When I owned NRS Media, Michael Botta was one of the best sales guys.
Michael was one of our longest-standing staff members at NRS Media and was based in our Long Beach office in good ‘ole’ USA.
He was in front of thousands of media salespeople each year and travelled for weeks on end with our NRS Media message.
He understands the importance of work. Here is his definition of W-O-R-K: W: Weighing O: Opportunities R: Repeatedly
(with) K: Knowledge
We come to work, and what makes it frustrating for many of us at times is that we are challenged to continually Weigh (consider, ponder, create) the Opportunities (challenges, problems, setbacks) that are Repeatedly uncovered during our day, which then causes us to tap into our Knowledge (experience, success, etc.) to fix the problem.
This is a never-ending process.
Is work a gift?
Work should be viewed as an incredible gift that makes us more helpful to others. Businesses all over the world are happy to compensate you for your WORK.
Work is the giving of yourself to help another. Work is the best thing for us because, by its very nature, it brings out our best qualities, intentions, and solutions.
What work isn’t:
If, on the other hand, one views’ W-O-R-K’ as: Wanting Others to Replace my Knowhow, then that individual is essentially holding back their unique gift and perspective and not giving of themselves to help another.
Work for some people is merely something they have to do and not something that provides them with an open the door to use their creativity – or is not viewed as a unique opportunity to share their creative insight for the benefit of another.
Fear, disappointment, rejection, anger, and blame keep one from doing their best WORK.
How we view WORK significantly impacts ourselves, our families, and the benefit of others. By doing our best WORK, we can change lives for the better.
A great reason to get up and work every day, make sure you do something you love.
Thanks, Mr Botta!
Whatever career you choose in sales, getting help is always good.
Here are 4 ways I can help you make more sales in your business – whether your business is big or small.1. Want to become a Sales Mindset Blueprint Member. You get access to an exclusive coaching session with me and full access to my sales programme every month. Get the deets here.
Try the new ‘7 Days to Sales Success’ framework. Make more sales in 7 days—the framework of everything you need to start making more sales in your business. The Sales Success Framework uses a simple 7-day challenge. Click here to find out how you can grow your business by making more sales.
Join our private Facebook group – The Sales Mindset Inner Circle. Get all the latest up-to-date sales ideas. Every week we do Facebook Live updates on all things sales. Tips, ideas, free coaching, and much more. Join me by clicking here
Could you work with me one-on-one? If you’re a small or large business owner or in professional services, you might have a few strategies, tactics and tools away from doubling your lead flow, revenue and impact. Please jump on a FREE 15-minute brainstorm call with me by clicking here.
In Dan Kennedy’s book ‘No BS Sales Success’, he talks about a real estate agent called Pebby B.
Here is an abridged version…
“Peggy B gets 70% of her listings from referrals and 30% from advertising. When someone wants to list with Peggy, they get put onto one of her three assistants. The assistants vet the clients to see if they fulfil Peggy’s requirements for listing. If they do not, they are passed on to other real estate agents.
If they do, a DVD on Peggy’s successes is sent directly that day to the potential listed property owner.
An appointment is made, but the assistant arrives first (Peggy comes 20 minutes later). While the assistant is there, they go over the data of similar sales in the area, how long sales have taken, price expectations, etc.
Peggy then calls to let the client know she is on the way, arrives, and listens to her assistant’s overview of the property. Next, while they talk, Peggy asks if it is okay for the assistant to take a few photos of the house. (This is a trial close)
Why would they let her go ahead if they were not interested in listing the house?
Peggy then uses her flip book and goes over the ten steps they will operate together to get the best price for the house. An agreement is produced that has been partially completed by the assistant from the information obtained over the phone.
Last year Peggy listed 92% of the homes where she presented this listing immediately, without delay.”
I highly recommend you buy this book to get hundreds of ideas for your sales presentations. I fight for every referral I can get; I have a system in my book to tease up clients before you present your offering.
Any agent in real estate can execute this process with some planning and understanding of what and how essential referrals and structured presentations are.
Please share your ideas on what you do when you first meet a client.
Good selling.
Mike
Whatever career you choose in sales, getting help is always good.
That’s why you can get FREE in your inbox every morning for seven days; the 7 Day Sale Challenge.
Here are 4 ways I can help you make more sales in your business – whether your business is big or small.1. Want to become a Sales Mindset Blueprint Member. You get access to an exclusive coaching session with me and full access to my sales programme every month. Get the deets here.
Try the new ‘7 Days to Sales Success’ framework. Make more sales in 7 days—the framework of everything you need to start making more sales in your business. The Sales Success Framework is based on a simple 7-day challenge. Click here to find out how you can grow your business by making more sales.
Join our private Facebook group – The Sales Mindset Inner Circle. Get all the latest up-to-date sales ideas. Every week we do Facebook Live updates on all things sales. Tips, ideas, free coaching, and much more. Join me by clicking here
Could you work with me one-on-one? If you’re a small or large business owner or in professional services, you might have a few strategies, tactics and tools away from doubling your lead flow, revenue and impact. Please jump on a FREE 15-minute brainstorm call with me by clicking here.
I am always being asked what makes good sales training and coaching? Here are five tips I hope can help you make the right decision when it comes to hiring any sales trainer or sales coach.
1. The sales team don’t see the sales training as relevant to them.
Usually what happens is that a salesperson will be sent on a sales training course and they get there and it’s straight out of a manual. Taught to them by rote and disappointing.
2. The ‘one size fits all approach doesn’t suit their business situation.
The trainer has not spent the time to evaluate the sales persons’ needs. Tailor making specific programmes work better. Before any training ask the sales trainer to work with you on YOUR outcomes for the training programme.
3. Lack of Outcomes once at the course.
This is similar to point two, salespeople have different needs, just like their clients, many times salespeople arrive at the course and at are never asked what their specific outcomes today for this course.
4. Sales trainer, not a salesperson.
In this case, it’s more about creditability, if the trainer has no experience selling in any form, it’s difficult to build rapport with the audience you are training. The theory is fine, but not realistic. Sales experience is a must for a trainer.
5. Learning as you go.
If the training is not carried out in an environment of learning and facilitation it’s seen as boring and lacking in depth. In the ever-increasing world of soft skills training involving your participants in ‘learning by doing is a must.
These tips have certainly helped my clients and may help you.
Good selling.
PLUS: WHENEVER YOU’RE READY…
Here are 4 ways I can help you make more sales in your business – whether your business is big or small.1. Want to become a Sales Mindset Blueprint Member. Every month you get access to an exclusive coaching session with me as well as full access to my sales programme. Get the deets here.
Try the new ‘7 Days to Sales Success’ framework. Make more sales in 7 days. The framework of everything you need to get started in making more sales in your business. The Sales Success Framework is based on a simple 7-day challenge. Click here to find out how you can grow your business by making more sales.
Join our private Facebook group – The Sales Mindset Inner Circle. Get all the latest up-to-date sales ideas. Every week we do Facebook Live updates on all things sales. Tips, ideas, free coaching, and much more. Join me by clicking here
Work with me one-on-one. If you’re a business owner, small or large or in the professional services you might just be a few strategies, tactics and tools away from doubling your lead flow, revenue and impact. Jump on a FREE 15-minute brainstorm call with me by clicking here.
Everyone praises the feats of both Armstrong and Aldrin as the first humans to set foot on the moon, but what about the third guy, and what has that got to do with teamwork?
The third person who went to the moon with Armstrong and Aldrin was a guy called Mike Collins; he was the one that was floating around the moon in the space capsule alone while the other two set down on the moon. In fact, he went around the moon twenty-six times, solo.
Lessons about teamwork
While the other two were down on the moon he had to fly his craft around and round the moon. If he pressed the wrong button or knocked the wrong lever he would leave both Armstrong and Aldrin stranded, to finally run out of air and die. Fortunately, that did not happen and history was made.
A couple of great lessons here; the first is that you want to make sure that whoever is on your team you have absolute faith in them to do the job; and secondly, you have selected the right person.
It’s a great time to review your team and see who would stand by you or would help you as the year continues to unfold.
Good selling.
Mike
Whatever career you decide to take in sales, it’s always good to get some help.
Here are 4 ways I can help you make more sales in your business – whether your business is big or small.1. Want to become a Sales Mindset Blueprint Member. Every month you get access to an exclusive coaching session with me as well as full access to my sales programme. Get the deets here.
Try the new ‘7 Days to Sales Success’ framework. Make more sales in 7 days. The framework of everything you need to get started in making more sales in your business. The Sales Success Framework is based on a simple 7-day challenge. Click here to find out how you can grow your business by making more sales.
Join our private Facebook group – The Sales Mindset Inner Circle. Get all the latest up-to-date sales ideas. Every week we do Facebook Live updates on all things sales. Tips, ideas, free coaching, and much more. Join me by clicking here
Work with me one-on-one. If you’re a business owner, small or large or in the professional services you might just be a few strategies, tactics and tools away from doubling your lead flow, revenue and impact. Jump on a FREE 15-minute brainstorm call with me by clicking here.
Every sale is set up before, made during, and then finalised, after.
We can influence all of these areas and ultimately, almost guarantee that a sale is made.
So, what do I mean?
Before:
Before every sale begins to take shape, we decide that we want to work with a particular client. We prospect them, qualify them, and prepare an approach, using all our knowledge and understanding of what that client may want, or need.
The work that we do at the beginning before the first contact is ever made is something that can make, or break, a sale.
This must be one of the most important cycles in the sale. Many salespeople do, however, neglect it. Without organising their thoughts before the sale, they march on in and make a bad job of the next point.
During:
During an interview or first meeting, it is time to listen for clues, ideas and breakthroughs that you might just be able to solve for your client.
If you are quiet, ask the right questions and listen carefully; your subconscious might just take over and provide you with an answer to what your client may be talking about. Great ideas come from your subconscious mind when it is quiet and open to information.
By listening during this meeting, and not (as so many salespeople do) talking, the relaxed mind takes over.
I think part of the reason we do not have breakthroughs with many of our clients is that we are not open to them.
It’s been said that a breakthrough is a sudden, dramatic, and important event or discovery.
‘A light went on’ or ‘I have the answer’ are terms that spring to mind.
However, you will NOT have a breakthrough if you think:
I CAN’T
This person will not BUY my product
They DON’T like my company
They will not BUY ME
After:
After you discover this breakthrough, you will realise that the further you distance yourself from selling your stuff and actually listening for clues, finding a way to quiet your mind, looking for the reason not to talk, you might get to work with that client long after the first contact.
Good selling.
Whatever career you decide to take in sales, it’s always good to get some help.
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. He has hired hundreds of salespeople around the world.
He made a lot of mistakes when it came to hiring his superstars. Check out his How to Hire A Super Salesperson Each and Every time – It’s packed with tips and ideas on how to hire great salespeople. Don’t ever Hire Bad Salespeople Ever Again. Promise!
Having been married for quite some time, and to the same person AJH, or commonly known as the CEO I have over time learned a very valuable lesson in husband and wife relations.
Some may agree or disagree and even if you take the guidance of John Grey’s book, Men are from Mars and Women are from Venus, which proposes that indeed we are different, I think that in sales then it does run true in most cases.
There has of course been a lot of study about this subject from experts with wisdom from thousands of research studies, far more qualified than I ever could be.
I do however listen when AJH says that women could teach men a lot about sales.
Here is her take on it, and she does know, being in retail for 20 years in the interior design business.
Think and Feel
AJH has been a retailer for over 25 years and specialises in interior design.
Her view is that guys “think” and women “feel”. (Not all women) women, in general, respond on a ‘feeling level.
She says that a question such as “How do you feel about the cushion” gets a better response than, “What do you think about that cushion.”
As a salesperson, thinking about how you phrase questions when working with both men and women might just pay dividends.
AJH’s final comment is that women are better at picking up salespeople’s BS detectors.
That is another article all by itself.
What do you think? We would love to hear your comments.
Good selling.
PLUS: WHENEVER YOU’RE READY…
Here are 4 ways I can help you make more sales in your business – whether your business is big or small.1. Want to become a Sales Mindset Blueprint Member. Every month you get access to an exclusive coaching session with me as well as full access to my sales programme. Get the deets here.
Try the new ‘7 Days to Sales Success’ framework. Make more sales in 7 days. The framework of everything you need to get started in making more sales in your business. The Sales Success Framework is based on a simple 7-day challenge. Click here to find out how you can grow your business by making more sales.
Join our private Facebook group – The Sales Mindset Inner Circle. Get all the latest up-to-date sales ideas. Every week we do Facebook Live updates on all things sales. Tips, ideas, free coaching, and much more. Join me by clicking here
Work with me one-on-one. If you’re a business owner, small or large or in the professional services you might just be a few strategies, tactics and tools away from doubling your lead flow, revenue and impact. Jump on a FREE 15-minute brainstorm call with me by clicking here.
