by Mike Brunel | Oct 9, 2023 | Presentation, Sales
This week, I want to share a story about a father and son and the importance of having an open mind.
It is an excerpt from my book.
The Newspaper Story
In a fictional scenario, a man is busy working at home when his young 5-year-old child enters his study with the enthusiasm that children have in abundance.
The child 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.
With frustration, the Dad looks around him and lifts up a newspaper, opening it to a double-page picture of a map of the world.
A Map with a Secret
He then pulls out the map, tears it up into handfuls of small pieces, and gives them to his son.
He says, “After you put together this map of the world, then we will go to the park.”
His son takes the pieces of the newspaper in both hands and scurries eagerly over to the other side of the room, setting to work without delay.
The Dad knows that his son has no idea what a map of the world looks like and thinks it will take him ages to complete the task.
So, he gets back to his work.
Five minutes later, his son runs across to his Dad and says, “I finished! Can we go to the park now?”
It Was Easy
The Dad thinks his son is making it up, but on the floor is the finished makeshift jigsaw of the map of the world.
“How did you finish this so quickly?” he asks his son.
“It was easy, Daddy,” says the boy as he turns over the pieces of the jigsaw one at a time.
On the other side of the world map is 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
The moral of the story is that it is how you look at things.
You see what you want to see, and sometimes you have to open up (Growth Mindset).
I challenge myself every day to approach the sales profession with a different perspective.
Have a great time selling your stuff.
Mike
Chicken Soup for the Soul – Jack Canfield – Mark Victor Hansen
P.S.
If you would like a FREE Download of my book “Selling is not optional”- How to Master the Most Important Skill in Business and Life.
Click on the link and it’s yours.https://products.mikebrunel.com/selling-is-not-optional-digital-download
by Mike Brunel | Oct 2, 2023 | Sales, Strategy
“Size Does Matter when it comes to selling.
For valuable insights into distinguishing between small and large sales, consider reading Neil Rackman’s best-selling book, ‘Spin Selling.’ Several years ago I was introduced to it and found it very useful when selling larger offers.
“Distinguishing Between Big and Small Sales”
Rackman emphasises the fundamental differences between a large sale and a big sale.
He believes each requires distinct closing techniques.
Recognising these differences can save you significant time and increase your chances of success when approaching prospects.
What Defines a Small Sale?
In ‘Spin Selling,’ Rackman shares an illustrative anecdote. While waiting for a connecting flight at an airport store, he spontaneously purchases a versatile Swiss Army knife for just $15.
The time elapsed between recognising the need and making the purchase was mere seconds, highlighting a characteristic of small sales – swift transaction times.
Additionally, small sales typically involve minimal risk.
Rackman’s $15 expenditure on the army knife presented minimal financial exposure.
Small sales often stem from impulsive decisions driven by emotional motives.
In Rackman’s case, practical necessity did not drive the purchase; it was an emotional impulse.
How Does a Large Sale Differ?
Now, consider a different scenario: meeting a prospective client who may potentially invest several thousand dollars in your company.
To secure such a substantial sale on the first call, you must exercise patience and anticipate a more extended sales process.
Large sales usually entail a longer transaction timeline, as the need develops over time.
To help you recognise the difference, here are some key indicators:
- Multiple Decision Makers: In larger sales, there are typically more decision-makers involved. Be prepared to engage with a team of more than one decision-maker.
- In-Depth Problem Solving: Large sales require you to ask more specific questions about the customer’s problems and collaborate on finding comprehensive solutions.
- Rational Decision-Making: The decision-making process for larger sales tends to be more rational and deliberative on the part of the customer or client.
Understanding the way your customers think, the impact of their decisions on their own career
Try this:
Create a list of your clients who have engaged in large-scale purchases, categorised by the size of the sale. Compare this list with the criteria outlined above.
Be open to thinking differently and have patience.
Happy selling, everyone!
Mike
Have a great week selling your stuff.
Mike
PLUS: WHENEVER YOU’RE READY…Here are 4 ways I can help you make more sales in your business – 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.
2. 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 learn how to grow your business by making more sales.
3. 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
4. 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 30-minute brainstorming call with me by clicking here.
by Mike Brunel | Sep 18, 2023 | Sales
“At a recent conference, I posed a question to the group:
“How well do you truly understand your customers?
I asked this because many seemed uncertain about acquiring new business.
I presented this query alongside some additional words of advice.
“If you were to sit down with your most loyal customers and simply inquire, ‘Hey, you enjoy my service, why?'”
And “How well do you truly understand your customers and gather valuable customer insights?
In the media industry, you can obtain all this valuable information for FREE when selling direct advertising to businesses.
Media companies conduct surveys of their listeners, readers, and viewers (TV) three to four times a year. Even digital platforms like Facebook provide even more detailed insights.
Now, you might wonder why I ask my clients why they chose to buy from me?
The reason is simple: I might discover some common factors among them.
For instance, I aimed to uncover which radio stations they prefer, their favourite TV programs, and how they consume news.
These clues enable me to target their potential customers better.
Let me share another secret with you.
While knowing your product is crucial, understanding the people who buy from you is even more vital.
Having insight into your customers, or what I call ‘people knowledge,’ is the key to achieving success.”
Mike (Insights) Brunel.
PLUS: WHENEVER YOU’RE READY…Here are 4 ways I can help you make more sales in your business – whether 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.
2. 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 learn how to grow your business by making more sales.
3. 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
4. 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 30-minute brainstorming call with me by clicking here.
by Mike Brunel | Aug 28, 2023 | Leadership, Sales
“Unconventional Lessons from a Rugby Loss: Humorous Insights and Unexpected Wisdom”
This past weekend, my national sports team suffered a major defeat in a rugby match against their arch-rivals, South Africa.
In fact, it marked the most significant loss the All Blacks (my rugby team) have faced in their century-long history.
Every conceivable mishap unfolded on the field—dropped passes, failed team plays, missed tackles, questionable decisions under pressure—it was akin to witnessing a disastrous train wreck in real-time.
So, what’s the approach when your team experiences such a failure?
I proposed to a few friends the idea of inviting the entire team to watch a horror movie together, a concise 90-minute experience. The stipulations? No mobile phones, no audience beyond themselves.
In this analogy, that horror movie represents the game itself. And they have the distinct privilege of re-watching it.
Anticipating this, the team knows it’s coming. This concept serves as an invaluable lesson for me, compelling me to review my own missed opportunities, lost sales, and neglected contacts.
We all stumble; it’s an inevitable part of our journeys.
For my part, I ensured that I took complete ownership of my team’s errors, offered constructive feedback, and looked ahead.
Sports often mirror life, embodying both victory and defeat.
But I prefer to reinterpret that dichotomy as “winners” and “learners.”
We’re left to ponder—what did we glean from this experience, and how will we apply those lessons in the future?
Wishing you a productive week ahead.
Best regards,
Mike (A Devoted All Blacks Rugby Fan Forever ) Brunel
by Mike Brunel | Aug 21, 2023 | Sales
When delivering impactful presentations directly to clients, employing the right strategies can make all the difference.
Here are seven practical insights to help you elevate your presentation game and leave a lasting impression:
“Engaging Presentation Strategies: Humor, Personalisation, and Impactful Delivery”
- Personalisation Matters: Tailor Each Presentation to Your Client
- Avoid the common mistake of saturating your presentation with your business’s logo.
- Instead, demonstrate your client-centric approach by prominently featuring their logo on every page.
- Shift the focus from showcasing your company to addressing the client’s interests and needs. Reserve your logo and information space at the back, not dominating the forefront.
- Thorough Research is Key
- Invest time and resources in understanding your client’s problems, opportunities, and industry trends.
- Demonstrating your knowledge about their business will establish trust and credibility.
- Embrace Creativity: Make It Memorable
- Set your presentation apart by incorporating creative elements. For instance, include a snapshot of your client’s premises on the cover using easily accessible tools like digital cameras and colour printers.
- Precision in Problem-Solving
- Always offer solutions to the problems you or your client have identified.
- Move away from the mundane and tailored approach. Invest effort into developing a presentation that reflects your commitment and pride.
- Go the Extra Mile: Avoid Mediocrity
- Avoid presenting with a lacklustre approach. Instead, a compelling presentation that respects your client’s time and attention.
- Rehearse to Perfection
- Rigorous practice is crucial. Thoroughly rehearse each element of your presentation, as this level of preparation will enhance your credibility and professionalism during the delivery.
- Diverse Presentation Techniques
- Cater to different learning styles by incorporating a mix of content, group activities, and visuals.
- Engage your audience’s senses for a more immersive experience.
Explore our FREE Guide to learn how to captivate your audience. Discover our Pitch Perfect product that combines humour, personalization, and thorough research for a lasting impact.
Mike (Presentation) Brunel
by Mike Brunel | Aug 14, 2023 | Sales
“When your client’s pockets are tight, most people think that cheap is the way to go.
Most businesses fail (in good times or bad) because they lack a plan that gets their product and marketing message in front of their clients. They often think that selling their products soul is the answer.
The truth is that money does move around, and it goes to where the desires and needs your clients have.
Tapping into that in good times and bad is a skill, but it is not difficult.
By way of example, besides coaching sales and selling media, I support my partner by having invested in her retail and importing business for the last 30 years.
Retail is tough, not as tough as selling advertising, but still tough.
Selling Dreams, Not Just Goods: Mastering the Art of Understanding Desires
What sets her apart is her buying talent and communicating with her audience on a consistent basis about what she sells. She sells to their desires and needs.
She has cracked the code.
She knows that her clients do have money; it’s just making sure the offers are good.
One skill she has is picking vintage Indian furniture for her local market.
Unveiling the Myth of Cheap: Navigating Tight Pockets with Finesse
She travels to India twice a year, fills containers, ships them to New Zealand, photographs every piece, and within days of the shipment arriving, they are on offer in-store and on her website. Her clients are waiting for them.
Why? Because she understands their needs. There are certain things that humans want besides shelter and food. In her case, it’s beautiful one-off pieces chosen by her for a home.
If we understand human needs, we get to know desires. Desires are what drive sales, and relationships.
She does not get caught up in inflation; she knows her clients well enough to offer the right product at the right time.
Here is one piece of information about needs that I discovered, and it’s a part of my Sales Mindset Blueprint. I discovered it watching Tony Robbins; I took what he believed was the secret to human needs and adapted it to sales.
You can use it in retail, selling media, selling SAS, or anything.
Would you like a copy of the workbook?
Just answer with a ‘Yes, please,’ and I will send you a copy for FREE.
Dedicated to helping you make more sales.
Mike
