Well, we have a local smallgoods company that is keen to get some help on their sales.
Could I adapt 25 years of selling media, retail, and other products to this challenge?
Why not?
Over the last 18 months working alongside a great team of people we managed to grow that company and sales of sausages by 69%.
What did we do?
Kaizen- There was a phrase used by Japanese manufacturers in the ‘70s-‘80s that worked on the premise that to make their factories better they needed to have a mindset of constant and never-ending improvement.
Over time they lifted the perception of not being very good at manufacturing to the best in the world.
Think of Toyota, Sony.
What did we do with our sausage company, you may ask, to get that sort of growth?
Acquisition and retention.
Acquisition- In the winter there’s not a lot of sausages sold, so we decided that was when we would build our client base. Key sales strategies to lift potential sales into the summer.
Retention – It’s easier to sell into a client you already have, than to one you don’t. We made sure that they were appreciated and looked after.
How did we do that.
Developed a 90-day love plan.
90 days of well thought out sales plans to help bed down our relationship.
Just a simple system that works and is scalable.
If you’re exhausted with chasing the next sales, maybe even need some love, my calendars are open.
See the details below.
Sales is easy.
PLUS, whenever you are ready…here are four ways I can help you grow YOUR business.
My favourite thing to do is show you what’s working right now. It’s not as good as being a client, but it’s close.
2. Take advantage of a FREE 45-minute consultation
Need some sales support? Make an appointment, and let me take you through the past, present, and future template.
3. Work with me one-on-one
If you are wanting to take your product or service from face-to-face to virtual selling, then I have a product that may be able to help you. You can get started for as little as $250 a month. If you’re interested then email mike@mikebrunel.com and put ‘Virtual Selling’ in the subject line…tell me a little about your business and I’ll get you all the details.
4. Finally, grab my new digital book on ‘How to get a predictable sales system into your business without coming across as salesy’
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.
This week we know the situation of COVID-19 in New Zealand.
It’s no longer in the community.
There is still a lot of fear out in the community however and we need to recognise that with our clients.
Fear. What does that mean and how do we overcome it?
What is fear?
I believe reframing your mind right now is an important element to getting moving from where you are now to where you need to be.
What is another way to look at fear?
F – False
E – Evidence
A – Appearing
R – Real
Reframing you mind to think of fear as an opportunity to look at things differently will help you get in the right frame of mind.
What do we do now?
Communicate, communicate, communicate. Like real estate says location, location, location, it’s the same for you. Keep in touch as much as you can with your clients.
Compassion. Have some compassion, be understanding of many of your client’s position. Be there for them.
Connection. A lot of your clients are just getting back to normal (or the new normal). Never forget people crave connection, give it to them.
Rediscover your passion. Why do you love your product or service? When you are talking with clients make sure you show that passion.
Don’t chase the money. Chase the reason why you love what you do. In most cases, that’s probably why you got into business or sold a product or service in the first place.
Network. Get into a networking programme with folk with the same interests.
Finally, be patient, this too will pass.
PLUS, whenever you are ready…here are four ways I can help you grow YOUR business.
My favourite thing to do is show you what’s working right now. It’s not as good as being a client, but it’s close.
2. Take advantage of a FREE 45-minute consultation
Need some sales support? Make an appointment, and let me take you through the past, present, and future template.
3. Work with me one-on-one
If you are wanting to take your product or service from face-to-face to virtual selling, then I have a product that may be able to help you. You can get started for as little as $250 a month. If you’re interested then email mike@mikebrunel.com and put ‘Virtual Selling’ in the subject line…tell me a little about your business and I’ll get you all the details.
4. Finally, grab my new digital book on ‘How to get a predictable sales system into your business without coming across as salesy’
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.
A few weeks ago, I wrote an article on Coca-Cola and how they made their comeback during the Great Depression.
This week I am going to talk about Proctor & Gamble.
Soap and the power it has over us, even today.
As they came out of the Great Depression, Proctor & Gamble – as they are known today – knew that people were going to buy soap, and they were determined that if that was the case, it was them that people were going to buy it from.
They decided to invest in radio and launched a series of daily shows that told stories of the people who purchased their soap product.
These soap stories became so popular that by the late 30’s they were all over radio and pioneered the term ‘soap opera’. True story.
What could you learn as a business or salesperson?
‘Don’t do what you always done’.
Make sure when you look around, that the people next to you – not too close – demonstrate the same like-minded positive attitude as you.
Do things a little different. Don’t hide away. Learn new stuff. Join a group. Do not allow what is happening around you, define you.
Stay open to new ideas.
Why not join my group of like-minded folk that together are growing a community.
Don’t just survive – thrive. 2020 is going to be our year.
Check out the details in the link below
Mike
PLUS, whenever you are ready…here are four ways I can help you grow YOUR business.
My favourite thing to do is show you what’s working right now. It’s not as good as being a client, but it’s close.
2. Take advantage of a FREE 45-minute consultation
Need some sales support? Make an appointment, and let me take you through the past, present, and future template.
3. Work with me one-on-one
If you are wanting to take your product or service from face-to-face to virtual selling, then I have a product that may be able to help you. You can get started for as little as $250 a month. If you’re interested then email mike@mikebrunel.com and put ‘Virtual Selling’ in the subject line…tell me a little about your business and I’ll get you all the details.
4. Finally, grab my new digital book on ‘How to get a predictable sales system into your business without coming across as salesy’
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 sources his product from all over New Zealand and is seen as an expert for supplying and delivering fish – not normally sold by other fish suppliers – to upmarket restaurants.
C-O – Crisis = Opportunity
Imagine how he was feeling when we went into lockdown; overnight his business of serving restaurants was slammed, no more orders, zip, nothing.
What would you do if that happened to you – your livelihood and business halted? Many of you will know how that feels.
If you don’t go out to eat, his business doesn’t thrive.
B-C – Business = Consumer
It’s an old term that has come of age.
What did he do?
Two things
Created video content for his Facebook page, teaching people how to cook.
Made an offer in those videos to buy his fish direct, delivered to your home.
The results were outstanding, with loads of orders coming in as a result of a simple video, and an offer.
He is now projecting a business with potential close to $500K. Seemingly out of nowhere.
Past – Present – Future
We joked that if I had said in early March that he would get on Facebook, cook some fish dishes, and offer to deliver direct, that he could have a half million-dollar business.
What can we learn out of that?
Look at the past, present and the future and ask yourself these 3 questions.
What am I going to keep from the past?
What did I learn from the present (lockdown)?
And what am I going to do in the future?
How can I help you now and into the future?
Mike
PLUS, whenever you are ready…here are four ways I can help you grow YOUR business.
My favourite thing to do is show you what’s working right now. It’s not as good as being a client, but it’s close.
2. Take advantage of a FREE 45-minute consultation
Need some sales support? Make an appointment, and let me take you through the past, present, and future template.
3. Work with me one-on-one
If you are wanting to take your product or service from face-to-face to virtual selling, then I have a product that may be able to help you. You can get started for as little as $250 a month. If you’re interested then email mike@mikebrunel.com and put ‘Virtual Selling’ in the subject line…tell me a little about your business and I’ll get you all the details.
4. Finally, grab my new digital book on ‘How to get a predictable sales system into your business without coming across as salesy’
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.
Having customers on my database gives me the chance to add some value and give you the opportunity to take advantage of a few of my offers that others don’t get.
Different stages of the buying cycle
Offers pave the way to a sale, and you must be making these all the time.
Every one of our clients might be at a different stage in the buying cycle.
Right now, the buying cycles are being affected by the uncertainty of COVID-19.
In this week’s blog I want to offer you something that only those on my database will get:
Full access to my book ‘Selling is not optional – how to master the most important skill in business and life’, and several mini workshops to go with it.
My favourite thing to do is show you what’s working right now. It’s not as good as being a client, but it’s close.
2. Take advantage of a FREE 45-minute consultation
Need some sales support? Make an appointment, and let me take you through the past, present, and future template.
3. Work with me one-on-one
If you are wanting to take your product or service from face-to-face to virtual selling, then I have a product that may be able to help you. You can get started for as little as $250 a month. If you’re interested then email mike@mikebrunel.com and put ‘Virtual Selling’ in the subject line…tell me a little about your business and I’ll get you all the details.
4. Finally, grab my new digital book on ‘How to get a predictable sales system into your business without coming across as salesy’
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.
In this week’s blog I talk about asking the right questions and discovering that one extra question can unravel hidden opportunity and revenue.
Many salespeople, after making a call to a client, figure out the problem and then offer a solution.
The old budget questions
Next up, they will try to ascertain the client’s budget.
The question might look something like this:
“Do you have a budget in mind for this service/product?”
“Yes, I do,” says the client, and then they throw a number out there, probably guessing.
Here is a tip that gave one sales coach the chance to increase his client’s budget by 100%.
Simply ask – UP TO?
I learnt this tip years ago from Tom Hopkins, a great sales coach.
He maintained – and I can vouch for his wisdom – that if you ask those two words, nine times out of ten you will find that the number of the budget you are given by a client will increase.
Tom’s story
His story verifies that.
Tom was working with a client and it got down to budgets. He was searching for what the client could afford.
His client, when asked the question “What is your budget?”, replied with “$1,000 Tom”.
Tom then asked these two words…
UP TO?
The client went on to say, “Up to $2,000”.
Now, there was an immediate $1,000 gap that Tom could work with.
It works, try it.
So next time when you ask for a budget, maybe these 2 words could be useful.
Mike (UPTO) Brunel
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!
