Sales Boot Camp

In Ep. 77, Every great salesperson knows that listening is the most important of all sales skills. Most people think it's the smooth talkers who make the best salespeople, but in reality it's those who have mastered listening and identifying people's true motivations who are most successful. ( You can follow me on Instagram - Sattyam03)

In Ep. 76,

Sales Tip: Digging Deeper With Our Questions

One of the most important concepts in the IMPAX Process is the Business Fit, which we define as, "How two companies, working together, can drive critical business outcomes in the form of the attainment of objectives, the implementation of strategies and the resolution of issues".

In order to determine the potential business fit, we have to have an understanding of the prospect's business direction and their POSI (Profile/Objectives/Strategies/Issues). Once we understand this, we can dig in to figure out how to help them to drive these key outcomes.

If we understand the customer's POSI at a general level, we will create general business fit statements; but when we dig deeper with our questioning, we can actually start to translate the business fit into financial terms. When this happens, the business fit becomes much more compelling.

(You can Follow me On Instagram-Sattyam03)

In Ep. 75, What is the number one obstacle that stops your clients committing to a sale?

These obstacles that stop your sale from going through are called objections. With any challenge, objections can be overcome and conquered. All it takes it training your self on how to best combat these objections and overcome them and then practicing.

Learning to identify exactly what the objection is and the cause for this objection is crucial in conquering and overcoming it.

The Worst Objection (the one they don’t tell you)

The worst objection that anyone can possibly get is the one that the prospect didn’t tell you about.

It is the one that they had but didn’t bring up.

The one that you didn’t know about or even have the opportunity to overcome.

This happens because you did not build a valuable relationship with that potential client. There was no connection and they did not trust you enough to reveal any objections that they may have had. This means that you will never be in a position to provide them with a solution.

The importance of creating a connection with your client is paramount. It is the foundation you need to establish trust and move forward in the sales process.

We are using storytelling as a method of building trust, identifying objections and then crushing them!

Telling Stories

Storytelling is how we have been connecting with each other since the beginning of time. The only thing that has changed is the way that we communicate those stories and how we use them. Today storytelling is used in most forms of media but very rarely are people using it as an asset in their businesses.

Storytelling is the starting point of common ground. Its how we get past the ‘first impression’ stage and onto forming a relationship. It helps to set the foundation of the friendship and allows for trust to start building between you and the prospect.

For example, the other day I was with a potential client and I knew she had objections but I couldn’t relate to her enough to establish a connection that would allow her to open up and tell me her objections. I could not get past the barrier of unfamiliarity and distrust.

What I should have done is use storytelling to break down those barriers. I should have told her stories of past clients that were in a similar position to her.

I could have shown her case study videos of how clients like her have overcome the challenges that she was going through. I guarantee that it would have made a huge difference to the outcome of that meeting. I know that she would have been comfortable enough to share any objections that she would have had.

Overcoming Objections With Story

Once you have built up enough trust between you and your prospect and have identified any objections that they may have, its time to crush them. Using storytelling is a great way to do this.

When you tell a story, you put the prospect in the shoes of the main character. The prospect will relate to the character in the story and recognize that they are in the same or a similar position. The story takes them on a journey through the problem and shows them that it is possible to overcome their issue using your business.

When the prospect sees how the character has overcome their issue and what they have been able to achieve because of that, it shows what is possible. It creates hope and shows them what they can achieve if they overcome this problem.

Storytelling Is An Asset

Storytelling breaks down the barrier of unfamiliarity and the fear of the unknown and brings clarity to the prospect. It shows them what steps they need to take to achieve the goals that they desire.

Use storytelling in everything you do and you’ll start to form stronger connections and long-lasting relationships with your clients.

This is a valuable tool to add to your arsenal and one that should never be overlooked and passed over.

(You can follow me On Instagram- Sattyam03)

In Ep. 74, The term deliverables is a project management term that's traditionally used to describe the quantifiable goods or services that must be provided upon the completion of a project. ... For example, in a project focusing on upgrading a firm's technology, a deliverable may refer to the acquisition of a dozen new computers. (You can Follow me on Instagram-Sattyam03)

In Ep. 73, If you are trying to just sell. Results are not go to come. Results and the opportunities are not to come in your way. What is important is- You need to advice people. (you can follow me on Instagram- Sattyam03)

In Ep. 72, While all of those sayings may be true, the first 10 seconds of a sales call can literally make or break your company’s future and perhaps more immediately, it’s revenue. A company’s sales professionals and SDR team members send hundreds of emails and leave multiple voicemails all leading up to that one big moment: the one time the decision maker actually answers and gives that team member just a few seconds of their time. During that short little window, the sales professionals needs to cut through the noise, share something valuable—something that will keep them on the phone just a little longer, and, hopefully, something that will get them to say “yes” to a next step. ( You can follow me on Instagram -Sattyam03)

In Ep. 71,  

 

А Key Element of Strategic Management

It is obvious that in order for the development of a strategic plan to be efficient, → motivation is required. But without motivation, the successful implementation of this plan is impossible. The specifics of strategic planning largely determine the details of the systems of motivation.

The motivation system functions according to the qualities and mechanisms of motivation, which is developed during the stage of entry strategy preparation. First and foremost, this system has to → inspire employees involved in the process of strategy development and implementation to orient their mindset toward a strategic way of thinking.

(You can follow me on Instagram- Sattyam03)

In Ep. 70, When you say yo the people you can. What does it mean that you can do it. But if you speak with an authority that you should then the faith automatically increases. (You can follow me on Instagram- Sattyam03)

In Ep. 69, I would not say that I believe is more confident than I think. By the way, I am not sure there is an accepted answer. But I will share my thoughts.

Being sure is to know. So this means the person has no doubt about something. Out of what you wrote, this is the most confident.

To think means that the person arrived at a conclusion based upon their own analytical process. This can be very good. I would take Einstein's thinking over many people's 'beliefs'. But maybe the person has horrible logic skills. Then their thoughts might not be reasonable.

To believe.... this is where it gets tricky. Beliefs can be like opinions, or preferences. Many people apparently believe in things they know are not true. Maybe they don't admit it to themselves or whatever. Maybe it is tradition to believe something. But to believe does not necessary rely on thought, process, or any methodology. But it is what a person believes. So for me, I would give beliefs the least amount of credence.

(You can follow me on Instagram- Sattyam03)

In Ep. 68, Now what you are doing is. You are not giving them an option. Whether they should buy it or they should not buy it. But you are rather asking them. Why haven't they taken that Decision. Why haven't they grab that opportunities. And because you are asking to this question to them. (You can follow me on Instagram- Sattyam03)