Sales Mastery

When deciding on how to spend marketing dollars, what is more important: return on investment or return on relationship? According to social media guru, Ted Rubin, building relationships can do more for your business than just spending money on ads or social media marketing or email marketing.

In this week's episode, Ted shares how having the "marketing first, sales second" mentality led him to build an audience for a little know cosmetic company called "elf". Using social media, customers could share what they liked about the product, thereby helping to grow the business. By featuring user generated videos, Ted created a community for the company and extended the reach of "elf"s website. Referrals were growing and so were sales. Even the guys concerned about the bottomline wanted to know more about this concept of "Return on Relationship". When Ted left the company just two and a half years later, ‘elf’s revenue had grown by a factor of 10!

Ted is a big advocate of blogging, but he urges listeners to get their own turf. Posting on social media is great, but you want to have your own space. Ted shares his own reluctance to start blogging, and how embracing it can help you build your relationships while protecting your brand.

"It's not just about ROI. Of course, it isn't the end game. But right now, as we're building community, as we're building relationships, as we're building an audience, it's about return on relationship." ~ Ted Rubin

https://tedrubin.com
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How are people getting ahead in difficult circumstances like a pandemic?

What must we do to achieve sales success?

Anna's guest this week is Executive Business Coach, Mark Musselman. Anna and Mark touch on some key mindsets that will propel sales professionals to the front, if they will mindfully use them.

Specifically, they discuss:
The power of right thinking and how to develop the right mindset
The importance of giving without expectation of return, and how that helps you come out ahead
The necessity of hiring a coach to help you in your quest for success.

"And just remember that I don't have to solve the world's problems, my problems, all of them today, I just have to move my life forward, I have to increase my skill set in whatever way." Mark Musselman

https://mx5consulting.com/

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In this 3 episode series, my guests share how they have adapted to these changes for their clients and themselves to come out on top. Creating new opportunities using sales skills.

My first guest is Danielle Menditch Roessle, the Inner Compass Coach. Danielle has more than eight years of experience in career development. As Founder of Inner Compass Coach, she uses a unique blend of career development and psychology to help her clients get unstuck and guide them towards a fulfilling and financially rewarding career.

Danielle has presented her one-of-a-kind approach to career transition in articles in National Career Development Association's (NCDA) Career Convergence Magazine, SkillScan, SharpHeels, the Glendale Cherry Creek Chronicle, and The Coloradoan.
In this interview, Danielle shares stories of transformation she has facilitated for her clients, and relates important aspects of sales that can help anyone who is forced into a change of career because of COVID. Her clients were being hired in spite of massive lay offs because of the pandemic. She shares some key insights into how her clients used core sales competencies to win jobs that embraced their skill sets and opened the door to expressing their passions.

https://innercompasscoach.com/

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Are you tired of trading time for money, making only a fraction of what you could? Are you exhausted, spending endless hours only to find you have no time to work on your business? If that’s you, then this episode is for you!

Jessica Yarbrough has quickly developed a reputation of being one of the best business strategists and marketing and sales consultants for entrepreneurs who want to sell high value products and services. Her background is in international business and she has built multiple companies. She goes against the grain of conventional thinking and shows entrepreneurs how to build an expert platform, rapidly raise their value, build their credibility online and attract high paying clients. She travels the world teaching and inspiring entrepreneurs and helping them grow their influence and make the income and impact they desire.

Jessica’s own journey began with a vacation to Thailand, resulting in a 4 year journey as a digital nomad. After the birth of her daughter, she chose to settle down to build a business without the constraints of the corporate life. Self development was key to learning to trust the voice within and know she could create life on her own terms.

Starting out, Jessica fell into the trap of exchanging time for money. Her big “aha” moment came when a low-paying client paid another coach $5K to solve one problem! She’d allowed the story of “This is what they can afford and what they’re willing to pay” to dictate her business.

Through coaching, she was able to make the shift to high ticket items by going through her fears and overcoming those limiting beliefs that held her back. Her journey led her to facilitate the same experience for others. www.jessicayarbrough.com

Free Masterclass on How to Easily Clost High-Paying Clients over the Phone (https://jessicayarbrough.clickfunnels.com/sales-masterclass)


If you struggle in sales and need a breakthrough then sign up for your Sales Breakthrough Session by going to annascheller.com/book

31 Days of Sales Tips - https://bit.ly/31salestips

Sought after keynote speaker and sales trainer, Mark Hunter, walks the talk! According to Mark, sales is not a job. Sales is his life and helping others achieve their full potential is his mission. Out of this passion to serve, Mark discusses his upcoming book, "A Mind for Sales" with Anna.

In this interview, Mark shares key insights to help people develop the mindset to build better relationships and close more sales. One of the biggest problems sales people have is themselves. According to Mark, "We look in the mirror every morning and the biggest problem is ourselves because we create this evil mindset that we can't do this!" So how do we overcome our biggest challenge and make it our biggest asset?

In this interview, Mark share what our 3 biggest assets are, and how to maximize them to the fullest. One of the biggest investments we can make is in other people. "Without a doubt," Mark says, "you can't invest enough in other people. It's a long game."

Mark also shares some fo the minefields and mind traps that suck people in like quicksand, as well as how to use the CRM to identify trends in their customers' markets. What a powerful way to help not just our customers, but our customers' customers, creating even more value for them.

"If I have the ability to really understand your needs, understand you, and we create a high level of trust, it's amazing how I'll be able to help you uncover needs that you didn't realize you and to serve you better and I'll optimize my profit."

Mark's resumé says he specializes in business development, guiding organizations to find and retain high-quality prospects; however, it really boils down to relationships. He considers it an honor to connect with people each and every day.

To preorder Mark's book, go to https://thesaleshunter.com/amindforsales/

Zig Ziglar is often quoted by saying, "You can get everything in life you want if you will just help enough other people get what they want." Frances Robbins saw a need and took action to create a successful business.

Frances is a mental health practitioner. She and her husband, Keith, served served in the medical facility at Kadena Air Base in Okinawa, Japan. While there, they observed that the patient load was tremendous, but the doctors could only see so many patients, while nursing work stations remained unused. How could they help? From that discovery, they created Orient Staffing Solutions.

She shares how simple curiosity about how they could help the clinic took them in a step by step process to solve a problem and create a business. She also shares the important role mentors played in her success.

In business, especially as a solopreneur, getting focused on what's in it for me can lead to greed. A powerful tool to combat greed is the focus on serving without expecting to receive in return. And contrary to conventional wisdom, exceeding customer expectations without expecting extra leads to more business than you can imagine! Something as simple as a smile can be just what the doctor ordered!

How can you have prospecting success? What mistakes are you making that send your email to the trash bin before it's even opened? If you do, you are not alone! Most people struggle to write emails that open or pick up the phone. If that's you, I have good news! Our guest today is a master a prospecting, and he is eager to help you!

Mark "The Sales" Hunter is the best selling author of "High Profit Selling" and "High Profit Prospecting". A key piece of both books is his firm commitment to show others that by targeting better prospects, it is possible to close more deals at a higher price. He has shared the stage with such greats as Seth Godin, Tony Robbins, Arianna Huffington, Simon Sinek and others. Even bigger is the partnership he has with three others who are seen as fellow sales experts — Jeb Blount, Mike Weinberg and Anthony Iannarino. I always enjoy Mark's high energy and love for sales!


In this episode, we cover :

The right focus that gave Zig Ziglar the edge when he was selling pots and pans.
The biggest mistake we make in the subject line, and how to change it.
What your prospect wants to learn from you, not what you think they want to know.
The key to winning sales with big companies (Yes, they want to know you are this for them!)

Toward the end of the show, I asked Mark about the slow times of prospecting, like summer and holidays. He gives valuable advice that can help you plan for the slow times and take advantage of the seasons when companies are planning their budgets.

If you're in business, you're in sales; and if you're in sales, the best way to get new customers is to prospect. Mark will show you how!

https://thesaleshunter.com/