You already know this, but I’m saying it anyways – Business is the game of numbers.

You need data!

As Mr. Drucker relentlessly reminded, “You can’t manage what you can’t measure.” 

Chief among the numbers to manage is profit.  When you’ve created your profit goals and you have the data, there are all types of levers to pull.

This weeks podcast is about pulling the levers of top line sales profit, and bottom line net profit.

When your business is focused on both, you have created something truly remarkable.  If after listening to this 20 minutes, you want even more, read on!

Here’s an invitation to a Free Plantscape Master Mind Jam Session

Maybe you’re thinking – “what the heck is that?”

To be exact, it’s a one hour Zoom meeting with a laser focus on

Growing your Top line sales and your Bottom line net

Smart people with sharp minds thinking together for the benefit of each other.

Sign up here: https://innovate.millermarketingandtraining.com/plantscapers-mastermind-jam-session

Highlights include:

This free 60-minute Master Mind session is your opportunity to share your conundrums and great-ideas with other Plantscape business owners with a growth mindset. We will meet via Zoom on May 29th & June 5th. Just choose your preferred time slot and you’re in!

Click the link below to choose your date.

Sign up here: https://innovate.millermarketingandtraining.com/plantscapers-mastermind-jam-session

PS  If you consider yourself a business owner with a growth-mindset, you’ll want to know about this business-forum exclusively for best-in-class Plantscapers.  It’s called Innovation & Marketing Mastermind for Plantscapers.

“Hitting paydirt” was the term in mining to celebrate finding gold after moving tons of “worthless” dirt.

Question…was all that dirt really worthless?

This short episode on personal growth is the reminder that in moving all the dirt of growing our business, there is huge reward.

The reward is, the person you are becoming – The best version of yourself!

Therefore, lean into the hard stuff.  It’s not worthless dirt.  Rather, it’s rich soil in the process of “Growing You and Growing Your Business” – (Whoa, that’s good, I’m going to use that).

Before you go listen to the show, here’s a gift of my very best systems and process.

Click here to learn more.

And here’s an invite to come to a Free Mastermind preview.

Are you intrigued by the Innovation & Marketing Mastermind for Plantscapers, yet want to get an idea of what to expect?  This free session is for you!

This will be a Jam-Packed one-hour Zoom meeting with Plantscape business owners.

Are you a Plantscaper with a growth-mindset?  Yes?  Then you won’t want to miss this.

What will we talk about?  Click here to learn more

In the second episode of The Paydirt Podcast, we dig into (that’s funny right?) “Why I love Process”

Because of course…

Deming’s second quote always stings a little.

“You’re systems are perfectly designed for the results you’re getting.”

So let me ask you, “do you like the results you’re getting?” And that applies to your life as well as your business.

Before you go listen to the show, here’s a gift of my very best systems and process.

Click here to learn more.

And here’s an invite to come to a Free Mastermind preview.

Are you intrigued by the Innovation & Marketing Mastermind for Plantscapers, yet want to get an idea of what to expect?  This free session is for you!

This will be a Jam-Packed one-hour Zoom meeting with Plantscape business owners.

Are you a Plantscaper with a growth-mindset?  Yes?  Then you won’t want to miss this.

What will we talk about?  Click here to learn more

Here it is – the first episode of The Paydirt Podcast!

Today I’m talking about, “Why I love the Plantscape business”

You made a wise decision when you started, joined or bought a Plantscape business.

In no particular order…Plantscaping is,

Before you go listen to the show, here’s an invite to come to a Free Mastermind preview.

Are you intrigued by the Innovation & Marketing Mastermind for Plantscapers, yet want to get an idea of what to expect?  This free session is for you!

This will be a Jam-Packed one-hour Zoom meeting with Plantscape business owners.

Are you a Plantscaper with a growth-mindset?  Yes?  Then you won’t want to miss this.

What will we talk about?  Click here to learn more

Top Line = Total Sales or Revenue.  The first line on the income statement

There are three ways to Grow your business.

Selling is Growing Your Topline, Yes – and yet, it doesn’t always mean adding new customers

9 Ways to Grow your topline revenue

Telling is not selling – Selling is asking questions

The Discovery Appointment is where you diagnose your prospect to find their pain.  You are learning how John Smith sees the world – and what keeps him up at night.

Imagine you go to the Doctor, and tell him about a pain in your stomach.  Then, without asking any questions, he says, you have cancer, we need to operate. Ridiculous of course!

Just like a medical doctor asks a patient, where does it hurt, as a sales professional, we ask questions to learn about our prospects pain points.

Asking questions is The Discovery Appointment.

Prescription without Diagnosis is Malpractice

What is the difference?

Sales person vs Order taker

Professional Salespeople know how to make it rain, order takers wait for the rain to come

Professional Salesperson or Order taker

Professional salespeople know how to grow the topline revenue.

Cold calls are so…um, COLD

Two episodes ago – Selling is a System

Systems have steps – the steps are

Interrupt, Engage, Educate, Offer, Close

We’re talking about that first Step – the Interrupt

Is it going to be a cold interrupt or a warm interrupt?

Listen this is HUGE…

AN ANNOYING INTERRUPT – OR A WELCOME ONE?

ARE YOU GOING TO ARRIVE AS AN ANNOYING PEST? OR A WELCOME GUEST?

3 Ways how not to make a Cold Call

“Wait what Brad?  Of course I know what I sell.”

We have a section in our sales training manual – a separate module – “What Exactly Do We Sell”

We are a Plantscape Company – – – you would think we sell Plants and Planters.  If you think that – you would not be very successful selling at IPS

What do we sell?  A Living Ambiance Program

That’s Good right – that’s better than we sell plants and planters – BUT that is still missing the Key Ingredient: WHY They Buy

To know what you sell – you have to Know What You Sell – and Why People Buy it

What is your Value Proposition?  Don’t sell the thing, sell what the thing does.

Do you know what you sell?

Don’t Sell people based on your reasons of Why YOU think they should have it – sell it from THEIR Point of View.

The John Smith question: “You can’t sell John Smith what John Smith buys, until you can see the world through John Smith’s eyes.”  In sales, you want John Smith’s point of view.

How do you learn how John Smith sees the world?

Wait for it…YOU ASK him

The salesperson assumes that the prospect Knows what he’s selling.  NO!  1000 times NO!

You have to connect the dots for the prospects

Ask, your version of, The Key Question

Does The Thing that you sell have more than one Feature?  Of Course it does.

WARNING – The Problem is…You’ve Heard This Before!

Features and Benefits Selling.

People don’t buy the steak the buy the sizzle

People don’t want a 1/4-inch drill, they want 1/4-inch hole

People don’t buy what you sell – they buy it, for how it will make them feel

If you can’t describe what you’re doing as a process – you don’t know what you’re doing – Deming

There is a selling system – that is the same exact as the marketing system, but with different words

5 Step Marketing system

Interrupt, Engage, Educate, Offer, Close

The Five Great Rules of Selling

1) attention, 2) interest, 3) conviction, 4) desire, 5) close.