Start a Conversation with Yourself
A successful sales relationship hinges on the ongoing conversation you have with your customer. The dialogue starts, strangely enough, with the conversation you have with yourself.
You can listen to others more effectively when you know how to listen to yourself. I first learned this years ago at that first media company job.
They sent me to a conference in Houston, Texas. I had just come out of a long-term relationship and to be totally honest, I felt a little bit lost.
I remember sitting in a hotel room and coming across an infomercial featuring a very youthful Tony Robbins promoting something he called “Personal Power.”
I was intrigued enough to buy what Robbins was selling. When I got back to New Zealand, there was a box waiting for me with Tony’s signature on it.
Love of Knowledge.
I devoured the material; it re-ignited my love of knowledge and showed me how to improve my outlook and my self-talk.
I did all the exercises and kept a journal. One skill I learned was how to ask quality questions of myself. It started with questions recorded in a journal and culminated in a completely new focus that brought better results. The disparity in the quality of people’s lives often comes down to the difference in the questions they consistently ask.
You prime your mental computer to look for a particular type of answer. If you’re asking, “What’s wrong with me,” your mind will come up with an answer—you are stupid or you don’t deserve to do well.
On the flip side, if you ask questions like “How can I take this experience and use it to contribute to others’ lives,” your brain will come up with much more constructive answers.
You will be able to see the path forward, rather than feeling like you have reached a dead end.
Conversation Questions to help your Self Talk
Here are some examples from my long-ago journal:
• What am I happy about in my life right now?
• What about that makes me happy and how does it
make me feel?
• What am I most excited about in my life right now?
• What makes me excited?
• What am I grateful for in my life?
• What am I committed to in my life right now?
Asking these questions helped me see clearly how positive questions lead to a growth mindset, which leads to better results down the road. When you think in terms of constructive, positive questions, your brain goes off and works on
them even when you’re not thinking about the answers consciously.
For example, consider the difference between “Why does this always happen to me?” and “How can I learn from
this experience?” They are simply worlds apart in terms of choosing your next step.
Develop a pattern of questions that empower you. If you seek a shift in your life, make this part of your daily routine.
Over time, asking these types of questions changes how you question your clients.
Have fun selling your stuff.
Mike Brunel started Mikebrunel.com after being a successful entrepreneur and founder of NRS Media. He co-founded NRS Media in Wellington, New Zealand, expanded it into a global powerhouse in media sales and training, and was eventually responsible for opening offices in London, Atlanta, Toronto, Sydney, Capetown, and Bogota. His products and services are now sold in 23 countries and in 11 languages generating $250 million annually in sales for his clients. Mike sold the company in 2015 and now spends his time following his passions which include rugby, travel. His promise: “I can find thousands of dollars in your business within minutes – GUARANTEED” TRY ME OUT!
Do you know the difference between a small sale and a large Sale
An excellent book that I have had tucked away in my library is called Spin Selling by Neil Rackman.
In Neil’s book, he maintains that there is a difference between a small sale and a large sale and different philosophies are used for both.
If you are able to know the difference between a large sale and a small sale you might just be able to save a lot of time when you go to prospect.
So what is the difference?
How does that relate to your long-term success?
If you can grasp this idea you will able to avoid all those frustrating “no calls” you keep making and begin to focus on the calls that do matter.
The general rule for small sales is the one from Neil’s book.
He is sitting in an airport waiting for a connecting flight; he was browsing in a store and spotted one of those multipurpose knives, like the Swiss Army knife, the price $15.
Within 2 seconds of seeing it, he bought it and his immediate need was satisfied. To him, it was what I call a no-decision decision.
Now, what about a bigger sale? Let’s take another scenario, you are meeting your client for the first time, potentially that client could invest with you several thousand dollars worth of product or services.
Are you going to get him or her to buy on the first call?
The best way to approach the larger sale is to expect that it may take a little longer. They simply have different needs than smaller sales.
Here a sure fire way to make sure that you do know the difference:
- A larger sale will contain more than one decision maker
- A larger sale involves asking more specific questions about their problems and moving them up to solutions.
- Larger clients tend to take a more rational approach to decision making than a smaller client.
Do this on a regular basis and monitor what are your small sales and your larger sales.
One action you can take straight away is write down all you larger clients based on spend and see if this does stack up against the criteria above.
List all your larger clients in a notebook and begin to ask questions to discover the needs over time.
Have great fun selling your stuff.
Mike Brunel started mikebrunel.com after being a successful entrepreneur and founder of NRS Media. He co-founded NRS Media in Wellington, New Zealand, expanded it into a global powerhouse in media sales and training, and was eventually responsible for opening offices in London, Atlanta, Toronto, Sydney, Capetown, and Bogota. His products and services are now sold in 23 countries and in 11 languages generating $350 million annually in sales for his clients. Mike sold the company in 2015 and now spends his time following his passions which include rugby, travel. His promise: “I can find thousands of dollars in your business within minutes – GUARANTEED” TRY ME
Reducing your business expenses is easier than you think
A leading manufacturing company based in Japan is said to have saved a quarter of a million dollars just by turning off the lights.
The company ran a competition with a reward asking people to answer this question:
How can we save money in our company without damaging, effecting or interrupting the day to day operation of the business?
It’s as simple as flicking a switch
The staff at the company embarked on a weeklong program in groups from senior management right down to the factory workers. Once the final entries were collated the prize went to one of the lowest paid workers.
Their suggestion was simple: turn all the lights out in the computer room and factory where automatic robots assembled parts for major components. The worker was awarded 20 percent of those first savings as their reward.
The solution is right in front of you
Sometimes the best solution to a problem was right in front of you the whole time. The answer doesn’t always need to be complicated and simpler is often better. Management doesn’t exclusively have the answers so put your problem to all your employee’s. You might be blown away by the responses from you lower-skilled departments.
Happy selling everyone!
About the Author:
Mike Brunel started Mikebrunel.com after being a successful entrepreneur and founder of NRS Media. He co-founded NRS Media in Wellington, New Zealand, expanded it into a global powerhouse in media sales and training, and was eventually responsible for opening offices in
London, Atlanta, Toronto, Sydney, Capetown, and Bogota.
His products and services are now sold in 23 countries and in 11 languages
generating $250 million annually in sales for his clients. Mike sold the company in 2015 and now spends his time following his passions which include rugby, travel. His promise: “I can find thousands of dollars in your business within minutes – GUARANTEED” TRY ME OUT!
This week I want to share a story about a father and son and the importance of having an open mind.*
The Newspaper story
A man is busy working at home when his young 5-year-old child comes into his study and with the enthusiasm that children have in abundance, he asks his Dad if they can go to the park.
The Dad in the middle of his work tries to resist his son’s requests but the child persists, and with frustration, the Dad looks around him and lifts up a newspaper and opens it up to double page picture of a map of the world.
A Map with a secret
He then pulls out the map, and tears it up into handfuls of small pieces and gives them to his son.
He then says “after you put together this map of the world, then we will go to the park.” his son took the pieces of the newspaper in both hands and scurried eagerly over to the other side of the room and set to without delay. The Dad knew that his son had no idea what a map of the world looked like, and thinking it would take him ages he got back to his work.
Five minutes later his son ran across to his Dad, “I finished he said, can we go to the park now”
It was Easy
The Dad thought his son was making it up, but on the floor was the finished makeshift jigsaw of the map of the world.
“How did you finish this so quickly?” he asked his son
“It was easy, Daddy.” said the boy as he turned over the pieces of the jigsaw one at a time, and on the other side of the world map was a photograph of a man.
“You see, when you put the man back together the whole world falls into place.”
*The moral of the story is it is how you look at things.
You see what you want to see, sometimes you have to open up (Growth Mindset).
I have to challenge myself every day to start thinking a little differently about this profession called sales.
Have a great time selling your stuff.
*Chicken Soup for the Soul- Jack Canfield- Mark Victor Hansen
PS. Why not open your mind and take the 7 Day challenge.
Photo – Austin Kleon- Steal like an Artist
“Are Sales are contingent upon the attitude of the salesperson? Or the attitude of the prospect”
I get to hear good stories from all over the world as to how salespeople are making a difference to people’s lives.
In many situations businesses worldwide are feeling (according to them) the pressure of not getting their numbers, the market is tough, it is not like it used to be, people are simply not buying like they used to, the excuses seem to go on and on.
I want to debunk that, it simply is not true. I know that if you offer value, and are committed to your customers, they will buy off you.
Money is still there.
The truth is that the money is always there, it may be less for some, but nonetheless, it is always there, it just moves around. It might move from your business to another, but the facts are that that retail revenue is up in countries like NZ and Australia.
It might move from your business to another, but the facts are that that retail revenue is up in countries like NZ and Australia.
The thing is that businesses have to do things differently; they need to think about how their clients are purchasing their product.
I can guarantee that in most homes these days television and other media is not the main source of entertainment or information.
The internet has become a big part of our lives.
Clients do research your product along with your competitors before they even venture into your store or place of business.
Information is Power.
Many business owners that I have worked with all over the world have had to come to terms with a changing market.
The ones I notice that are doing well train their staff on a regular basis, keep them up to date with all the new products or services, help them make the decisions, this is done usually at least once a week.
In any business product knowledge is based upon attitude, if you visit a store and a staff member does not know their product what happens?
You lose confidence, you are not really sure if they are to be trusted, you might retreat, and go off to someone else.
Want a secret to more Sales?
Product knowledge and information about a product have an invisible benefit. It gives the salesperson the “right attitude” it rubs off. They get confident, and the clients feel that confidence.
Try these simple exercises that work.
Here a just two exercises you can do in your business to get your team to buy into product knowledge training.
- POP QUIZ- write up 10 benefits of your most popular products, list what you think is the #1 benefit for the customer if they buy this product.
- TEST ONE ON ONE, OR IN A TEAM MEETING – Give each of your staff a test on every one of those products. You can do it in written form or as part of their one on one meeting.
These simple tests can give your business a foot up and you might get an extra share of the money that is out there.
Have a great day selling your stuff.
PS. If you want a simple test format to help you do that then download our 7 day Sales Mindset Challenge. Or if you need help to help your team make more sales or get more leads then contact me.
“Sales are contingent upon the attitude of the salesperson, not the attitude of the prospect” –William Clement Stone.