Build Your Success Wall and Watch Your Sales Soar: Here’s What You Need to Know
Do you have a success wall?
If not, it’s time to start building one.
Discover the key elements of a strong sales plan and how to implement them in your business.
I have a sales system that looks at building five key processes in a business, and one of the key elements is to build strong sales plans.
Let me share a story with you: I was on a company’s senior management team, and we created a hit list of all the clients we did not have as clients. Knowing that we created the ‘Wall of Clients’ inside our sales office.
We monitored our competition and selected 30-40 clients who did not work with us, decided if they were a good fit, and went after them.
Visualize your goals and visually represent your progress with a success wall.
We visualized our goal and created a huge board in our sales office.
Our goal was to have those clients working with us within 12 months, and that simple idea turned our business around.
You can do the same. Create a top 40-50 clients who fit your profile of an ideal client, write them up on a board, allocate them to your team members, build sales strategies around acquiring those clients, set a time frame, and celebrate every new success.
But if you’re unsure where to start or want guidance on building your success wall, I invite you to book a 15-minute consultation with me. We’ll discuss how my ADA programme and sales strategies can help you achieve your goals. Just click on the link to my appointment page and schedule a call today.
Book your FREE 15-minute Brainstorm call with me today by clicking here, and let’s work together to make your business dreams a reality. Remember, whenever you’re ready, I’m here to help.
Have a good week selling your stuff.
Mike (The Sales Expert) Brunel
PLUS: WHENEVER YOU’RE READY…
Looking to take your business to the next level and make more sales? Look no further!
Here are three ways I can help you achieve your goals and drive revenue:
Try the new 7 Days to Sales Success Framework – an all-in-one solution that gives you everything you need to start making more sales in your business.
This proven framework allows you to grow your business and see results in just seven days. Don’t wait – click here to learn more and start your journey to success today.
Join our Private Facebook Group – The Sales Mindset Inner Circle – and get access to the latest sales ideas and tips.
Our weekly Facebook Live updates cover everything you need to know to stay ahead of the game, and our community of like-minded individuals is the perfect place to network and grow. Join us now by clicking here.
Work with me One-on-One to take your business to new heights. As a small or large business owner or professional service provider, you might be just a few strategies, tactics, and tools away from doubling your lead flow, revenue, and impact.
Book your FREE 15-minute Brainstorm call with me today by clicking here, and let’s work together to make your business dreams a reality. Remember, whenever you’re ready, I’m here to help.
How to Develop a Winning Mindset for Sales Success.
In my book “Selling is not optional”, I outline the essential steps needed to navigate the sales journey successfully.
However, before delving deeper into these steps, it’s crucial to examine how our perception of sales influences our understanding of that journey.
Overcoming Negative Beliefs:
Sales are shaped more by how you think about it than by what you do.
We are talking about your mindset, your core beliefs about yourself as a salesperson, and about selling itself. Unfortunately, all too often, these beliefs are negative and limiting. However, when you change your perspective, you also change your results.
People often think selling is hard and assume that the ability to sell is an inborn trait.
They tell themselves, “I can’t sell. I tried it once and it didn’t work. I will look really stupid if I don’t close the deal.”
These limiting beliefs lead many talented people to conclude that they hate sales and will never be any good at it.
In contrast, people who have a more productive mindset around sales tend to think, “Sales is easy.
Salespeople aren’t born with something I don’t have. I can actually do this stuff.
If I have a great product and provide excellent service, then I should be able to make a sale.
After all, the customer gets a real solution to their problem from me.” A positive sales mindset always comes from understanding that a customer is a person with needs, wants, and desires that you can help them fulfil.
When you think about a sale that way, it becomes much easier to talk to that person about their problems and ask how you can make those problems disappear. The trick is to talk yourself out of the limited mindset and into a more expansive perspective.
In conclusion, having the right mindset is critical to success in sales.
It’s essential to view the customer as a person with unique needs, wants, and desires, and to approach every interaction with empathy and a problem-solving mindset.
By doing so, you can build stronger relationships with your clients and achieve better results in your sales journey.
Have a great week, everyone.
PLUS: WHENEVER YOU’RE READY…
Here are 3 ways I can help you make more sales in your business – whether your business is big or small.
1. 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.
2. Join our Private Facebook Group – The Salesmindset 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.
3. 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.
It’s a great way to launch a company, and I have participated in it several times.
Over the years, it has become more sophisticated, and my old company, NRS Media, (since sold) has fine-tuned it to launch a brand new media company into profit from day one. I’ll delve more into that idea later.
How a small town radio station became the birthplace of Speed Selling.
My first experience with Speed Selling was at a part-time radio station in a small town with a population of 15,000 people.
As FM radio developed in my country, many potential operators were given temporary licenses to run 90-day radio stations, usually in tourist towns.
The potential bidder who was proposing a full-time license used this temporary 90-day station concept to build credibility and see if a format they used would be accepted by the community. If they did, they were granted a full-time FM license.
Each salesperson was given a specific “show to sell,” such as the “Top Ten at Ten,” the “American Top 40 with Rick Dees,” sponsorships, and any generic music program that could be sold off for 90 days.
The trick was that there was no set price on the program, just a guideline.
The sales rep could not go below the number, but they could go above it. The highest price got the sale, and the sales manager was the final judge.
The competition was held for an hour for each show, and each rep had to go out and cold call, sell the product, and get the client to sign an agreement with the time and price they were prepared to pay. If the price was acceptable to the sales manager, the rep got the next sale, and off they went with a 15-minute bonus.
The other reps had to sit around for 15 minutes before they could go out and sell the next program. It proved very successful and loads of fun.
How Bootcamps Helped NRS Media salespeople become confident and Effective.
One to Many is another tool for Speed Sell.
This idea built my previous company NRS Media from zero sales to $350 million annually.
It was a seminar-based model where business owners were invited to a hotel to hear the latest trends and ideas on advertising.
Usually, there were groups of 15-20 advertisers. At the end of the presentation, every attendee was offered an advertising package, usually a 12-month investment. On average, we could generate $600-$1 million in sales using this model over a week!
Taking action and speed in selling is very important.
How Bootcamps Helped NRS Media Salespeople Become Confident and Effective.
Often the one ingredient missing is training, which cannot be ignored.
I wrote all the sales and marketing manuals (playbooks) at NRS Media and perfected the execution, but without our famous Bootcamps, our people would never have had the success they achieved.
(I am going to expand on the power of Bootcamps in a future blog. )
Training is the one neglected tool that gets you the most sales.
Many companies ignore it because it takes time, but as the saying goes, “We could not afford not to do it.”
In conclusion, Speed Selling is an effective way to sell products and launch a company. It can be adapted to any business if you have a product launch that requires speed. There are a few more Speed Selling ideas that I would love to share, so find a way to sell more of your stuff.
As always.
Find a way to sell more of your stuff….
Mike (speed sell ) Brunel
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 templates.
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.
Mike
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
I learned many valuable lessons throughout my 30 years of selling advertising to companies of all sizes. I began as a door-to-door stationary salesperson in Sydney, selling everything from pencils to exercise books.
I then started selling carpet services in London, utilizing promotional brochures to generate leads. It was during this time that I realized the importance of face-to-face sales.
Direct media selling was my next endeavour, where I discovered the challenge of selling something invisible – a service rather than a physical product.
Selling the Invisible
Advertising is intangible, existing as airtime or a gap in a TV program. Building trust became critical to my success, and I quickly learned the value of meeting clients in person to establish a relationship.
As my career progressed, I discovered the power of selling to many.
When I started NRS Media, my partner Doug Gold introduced me to the concept of a “membership program.” Advertisers could purchase advertising time at a discounted rate, but only if they committed to a 12-month automatic debit payment plan.
This approach generated over $1 million in advertising commitment before the media company launched.
I developed a sales system around this model, generating over $1 billion in revenue for our media partners worldwide.
Using a “one-to-many” presentation model, our seminars boasted attendance rates of 70-80%, with closing rates as high as 50%.
The key to success lies in developing a process for your product, which can be easily accomplished digitally. Many companies are already excellently utilizing the one-to-many approach to distributing their information.
In conclusion, while face-to-face sales remain essential, selling to many through a free seminar or digital process has become increasingly crucial.
I encourage you to have fun selling your products this week, utilizing the power of technology and personal relationships to build lasting connections with your clients.
Mike
Mike Brunel started mikebrunel.com after being a successful entrepreneur and founder of NRS Media. He co-founded NRS Media in Wellington, New Zealand, and expanded it into a global media sales and training powerhouse. He 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 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, including rugby and travel. His promise: “I can find thousands of dollars in your business within minutes – GUARANTEED” TRY ME
Seeking Motivation: How a Visit to the Library Can Change Your Life
We all need a little motivation from time to time, and sometimes it can come from the most unexpected places. One person who knows this better than anyone is Og Manadio, the famous author of the book “The Greatest Salesman in the World.”
Many years ago, I attended one of his keynote speeches in Austin, Texas, and was completely spellbound by his words. It was as if he knew all my secrets and was talking directly to me. He had the ability to touch everyone in the audience with his words, and for the first time in my life, I understood the meaning of purpose.
Visiting the library I am always reminded of the power of reading and seeking motivation in unexpected places. Og Manadio’s speech all those years ago still resonates with me, especially his message about the importance of reading and how it can change your life.
For most of us, the one thing we learned in school was how to read. And yet, we often forget the power of reading when it comes to personal and professional growth.
As Charles Tremendous Jones famously said, “You are the same person in 5 years except for two things, the people you meet, and the books you read.”
Og Manadio also emphasized the importance of seeking out the masters of success and the secrets to achieving it. And where can you find them? In the library, of course! From W. Clement Stone to Napoleon Hill to modern authors like Anthony Robbins, Chet Holmes, and Tom Hopkins, the masters are all waiting for you on the shelf, and they’re free with a library card.
In our fast-paced, digitally-driven world, it’s easy to forget the value of seeking out motivation and inspiration in unexpected places.
But as Og Manadio’s story shows us, a visit to the library and a good book can change your life. So, the next time you’re feeling stuck or in need of some motivation, head to your local library and see what treasures you can find.
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!
Be confident when you are talking to your customers.
In addition, don’t be the first to talk about the market, the bad news.
Why? Because you are confident that things will get better.
Letting your customers bring up their concerns is the door for you to discuss what you can do for them.
Because to you, it’s not about bad news, post covid; it’s what will happen when this is over.
Some of my best years in sales were after 9/11.
I had 65 staff in our Atlanta office, hoping they were okay and helping them through that nightmare.
We are not like our grandparents, who saved every penny after The Great Depression in case it happened again.
Now we can’t wait to spend money after a crisis.
Because spending money makes us feel better.
This time will be no different. Our job in sales is to relay this to our customers.
They need to be ready because this will end.
They need to be prepared.
Yes, what is happening now is real.
I get that, I have three other businesses other than my coaching business.
But the word for crisis and opportunity are the same in Chinese.
Even though I am worried about the days ahead, I am looking at the future. It’s no different for your customers. They need to look at the future and be ready too.
It’s our job to make sure they are looking for opportunities.
Whatever career you decide to take in sales, getting some help is always good.
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!
