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Nancy Carter

Welcome to the Sales Made Simple Podcast! I'm your host, Nancy Carter of the Sales Made Simple Podcast, and I've created a basic sales training series for you - someone in a sales position with little to no sales training! Are you in a sales position, but no one has ever taken the time to give you any "official" sales training? Would you like to improve your sales, and your paycheck? Well, you are in the right place, my friend. Welcome to class, where I will go through one new sales skill/technique a week so that you can master the sales game, and provide a better income for yourself and your family. We all have to start somewhere, and I started like you! In sales (for whatever reason) and trying to make it on my own. If had I training like this when I started, I could have gone so much farther faster. So subscribe, set the reminder so know when I publish a new video every week, sit back and let the training begin (from the comfort of your own coach). Thanks for allowing me to help you grow in your sales career.

How and Why to Set Sales Goals

How and Why to Set Sales Goals

What type of goals should you be setting to be successful in your sales?

I believe that the reason that so many sales women don’t set goals is because they aren’t sure what goals to set. Or know what to do with these goals once they set them.

Everyone says set goals, right? But what does that, or should that really mean? Let’s pick it apart and break it down.

There are three types of goals we’re going to talk about. Long-term goals, mid-term goals, and short-term goals.

First long-term goals.

By long-term I mean five years or more in the future. Maybe a new home you want to buy, or helping your kids while they’re in college… Moving up the ladder in your company. Long-term goals give you something to strive for and add meaning to your life. They’re necessary for self improvement. To keep you focused on the things you need to do to get where you want to go.

Long-term goals provide you with a vision and a direction. In the 7 Habits of Highly Effective People, Stephen Covey wrote about the principles we use to make decisions. He compared it to a compass. When you create your goals based on your principles, you’re using your internal compass to make decisions about your life and work and your future. This allows you to make your choices with greater intention and purpose. It connects you with the reasons you make your decisions, and gives you a stronger purpose and drive. When you know your long-term goals, you will be able to determine the steps you need to take to achieve your goals.

You should set clear, measurable goals with specific steps and actions and deadlines. Then you can complete them to get the outcomes you desire. Kind of like a road map with stops along the way to help you get to your final destination. Long-term goals allow you to see things that are possible for you. Then determine what will be required for you to get there. Once you make these decisions, your subconscious can help direct you to these goals – if you keep reminding yourself and directing your brain as to what your goals are.

Another way of saying this is, write your long-term goals down, and look at them often. Without long-term goals in place, you may wander through life with no clear direction – and never realize your true potential.

The second type of goal is mid-term goals.

Within two to five years, like buying a new car or paying off credit card debt, or buying a home. When you think about these goals, you are able to take an inventory of where you are now – your finances and your relationships. Depending on where you are in your life, you will be able to set the steps in place and determine the time it will take to reach some.

Mid-term goals are the checkpoints on your way to reaching your long-term goals.

Then there are your short-term goals.

These are the ones I talk about the most, because they are the goals you can set and do right now to take control of your situation. Like setting your personal monthly sales goal and writing out the actions you need to do every day to reach that goal. Once you achieve your short-term goals, your medium term goals will be easier to obtain.

Think of short-term goals as the building blocks to achieving the larger goals you want in your life. So it’s important that your short-term goals enhance and are in alignment with your long-term goals.

In sales, your short-term goals might look like this.

• Reaching your sales target every month

• Working backwards to create the steps she will need to take to reach the goal.

• Creating your daily action steps, like how many calls, emails and texts you will need to have completed each day to set the appointments you need to reach your monthly sales goals.

Don’t forget accountability.

The reason I’ve added the accountability & mentoring aspect to the 5-Figure Paycheck Membership Program is because, according to the Association for Talent Development (formerly the American Society for Training and Development) 65% of people complete a goal if they ask someone to hold them accountable to their goals. And 95% successfully met their goals when they discussed their progress and success with that accountability partner.

Usually in life, the things we want don’t just happen because we hope they will. It takes hard work and planning to make them a reality. Living with intention and purpose.

The best way to figure out your long-term, midterm and short-term goals is to ask yourself, what do I want my life to look like in 5, 3 or 1 year? Write down your answers and set your priorities for each one of your answers.

Use your short-term goals to reach your medium term goals and ultimately your long-term goals. When you have to find your long-term goals, it is easier to say that you’re mid and short-term goals and align them so that you become daily intentional in your actions and why you want to achieve each type of goal. 

Will this guarantee you results? Obviously, I can’t guarantee that, the only way to get results is to take action. I’ll provide all the accountability, support and encouragement but you have to put in the work.

When you set specific goals for yourself, understand why these goals are important to you, and prioritize the importance of these goals, you will be able to reach your goals faster, and be able to work towards them without losing traction. Even if you occasionally don’t reach a short-term goal.

It will also give you direction in what to do on a daily, weekly and monthly basis to continue to move closer to your goals. As you start to see results, it will prove to you that you can accomplish your goals when you have the right strategy in place.

No matter what types of goals you have, it’s hard to achieve them if you don’t have some basic steps to set your goals the right way. I’ve designed the Ultimate Goal-Setting Guide to give you the tools you need to achieve all of your goals.

Recent Posts:

3 Reasons You Are Struggling To Reach Your Sales Goals And How To Fix It.

3 Reasons Why You Are Not Reaching Your Sales Goals
3 Reasons Why You Are Not Reaching Your Sales Goals

We all want it… Freedom, security, and well – being, right?  

You probably started your career in sales so that you could have all three. 

Freedom to spend time with your family doing the things that you want to do. 

The security of knowing that you can pay your bills today and plan for the future. 

Well-being – physical well-being and mental well-being. Living life as stress-free and drama-free as possible. 

So why does it feel so hard sometimes? From my years of experience in coaching women in sales, people usually come to me for help after they have tried it on their own. The Wishful Thinker Stage in the Sales Transformation Roadmap. Where you believe you know what works, until it doesn’t, and you become anxious, defeated, and uninspired. 

Or when you’ve kind of figured it out and had some success, making $40,000 to $60,000 a year. But you know there’s more and you want to scale. My job is to create highly confident, empowered sales women.

So today I thought I’d share with you three reasons why you were struggling to reach your sales goals… And how to fix it.

Reason 1. You don’t feel like you own your day, or your time.

For instance, you spend a lot of your time putting out fires, or doing things that don’t make you money or help you reach your sales goals.

You feel like you’re working so hard, but you’re still not making anywhere near what you expected. I get it, because I was once the same way.

It’s so easy to get caught up doing the wrong things that don’t make you money because:

Firstly, you aren’t sure what the right things are. 

Secondly, it’s easier and more comfortable for you to continue to do the wrong things or 

Thirdly, you are not able to set the boundaries you need to set to claim the time you need to focus on to do the things that will make you successful.

One of my favorite clients was falling victim to all three at the same time. Yet within two months of taking my time management program, she had learned to identify what she needed to do consistently to bring her the success she desired. 

She learned how to not get caught up in things that weren’t her fires, or even part of her job. And she learned how to set apart daily time to do the things that would move her closer to a sale, and her success.

When I first met Ashley, she had been with her company for a little over a year. During that time, she had a couple of different sales managers – 3 to be exact. She’d been tossed about, given responsibilities that were not necessarily in her job description. By the time she started to work with me, her confidence level was low. She wasn’t sure if she believed all the “success stories” she said she had been told.

She hadn’t been receiving the direction or feedback she needed to grow “her business”, making it even more difficult for her to believe that she could be successful in sales. I was her last hope.

If you remember, I mentioned earlier that I create highly confident, empowered sales women.

Ashley put her trust in me, and followed the program. It wasn’t difficult, but she had to put in the time and effort each week. As a result, she flourished and grew sales to consistently reach or exceed her sales goals every month.

In Ashley’s own words,

“You gave me vision to change my mindset that I did not have before. You help me build business standards for my business with how I spend my time, and where I need to be in the future”.

Reason 2. Your lack of confidence is holding you back from reaching your sales targets.

You’re stressed about how to run a sales presentation, let alone what you should do or say to close a sale.

In fact, you have probably started to believe that no one is making the kind of money you originally thought was possible. Or at least only a select few that manage to reach their sales goals each month.

You’ve been there, right?  Listening to every sales podcast and reading every sales book, even watching every YouTube video you can find about sales – from many great leaders in the sales industry.

But you can help wondering, “how long ago did they actually meet with a prospect?”  However, do they understand what today’s sales challenges really are, or are they sitting in an ivory tower, like many of the upper management in companies are?

I agree, having a sales toolbox available is amazing. But just how do you take all the great info and make it work for you?

Here’s what Linda had to say about how she felt before she found me. 

“I found myself getting frustrated and lost and overwhelmed.  I just would wake up and do my best to track and organize and listen and set goals and break them down.  What I have been trying to do for years you (Nancy) have clearly identified in a matter of one Saturday.  Wow!!  I’m so happy!”

When you understand how and when to use the sales tools to help you reach your sales goals, and you create a process and system, you gain confidence in yourself and in your process. Until eventually you get to Stage 4 in the Sales Transformation Roadmap, The Unconscious Doer – where you can easily move through the sales process without even thinking about what needs to be done.

Most importantly, you can get to the point where you have the ability to move from using one skill or technique to another seamlessly. When you will be able to read different prospects and selling scenarios. So you can fine-tune your approach, and be present, active and relatable in the moment. For now, just know that you are not alone on this journey, and there is a solution and a way forward.

Having any sales tool box, with all the skills and techniques in one place, available at any time is super important.

You can become familiar with them,. The right time, and place, to use each skill or technique, until it becomes second nature to you. So much so that you aren’t even aware that you are making the transition and pulling the appropriate skill out of your sales toolbox to use effectively. They’re all right at your fingertips in one place.

Reason 3. Your Inner Critic telling you that your success in reaching your sales goals is “not possible”.  

I will tell you it absolutely is.

Everyone deserves to make enough money to have a good life, wouldn’t you agree? That doesn’t mean you’re never going to worry about paying bills again. But it does mean the money will be there when you need it.

You may have begun to believe that there is a glass ceiling for you. That no one is making the kind of money that you originally thought was possible, or that success is saved only for a select few.

I have one question for you, why not you? When you stop playing small, and you have a tested and proven strategy to help you step up into your empowered self, It absolutely is possible for you to reach or exceed your sales goals every month.

Let me introduce you to Vivian, an introvert that did not have any sales background or experience.  She told me that when I hired her. I just had no idea what that meant until we started to work together. By showing her a system that she could follow from her introverted mindset… One where we set certain activities and goals that she felt comfortable with. And a way for her to ask for a sale that was conversational, relationship-building and non-salesy, that she felt comfortable with.  It also turned out that Vivian was highly goal-oriented.

By using her strengths to build a system just for her, Vivian went from 0 to consistently reaching her monthly sales goals, within 3 months, using the techniques I share in perfecting your sales presentations and the setting your goals programs. In other words, we created a very confident (and successful) introvert.

Vivian surprised even herself with what she was able to accomplish in such a short period of time.  And she was able to do this with also having 2 small children at home that obviously also needed her attention.

Yes, it is absolutely possible for you.

Do you recognize yourself in any of those situations?

A career in sales can be amazing – there’s no “glass ceiling”,  except what you think you are capable of. Because the more you sell, the more you make. 

It all starts with your mindset – the third part of what we all want. Freedom, security and well-being. Your mindset is 50% of the battle. That is why I focus so much on that both in the podcast and in my coaching. It’s step one in the process of confidently scaling your sales into 5-figure-a -month paychecks in a way that feels good to you. 

Are you looking to go from a Wishful Doer to a Competent Doer and even an Unconscious Doer? Where you can move through your sales process without even thinking about what needs to be done?

Where handling objections and asking for a sale are a piece of cake? You’re in luck … I’ve created a step-by-step plan of action to help you move from that Wishful Doer to an Unconscious Doer.

The 5-figure-paycheck membership. It’s like having a private sales coach without the private coach pricing. A place where you can ask questions and get answers directly from me. A place you will be lifted up by other women going through exactly what you are going through. And you don’t have to join another Facebook group.

Just click here and start on your journey to becoming a confident, successful saleswoman now. 

Recent Posts:

Your Sales Negotiation Style

Carrie Fisher said, “Everything is negotiable. Whether or not the negotiation is easy is another thing”.

My motto when it comes to sales negotiation is

You’re either selling or you’re being sold.

Have you ever had that happen to you? Where literally five minutes into your sales presentation, your prospect went right from talking about who they are and what they need into what they can do for you. What the heck? Who called who to set the appointment? Attempted hijack.

What is your sales negotiation style?

How comfortable are you with negotiating? Remember, there is no room for meekness in sales. Don’t be the one being sold to in your sales presentations.

Before I talk about the five different sales negotiation styles, I’d like to share

Three quick and easy tips for painless negotiations.

Friends, if you are new to sales negotiation, be careful not to approach it as if it’s an argument.

Negotiation is simply a discussion between two or more people who are seeking a mutual outcome of providing the best possible solution for your prospect … Less expensive is not always the best option.

Create the value of your product or service. In order to do this, you need to know your competition, and what you and your company can do better, or different, or something that you can provide that they cannot. Don’t talk about your competition, just share your value. 

When you treat negotiations like a conflict, it might cause you to become unnecessarily aggressive or tense, creating a block for what you are trying to accomplish – helping the prospect.

Instead, be patient and kind to the person or group you are negotiating with. Listen carefully to their needs. If you can’t come to an agreement, be prepared to respectfully decline.

More than once in my career, this has led to me giving a “take away” close, where you close the door completely for negotiations. The prospect doesn’t expect a this and it takes them off guard! But you must be ready to walk away from the sale. Usually, when the prospect understands that they’ve pushed as far as they can, you will be able to come to an agreement.

2.  Be prepared.

Be over-prepared. Know your prospects needs and options. Know and be prepared to answer the five most common objections that the sales people in your company get.

 Respond quickly and confidently. Your prospects will find confidence and believability in you when you answer their objections confidently.

Before you begin negotiations, reflect on your own goals for the negotiation. What is your ideal outcome? Where can you compromise if necessary? This way, when you meet with the prospect, you will be more likely to stay true to your goals and boundaries, and be able to give the prospect what they originally told you they wanted.

3. Don’t take it personally.

Look at negotiations as a business transaction. Because that truly is what they are!

What your prospects opinions of you are are not your business anyway. Your job is to come to a mutually beneficial outcome. 

Also, don’t let your opinion of what you know, or what you think you know, start to cloud your critical thinking abilities. Don’t feel intimidated, because after all, you are the expert in your field, not them.

Let’s move into the five styles of sales negotiation.

 First, we have the competitive negotiator. 

You are looking to get results quickly and have no time or patience for any foolishness.

 Here’s a tip – if this is you, sometimes your aggressive drive and determination may be a bit off-putting, and you may want to soften your approach, just a little.

When you play competitive, it can also bring out the competitive nature in your prospect. During these types of negotiations, we seem to go several rounds. I can almost hear the bell ring when we reach a standstill. That’s a great time to take a restroom break or offer a cup of coffee. Sometimes you need 5 minutes to cool down, so you can regroup, move on, and come up with a solution.

The second negotiation style is collaboration. 

Do you come up with innovative solutions to problems that no one else can see? Quick tip – if you and your prospect come up with a fantastic solution to their problem, be sure you’re not giving too much away. It’s easy to become caught up in the enthusiasm of the moment, which can end up costing you time and money. 

The next style is compromising. 

You are dead set on finding the middle ground. You know that a good outcome is one that ends in camaraderie, not competition.

 Make sure, however, that you look at all the options available, and don’t just settle for the first one you come up with.

The fourth negotiation style is avoidance.

You are not a fan of negotiating at all. Your idea of solving a problem is to avoid it for as long as possible, or until someone else steps in and does it for you.

If you are fearful when it comes to negotiating, take a look at the other negotiation styles, find the one that you feel the most comfortable with, and read up on how you can adapt to it.

And the last negotiation style is accommodating. 

You are always looking for ways to help the prospect, no matter what it takes. Just be careful, because while you are expecting them to reciprocate  your generosity, your prospect may have other ideas …  like taking all of your great ideas to someone else to help them.

If this is you, try to be a little “less generous” – you’ll still be giving way more than most would.

So which style are you?  No matter which style you are, it’s important to understand them all, because sometimes your negotiating style is dictated by that of your prospect. Be prepared to meet them where they are, so you can give the prospect what they want while they don’t completely take advantage of you. 

Read the most recent posts:

A Story of Sales Mindset and Perspective – What Salespeople Can Learn From a Bicycle Ride

Last week I took some well-deserved time off to re-energize. 

Usually I would go to New Jersey to visit my family, but that obviously was not in the cards this year. I was able to go to my daughter’s house, where we cooked, ate well, and watched movies all weekend.

We also got to go on a bicycle ride that I’ve wanted to do since she moved there last October. Twenty minutes into the ride, we stopped before coasting down a hill. I looked down the hill suspiciously. I was sure I would be walking up that hill on the way home.

So we rode and talked and drove on for another 15 minutes before we turned around to go home. We reached a certain point right where the incline started, right before the big hill. I started up, planning on going until I got to the point I knew I would have to walk.

I’ve learned with physically challenging situations to keep your eyes on the road directly in front of you and just focus. We got to the point where I knew I would have to walk. I stopped to get off the bike, only to have my daughter say, “Mom, that was the hill!”

Amazing – I had made it up the hill because I was focusing on what was directly in front of me, not on what was 50, 25, or even 10 ft in front of me.

Actually, I was kind of embarrassed. I realized that I had allowed myself to almost become a victim of Inner Critic mindset. Instead, I had an aha moment of doing something I didn’t think I would be able to do.

I wouldn’t say the incline was easy, but it wasn’t anywhere near as difficult as I expected it to be.

Think about those things in your life that you are facing, or afraid to face, because you think it will be too hard, or even impossible to do.

Maybe it’s finding time each day to do enough prospecting to fill your pipeline and keep you moving forward.

Maybe it’s having enough confidence to get through a sales presentation and actually ask, and get a sale.

Maybe it’s just finding the energy everyday to keep doing the right things that will bring you the right results. Day after day, consistently. One boring pedal push after another, until you make it to the top of that hill.

Focus on what you’re doing right now instead of thinking about the future. Push that Inner Critic that is holding you back to the side.

Having the right mindset in sales is what will keep you going.

In my case of the long bike ride, having someone to talk to and keep my mind off the road was the key.

And when we got to the incline, my daughter already knew that it was actually my dreaded Hill. She just didn’t tell me. In all fairness, it looked much worse from the top and it did from the bottom.

Sales Mindset and Perspective.

“Whether you think you can, or you think you can’t – you’re right”.

-Henry Ford

I was just oblivious to where I was and my mind didn’t know what my body was capable of doing.

That is something I have noticed in new salespeople. I have watched them:

1. sell something that I didn’t think anyone would buy or 

2. they sold it for more than I thought was possible – AKA no discount. Has that happened to you?

It happens because those newer salespeople don’t know any different. No one ever told them, “You can’t do that.” or “It’s impossible”, so they do it. Before their new salesperson brain and sales mindset gets cluttered up with everything that they get told is hard or impossible, they just go out and do it. 

There’s a second part to this sales mindset story.

Today my daughter texted me to let me know she continued the bicycle ride and went farther along down the trail… another three miles or so. And she did the whole ride in about an hour.

Our ride was 45 minutes – with water breaks every 10 minutes – it’s important to stay hydrated when you live in the south  😉 , even in the middle of the winter.

I asked her if the second part was harder, and she said, “No, the first part we did was much harder. That’s where I spent most of my time”.

She went five miles farther in less than twenty minutes – how could that be? 

Then she sent me a picture of what she saw, and a map of her route. Take a look at the beautiful lake she saw, instead of the cross streets we saw when we were riding.

The Reward For Perseverance

She rode on five minutes farther than we originally did, and was rewarded with an easier ride and a beautiful lake to ride around.

The point is… you know there’s always a point – we gave up too early! We did all the hard work, but stopped because the first part was pretty hard and we didn’t want to get stuck too tired to make it home.  Stranded on the side of the road gasping for breath.

When, if we just pushed on 10 minutes more… How many times do you give up or stop when you’re so close to your reward?

It happens all the time. We work so hard – learning everything about our company and the products or services we can sell, only to give up when it doesn’t happen as quickly as we want it to.

It’s the same with prospects. While I have gotten better at closing sales in the first or second meeting, there are those prospects that need more nurturing – usually resulting in a larger sale!

I hope the next time you are ready to give up, either on your job or on a prospect, you remember the bicycle ride, and you find the strength and mindset you need to just go one or two more miles, until you get to a smoother path along a beautiful lake.

Recent Posts:

How to Use Non Verbal Communication Skills to Increase Your Sales

Body Language or Non Verbal Communication Skills in Sales

Let’s focus on the top nonverbal communication skills and the eight types of body language that you can use in sales to see what your clients or potential clients are saying to you.

Obviously this works best with this face-to-face meeting, but it also works with a virtual video meeting, like Zoom and FaceTime. As long as you can see them.

Non Verbal Communication Skill Number One — Eye Contact. 

When you are reviewing a physical written proposal with someone, and you have two or three suggestions, place them side-by-side on a table in front of your prospect and watch your customer’s eyes. They will linger longer on what they like. 

Their eyes may dilate when they look at the one that really excites them, if you can get that close to them. People’s eyes will go back to what they like the most. Remember to give them time. Present and be quiet. 

Let them think and speak first.

Also, when a customer is lying to you, and yes, they lie, their eyes will become small and their pupils will get tiny.

 Another way to tell if someone is lying is if they are a perpetual “yawner”. Someone that just can’t stop yawning. I don’t get them very much, but when I do I know they are lying. It’s a long story, but it’s true. So beware of The Chronic Yawner.

Non Verbal Communication Skill Number Two — Facial Expressions

These are the most obvious and the easiest to read. Are they smiling, or scowling, or sleeping?

Some people are easy to read because they wear their heart on their sleeve and can’t help but give a facial expression reaction.  Either good or bad.  

Other people have more of a poker face, and no matter what you say, it’s hard to get a reaction.

Non Verbal Communication Skill Number Three — Head Movements.

When someone is in agreement with you, they will nod their head and smile when you do. This is also called Mirroring.

Try it. Nod your head “yes” when you want your client to agree with you and watch what happens. See if they mirror your behavior, including head movements, facial expressions and body posture. That’s a good thing!

Non Verbal Communication Skill Number Four — Hand and Arm Gestures. 

Are their arms open or crossed? Welcoming or defensive? Are both hands under the table like they are hiding something from you or are both hands resting gently on the table and open to you and what you’re saying?

Non Verbal Communication Skill Number Five — Body or Torso Position.

Are they leaning into you and engaged, or are they turning one of their shoulders away from you? Hence the term the cold shoulder. 

If you want to change the vibe in the room, get them to go with you to look at something. Just stand up and say “Come with me”. Don’t ask, just do. And most people will follow you! 

It gives them a chance to stretch their legs, become more interactive with you, and change a boring sales presentation into something more interesting to get their attention back on you.

I also find that walking and talking breaks down barriers and gets people taking again.

Non Verbal Communication Skill Number Six — Leg and Foot Position.

Are their legs stretched out with your feet pointed towards you, or are they crossed and away from you?

When there legs are comfortable or relaxed and pointed towards you, they are open to what you are saying.

Crossed and away from you, they are closing you out.

And legs crossed, with them learning back can mean they are just listening because they are polite, but they obviously think they know more than you do and are not necessarily impressed with what you are saying.

Non Verbal Communication Skill Number Seven (my favorite) – The Bouncing Knee.

Have you ever had one of these people? Where you just want to grab their knee and say “Stop !” 

This can have two meanings. They are engaged and excited and can’t wait to work with you, or they can’t wait to get away from you. The best and worst you can have in one body language.

Which leads me to our last Non Verbal Communication Type:

Non Verbal Communication Skill Number 8 — Mixed Signals.

Like the bouncing knee. What does it all mean?

Ultimately, even with being armed with this helpful Understanding Body Language skill, it’s still up to you to decipher what they mean — good, bad, or indifferent. 

With your verbal communication skills combined with the nonverbal communication skills or body language, you are better equipped to really understand what your customer is saying. 

● Do their words match their body language? 

● What are they saying and what are they doing?

Are they engaged and conversational, or are you doing all the talking? 

Remember, actions speak louder than words. People can usually think and control their words better, whereas body language is usually more of an abscess of a subconscious level, and will actually show you what’s going on inside their head.

Now for Part Two — what Non Verbal cues are you sending? 

Are you tired and frustrated, or energetic and engaging? No one wants to meet with a grumpy salesperson.

Here are some Non Verbal Communication Skill Tools You Can Use to Create the Sales Environment You Want:

✔︎ Use your mood to look serious, happy, somber, or overwhelmed.

✔︎ I use my reading glasses as a tool. When I want to show I’m relaxed and listening, I take them off and put them on the table. When I want to make a point, I put them on and look them right in the eye. 

Sometimes I need to use the school teacher approach and look at them over the top of my glasses, as in “Do you really think that what you just told me is a good idea?” 

Even if you don’t wear reading glasses, you may want to invest in an inexpensive pair of glasses.  I find that wearing glasses help to create a feeling of authority.

Actions, like pictures, can be worth a thousand words.

✔︎ Plan your nonverbal communication sales skills just like you planned your presentation. They can double the effect of a great presentation and make it foolproof.

 ✔︎ Use simple authority and control techniques, like raising your seat up just an inch or two in above their level.

✔︎ Make eye contact with your potential clients, even if they look away from you. When they start to engage with and trust you, they will return your eye contact.

That’s body language 101. These examples of Non Verbal Communication Skills are the ones that I use in sales every day. My goal is to get you to start to think about this and how you can use it to help improve your sales this week. 

Recent Blog Posts:

The Introvert’s Edge to Networking by Matthew Pollard book review

Disclaimer: I received a copy of the book from HarperCollins Leadership. But that doesn’t change the fact that I think it’s terrific! Please read my DISCLOSURE for more info.

The Introvert’s Edge to Networking

Are you an introvert who HATES networking?

Networking can be one of the biggest drivers of career or small business success. 

Yet, for most introverts, they’d rather get a root canal than network – face-to-face or even digitally. 

That’s why I’m so excited to tell you about a new book, and I feel it’s important enough for you that I take the time and write my first official book review, from the point of view of someone in the “sales trenches”, like you and me. Someone selling to end users every day. 

The book is The Introverts Edge To Networking by Matthew Pollard. Keep reading to hear my personal review, and how I feel it relates to everyday salespeople like you and me. I will also be sharing with you how you can get your first chapter free, and other helpful resources for you to learn more.

 After you read the book, let me know your thoughts by leaving your review in the comments below.

Let me start by saying this is Matthew’s second book. I was first introduced to Matthew when I read his first book, The Introverts Edge – How The Quiet and Shy Can Outsell Anyone.

While you don’t need to read the first book to get the value from The Introverts Edge Guide To Networking, when you have read both books, you will have a complete outline in creating your own successful sales system.

In his new book, Matthew explains why introverts make better networkers.

As an introvert, yes me! I was highly skeptical. How can you even say introvert and networking in the same sentence without breaking into a cold sweat, right?

After four chapters, I stopped being skeptical, and by the end of the book, I actually became a believer that I, too, can do this, and I began to put my own system in place. Which leads me to – you will want to have a pad and pen next to you as you go through the book.

The premise behind this book is that you can take the ideas and information and use them starting now. “As introverts we’re willing to put in the work to obtain a consistent successful outcome.”  Implementing this series in a step-by-step actions that will work for you, if you do the work.

To be successful, you have to have your heart in your work and your work in your heart

Matthew Pollard, The Introvert’s Edge to Networking

And it’s not hard! Just have your highlighter and the notepad next to you. Think as you read. Which is perfect because we “love being super prepared and equipped for success before we ever walk in a room”. 

It took me about two weeks to read the book, because the first few chapters I kind of read through with the mindset of “networking will never work for me”. Then I really started to connect, to see how this could actually work for me, and any sales professional that identifies as an introvert.

 With true stories and real life examples from people whose paths have changed by using some strategic planning and making a few small tweaks to what they were already doing, Matthew takes you on a journey of how you can systematically become a successful networker, and teaches you how to articulate your value in a way that will make you stand out and inspire genuine interest.

As I went through the book, I realized how much of a networker I am, just not in the traditional way. Yes, I talk to people in line at the grocery store. Yes, I talk to people on planes. Or even online at a theme park. Yes, I am  passionate about what I do and why. And yes, I love what I call “matchmaking” – sharing things (and people) that I really like that I know would be a great fit for each other. Hence the reason for this book review.

By sharing this book with you, my fellow sales professionals, I am introducing you to someone that I know could have a major impact on how you look at your business, and massively help you on your sales journey.

The overall theme about networking that I got from the book is that “being strategic, being prepared, practicing and knowing how to cultivate deeper relations”, and Matthew definitely shows you, throughout the book, to do just that.

So, why should you listen to Matthew Pollard?

Because he’s a very successful Rapid Growth ™ coach, keynote speaker and the founder of the Rapid Growth Academy, who has transformed over 3,500 struggling businesses worldwide. His mission and I quote, is “to help introverts like us to realize that we don’t have to be (or pretend to be) extroverts. That our path to success is different. When we embrace that, while leveraging the power of systemization, we find our Edge, we make our own luck, and we realize our dreams”. 

I can’t think of a better way to summarize this book and the review. 

If you haven’t figured it out already, I highly recommend you read the Introverts Edge to Networking, by Matthew Pollard. 

As a true introvert and skeptic, I did have to push through the first couple of chapters. But it was worth it to get to the gold. Even as a seasoned sales professional, I learned so much on how to improve my networking, and sales. 

This book also comes along at a time in our world where things are constantly changing. By learning how to strategically network in an online world, or face-to-face, and hopefully without a mask someday, you will be more prepared to stay relevant and successful in turbulent times. 

But don’t take my word for it…

Download the first chapter free here and check it out for yourself.

I’m sure you’ll be hooked and will be motivated to read on.

Which is why I’d highly recommend clicking the link below to…

Available as a hardcover, Kindle or audiobook from all major retailers, including your favorite local bookstore.

When you do, Matthew will also give you free instant access to over $700 worth of bonuses, including The Official Introvert’s Edge Step-By-Step Implementation Training and a personal invitation to his private Facebook community of like-minded introverts. 

To claim your bonuses, simply order your copy of The Introvert’s Edge to Networking at your favorite online or physical retailer, then sign up for the bonuses here with your name, email and order confirmation number.

I greatly look forward to hearing what you think of Matthew’s new book.

I’m sure you’ll love it too!

Your Sales Communication Style

Discovering Your Sales Communication Style

This week I want you to think a little differently and twist the focus of this article from your client to you, at least for a minute.

Way back in episode 22 of the Sales Made Simple Podcast, I talked about selling to different personality types.  Today, I’d you to think about what your sales personality type is. More specifically your sales communication style, and how it relates to how you sell.

Are you a Director, a Socializer, a Thinker or a Relator, or a combination of some or all of the sales communication styles?

If you learn what your personal sales communication style is, you can learn how to use it to relate better to your prospects. Even if your prospect has a different communication style than you do, so that you can adjust your approach and be more relatable.

You may find yourself using different communication styles for different phases in your selling process.  

For example, when I am prospecting, or in the “discovery stage”, I definitely become a Socializer, Most people love Socializers. They are fun to be around, always make others laugh, and they thrive on being the center of attention. Charismatic and energetic, they always want to be where the action is. They are eternal optimists who are good at selling others on their vision and goals.

As a Socializer, take time to build a relationship and socialize with a new prospect. Create a fun, lively atmosphere with new and diverse elements. Help them make a list of priorities, but try to skip the unimportant details and boring material until later. After a meeting, be clear about who is going to do what and by when. Put everything down in writing. Make them look good in front of others. Motivate them with praise.

Or I take on the role of a Relator. Relators are warm, nurturing individuals who value interpersonal relationships above all other things. They are very loyal, devoted, and excellent team players. Peacemakers by nature, they often avoid conflicts and confrontations. They are also ideal team players since they are always willing to build networks and share responsibilities. 

You can see how these two communication styles would work for getting to know someone quickly.  As a Socializer, I try to be upbeat, energetic and charismatic – someone that my prospects might want to meet and learn more about me and what I can do for them.

As a Relator, I try to find a common ground and show interest in a prospect as a person – really get to know them.  Who they are, what makes them tick.  While being inviting and non-judgemental.

Once I get to know them a little, and they feel comfortable with me, I may adopt the sales communication style of a Thinker. This communication style is very analytical and geared toward problem-solving. Methodical and detail-oriented, I am prepared to help guide them towards their goal and purchasing decision. I am ready to overcome any objections they might have. 

And when we get to the part about closing a sale, I move to the sales style of a Director.  This communication style is driven by two things: the need to get things done and the need to control. They are most comfortable in settings where they manage others and take control of situations. Fast-paced and goal-oriented, Directors are focused on bottom-line results and achieving success. Because a Director can come across as impatient and insensitive, you want to make sure you are not overwhelming your prospect and that they feel in control of the final decision-making process.

Once the sale is closed and the deal is made, I revert back to that Socializer again, fun and friendly.

Learning and understanding your prospect’s communication style, in a “meet and greet” stage, will help you to know how to relate to them as the conversation continues.

By knowing your own sales communication style, you will be able to identify the prospects that may be uncomfortable and turned off by you.  Your prospects send you signals about how they prefer to communicate.  Do you hear them? It’s just a matter of learning to listen. 

Prospects will tell you, with their words and their actions, (check out my podcast episode on Body Language), what they are interested in learning from you. Including what they want to buy from you. They will tell you if they are interested in the value, the cost, or in being the first or the best.  

Our job a salespeople is to learn to pick up on the signals they’re sending and to respond in a way that makes a personal connection easy with that person.

It is important to understand your prospects and how they think. But when you learn about yourself and your strengths, you can use your unique self to provide that personal experience to your clients.

Some people think that their sales communication style is determined by our individual personalities.

However, there is a lot more to it – like using what has worked for us in the past and other life experiences.

The words we choose, how loudly we speak, and the way we use sales strategies to guide prospects in making a sales decision.  When you make poor choices in your communication approach, prospects may feel unheard, frustrated or even disrespected. The communication channel is quickly closed, even if your solution would be the best one for them!

Ultimately, understanding the communication style of the prospect and how they feel comfortable communicating will make you more successful in your sales.

Here are the four communication styles, and how to work with them

The Director

This communication style is driven by two things: the need to get things done and the need to control. They are most comfortable in settings where they manage others and take control of situations. Fast-paced and goal-oriented, Directors are focused on bottom-line results and achieving success. This go-getter mentality makes them innate leaders, but it also means they can come across as impatient and insensitive.

How to Communicate with a Director – Be clear, brief, fast, and precise. Be well-prepared to provide solutions to their problems. Skip the small talk and get down to business. – Highlight key points. Avoid going into too much detail. Find out their goals and provide options with clear costs and benefits. Supply concrete data to back up claims of progress. Show how goals have been obtained. 

The Socializer

Most people love socializers. They are fun to be around, always make others laugh, and they thrive on being the center of attention. Charismatic and energetic, they always want to be where the action is. They are eternal optimists who are good at selling others on their vision and goals. Although their enthusiasm and charm make them influential people, as leaders, they can sometimes be impulsive decision-makers who take risks without verifying information. They listen to their intuition–which can be a good thing–and what their “gut” is telling them. On the downside, they have short attention spans, and they find it hard to be alone.

How to Communicate with a Socializer – Take time to build a relationship and socialize with them. Create a fun, lively atmosphere with new and diverse elements. Help them make a list of priorities, but try to skip the unimportant details and boring material. After a meeting, be clear about who is going to do what and by when. Put everything down in writing. Make them look good in front of others. Be slow to criticize them. Instead, motivate them with praise.

The Thinker

This communication style is very analytical and geared toward problem-solving. Methodical and detail-oriented, Thinkers are usually slow decision-makers who are very deliberate about the choices they make. Before taking a specific route, they do their homework by weighing pros and cons and looking at problems from every angle. Their high expectations of others and themselves can make them come across as overly critical and pessimistic. They are perfectionists by nature and can easily fall into the trap of “analysis paralysis.” Since they tend to be skeptical, they usually want to see promises in writing.

How to Communicate with a Thinker – Avoid too much small talk and socializing. Go slow and give them time and space to think things through. Be well-prepared to answer their questions thoroughly with precise data. Put everything down in writing. Make good on your promises.

The Relator

Of the four communication styles, this one is the most people-oriented. Relators are warm, nurturing individuals who value interpersonal relationships above all other things. They are very loyal employees, devoted friends and excellent team players. Peacemakers by nature, they often avoid conflicts and confrontations. They are also ideal team players since they are always willing to build networks and share responsibilities. Like Thinkers, they are thorough planners and highly risk-averse. They value reliability, balance and sincerity.

How to Communicate with a Relator – Be patient and show sincere interest in them as a person. Build a relationship and learn more about their personal lives before getting down to business. Reduce their fears by clearly explaining how a certain change will benefit them and those around them. Be predictable and follow through with your stated promises. Be warm and inviting. Focus on their feelings. Don’t ever push them into a corner to get what you need.

Do you recognize any of these communication characteristics in yourself? 

If you would like to learn how to use your Sales Communication Style with Non Verbal Communication Skills to improve your sales communication skill even more, check out my articles about How to Use Non Verbal Communications Skills to Increase Your Sales, and Using Listening Intelligence to Increase Your Sales.

The more you understand about yourself and your sales communication style, the more successful you will become in your sales.

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Why (and How) to use a Daily Sales Planner

Why you should use a daily sales planner

Even though I have a great sales CRM platform available to me, I still like putting a pen to a pad (or planner) on the first day of every month. Writing down my monthly sales goals, including my monthly sales target, my weekly sales target, the times I will schedule the necessary appointments each day, and the “top prospects” of the month.

By defining my sales objectives and creating those weekly and monthly sales targets on the first day of every month, I am setting myself up for a successful month.

Once you decide on what your sales targets are, you will be able to decide the steps and strategy to get there.

I also plan in a time at the end of each week to assess how the week went. Did you hit your sales target for the week?  

What worked in helping you reach that target, or …

What went wrong and how can you correct it to get back on track. So that you can quickly identify the gaps you need to fill to reach your target.

This weekly planning and accountability using a daily sales planner helps you to know exactly how much money you will be putting into your bank account every pay period.

Within my main sales target, I look at the breakdown of how much I need to sell of a certain product or service.

Your sales mix.  Widget A and Widget B.  Maybe your commission or bonus is higher on Widget B. You want to make sure you are keeping track of that breakdown as well to insure you can maximize your income.

I break that down even further. Not into a dollar amount I need to sell, but into how many actual widgets I need to sell to reach my sales goals.  For example, would you rather have to sell $50,000 or 10 widgets?

The more attainable your goal feels to you, the more likely you are to achieve it!

Your personal objectives and goals should be clear and measurable. With very specific numbers, and specific dates that you will reach those goals by.  For example, I will sell 13 widgets a week.

Once you have that target in place, work backwards to create the exact strategy for how you will reach that goal.

How many widgets do you sell to each customer? (your average sale amount).

How many customers do you close on average?  One in two (50% close ratio), a two in three (67% close ration), one in three (a 33% close ratio).

From here you can determine how many sales appointments you will need to create the sales opportunities you need.

And, in simple form, your monthly and daily sales plan is created.  

First ,state your sales objectives. Then decide your strategic direction on how you will reach your objective, with daily and weekly monitoring of your actions and results.

When you have a great daily sales planner to help you, it’s magic.  

A great daily sales planner will help you put the systems in place and help you monitor your progress, but you have to do the work . The magic is you. And the time you spend at the end of every day, week, or month to strategically plan out what you need to do to hit your sales goals.  

A great sales planner just helps to make it your life easier by giving you a place to refer back to to hold yourself accountable so that you can quickly correct your course instead of missing your targets.

I am a big believer in the power of the written word, or in this case, plan.

Take time at the end of each week to schedule in the time for the next week. Time you will need to prospect, run appointments, and process agreements.

If you don’t plan in time for each of those three activities, one or more of them won’t get done.  The more planned-out your week is, the more urgency you will feel in the need to stay on track to complete your important sales activities.

I like to “batch” activities throughout the day. It’s based on how many activities I need to include. I also like to work the type of activity according to what my energy levels are during certain times of the day, scheduling the least demanding activities during my lowest energy level times (like right after lunch).

What would your perfect “sales day” look like,

and what would you include so that you could have repeatable success every day?

Mine would include 3 appointments a day, with 2 ½ hours in between appointments. That way I will have enough time with each prospect without either of us feeling rushed.

So, let’s block out appointment time of 10, 1 and 3:30.  If I know an appointment needs more time before I meet with them, I will allow two appointment slots with them.  Before you do that, make sure that the prospect is worth two appointment slots.   

Decide on your agenda for each meeting and the expected action you want your prospect to take at the end of the meeting.

I also know that I need about two hours of prospecting time a day. One hour to reach out to new prospects. Another hour to follow up with prospects that have not bought from me yet.  Your schedule may be a little different, but probably similar.  

I like to do my prospecting first thing in the morning. 9 to 10 am, and then again later in the afternoon at 4 or 5 pm. I’m a night person, and my energy levels are just getting started at 5.  I have found that this is also the time when more people will respond to me faster.

By putting this prospecting time in my daily sales planner, it is like setting another appointment. But this one is with myself, to do the things I know are important to consistently reach my weekly and monthly sales targets.

When you “break” these appointments with yourself, you end up losing and trying to play catch-up. Not what you want to do be doing at the end of the month.

Once you have the main outline in place, you can fill in the who and why. 

Having an organized strategy and goals with a plan on how to reach your goals will make it easier to hold yourself accountable and stick to the daily plan.

You should have a 7- day, and a 30-day sales plan. A good sales planner should have enough room to keep track of up to 90 days at a time.

How and when should you create these sales plans? 

The good news is, that with a hard-copy daily sales planner in front of you, it’s easy.  Once you make it a habit to keep up with this planning, it will become a second nature to you, just like in the Unconscious Doer Stage Four of the Sales Transformation Road-map System.

For the 30-day sales plan, I set it on the first day of each month.

In this plan, I have my monthly and weekly sales target numbers. I include my top 10 target prospects for the month, and 3 specific actions to take every day to get the results I want.

List the specific sales you plan on closing during the month. Then write down the things you need to do to close those sales and process the business.

I find that my monthly top 10 clients will account for 75% of my monthly goal. Secondary clients – the new clients that are just entering your sales pipeline, will fill in the rest.

For the 7-day, or weekly, sales plan, you want to have your plan in place for the next week before you end your week on Friday. 

It is incredibly motivating to have a plan, and appointments, in place for the next week. It makes you actually look forward to going to work on a Monday morning!

Transfer the things you didn’t complete last week to the next week – only if it is something that will lead to a sale.

And I review my day before I leave, every day.  I update the following day with what I need to do and when. Then I close the planner for the night.  

When you start the next day, open the planner, and your sales CRM program, and dig in.

Ultimately, your discipline and your decision to follow your sales plan is your key to success.

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