The “thing” that gets in the way of your goals Part 2

Six Obstacles Preventing You from Achieving Your Goals at Media Sales (Part 2)

In my last post, I talked about what I thought might be obstacles to achieving my goals for the past 12 months.

Here they are again.

  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 ACHIEVED.
  6. I did not monitor it.

I hope to set big goals using these solutions by changing my mindset a little this year.

  1. The goal might have been too much of a stretch – Maybe it’s just working out a way to simplify it. Instead of saying, “I’m going to generate 50% more in sales for 2023”, why not say “, 25% in first 6 months, balance for the rest of the year.” It’s perhaps just as simple as chunking it down.
  2. I did not give myself a realistic time to achieve it – I set up small time frames, I might have expected to achieve it sooner, and when I realized that I did not have a show of getting it, perhaps I should have stopped and re-evaluated it.
  3. I did not allocate the right time and resources to make it happen. Set time aside to work on that specific goal. Even if it is only an hour at a time.
  4. I was not committed emotionally to it – get involved; if you are not committed, then it’s not a goal; it’s a wish.
  5. I did not WORK AT THE GOAL WITH THE SAME PASSION AS THE ONES I DID ACHIEVE- This is where you chunk it down if your goal is to have 5 new clients a month and you are finding that challenging, then scope it back to 2.
  6. I did not monitor it- Keep a journal. I got a great tip from an article I read on running up a journal of what you do each week. Just a summary. I use these headings –What I am grateful for, What opportunities I see- What I did- What I will do that week.

In my next article, I will talk about my one-hour-a-day idea.

Until then.

MIke (Goals are dreams on paper) Brunel

P.S.

Are you a salesperson? Probably – but not everyone here is. This is just for working salespeople among us.

Are you struggling to grow your clientele, ask the right questions, be better at presentations, build rapport quickly with your clients, close deals, and get real sales leads?

I used to be like that, but then I stopped doing the stuff that everyone else did and stopped vomiting over my clients and telling them how wonderful I was. I changed my own game.

Put yourself on a different level. It’s not more complicated. It’s not more work than you already do, and it pays way more.

I’m offering everyone here in my group a Free Coaching Call.  It’s recorded and can go on as long as you need to get the best value.

The only condition is you invest in my Sales Blueprint Foundation Offer. Limited to the first 10 in my group.

Let me help you kick off 2023.

Here is the link…

https://www.thesalesmindsetblueprint.com/SMB-Course

Thanks!

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 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 increasing 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 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.

Have fun selling your stuff in 2023.

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 OUT! 

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

Six Obstacles Preventing You from Achieving Your Goals in 2023.

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

The holiday break is a great time to reflect on my achievements for the year and look towards the next 12 months.

Once I go through the goals I have achieved and assess 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?”

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 ACHIEVED.
  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 2023.

Until then

Have fun selling your stuff in 2023.

P.S.

Are you a salesperson? Probably – but not everyone here is. This is just for working salespeople among us.

Are you struggling to grow your clientele, ask the right questions, be better at presentations, build rapport quickly with your clients, close deals, and get genuine sales leads?

I used to be like that, but then I stopped doing the stuff that everyone else did and stopped vomiting over my clients and telling them how wonderful I was. I changed my own game.

Put yourself on a different level. It’s not more complicated. It’s not more work than you already do, and it pays way more.

I’m offering everyone here in my group a Free Coaching Call.  It’s recorded and can go on as long as you need to get the best value.

The only condition is you invest in my Sales Blueprint Foundation Offer. Limited to the first 10 in my group.

Let me help you kick off 2023.

Here is the link…

https://www.thesalesmindsetblueprint.com/course

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 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 increasing 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 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. Jump on a FREE 15-minute Brainstorm call with me by clicking here.

Do you want to know what the top  10% of Salespeople do

Do you want to know what the top 10% of Salespeople do

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

These statistics are close to the mark in all selling forms, be it a service or product you 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 available to sell to.

Just email me at mikebrunel.com for a copy.

Why do many salespeople 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 solid 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 this, 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, 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 they have done what they had to and then move on. Depending on your relationship with that client, they may or may not call you back. If you want to do business with them, 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 whether a prospect is serious about working with you. A promising pipeline is full of qualified prospects, not “tyre kickers.”

pipeliines

All pipeline activities have to support your key messages, and understanding 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 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 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 increasing 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 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. Jump on a FREE 15-minute Brainstorm call with me by click here.

More Than One Word Answers.

 

In our blog last week, we talked about keeping the client talking and asking questions that opened up a conversation.

Are you Asking Open-Ended Questions?

One way to do this is to ask open-ended questions. What are open-ended questions?

Definition: Open-ended questions are ones that require more than one-word answers. The answers could come in a list, a few sentences, a clarification, or more information about a need.

Asking questions that require more than a Yes or No Answer. Here are some open-ended questions: Ask these this way and see what happens.

Q: What do you expect from your salesperson?

Q: When they answer, ask them to be more specific. Q: Or ask this question.

Q: If you could describe what you wanted, how would you do that?

Q: How did you go about purchasing your last product like this one?

Q: What is the matter with the current product you have?

Q: Can you tell me what you are specifically looking for?

Q: Do you like red, pink, or blue in that product?

Q: Would you like it delivered to you on Monday or Thursday?

Q: Why do you like that pink colour?

Every question here requires more than a No or a Yes. This is why open-ended questions require lengthier responses than close-ended questions. They also allow you to move away from a simple price negotiation.

If you can train yourself to ask more questions and your client is talking, it gives you time to look for clues. Clues are problems; problems require a solution.

Next week we look at some great advice on practice.

Have a great week selling your stuff.

Mike

Have a great week, and talk soon.

PLUS, whenever you are ready…here are ways I can help you grow YOUR business.

1. Join my free Facebook group

My favourite thing is to 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? Please make an appointment, and let me take you through the past, present, and future templates.

3. Work with me one-on-one.

If you want 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, 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.

How to Keep your Clients Talking.

Keep your clients talking

The Right Questions

Over the last two weeks, the theme of my blogs has been questioned. The ones we ask ourselves and the ones we ask others.

Many people struggle with sales because they think selling means using the tricks and techniques that slick salespeople use.

However, we make little progress until we figure out what the client is thinking.

This was certainly true in my business. Once we stopped selling our stuff upfront, things got a lot easier. We had to work hard to construct the right questions to ask, but the process flowed after that.

Keep ’Em Talking

If you want to discuss with someone about a service you offer or a product you sell, isn’t it better to ask questions that keep the exchange flowing? Wouldn’t you agree?

Questions change the progression of a sale. They move it forward to a conclusion. One of my mentors, Brian Duffy, used to drum it into me repeatedly. “If the client is talking, the sale is moving forward,” he’d say. “If you don’t shut up, it isn’t!”

How do you ask the right questions?

In my book, I explain the difference between “Can I help you” and “Open them up for a discussion” questions. Some people refer to them as closed-ended and open-ended questions. By analysing the distinction, you will see why you might lose clients.

“Can I Help You” or Closed-Ended Questions

Definition: If you can answer a question with only a “yes” or “no” response, you are answering a close-ended type of
question. Examples of close-ended questions are:

• Can I help you?
• Is that your final answer?
• Should I call her and sort things out?
• Can I help you with that?
• Would you like to go to the movies tonight?
• Is science your favourite subject?
• Are you interested?
• Are you happy with your purchase options?
• Are you just looking?
• Hi.
• Just let me know if you need anything.

Unfortunately, these questions often shut down the conversation. There are exceptions, but closed-ended questions don’t allow you to uncover your customer’s concerns.

In my next blog, I will talk about Open-ended questions designed to open up the conversation. and allow you to find out your client’s problems much faster.

Have a great week, and talk soon.

PLUS, whenever you are ready…here are ways I can help you grow YOUR business.

1. Join my free Facebook group

My favourite thing is to 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 want 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, 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.

“Are Sales contingent upon the attitude of the salesperson? Or the attitude of the prospect.”

Photo – Austin Kleon- Steal like an Artist


“Are Sales contingent upon the attitude of the salesperson? Or the attitude of the prospect”

I get to hear good stories from all over the world about how salespeople make a difference in people’s lives.

In many situations, businesses worldwide are feeling (according to them) the pressure of not getting their numbers, the market is tough, it is not like it used to be, people are simply not buying like they used to, and the excuses seem to go on and on.

I want to debunk that; it simply is not true. I know that if you offer value and are committed to your customers, they will buy from you.

Money is still there.

The truth is that the money is always there, it may be less for some, but it is always there; it just moves around. It might move from your business to another, but the facts are that retail revenue is up in countries like NZ and Australia.

It might move from your business to another, but the facts are that retail revenue is up in countries like NZ and Australia.

The thing is that businesses have to do things differently; they need to think about how their clients are purchasing their products.

I can guarantee that in most homes these days, television and other media are not the main sources of entertainment or information.

The internet has become a big part of our lives.

Clients do research your product along with your competitors before they even venture into your store or place of business.

Information is Power.

Many business owners I have worked with worldwide have come to terms with a changing market.

The ones I notice that are doing well train their staff regularly, keep them up to date with all the new products or services, and help them make the decisions; this is usually done at least once a week.

In any business, product knowledge is based upon attitude; what happens if you visit a store and a staff member does not know their product?

You lose confidence, unsure if they are to be trusted, and you might retreat and go off to someone else.

Want a secret to more Sales?

Product knowledge and information about a product have an invisible benefit. It gives the salesperson the “right attitude” it rubs off. They get confident, and the clients feel that confidence.

Try these simple exercises that work.

Here are two exercises you can do in your business to get your team to buy into product knowledge training.

  1. POP QUIZ- write up 10 benefits of your most popular products, and list what you think is the #1 benefit for the customer if they buy this product.
  2. TEST ONE ON ONE,  OR  IN A TEAM MEETING – Give each of your staff a test on every one of those products. You can do it in written form or as part of their one-on-one meeting.

These simple tests can give your business a foot up, and you might get an extra share of the money.

Have a great day 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? 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 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 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

“Sales are contingent upon the attitude of the salesperson, not the attitude of the prospect” –William Clement Stone.