£25 and a Dream- Kiwis blazing the trail

£25 and a Dream

Down under the under, a term I used to tell my American clients to describe where New Zealand was in relation to Australia has had one of the best summers for several years.

It’s a chance to reflect as well on what makes this part of the world a special place.

And why I think that us Kiwis are a clever bunch of people when it comes to innovation and following our dreams.

Every year down under the under most of us get to take a few weeks away to enjoy our summer. I get to go to a family beach house I have been going to for 20 odd years.

Most of my partner’s family have been going to this part of the world much longer, probably three generations.

The beach is a five-minute walk, it’s a daily ritual with two children and of course Bruno the dog.

Part of summer holidays is reading, usually for me fiction an easy read about not much.

Kind of takes your minds off things if you can sprinkle that with the odd nonfiction it gives you some balance.

Those that have read some of my thoughts on goal setting know that I am not big on doing these in the New Year… I tend to set them at different times of the year so they overlap.

I was looking through some of my posts from years gone by and I came across this one, £25 and a Dream.

It’s important I think in this day and age when our young folk think that they are the only pioneers of entrepreneurship, that we did have trailblazers paving the way, with as much passion and determination dating back a year or two.

To the post, one of the books I read on my summer holiday was:  “Only Two Seats Left” the story about Contiki.

Its author and Contiki founder John Anderson blends his autobiography, and tales of travel into a great read its Australasia’s great untold business stories.

A story about a company that started on just £25 pounds and became a worldwide travel company.

For those that do not know about Contiki, it’s a travel company for the 18-35-year-olds.

You get to explore Europe and other parts of the world with other young people your age. Many friendships are formed that have lasted years. He says that he thinks the company is responsible for over 5000 marriages.

It had such an impact on so many young people and these are told in this great read.

There are also some great lessons we could all take note of if we are in sales,

I am going to explore a few with you with a couple of revamped posts and lessons I learned from John’s book.

PLUS: WHENEVER YOU’RE READY…

  1. 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.
  2. 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.
  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. 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.

Good Selling

Mike Brunel

Ask Yourself These Powerful Questions Everyday.

Ask yourself these Powerful Questions.

In my training I talk about the importance of asking yourself powerful questions when it comes to conditioning your mindset.

To finish off that discussion here are some business questions you might want to think about as you move into another week of selling.

• What am I most happy/excited about in my business?
• What am I most proud of in my business?
• How does it make me feel to employ other people?
• What am I committed to doing to improve sales
systems?
• How/why do I value my customers?

Set up Systems

With all of these questions, you are asking yourself about your business is it not the time to set up systems to routinize these questions for your sales team so their conversations with customers flow more naturally? Efficiency is especially important with today’s shorter buying cycles and your clients are considering several competitive offers at any one time; there is little time to waste.

What does a quality question look like in practice? A quality question is one that cannot be answered with a simple “No.” Can I help you is the wrong question, because “No, just looking” is not the answer you want? Where can you go from there? Nowhere.

The phrase that you thought was helpful has just shut down the conversation you were hoping to have with a potential client. Is it hard to come back from a dead end? You bet.

The Other Guy’s Shoes

How do you get your sales team to open up the conversation? Get them to think about the customer’s experience. Many salespeople are concerned about coming across as nosy. In reality, there are few topics that are truly off-limits. Obviously, you wouldn’t ask anything too personal, but if you genuinely indicate your desire to help, people are quite willing to talk about themselves.

Keep in mind that the customer’s most urgent need at the moment he or she walks in your door may not be to buy your
product.

It may be something much more basic, like a need to be understood. Before they buy anything, they may want to know that you appreciate them.

The importance of considering the customer’s current circumstances is succinctly told in a famous sales story, called The Man in the Desert.* It goes like this: A man comes into a store after living in the desert for months. The store sells best quality food and clothing, but those are not the first things the customer needs.

What he needs is water. The best conversation starter for this man is a glass of water. Maybe after his thirst is quenched, you will learn that he also needs lunch or a new jacket. He might need other things to help him feel better.

If you sell those things, you are in business. You have opened a dialogue that would never have taken place if you had not recognised the customer’s most basic need.

So many people stop at the glass of water. You almost always have to ask more than one question to find out what the client wants. If that person says, “I’m just looking,” you can respect that, but you know they must have come in for a reason. Have the courage to ask another question.

For example, if someone is looking at a product, ask them what they like about it. Get them talking. The only questions that don’t work are questions that close the conversation.

Of course, for a salesperson to be willing to let the conversation wander, he or she must be prepared with the things we talked about earlier, including sufficient knowledge of the product to confidently answer any questions that come back from the customer.

If you know your product well enough, the answers come intuitively, which makes a sales interaction feel more like a friendly chat.

Have a good week selling your stuff.

Mike

ABOUT THE AUTHOR.

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.
  2. 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.
  1. 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.
  1. 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.

*KipTindall. The Container Store.

Selling what you can’t see

When I came into media, my main challenge was to sell something invisible. I learned that people buy ideas more than things. They buy concepts, promotions, and methods for getting people into their stores.

In the early 90s, the media industry in New Zealand was entering deregulation. The government had decided to “open up the airwaves” and issue new opportunities for starting radio/media companies. Doug Gold the original owner of More FM (now Mediaworks) recognized an opening when he saw one. He obtained several licenses to operate new radio stations in cities and towns all over the country.

Culture First- The Rest Follows.

Doug had created an amazing culture and fun way of doing business at media companies he had previously managed. Once word got around that he was starting a new venture, former staff flocked to be on the journey with him. Some would not be receiving any incomes for several months, but they trusted him and believed that his latest project was going to be special.

The challenge for the new media enterprise was that they would be working in one of the most competitive categories in the world. Media bleeds money like a wounded bull and it is riddled with failures, obnoxious personalities, and owners with huge egos.

Doug’s personality, on the other hand, was just the opposite. He had courage, belief, and an unbending single-mindedness; the usual hurdles would not present a problem for him.

Starting off on an unusual note, Doug launched his new company with a product called The Gold Key program. When Doug had researched the best way to enter the advertising market, he had sought advice from hundreds of clients.

Needs Matter

He asked questions about everything. He asked what they wanted in their advertising, examined the paths they took in sales and marketing and observed their needs.

He knew it would be a lot easier—and less daunting—to ask for someone’s business if he already knew what that prospective customer needed. He was involved in every aspect of the business, down to the formatting of his own stations’ programmes.

One of the insights Doug gained from his research was that his advertising clients were sick of just buying “spots and dots.” They wanted to belong to a group, a modern-day tribe of sorts.

Doug also discovered that clients needed to advertise and promote themselves on a continual basis. Constant exposure paid off and made advertising more affordable to small-to-medium companies. Many big companies already supported their products and services this way, and it worked well.

They were the big guys, though; they could afford it; with their resources, they could simply outshout anyone else’s marketing. Now even the little guy could compete.

When it has gone it’s gone.

Most media companies generate their income through advertising. It’s their inventory, just like all the stock in a retail store. The only difference is if that “inventory” is not sold that minute, hour, or day, then the opportunity at that moment is gone forever. Once the advertisement that was due to be sold at midday is NOT sold, it’s gone. The use-by date has expired.

The Amercian Express of Media

Doug understood his clients and the market, so he created a membership program. He asked his clients to commit to him for twelve months. Each advertiser would receive a monthly allocation of commercials; in return, they received benefits like travel deals, access to unsold airtime, and upgrades to better commercial times. While perks like this are common today, they were a novelty in media back then.

Selling this way works best in a seminar situation, in what is often referred to as “one-to-many” selling. Every client who attended Doug’s seminar received valuable information on how to advertise and promote their business.

Any advertiser who agreed to a membership also earned a free chance at winning a brand new BMW. This was unheard of at the time. It was mind-blowing, really, and took the market by storm.

In year one, Doug and his amazing team sold $1.2 million in revenue before they even opened the media company and before one song was played. In today’s dollars that would be around $4.6 million. What sold it?

Creating a Selling System.

The key was a combination of belief, systems, a great team, and innovation. Doug generated hundreds of memberships and improved his already stellar reputation.

Over several years, Doug’s product became known as the Image Plus program. With my other founding partner, Brian Duffy, driving the helm, and me writing all the sales manuals and implementing the training programmes, we then took on the world.

These days, that one product is part of a suite that my old company NRS Media sells in over 400 media companies in twenty-three countries, in eleven languages. In the past ten years alone, the Image Plus program has generated over $300 million annually in revenue for its clients.

The start of something special. These days you would have called it a start up. The only difference that over the next 20 years, NRS Media never borrowed a cent, zip, zero. All self-funding.

An idea tested refined, then proved.

Why did it sell? The market was ready for it.The media companies advertisers wanted to buy it, and in the end, there were 40,000 of them that bought it every year for 15 years.

And now there is more to come, something new for media companies.

Mike

PLUS: WHENEVER YOU’RE READY…

Here are 3 ways I can help you make more sales in your business – whether you businesses 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 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.

I

What the top 10% do

What the top 10% do

80%……….Of all sales are made after the fifth call
48%……….Of all sales people call once and quit
25%……….Call twice and quit
10%……….Keep on calling

These statistics is pretty close to the mark in all forms of selling be it a service or product sell.

I think that we all know…

SALES DON’T JUST HAPPEN.

I have created a diagram to illustrate the real time that your buyer is actually available to sell to.

Just email me at mikebrunel.com for a copy.

Why do many some sales people thrive when others do not, here are some ongoing practices I observe every day.

1. Always add to your pipeline.

Not continuously adding to your pipeline is often a mistake that salespeople make once they have established a strong ongoing sales funnel. If you continue to add to your sales pipeline then if that long established client decides that this month they will not buy, then it does not matter because you have more potential opportunities in your pipeline.

If you are always taking the position of helping and assisting your client then your pipeline will increase. If you are only filling up your pipeline when you are desperate then many clients will sense that and you will come across as desperate.

2. Never assume they need you.

I have noticed that many salespeople leave a message with a client or a voicemail and they think it ends there. They think that they have done what they had to do and then move on. Depending on the relationship you have with that client they may or may not call you back. If you do want to do business with them then you have to plan that call and decide the ongoing strategy to get the person to respond.  Create a proactive message for them to call you back.

3. Sales potty training.

For those that may have had young children there was a time when you had to train them to go to the toilet. In my experience (a while ago) I always used to say “Pee or get off the pot”. In other words, make a decision.

There will be times when you have to make a decision to get off the pot. Some clients need to be let go. You need to figure out if a prospect is serious about working with you or not. A good pipeline is full of qualified prospects and not “tyre kickers”

pipeliines

All pipeline activities have to support your key messages and understanding actually who your client is and where they play is vital to successful sales.

Good selling

Mike

PLUS: Whenever you’re ready…

Here are 3 ways I can help you make more sales in your business – whether you businesses 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 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.

The “thing” that gets in the way of achieving your goals.

Six Obstacles Preventing You from Achieving Your Goals in 2022.

As the year begins I want to talk about the “thing” that gets in the way of you achieving your goals.

Over the holiday break for me, it’s a great time to reflect on my past achievements for the year and look towards the next 12 months.

Once I go through the goals I have achieved and assessed where my success came from, I go about setting new goals for the coming year.

I make sure that I pat myself on the back and congratulate myself for the goals I have achieved.

Whenever I do this the question always comes up “How come I achieved some goals, while others were not achieved?”

They were all important to me or I would not have written them down in the first place.

No matter how much I tried to reach those goals for some reason they eluded me.

What did I learn?

  1. The goal might have been too much of a stretch.
  2. I did not give myself a realistic time to achieve it.
  3. I did not allocate the right time and resources to make it happen.
  4. I was not committed emotionally to it.
  5. I did not WORK AT IT WITH THE SAME PASSION AS THE ONES I DID ACHIEVE.
  6. I did not monitor it.

In my next article, I hope to give you some of the solutions to help overcome these obstacles to get you off to a good start in 2022.

Until then

Have fun selling your stuff in 2022.

PLUS: Whenever you’re ready…

Here are 3 ways I can help you make more sales in your business – whether you businesses 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 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.

Three Important Hoops to Put in Play When You Hire Your Next Salesperson

If you’ve read my last few posts. you’ll see that I’ve been discussing the mistakes business owners make ( I have made every one of them- no kidding!) when it comes to getting the right salesperson on your team.

I want to give you as much value as I can, so here are three important hoops (as I call them) that you might want to think about when it comes to employing new salespeople.

Structure Not Gut

 Hoop 1- Company Culture Fit

Company Culture– While we believe that fitting in with the company culture is important, as demonstrated in the graph on our FREE report, it makes up only 10%.

Don’t get too caught up in making sure this is a major part of the recruiting process.

Create a good job description.

This is a critical factor in hiring good salespeople. When you advertise for a salesperson what do you ask?

How do you define the role? What are you looking for? What is the remuneration?

*Chet Holmes, one of my early mentors, always did this exercise when advertising for super salespeople.

Write down three initiatives that you would love to hire someone to do in your business.

Three only. Next to each one, do this:

What would it mean to your business?

How would it change your business?

Now list what you could afford to pay such people if they really performed.

Do the exercise. This forms the foundation of good a job description.

Hoop 2- Structuring an interview – History of Success.

Once you get the CV’s for the position, look for a history of success. Somewhere that you can see a challenge; a life experience that they overcame.

Structuring an interview- A structured interview process makes up 30% or a third of the process (FREE report). That’s a lot. In your structured interview, you should have some questions to ask, after reading the CV. Here are a few to start with.

How do you function as a team?

How do you feel about operating in a team environment?

Do you like working on your own outside of that team?

Can you tell me about a time when you were asked to do a project on your own? What was it?

These questions might just get the process moving.

Challenge the candidate– You are hiring salespeople to do a specific job. Human beings inherently will do anything to avoid pain.  However, in the business of selling, rejection is part of what selling really is, and it can be painful.

If everyone got 100% of the business every time they presented a product, the salesperson would be out of business.

If you are hiring a salesperson to sell your product and prospecting is part of that, would you not at least ask them “What happens when you get a ‘ No!’ – How do you react?”

Ask them this, and see what happens: “ You know what, I’m not convinced that you are the right person for this job.” Observe their reaction. Do they just sit there? Or do they do something that indicates to you they might do the same with a client?

Hoop 3- Assessment Tools

This also makes up 30% of the job evaluation- We personally take a lot of guidance from these types of assessments and we go into more detail here: Download my FREE report We used to call these the B.S. detector.

We carried these assessments out in my company specifically for the roles we were looking for, in salary and performance-based positions.

Our salespeople had to work alone. We had salespeople sprinkled all over the world; usually unmanaged, working in an unstructured environment.

We had to be really clear on what we were looking for. That’s where traits/ behaviours come into play.  We knew we had to hire for the task, not just the attitude.

In my next post, I explain what I look for in a salesperson, and how I came to that.

Download my FREE report to learn more, or email me… mike@mikebrunel.com

 

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!