

How To Be An Awesome Sales Professional

Effective sales people need to master the basics and close more sales.  Prospect by looking for people that match the profile of your ideal client:

* Use LinkedIn to create content and become known. This will attract prospects.

* Find the “triggers” to engage a prospect. e.g. see what they say and do that matches your ideal client

* When you see the trigger, reach out and see how you can help

* “How can I help you to achieve you goals…..” is the attitude to have when communicating with your prospects.

How To Overcome the Fear of Sales

Many people fear sales. Here are three tips to overcome sales reluctance.

* Sales Professionals must passionate and curious

* Ask prospects probing questions about goals and challenges

* Always remember, it’s never about you, it’s about your prospect.  How can I help you?

What is the Sales Process?

There are only four steps to the sales process:

* Getting to know the customers, build rapport

* Qualifying the prospect, understand their needs, how they buy

* Gathering information and bringing back a solution/recommendation

* Closing the sale

Know where the customer is in the sales process. Then you can advance the sale to the next stage.

* Have a top of mind strategy, keep them aware of you.

* Follow up is the secret sauce of success

* Pleasantly persistent 3 day rule – send an email to remind you.

To find Thomas Ellis

Thomas is a prolific writer on LinkedIn. Don’ miss his articles:

https://www.linkedin.com/in/thomaseellis

On the web you can find Thomas here:

* www.ewcconsultants.com

* www.mrthomasellis.com

* A Simple Sales Process

Free Resource Guide

As mentioned in the podcast, Thomas is offering a free sales resource guide.  You can Download the Ultimate Sales Resource Guide here.

Overcoming Sales Fears

Let’s continue the conversation. You can learn more about overcoming sales reluctance in previous Sales Babble episodes.  Here is just a few that you will find of value. Enjoy!

* Success Hacks for Sales with Scott Hansen #101

* The Brutal Truth About Sales with Brian Burns #95

*

Success Hacks for Sales with Scott Hansen #101

Scott Hansen is the Chicago podcast host of Success Hackers. Scott interviews entrepreneurs, thought leaders, successful business owners who play bigger in life in business. Scott’s goal is to help people build bridges to that future. In this episode Scott will share his success hacks for sales and how to take your game to the next level.

Success Hacks for Sales

Scott is a proponent of the following three success hacks:

Success Hack #1

Issue: People shudder when they hear the term “close”.

Solution: Don’t shy away from the close. Ask! “Are you ready to get started right now?”

Every meeting must have an “intention”.

Learn your prospects biggest “pain point”. Listen to what they say vs thinking about the money.

Would you like me to continue or have you seen enough”

Success Hack #2

Issue: Price is thought to be the primary objection. It’s rarely the case.

Solution: Don’t drop your price. Focus on the value you bring to market.

People aren’t buying themselves into something, but out of something (a problem).

Sales reps who are dollar focused are easily seen  (and disliked) by buyers.

Success Hack #3

Issue: People give up to easy, usually after 2-3 times.

Solution: Need to contact 4-5 times before quitting.

sales is a career. It’s a vertical. Highest paid professions on the planet.

Free Book On Growing Your Business

Get’s a copy of Scott’s free book “5 ways to dramatically grow your business in a massive way” by going to

Website: www.massivebusinessgrowth.com

Links To Find Scott Hansen

You can also connect with Scott:

* Twitter:  @scotthansen1210

Facebook https://www.facebook.com/scott.hansen.7106

LinkedIn https://www.linkedin.com/in/shansen1

Closing Sales Tips

Here are some other past episodes that you may find of value. Listen today!

* How to Sell Coaching Services with Julie Foucht #98

* How to get your ASK in gear, an interview with Connie Kadansky #87

* The 5 Fundamentals for Closing a Sale #79

* Small Business Sales Techniques an interview with Kent Zaretzke #75

* How To Be Bold By Prequalifying Prospects Part 2 with Tom Reber #65

* How To Be Bold By Prequalifying Prospects with Tom Reber #64

*

Sales For Start-ups with Mano Behera

In this episode we talk about the many ways the skills of selling can help startups. In this 100th episode we meet Mano Behera, marketing entrepreneur and owner of the Digital Restaurant. Mano shows how he used sales techniques before marketing to understand his ideal client. This entire  episode is focused on sales for start-ups. 

Start-up Business Market Research

* Don’t assume, validate

* Use sales to validate your assumptions.  

* Ask the target market segment:

What are you problems?

What services should I provide that you would value?

Listen and get the answer.

Really listen  well to what they’re saying then create services and products to address their needs.

No Marketing Until Sales

Mano sells marketing services to restaurants. Naturally  he tried marketing before selling his services, but it didn’t work.  Once he started using selling and qualifying questions to understand the restaurants, everything fell into place.

What his study found:  They tried marketing but it didn’t work. They did an unfocused shotgun approach. What they needed was all inclusive marketing plan. That’s what Mano’s Digital Restaurant provides. 

Cold Call  Sales Technique 

This is Mano’s script when he drops by a restaurant in the middle of the day

* “My name is Mano I have a  background  in restaurants. I worked at McDonald’s for many years  but right now I’m an entrepreneur and I would love to hear what your challenges are.  Based on my experience I should be able to create a solution to boost the number of guests in your restaurant

This pitch was  enough for a restaurant owner to say great I’ll give you 15 minutes .  At that meeting  he asks about their marketing challenges and general state of the business. 

Need to show value in 30-90 days

Small restaurants with limited budgets need to see additional traffic, more conversions, more orders quickly. Once you make the sale, it’s time to deliver.

How To Find Mano Behera

Mano Behera | LinkedIn

The Digital Restaurant

Effective Restaurant Marketing For Consistent Profits!

Discover the effective way for restaurants and pizzerias to fine-tune their marketing mix for consistent profits.

Mano Behera (@mbehera) on Twitter

SWC is Self Paced Sales Course

You too can learn sales today!

* Be yourself, add value , make sales

This course teaches you …

* How to find leads that can’t wait to  buy from you using LinkedIn, Facebook and Twitter

* How to quickly discover if a lead is qualified with 4 simple questions

* How to give a non-pushy presentation where buyers CLOSE themselves

* Howto connect with prospects in a way that builds

How To Qualify Prospects using The SORT Questions

In this episode you will learn how to use the SORT method for qualifying prospective clients

* Story questions

* Obstacles questions

* Ramification questions

* Transformation questions

You Will Learn

* The SORT method of asking questions

* Concrete examples of the SORT Questions

* Why pain is an important element in creating a desire for clients to buy now.

Episode #99 Celebration

in celebration of the upcoming centennial episode I’ve decide to add extra value for the Sales Babble listener. 

Download The SORT Method Exercise to help you create your own custom set of SORT questions. 

Sales Lead Qualifying Process

Listen to this episode

Fill out and complete the worksheet

Make a phone call to a prospective lead 

Qualify a lead and turn it into an “opportunity”  

SWC is Self Paced Sales Course

You too can learn sales today!

Be yourself, add value , make sales

This course teaches you …

How to find leads that can’t wait to  buy from you using LinkedIn, Facebook and Twitter

How to quickly discover if a lead is qualified with 4 simple questions

How to give a non-pushy presentation where buyers CLOSE themselves

Howto connect with prospects in a way that builds trust, credibility and loyal clients

How to grow your confidence in sales, yet be yourself

You will get:

Video, Audio, Checklists, Handouts and Worksheets that hold your hand

Work at your own pace, focus on what’s most important to you

Lifetime subscription to all material

Private Facebook group

You can enroll in the course here and immediately start Selling With Confidence today.

 

How to Sell Coaching Services  with Julie Foucht

In this episode  we meet business coach Julie Foucht to discuss how to sell coaching services.  Julie talks about the fear of sales and how to go from invisible to visible to winning sales. Step by step she walks us through her  coaching services sales process to qualify prospect,s pitching her services, and asking for the sale with a service mindset. This is solid practical advice. I  especially loved her fearlessness in overcoming objections and creating a passion driven money making business.  

Invisible Women Sellers

Julie believes that women are too focused on the need to be nice. She believes they take themselves out of the process, and become invisible for fear of appearing too strong.

Fear of Sales

Julie believes there is a lot of fear around the word “sale”. Gender wise men and women are described:

* men – assertive and confident

* woman – pushy and B*tchy

She believes that if you know beyond a shadow of depth, that your products and services are great, you will be a success on how to sell coaching services.

The slow road to small profits

Except the fact that the  more no’s you get  the more yes’s you get.  Don’t hesitate to ask for the sale (we referenced the  Connie Kadansky  episode about getting your “ASK” in gear).

Business Coaching Sales Process

This is the process describing how to sell coaching services.

* When meeting someone, start the service process: ask about, hopes, dreams and what’s getting in their way.

* Invite qualified prospects to a strategy session: probe further, share how you can address their wants and needs

* Ask how much do you want the product or service. Do this  on a scale of 1-10.If they choose a low number you might ask, what would it take to get to an 8.

* Ask if their ready to get started.

* Ask them what’s the name on the credit card you want to use.

* Provide great service and up-sell them on other products.

* Ask for referrals and references.

The Offer Mindset

Don’t pitch a product or sell, make an offer, consider your product or service an offer.  Let them decide if they want it, or not. This is how to close and how to sell coaching services with Julie Foucht.

Overcoming the Objection “I Don’t Have the Money”

When they say they don’t have the  money, 98% of the time it’s NOT about money, but instead some other issue.  It’s about fear, and you’ve not shown them well enough how you solve that.

Where to Contact Julie Foucht

Twitter @KickassBizCoach

LinkedIn  https://www.linkedin.com/in/coachjulz

Facebook https://www.facebook.com/coachjulz

Free eBook

Get a copy of my new eBook: “From Stress, Worry and Overwhelm to Peace, Happiness and Massive Success: The Three Keys to a Kickass Biz”  Download it Here

How to Close a Deal

Here are some other episodes you may find of interest regarding the sales CLOSE

* The 5 Fundamentals for Closing a Sale #79

* Small Business Sales Techniques an interview wi...

How To Pitch a Magazine with Cherlyn Chong #97

In this episode we meet Cherlyn Chong, a comic author and writer for the Huffington Post.   Cherlyn specializes in coaching and helping people through a divorce.  She uses comics as the medium to share her advice and wisdom.

But today we’re focusing on sales!   Specifically how to pitch a magazine on an article that you’ve written. Cherlyn’s  goal was to get it published and generate further interest in coaching business. And that’s exactly what she did.

Steps To Pitch a Magazine

* Search articles similar to what you want to post

* Look for an editors name and find their email.  She used the following tools:

* Contentmarketer.io

* sellhack.com

* ninjaoutreach.com

* Twitter

* Facebook

* Send email that ask to read article of quality

* Follow up  – assume they are very busy.  Change the  email titles to “Follow Up1”

* Modify your content to fit their needs and specs

* Get Published!

Content Publishing Advice

* Make sure you’re stuff/content doesn’t “suck”. Quality and value matters.  Be unique, stand out from the noise. Create only 1 piece of content that really matters.

* When pitching an editor take the attitude your contacting them to help

* Be interested in the editor, read their content, assume rapport

How To Find Cherlyn Chong

Tumblr (also main site): http://www.stepstohappyness.com/

Instagram: https://www.instagram.com/stepstohappyness/

Course: https://heartbreakbuddy.stepstohappyness.com/

Cherlyn Chong’s Emails

Subject: Have a minute? You might find this interesting

Hi [Editor Name],

Happy Tuesday!

I know you probably get a LOT of emails from people looking for your insight, so I’ll keep this really short. I think you might really like it.

My name is Cherlyn, and I noticed that you posted a comic a few days ago about breaking up. You are right, it is very hard to do, and the comic does offer very practical advice in a sweet way.

I recently made a comic about breaking up myself, except that it’s from the POV of the other person being broken up with, titled “This is a Stupidly Happy Comic About the Very Real Pain of Heartbreak.”

Since I posted it to my Tumblr a week ago, it has amassed 12,000 views and so many comments from people about how it has helped them.

It has been incredibly humbling.

Screen shot below:

[Google Analytics]

Would love to share it with you if you are interested… do you mind if I sent you a link?

Cheers,

Cherlyn

———————————————————————————————

She didn’t reply, so I followed up with this email:

Subject: Follow Up #1 Re: Have a minute? You might find this interesting

Hi [Editor Name],

5 days ago I sent you an email asking if you would like to have a look at a similar comic I made to the one you posted about regarding a breakup.

I was just wondering if you are still interested in having a look? My comic has since amassed 14,

The Big Mistakes That Sales Professionals Make

Mark Tosoni is a sales success expert and master at selling and teaching others how to sell alarm systems. With a career spanning over 2 1/2 decades, having built and sold 3 million-dollar-companies by age 40 he is currently running his 4th in the alarm industry. He has seen time and again, the big mistakes that sales professionals make.

In this episode Mark challenges sales  people to create a vision and purpose for their life bringing them into their highest potential.

Success with side effects is not success!

Mark believes that  great sales people have two things:

* Ego strength

* Compassion

Beware of your ego going unchecked. This is a big mistake, sales professionals make. Instead balance your profession with humility and gratitude. Being great at sales and broke, is not success.

The Goal is Wealth

Mark believes that you must make the world a better place  in your business.  Also have must make more revenue in your business  than cash flow coming out.  This goes for sales people too.

* Instead of buying cars and Rolex’s,  invest

* If you’re poor, place all you eggs in one basket and focus

* If your rich diversify your portfolio, embrace investment

Mistakes Sales Professionals Make

* Most sellers work on stimulus response, not planning for the future.

* See your career as a living seminar, opportunity to practice mastery as your rebuilding into your destiny

* Great Entrepreneurs are Sellers

* Sales is the Foundation of Wealth

Mark’s Purpose/Mission

To inspire, educate, impact and motivate sales professionals and sales driven entrepreneurs to access their true self, and highest potential

Mark’s Vision

Mark’s vision is to reach 100 million  people with books, seminars, interviews, classes and videos.

Sales Advice

Find something that you love and share it. Sales is a  noble profession and the foundation that has built empires. It is the unavoidable skill  if you are to attain mastery.

Books Mentioned In This Episode

* Harvey McKay  Swim With the Sharks Eaten Alive

* Chet Holmes  The Sales Machine

How to Find Mark Tosoni

*

Skype Mark.tosoni2

*

Mark’s Website www.marktosoni.com

* Twitter @marktosoni1

* Mark on LinkedIn

Free Alarm Sales Mastery Book

* Mark is the author of the FREE Alarm Sales Mastery and the soon to be published Commissioned Sales Millionaire

Find More Sales Resources and Advice

Go  here to find  Sales Babble resources:

* How to prospect for new clients

* How to qualify clients

* How to ask great questions

* How to give a presentation the persuades

* How to close a deal

* How to stay organized

* How to overcome your fear of sales

Go here for free advice from our Sales Babble guests!

The Brutal Truth About Sales with Brian Burns

In this episode we meet Brian Burns, host of the Brutal Truth About Sales Podcast.   Brian  is a sales leader, advisor, investor and today we chat about the reality of sales, what’s a myth and what sales professionals should focus on.  We laugh lot so be prepared.

What Sales is About?

It’s not about working hard, or doubling down on tasks that no longer work. It’s about connecting with prospects

Brian’s Biography

According to his bio Brian  has spent his twenty year career creating, capturing and dominating early stage innovative markets. During this time, he has played key leadership, management and sales roles for nine venture capital backed companies, resulting in three IPOs and six acquisitions. Through this experience he has developed a unique and powerful sales method for bringing innovative products to market while marginalizing competitors. In his private practice, Brian has founded The Maverick Organization, a consulting firm specializing in assisting companies with their sales strategy, sales practices and

Links to Brian Burns

Website   Maverick Method

LinkedIn Brian Burns 

Twitter @briangburns

Free eBook

Join Brian’s Linkedin group “Maverick Sellers” for access to his eBooks

Find More Sales Resources and Advice

Go  here to find  Sales Babble resources:

* How to prospect for new clients

* How to qualify clients

* How to ask great questions

* How to give a presentation the persuades

* How to close a deal

* How to stay organized

* How to overcome your fear of sales

Go here for free advice from our Sales Babble guests!

How to Network and Get Referrals with  Victor Clarke

In this episode we meet Victor Clarke of Be Better Do More. Victor share’s his experience on how to network and get referrals for your business.  According to Victor, he helps clients market their marketing!  He does this by using print, mail, promos, design, websites, etc.    Also, he does this by bringing client ideas  to life with an emphasis on high ROI.

Challenge of Sales

The single most challenging thing in sales is convincing  clients that they must change their marketing thinking from analog (i.e print, direct mail, TV, radio, etc.) to digital (i.e websites, email, blogging, content marketing, etc.)  This is a difficult paradigm shift for many established businesses.  It’s the responsibility of the the seller to help clients make the right choice.

Networking to Get Referrals  

You need to be able to laugh at yourself, and learn from things that happen.   Secondly, you need to  roll on to the next prospect or appointment, let go of failure and move on. 

Also, never get too high or too low recommend Victor.  Never accept all the credit for the sale, but take the responsibility for a lost sale, learn from it, and move on.   

Victor believes you should never push products or services on a customer if they don’t need it. Again it’s the responsibility of the the seller to help clients make the right choice versus winning a deal.

Victor Clarke’s Biography

Owner of Clarke, Inc. for 20 years evolving it from a print shop to an inbound and outbound marketing firm. In my free time I am a high school football and lacrosse official, and the bass player in the Barleydogs rock and roll cover band.

Website: www.bebetterdomore.com

Twitter: https://twitter.com/clarke_inc

Facebook: https://www.facebook.com/ClarkeMarketing/

LinkedIn: https://www.linkedin.com/in/bebetterdomore

Free eBook Victor Clarke

Free eBook  “How to Choose a Marketing Services Provider”

Find More Sales Resources and Advice

Go  here to find  Sales Babble resources:

* How to prospect for new clients

* How to qualify clients

* How to ask great questions

* How to give a presentation the persuades

* How to close a deal

* How to stay organized

* How to overcome your fear of sales

Go here for free advice from our Sales Babble guests!

8 morning Rituals for Sales Success with Rayven Perkins

In this episode Rayven Perkins shares 8 morning Rituals for Sales Success as well as her 2016 Word of the Year.  Rayven is a Direct Sales Expert and host of the  Promoting Direct Sales podcast and the episode was just published yesterday.

Started with Tupperware

Designed materials for fun activities

motivate you to pick your own word for 2016

Morning Rituals for Sales 

Rayven was influenced by the book by Ron Elrod, Miracle Morning.  This is her morning sales ritual:

Each night, write down 3 accomplishments to complete the next day

Rise at 5 AM

Set aside 15 minutes quiet meditation

Imagine a point in time in 3 years (holding cup of coffee) for 5 minutes

Practice yoga for 8 minutes

Read a self development book for 20 minutes

Journal

Focus on an affirmation for 2 minutes

Word of The Year

2016 KINDNESS   – Rayven is committed to providing random Acts of Kindness this year

Zig Ziglar quote 

“You can have everything in life you want, if you will just help enough other people get what they want.”

How to Findy Rayven Perkins

Promoting Direct Sales https://www.facebook.com/PromotingDirectSales/

Facebook – Personal https://www.facebook.com/rayvenperkins

Go here to download the Vision Board Word 

Ep #19 – Interview with Pat Helmers

20 Secrets For Sales Success

Get the 20 Secrets For Sales Success here  and find other terrific sales episodes here