The best product, service or person never beats the product, service or person who is best known.

Emerge from obscurity. You must grab attention to get known. Money follows attention.

This episode discusses the importance of promotion and ways to capture attention so you can sell to more people

(0:00) Introduction: The Importance of Being Known in Business

(1:04) The Enemy of Business: Obscurity and Economic Downturns

(3:18) Standing Out: Predictability, Growth, and Talent in Small Businesses

(5:39) Self-Promotion: Cultural Differences and Creating Engagement

(8:28) Successful Promotion: Passion, Conviction, and Social Media

(11:20) Practical Tips for Enhancing Your Social Media Presence

(14:01) YouTube as a Promotional Tool: The Power of How-To Videos

(16:35) Personal Branding and Building an Online Presence for Better Sales

(16:55) Sponsor: (Sponsor name)

(17:15) Selling Benefits, Not Just Products: The Art of Sizzling Sales

(18:05) Preview of Next Week's Episode

One of the keys to closing the deal I headlined last week is following up.

The average salesperson makes two calls. 80% of deals are made on the 5th to 12th call.

In this episode I give you 7 ways to easily and effectively follow up so you can be a sizzling success

(0:00) Introduction by Mick Holly

(1:02) The Role and Importance of Follow-Up in Sales

(2:09) Competition for Customer Attention and Maintaining Presence

(3:50) Persistence and Overcoming Objections in Follow-Up

(4:37) Strategies for Effective Follow-Up: Phone Calls, Text Messages, and Emails

(6:49) Traditional Follow-Up Methods: Snail Mail and Handwritten Notes

(8:13) Innovative Follow-Up Strategies: Video Messages and Social Media

(12:29) Recap of Follow-Up Strategies

(13:00) Conclusion and Preview of Next Episode

Sales Closers are not born. They are made. They learn the sales process and hone their craft.

In this episode I ;ay out the 6 step sales process and then the 7 reasons why people fail to close the deal

(0:00) Introduction and the myth of the 'born salesperson'

(1:13) The importance of being a 'closer' and the value of tenacity

(2:14) Attracting top salespeople and understanding customer needs

(3:16) Simplifying the sales process with six basic steps

(5:49) Deep dive into Step 5: The Close

(6:09) Understanding and overcoming seven common reasons why closes fail

(11:21) The role of belief in sales and avoiding the trap of being 'reasonable'

(13:00) Uncovering and addressing real objections

(14:33) Selling to the decision maker and the power of follow-ups

(15:41) Recap and continuation on reasons why people fail to close

(16:38) Encouraging reviews, directing to show notes, and closing remarks

Good salespeople set goals. Many of them write them down. Rainmakers go a step further. They setup systems that ensure their goals are met and/or exceeded.

We'll touch on 4 essential systems with an emphasi son the first one--Your Lead generation System.

Lead Generation System Sales Pipeline Management System Daily Work Execution System Belief System

(0:00) Introduction and the importance of sales goals

(2:08) Four main systems for salespeople: lead generation, pipeline management, daily work execution, and belief system

(4:18) Lead generation's role in sales and challenges

(7:11) Identifying and nurturing potential leads

(11:15) The significance of a structured follow-up system

(13:13) Closing remarks and call for reviews

Win First and Fight later is an axiom from Sun Tzu, the author of the Art of War.

Sizzling sales rainmakers win deals in the discovery phase, and don't claw and fight late in the battle with the only weapon left which is lowering the price.

In this episode we discuss the importance of getting involved early and how to accomplish that.

(0:00) Introduction to the episode: Win first, fight later

(1:15) The discovery phase in sales and its importance

(2:28) The connection between successful salespeople and active listening

(4:22) Understanding 'last look' in sales and strategies for winning bids

(6:38) Introduction to Mick Holly's book, "The Ultimate Formula for Winning Work with General Contractors"

(10:47) The three things people buy: People they like, companies they like, and the product or service

(13:43) Strategies to get time with decision makers in the 'fight later' phase

(16:59) Continuation of strategies for identifying key decision makers and building relationships

(18:01) Request for audience reviews and feedback

(18:16) Closing remarks and episode wrap-up

Executive Presence is exuded by some people. In this episode I explain it is not a genetic gift. It is a capability you can build.

Here are 5 ways to build it so you can be more confident, more assured and win more deals.

(0:00) Introduction to executive presence

(1:53) The difference between being a peer and a supplier

(7:12) Breakdown of communication: words, looks, and sound

(14:16) Using LinkedIn to enhance your professional image

(19:31) Experiment by Amy Cuddy on high power poses

(22:33) The effect of posture on executive presence during meetings

(26:03) Mastering the art of the pause for effective communication

(29:10) The significance of future-oriented thinking in executive presence

(33:03) Conclusion: Recap of the episode and a look at the importance of first impressions on social media

Great salespeople don't do different things.

They do things differently.

In this episode I share two things all salespeople do but do them in a different way to deliver greater success.

(0:00) Introduction to episode 12: How to be the greatest salesperson in the world

(1:47) Story of Joe Gerard, the world's greatest salesman

(4:10) Joe Gerard's unique sales methods: Yellow pages and postcards

(7:04) The importance of having a good prospect list and staying present

(9:44) Innovative ways to stay in front of your prospects

(11:52) Using humor and creativity in sales: The use of cartoons

(13:33) Utilizing technology in sales: The auto responder system

(16:15) The key to sales success: Building a contact list and consistent communication

Objections are not an evil to be avoided!

They are signposts for your sale.

To be a sizzling sales success you need to have objection handling skills in your arsenal.

In this episode I'll give you ways to effectively disarm objections and suggest the key reasons why you might seed objections you want your prospect to voice.

(0:00) Introduction to episode 11: The secret to disarming sales objections

(2:00) Potential negative outcomes and consequences of not addressing sales objections

(6:31) Decision-making process in sales and its management

(8:39) Techniques for dealing with objections: seed, sprout, and disarm

(14:13) Utilizing objections to your advantage

(17:01) Disarming objections: actively listening and acknowledging objections

(18:16) Using storytelling to handle objections

(19:35) Recap: Techniques to handle sales objections and importance of follow-up

(20:20) Call to action: Request for reviews and feedback

(20:30) Closing: Additional resources and website mention

Finding and acquiring new customers is critical for your business.

In this episode I share the 5 pitfalls I most frequently see commercial contractors making when trying to attract new business.

I'll also share techniques to overcome these shortcomings so you can dramatically improve your lead generations and customer acquisition

(0:00) Introduction and challenges of finding new business

(1:44) Five pitfalls that limit lead generation and new business growth

(4:43) Effective prospecting strategies in sales

(10:51) Overcoming phone call phobia and managing the sales process

(14:33) Asking the right questions before bidding and presenting your bid

(16:39) The importance of having a written sales plan

(18:08) Identifying successful end user segments and focusing on lifetime customer value

(20:36) Reawakening past customer relationships and the necessity of client relationship management

(23:01) Maintaining customer engagement through email marketing

(24:57) Recap, closing remarks, and reminders

Sales is a lagging indicator.

Belief is THE leading indicator.

Top sales sizzlers exude total conviction in themselves, their service sand their company. This compels their prospects to buy from them.

This conviction comes from their inner belief system, Today's show emphasizes that your mind shapes your beliefs and you can program it for failure or for sizzling success. You won't want to miss this episode.

(0:00) Introduction to the episode: Your Most Potent Sales Weapon

(1:58) Mick Holly's personal sales journey and the role of self-improvement

(6:32) Impact of belief and conviction on competition and sales

(9:20) Overview of Mick Holly's book and understanding decision making in sales

(15:03) Comparing sales approaches: 'Nervous Nelly' vs 'Confident Charlie'

(17:06) Mental preparation for successful sales

(18:27) Continued discussion: The power of belief in sales

(19:33) Closing remarks and call for reviews

(19:53) Promotion of website and previous episodes