Great salespeople don't do different things.

They do things, differently.

One of those thing is they don't give sale presentations, they create great sales performances.

They entrance, engage and enchant through powerful stories that compel their prospects to action.

Let's talk about building your stories!

(0:00) Introduction and episode overview

(1:09) The art of selling and emotional connection

(3:30) Storytelling in your sales portfolio

(6:24) Role and impact of mentoring in sales

(7:34) Structure of effective sales stories

(10:09) Reinforcing sales skills through practice

(11:43) Power of a well-told sales story

(14:27) Leveraging customer success stories

(15:45) Conclusion and call to action

Creating a first impression is crucial. It used to be formed when you made eye contact and shook hands.

Today your first impression is made on social media.

In this episode I give you 5 ways to improve your first impression on the most important business to business medium, LinkedIn

(0:00) Introduction

(0:30) Overview: LinkedIn's Role in First Impressions

(2:39) Five Tips to Improve Your LinkedIn Profile

(3:32) Check Your LinkedIn Social Selling Index

(3:56) Tip 1: Achieving a Professional Headshot

(5:25) Tip 2: Maximizing LinkedIn Profile Backdrop

(6:01) Tip 3: Crafting an Effective Headline

(8:59) Tip 4: Growing Connections and Followers

(9:24) Tip 5: Optimizing the 'About' Section

(10:47) Summary and Conclusion

Whether it is in sales or life, you can aspire to greatness. First, to exceed your wildest expectations, you need to have wild expectations!

In this episode I contrast a life of "being comfortable" to one of growth and achievement and I share some techniques to help you unlock your full potential

(0:00) Introduction and Welcome

(0:30) The Concept of Potential and Comfort

(1:37) Risks of Complacency in Business

(2:15) The Necessity of a Written Sales Plan

(3:57) Wealth Distribution and Accumulation in America

(4:39) Reality of Retirement Savings and Setting Higher Goals

(5:52) Power of Wild Aspirational Goals

(7:28) Steps to Set and Review Life Aspirations

(8:15) Conclusion and Request for Reviews

I reveal my real life experience trying to get my air conditioning unit repaired. I went with a great company, a talented and engaging technician yet a couple of missteps had me go with a competitor.

They lost the deal they had already won. Some key lessons here. Make sure you don't commit the same errors and wrestle defeat from the jaws of success!

(0:00) Introduction and the story of a lost sale

(2:02) The importance of visibility and being best known

(4:40) Exploring alternative solutions

(6:28) Customer autonomy in sales decisions

(7:49) The impact of customer service calls and disagreements

(9:40) The cost of not offering customer-preferred options

(11:07) Summary and key takeaways

(12:38) Conclusion: The importance of continual learning in sales

I've watched and listened to hundreds os sales calls. I've noticed in 90% of those that the seller gets uncomfortable in talking price.

They make 3 big mistakes:

They don't talk about the price at all (and you can't close without a price) They introduce price too late Price is introduced as a negotiation resulting in discounting and margin erosion. In this episode I teach you how to have price confidence and give you techniques to introduce it early to allow you to close more deals at higher margins

(0:00) Introduction to the Episode and Topic: The 3 Biggest Traps in Introducing Price

(1:55) Discussion on the 3 Biggest Mistakes When Talking About Price

(2:21) Mistake 1: Avoiding Discussion of Price

(4:15) Exploring the Relationship Between Price and Value in Sales

(6:19) The Role of Belief in Your Product or Service in Price Justification

(7:38) Importance of Introducing the Price Early in the Conversation

(10:33) Advantages of Early Price Introduction in the Sales Process

(12:30) Impact of Late Price Introduction on the Seller's Belief and Sales Process

(13:01) Discussing Price Negotiation and Its Effect on Sales

(14:46) Recap of Key Points Discussed in the Episode

(15:29) Conclusion and Request for Reviews.

You can't close a deal in sales or in life if there is conflict or disagreement. If there are two people in a conversation and one is in agreement there can be no conflict.

This episode discusses how to build your "agreement muscle" or your "agreement reflex". It will allow you to bond with your prospect and move to a successful close.

This principle is a game changer and separate the amateur sales people from the Sizzling Superstar professionals.

(0:00) Introduction to the agreement principle in the sales process

(1:08) Understanding and agreeing with the customer's perspective

(2:39) Developing an automatic reflexive response of agreement

(5:12) Responding to common objections using the agreement principle

(7:27) Addressing the common objection of high price

(9:36) Role play: Dealing with objections about price

(13:06) Understanding the real issue behind price objections

(15:07) The emotional aspect of sales and the benefits of agreement

(15:59) Sponsor: Mick Holly's Tenex coaching course

(16:49) Closing remarks, review request, and invitation for audience engagement

Often selling is one to one. Marketing can help you sell to many.

The first job in marketing is getting attention. No-one will can buy from you if they don't know you.

In this episode I'll show you how to get attention so more leads come into your sales funnel so you can close more deals

(0:00) Introduction and Mick's Sales Journey

(3:45) The Role of Marketing in Sales

(5:11) Mick's Experience with Grant Cardone's 10x Methodology

(8:00) The Power of Social Media in Sales

(11:34) Gaining Market Visibility: Mick's Social Media Experiment

(14:33) Content Creation: Ideas for Social Media Posts

(17:21) The Role of AI in Content Creation

(18:29) Storytelling and Emotion in Sales

(19:32) The Importance of Personalization in Sales

(20:00) Lead Generation Techniques and Closing Remarks

Cadence is rhythm and flow. It is how you can literally sing to your prospects so your sales melody becomes locked in their consciousness and will play when they are ready to buy.

I show you how to create a follow up cadence for 90 days that will double or 10X your sales.

(0:00) Introduction to the episode: Cash in on cadence

(2:18) The power of follow-ups and proper cadence

(4:46) 90-day sequence of 15 interventions explained

(7:03) Leveraging LinkedIn for effective communication

(9:01) The impact of handwritten notes in sales

(12:10) Importance of offering a face-to-face meeting

(13:40) The advantage of using video messages

(14:38) Injecting humor into sales communication

(15:03) The role of third-party intervention in sales

(15:54) Conclusion and recap of the episode

The job of the salesperson is to deliver the decision maker to the sales process, engage with them and close the deal.

In this episode I share 4 ways to engage with the decision maker so you can close more deals

(0:00) Introduction and welcome by Mick Holly

(1:37) The role of a salesperson and the importance of engaging with the decision maker

(3:58) Gaining access to the decision maker and guiding them through the evaluation process

(8:03) Dealing with the decision maker's concerns and qualifying out deals

(10:57) Understanding the investment justification and anchoring emotional success

(14:48) Focusing on future vision instead of discussing problems

(16:17) Asking for the order and the role of decision makers in decision making

(17:37) Recap and the four keys to successful selling

(18:23) Sponsor: "Sell the Sizzle Live" with Mick Holly

(19:00) Closing remarks and preview for next week

What behavior do you or your salespeople exhibit?

Cannibals tend to feed off existing accounts

Carnivores are the T-Rex of sales They hunt and kill. They bring in new logos. Learn how to activate your carnivorous DNA!

(0:00) Introduction to the episode

(0:31) Discussion: Are your salespeople carnivores or cannibals?

(2:18) Highlight: The danger of cannibalizing existing accounts

(4:01) Strategy: Building new relationships within existing accounts

(5:05) Characteristic: The carnivorous salesperson

(7:18) Importance of a clear hunting plan

(8:24) Guide: Directing your sales predators to the right places

(10:14) Insight: The expense of retaining sales hunters and the importance of lead generation

(11:22) Tips: Keeping your salespeople in the field, not the office

(12:32) Summary and conclusion