by Mike Brunel | Jul 24, 2023 | Sales
The Power of Sales Frameworks
What is a Framework?- In sales, the simplest way to think of a framework is as a friend – someone that keeps you on track. A sales framework helps to provide you with a support system. Here are a couple of advantages.
Advantages of Implementing a Sales Framework
Saves Time- Any sales organisation is constantly looking at saving time. It’s one of the core reasons they are always looking to measure and monitor.
From tracking activity to presenting a product or service in a way that helps and assists the salesperson make more sales.
Frameworks help you supercharge your sales efforts. When I owned NRS Media, we were absolutely obsessed with frameworks and processes. By choosing a suitable framework, we could focus our sales team on making sure that our processes were followed.
Protects IP
Some of our frameworks were unique to us; our “way of doing things” far outweighed our competition. In fact, we were “alone on the beach” for years before the competition caught on to us and then stole or copied some of our ideas.
People
People do play a big part in executing the frameworks. We had amazing people at NRS Media, always striving to make our system better, leaner, and more efficient. Testing, testing, testing.
Using frameworks allows you to test and improve. Never forget that your customer drives all your decision-making. When you adjust your framework, you can be confident that it’s following the core principles of what you do.
The Types of Sales Frameworks.
Here are a couple:
- Qualification:
Always figure out if your client is a fit or not. You should have a simple qualification framework to know if your client is warm, cold, or hot…
- Presentation Framework
Do you have a structured approach to presenting your product or service?
Enhancing Sales Performance through Structured Presentations.
Do you know the format of a presentation? What your client’s learning styles are?
Here at Mikebrunel.com, we use the 4 mat presentation style.
If you want to download our free workbook, here is a link.
So, there you have it – frameworks drive the sale.
They keep you on track, just like a good friend.
Mike (framework) Brunel
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? 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 | Jul 17, 2023 | Sales
Present Sales vs. Future Sales: Unlocking the Power of Long-Term Success
In the fast-paced world of sales, it’s easy to get caught up in pursuing immediate results.
Many salespeople tend to focus solely on present sales, overlooking the tremendous potential of future sales.
In this week’s blog, we’ll delve into the difference between the two and shed light on the importance of adopting a forward-thinking mindset for sustained success.
Present Sales:
Capturing Opportunities Today:
Present sales refer to the immediate outcomes of selling a product or service. As a salesperson, your daily focus revolves around closing deals and generating revenue.
Naturally, this is an integral part of your job. However, it’s essential to recognise that future sales offer a wealth of untapped opportunities.
Future Sales:
Cultivating Relationships for Long-Term Success Future sales encompass the chance to build valuable relationships that may not necessarily result in an immediate sale.
Instead, the focus is on gathering crucial information like names, birthdays, and email addresses that can prove invaluable in fostering connections and nurturing leads over time.
Whether you’re at a conference or interacting with potential clients, cultivating these future opportunities is paramount.
Expanding the Scope:
Going Beyond the Sale Consider the broader perspective of your role as a salesperson.
If you’re a business owner, you wear both hats. Are you training your staff to collect contact details from non-buyers?
Do you possess a mindset that actively seeks to maximise future sales potential each day? By shifting your focus beyond the next hit and embracing a future-oriented mindset, you position yourself for long-term success.
Combining Present and Future Sales:
The Power of Now. Changing your mindset around present and future sales is an ongoing activity, not a distant objective.
We think it’s crucial to recognise that sometimes “later” can be too late.
By proactively balancing your efforts between immediate sales and cultivating future opportunities, you ensure a steady stream of revenue while simultaneously nurturing relationships that will pay dividends in the long run.
Embrace the Sales Mindset Blueprint Community:
To learn more about developing a present and future mindset, I invite you to join my online Facebook community, The Sales Mindset Blueprint.
By becoming a member, you gain access to a wealth of invaluable resources and insights that will empower you to unlock your full sales potential, and it’s FREE.
So remember, In the competitive world of sales, it’s essential to balance present and future sales.
While immediate results are important (We love the hits), cultivating relationships and capturing future opportunities can lead to sustained success.
By adopting a forward-thinking mindset and leveraging the power of the Sales Mindset Blueprint community, you position yourself for both immediate and long-term achievements. Embrace the potential of future sales, and elevate your sales game to new heights.
Yours in sales,
Mike Brunel
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? 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 | Jul 10, 2023 | Sales, Strategy
Building Trust and Delivering on Promises in Sales.
Two Powerful Reasons Why You Might Be Losing Clients.
When it comes to establishing and maintaining client relationships, two crucial questions often determine the outcome:
“Can I trust this person?” and “Can I work with this person?”
This week, we delve into these questions and explore how you can build trust with clients and deliver on your promises to ensure their satisfaction.
Building Trust:
The foundation of any successful client relationship lies in trust.
It is imperative to instil confidence in your clients that you are reliable, trustworthy, and capable of handling their needs. Here are some essential steps to build trust:
- Keep Agreements:
One of the primary ways to build trust is by keeping your agreements.
When you commit to meeting a client at a specific time, be punctual and follow through.
Similarly, if you promise to provide documentation or other materials, ensure you deliver them promptly.
Consistently honouring your commitments demonstrates your professionalism and reliability.
- Solve Their Problems:
Clients seek solutions to their problems, and it is your responsibility to showcase your ability to address their needs effectively.
Provide evidence, such as case studies or testimonials, that demonstrate how you have solved similar problems in the past.
By showcasing your expertise and understanding of their challenges, you instil confidence in your clients that you can deliver the desired results.
- Avoid Overpromising and Underdelivering:
Maintaining trust requires managing expectations. It is tempting to promise more than you can deliver in an effort to win over clients. However, overpromising and underdelivering can quickly erode trust.
Instead, be realistic about what you can accomplish and communicate clear expectations to your clients.
By consistently meeting or exceeding these expectations, you foster trust and long-term relationships.
Conclusion: In the realm of sales, building trust and delivering on promises are critical components of client retention.
By focusing on these areas, you enhance your chances of establishing fruitful and long-lasting relationships with your clients.
Remember, trust takes time to develop, so it is essential to consistently demonstrate your reliability and commitment. In the fast-paced world of sales, seeking guidance and support is always a wise choice to enhance your skills further and excel in your career.
Have a fantastic week!
Mike
P.S. Check out my FREE community page and receive daily videos and tips to help you be better equipped to navigate the complex world of sales and drive success in your career.
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? 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 brainstorming call with me by clicking here.
by Mike Brunel | Jul 3, 2023 | Sales
Don’t Lie to Yourself – People don’t buy off you for these reasons.
Why People Don’t buy.
We’ve all been there – trying to sell a product or service and facing resistance from potential customers. It can be frustrating, but understanding the reasons why people don’t buy is crucial for any salesperson.
In this weeks blog, we’ll explore a few more roadblocks that can hinder a sale and provide some insights on how to overcome them. So, let’s dive in!
- They do not understand the proposition. One of the biggest obstacles in sales is the lack of clarity. Salespeople often assume that their customers have the same level of knowledge about their product as they do. But that’s not always the case. To make it easier for customers to buy, you need to simplify your proposition. Break down complex concepts into clear and concise terms. Focus on the benefits that your product or service can bring to their lives. By making it easy to understand, you increase the chances of closing the deal.
- Unable to pay the price. Unable to pay the price. Price can be a significant barrier for many customers. If your product is perceived as overpriced, it’s essential to explore alternative payment options. Consider offering instalment plans or flexible financing options. By making your pricing more attractive and accessible, you can overcome this hurdle and expand your customer base. Remember, affordability plays a crucial role in the decision-making process.
- Bad timing.Timing is everything, they say, and it holds true in sales too. Sometimes, even the most irresistible offer won’t sway a customer if it’s not the right time for them. While you can’t control the timing, you can increase your chances by staying in front of your target audience consistently. Regularly engage with your potential customers through strategic marketing and communication efforts. Be there when they’re ready to make a purchase. By staying top-of-mind and building trust, you’ll be there at the right time.
- Competition.Competition. Dealing with competition is a common challenge for salespeople. If a customer already has a longstanding relationship with a competitor, it can be difficult to convince them to switch. To overcome this obstacle, you need to differentiate yourself. Offer unique products or services that your competition doesn’t have. By providing additional value and catering to specific needs, you can redirect the focus away from direct comparisons. Emphasize what sets you apart and demonstrate how your offerings address their unique requirements.
- Lack of trust. Trust is the foundation of any successful sale. If potential customers don’t trust you or your brand, they won’t feel comfortable making a purchase. Building trust takes time and effort. Provide social proof in the form of testimonials, case studies, or reviews from satisfied customers. Establish yourself as an expert in your field through informative content and thought leadership. Show genuine empathy and understanding for your customers’ needs. By consistently demonstrating credibility and reliability, you’ll gain their trust and increase your chances of closing the deal.
Remember, regardless of your sales career, it’s always beneficial to seek help and improve your skills. Every day we post content to help you make more sales every day. Successful people always self-educate.
Check out my FREE community page and receive daily videos and tips to help you be better equipped to navigate the complex world of sales and drive success in your career.
Have a great week selling your stuff.
Mike ( Self Educate) Brunel
by Mike Brunel | Jun 26, 2023 | Sales, Strategy
Steal this referral Idea Real Estate Agents use.
In Dan Kennedy’s book ‘No BS Sales Success,’ he discusses the sales approach of a real estate agent named Peggy B.
In Peggy B’s real estate business, 70% of her listings come from referrals, while 30% are generated through advertising.
When potential clients express interest in listing with Peggy, they are directed to one of her three assistants.
These assistants evaluate the clients to determine if they meet Peggy’s listing requirements. The assistants refer them to other real estate agents if they don’t.
Peggy’s Sales Strategy.
If the clients meet Peggy’s criteria, a DVD showcasing Peggy’s successes is sent to them on the same day.
An appointment is then scheduled, with the assistant arriving first, followed by Peggy 20 minutes later.
During the assistant’s visit, they review relevant data such as comparable sales in the area, average sales duration, and price expectations.
Before Peggy arrives, she contacts the client to let them know she is on her way. Once Peggy comes, the assistant provides an overview of the property, and while they converse, Peggy asks if it’s alright for the assistant to take a few photos of the house.
This comment to a potential client serves as a trial close, gauging the client’s interest in listing the property.
Peggy then utilises her flip book to explain the ten-step process they will undertake together to secure the best price for the house.
An agreement is prepared in advance by the assistant using the information gathered during the initial phone conversation.
Remarkably, Peggy immediately secured listings for 92% of the homes where she presented this listing approach without any delays.
Success Leaves Clues.
I highly recommend you purchase the book to gain hundreds of ideas for enhancing your sales presentations.
Obtaining referrals is emphasised as a crucial aspect, and the book provides a system for priming clients before presenting your offering.
I work with real estate agents to adopt this process with careful planning and a thorough understanding of the significance of referrals and well-structured presentations.
As for your question on what to do when first meeting a client, it would depend on your specific industry and circumstances.
However, here are some general ideas:
- Establish rapport: Build a connection and establish a positive rapport with the client. Show genuine interest in their needs, concerns, and goals.
- Active listening: Pay close attention to the client’s preferences, requirements, and pain points. An active listener will help you tailor your approach and provide relevant solutions.
- Ask probing questions: Ask open-ended questions to gather more information and better understand the client’s situation. This will enable you to provide more targeted recommendations.
- Demonstrate expertise: Showcase your knowledge and expertise in your field. This can be done by sharing relevant success stories, case studies, or testimonials from satisfied clients.
- Present a value proposition: Clearly articulate your unique value and how it addresses the client’s specific needs and challenges. Highlight the benefits they can expect by working with you.
- Address objections: Be prepared to handle any complaints or concerns the client may have. Anticipate common objections and have well-thought-out responses that address their doubts effectively.
- Proposal or next steps: Based on the client’s requirements and your discussion, present a proposal or outline the next steps in the process. This could include scheduling a follow-up meeting, providing more detailed information, or initiating the necessary paperwork.
Remember, every client interaction is unique, and it’s essential to tailor your approach based on their individual needs and circumstances. Adapt your strategy as needed and always strive to provide exceptional service and value.
Mike (referrals) Brunel.
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? 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.
by Mike Brunel | Jun 19, 2023 | Sales
Overcoming Excuses: Moving Forward in Your Sales Career
In the classic movie “Glengarry Glen Ross,” there’s a scene that resonates with sales professionals worldwide.
Jack Lemmon’s character, after a gruelling day of making sales calls, exclaims with frustration, “The leads are weak!”
This iconic line captures the struggles and excuses that salespeople often make when faced with challenging situations.
In this week’s blog, we’ll explore common excuses in sales and provide insights on shedding these beliefs to propel your sales career forward.
Identifying Common Excuses:
In the world of sales, excuses are abundant. Let’s take a closer look at some of the most prevalent excuses salespeople make and why they can hinder success:
- “He or she won’t buy our product. They’ve tried us before, and they’re just not interested.”This excuse stems a client’s belief that you may not have explained the benefits of the product or service clearly enough.
- “Our prices are too high, and the competition is always undercutting us.”This belief focuses solely on price without considering the value and unique selling points of the product or service. Price selling puts a salesperson in competition.
- “The other company has a better product than me.“Comparing oneself to competitors can lead to a lack of confidence and a diminished ability to articulate the value of one’s offerings. If you are a sales manager and you hear this, you may need to educate your salesperson on why your benefits our weigh the competition.
- “My sales manager doesn’t understand the business, and things have changed.”Blaming external factors, such as a sales manager, prevents personal growth and ownership of one’s success. As a sales manager that might be a cry for help or the need for a different conversation.
- “I always get the clients who don’t buy, while others have all the best clients.”This excuse reflects a victim mentality, disregarding the potential to convert seemingly unpromising leads. That is why lead generation is a two-pronged strategy. The leads you are given and the leads you create yourself.
- “I’ve been assigned a lacklustre territory; the prospects just aren’t there.”Viewing a territory as inherently weak can limit creativity and resourcefulness in finding new opportunities.
Challenging the Excuses:If you hear yourself or your team say these types of excuses then it is time to challenge them.
It’s time to challenge these excuses and shift our mindset towards a more empowering perspective:
Mindset. Mindset plays a big part in sales. Our Mindset should be that every qualified client is a potential buyer, and it’s our job to show them the value of our product/service.” By focusing on how your offering solves their pain points, you can reframe their interest and turn them into loyal customers.
Emphasize the value, quality, and benefits that set your product or service apart, rather than solely competing on price. Ask really good questions and think about nothing more than asking those questions. The sale should be the last thing on your mind.
Finally, every client is an opportunity to learn and grow. By providing value, we can turn them into loyal customers. Cultivate a mindset of continuous improvement, seeking to understand your client’s needs and tailor your offerings accordingly.
Whatever career you decide to take in sales, it’s always good to get some help.
Have 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 – 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 to 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 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.
