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Are Sales Scripts Helpful?

Are Sales Scripts Helpful or Just a Waste of Time?

Are Sales Scripts Helpful?

The other day I got an email “why I don’t love sales scripts”, and it basically said that sales scripts take the human-to-human connection element out of sales.

So, my analytical brain immediately went into overdrive about why I think sales scripts are instrumental in a salesperson’s success, when used properly.

Meaning, you understand the how and why behind each script, and how and why you should incorporate prospecting into your daily activities, including time to research your prospects before you make that call.

It’s the same with closing techniques and scripts. You are probably already using some type of closing technique that is working for you, at least a little. But do you know why it works, or the science and psychology behind it?

When you really understand not only what you are saying, but why you are saying it, I believe it allows you to create a deeper human-to-human connection. Because you learn how to ask deeper, more meaningful questions and to understand your prospects’ wants and needs in a deeper and more meaningful way.

It creates empathy and understanding into your prospect’s current situation. That’s one.

And two is, it helps the salesperson to have more confidence to pick up that phone, or send that email that will help to move the prospect in the right direction, while making sure to include relevant points and have competent and effective responses to many prospect objections. This helps to take the uncertainty and stress out of the sales conversation.

In my opinion, sales scripts are designed to give you talking points to touch on.

While customizing those talking points for each salesperson and each prospect, without sounding robotic.

To “avoid the robot”, I also say the sales scripts to the person I am teaching them to. Or, in the case of the Cold Calling Magic scripts and mini course, I provide videos so you can hear how natural and conversational they sound, before you use them. 

Take the scripts, reword them to fit how you naturally speak, while retaining the basic essence and ideas.

The goal is, that as you grow and become more confident, you will create your own talking points.

I remember how terrifying it was when I was first given a list and told to pick up the phone and start setting appointments.

I’m not being dramatic – I was terrified. Phone Anxiety is real. And I didn’t even know the term for it back then. But I knew if I wanted to sell, I was going to have to prospect.

As an introvert, I knew that I would feel more comfortable if I just had some idea of what to say before I picked up the phone – a security blanket, if you will.

Just like I had to learn to take a deep breath and ask for a sale, I picked up the phone and started calling.

The more calls I made, the more appointments I set. And my managers took notice, and soon I was teaching my simple script to other sales people. Instead of having five appointments a week I now had ten.

I actually started to enjoy the conversations I was having over the phone, and I set even more sales appointments!

Why? Because people can feel your energy over the phone. And if the energy you give off is positive and caring and happy, other people will want a part of that energy and will want to meet you.

Prospecting and cold calling is just the beginning of creating the interest, and the relationship where someone wants to meet you and learn more about what you do.

And if having a little “cheat sheet” helps you to get started, there’s nothing wrong with that. Whether it’s a script you adapt from someone else, a script you create for yourself, or a hybrid of both.

I think you should create for yourself any advantage you can to help yourself be more successful in your sales career, and that’s what I teach in a 5-Figure Paycheck Sales Membership.

There will always be someone out there that says “sales scripts don’t work”,

or “cold calling is dead”, or “selling is manipulation” – whatever.

I believe that selling is helping another person to achieve their own goals and meet their own needs.

Prospecting is an unavoidable part of the sales process.

There is no “magical” cold calling script, or any other sales script for that matter.

The magic is in you, and how you use it to create the confidence you may actually need to pick up the phone and start calling.

In my case the “magic” was twofold.

One, that I was able to pick up the phone at all and talk to strangers, and

Two, that I came to actually enjoy prospecting over the phone.

The “magic” is that you can actually confidently set qualified appointments over the phone and grow your business into a 5-figure-a-month income for yourself. 

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Are You Coachable?

There are two types of Salespeople – those who are Coachable and those who are Uncoachable.

Are You a Coachable Saleswoman?

Which one are you?

First, let’s talk about coachable salespeople

This has nothing to do with how long you’ve been in sales, because getting better is not just about learning more stuff, it’s about finding a mentor that can help you grow and get better, no matter which phase you are in on the Sales Transformation Road-map.

Coachable people are always looking to get better and increase their sales production.

They’re open to feedback and willing to work on themselves. I will even go so far as to say they encourage feedback! And they evaluate what they could have done better and done differently when things don’t go as planned or expected.

Coachable salespeople have an incentive to change.

They have a strong, compelling why and high aspirations and goals that they want to achieve. This is the biggest sales motivation I have found. When you need motivation, look to your why.

Coachable sales people understand and accept that there may be things that they don’t know yet.

Coachable sales people are willing to do the work, because they have a “whatever it takes” attitude.

Coachable people understand that they can learn from others.

This allows them to reach their goals faster by surrounding yourself with the right people.

And coachable sales people have perseverance and an understanding of how to nurture their own positive attitude and mindset. 

Over my years of private coaching salespeople, I have learned that just having one of these things isn’t enough. You need all of them in place to become more successful.

I think most coaches have a way of knowing who these people are, by asking questions, and assigning homework with deadlines.

The coachable salesperson will almost always see the results for the work they do, because they do the work and are open to receiving the fruits of their labor.

Let’s talk about sales objections for a minute. However, these are not the objections that your prospects give you, because those are relatively easy to get through. You can read more about How To Handle Sales Objections here.

In that episode, I talked about the objections, or excuses, that your prospect gives you. But there is a part 2, the objection to your excuses that you give yourself. Which leads to …

The Uncoachable Salesperson.

The characteristics of uncoachable sales people are:

You don’t like to listen to or follow other people’s advice.

Because you don’t believe that someone else can help you or you don’t want someone in your face telling you what to do.

You don’t want to ask for help, even though you need someone to help you feel your fire so that you can reach your maximum potential.

You think you can figure it out on your own.

After all there is tons of information about selling that you can find in books, listening to podcasts, and watching YouTube videos, right? I call it learning by osmosis – if you inhale enough of it, you are sure to learn something.

Pouring copious amounts of information into your head – then forgetting about it, or even worse, you become overwhelmed so you do nothing.

You already feel you’re the best you can be …

And you’re happy where you are – so why bother changing? You’re already hitting your sales numbers and you don’t see any reason to work any harder. 

My question to this group is, why not reevaluate your personal goals? Are you afraid of dreaming and even thinking even bigger?

You don’t have enough time for coaching.

So you’re just going to work harder, because the way you’re selling isn’t the problem, right?

You really don’t need coaching or a mentor because you are already doing everything right – even if you’re not getting results because of things that you have no control over.

You’re in a very specialized industry, so you don’t feel anyone can help you with exactly what you do.

However, most sales principles carry across industries, and accountability is crucial, no matter how specific the field.

The next one is my favorite, because it’s is how I used to feel before I came to understand there was no one charging in on a beautiful white horse to save me…

You’re waiting for your company to provide you with more sales training.

And pay for it. Even if you have an amazing sales management team that understands and cares about you, they can only do so much to help you. 

So, my question to this group is, why wouldn’t you take control of your own outcomes and destinations? After all, it’s your money and your paycheck, right?

And I have learned, no one is coming to save me – I had to learn that committing to being successful in sales is ultimately my responsibility and no one else’s.

You think you already have what it takes to be successful.

Because you have the desire to help people. And you’re right!! Your prospects don’t want to feel like just another sale.

But, I hate to tell you this, but that’s not enough. While wanting to help people is a crucial part of being successful in sales, you need to have a structured and defined sales process that is adaptable for each individual prospect so that you can connect with your prospects, earn in their trust, and build organic relationships.

 Which type of salesperson are you? Coachable or Uncoachable, and why? 

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5 Ways to Maximize the Potential of Your Existing Sales Opportunities

If you haven’t already read Understanding Your Sales Manager, please make sure you take a few minutes to read that for valuable insights on how to improve your relationship with your sales manager. Today we were talking about 5 ways to take your existing opportunities and maximize your sales opportunities.

5 Ways To Maximize the Potential of Your Existing Sales Opportunities

1. The number of “sales touches” before you can close the sale is growing. 

Have you gotten better at creating relationships with your clients through email and text? Every one of them is a touch that brings you closer to a sale.

I find, especially with email, that it helps me to see if my prospect is interacting with me, or not. I can see if they open my email, how long after I send it they open, and how many times they open it. This is an added benefit provided by using my sales CRM. Paying attention to this metric has helped to maximize my sales opportunities and increase my sales by allowing me to focus my attention on the prospects who are interested and to quickly follow up after I see that an email has been opened. Decision makers are spending more time online than ever before, including checking their emails.

2. In SalesForce’s annual selling report, they outline the importance of having better customer relationships and learning what customers really need. 

Another thing I learned is the importance of creating those long-term relationships with clients and prospects. Those people that look to you to be their main authority or “go to” person in your field, and who call you with their problems, questions, and sales.

You form these relationships by continued contact after a sale. And while it sometimes overlaps into my “off – duty” hours, by having direct access to me through my personal cell phone number, they can text me and reach me relatively quickly and consistently. That goes a long way to make them feel important.

And it is probably my number one secret sauce for maximizing my sales opportunities and being successful and growing my sales. I agree, it’s not for everyone. But in light of all the adversity of the past year, I think the benefit outweighs the input of my extra availability.

In the Salesforce report, 75% of sales reps reported they are connecting with clients on a more personal level. 86% say that they really care about the challenges their customers are facing. 

3. Do you use your CRM to help forecast your sales for this month, and next month? 

How nice would it be to be able to predict your next two months of sales? 

Your upper management is doing it, so why shouldn’t you? When you input and maintain the correct data, you will be able to see which prospects to focus on this month, and if you currently have enough prospects in your pipeline to reach your goals. 

It only takes about 15 minutes a week to update the information in your CRM forecasting report and be intentional in your sales.

You can also look back at last month’s report to make sure that clients you didn’t close last month stay in my pipeline instead of just dropping off. 

Then take a look at next month’s report to see if you can speed up the process for any of those prospects.

4. The two biggest challenges sales reps face when seeking these customer insights is …

• Having enough time 77%, and 

• Figuring out what info is the most valuable 75%. 

Can you find the next 15 to 30 minutes a week to get this info? Especially if you knew that your ROI return on investment, for spending this small amount of time would be 100% and help you increase your sales and create a more predictable income for yourself.

5. Just like we need more time to implement all the info our companies are giving us, your prospects have more information available for them to sort through 

… before they make a buying decision. I agree that it takes more touches, and conversations, to close a sale. The key is to take this knowledge, maximize your sales opportunities and create a systematic sales process that fits into today’s sales timeline.

The good news is, it doesn’t have to take longer. When you understand the current sales process dynamics and you create a system, you can put a plan in place to speed up your follow-up time. Instead of waiting 3 to 7 days before you follow up, make it one to two days. This way even though you have more steps, or touches, you are completing them faster. The more meaningful touches you have, the more trust you will build.

Add in a link to the sales masterclass. 

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Increase Your Listening Intelligence and Increase Your Sales

Increase Your Sales With Listening Intelligence
Your Listening Intelligence

We’ve talked about how important listening is in sales, and you know I like to study Neuroscience in sales – more specifically behavioral neuroscience and how the brain affects buying behavior.

Today we are going to put the two together as we look about the four listening styles or listening preferences to see

How to increase your listening intelligence.

You probably already know that two people can listen to the same thing and hear two different things. Just like you have your own personal communication style, you also have your own listening style – you’re listening filters. What you focus on and what you filter out during the sales conversation with a prospect.

How well you are able to pay attention to this information is called your listening intelligence.

Just like your communication style or your negotiation style is an unconscious decision, meaning you do it automatically, your listening style is the same. You do it without even realizing what you are doing.

You know you can improve your communication and negotiation styles by bringing them into your conscious mind and taking time to learn about them. You can improve your listening skills the same way. Train your brain to work in a way that it is not used to and using this awareness of your behavior to get the new results from yourself that you want.

I have not created a quiz to help determine your listening style, but you can take the quizzes to learn your communication style and your negotiation style by clicking here. If I do add a What’s Your Listening Style Quiz, you will be able to find it in the self-assessment quiz area.

What if you learned to listen to the kind of questions the buyer asked, and you changed your sales conversation from talking about the big picture results to how you can support the prospect by solving a problem and making them a “hero”?

Bringing the message to them on a more relatable level. Same message, better result.

Just like we as salespeople “filter” incoming audio information, so do our prospects … and our clients.

If you were able to figure out your prospects’ filters, by listening to the questions and answers from them, what do you think might happen to the number of sales you close?

We go into our sales meetings with an agenda, the information we plan to relay to our prospect. Sometimes this information may be what you think is important, and you will share it in the way you would want to hear it. 

What if you delivered the same information, but in a way that your prospect would prefer to hear it? Yes, it takes a bit of tweaking on your part, for every different prospect. That is what your sales conversation is all about.

“Most people do not listen with the intent to understand; they listen with the intent to reply.”

Stephen R. Covey

Having an outline of talking points (your systematic process), using the information you learn from your prospect and giving them a customized presentation design just for them – to help them get the results they want in a way that makes sense to them.

This is how you can give the same sales presentation with the same touch points to every prospect, every time, without becoming boring, mundane and rote. Doesn’t that make sense to you?

That is why I look forward to every sales conversation. Because while being the same – they are all different. Based on the personality, background, communication style, and listening style of each one of your unique prospects!

That was a mouthful! 

Let’s see what these listening preferences or filters are.

As you read this, I’d like you to focus on ways you can tweak the way you might present to each listening style so you can better communicate with them, and understand what they are really saying to you. 

I’m going to share with you not only what words or messages each style is likely to pay attention to, but also what each style is likely to miss, and how to recognize each type.

The last listening style is a little different, and it explains my style, although I try to only use this around my friends from the Northeast, because many Southerners find this style rude.

The first style is connective listening.

This type of listener focuses on how the information you are giving them will support others, rather than the effect of what you were saying we’ll have on them. Because of this “relational” perspective, you may find this type of person focusing more on trying to connect with you rather than what you were saying, missing some of the facts and details. 

They are socially intuitive and may pick up on some small details and how it will help or harm others.

Preference number two is reflective listening.

These people focus on what’s in it for them. Have you ever heard of WIFT, (What’s In It For Them), missing the overall big picture. You’ve met this prospect, I’m sure. 

Where it almost feels they aren’t even paying attention to you. But it’s actually quite the opposite. They are taking your information and internally processing it to decide if what you were saying will work for them or not.

Listening preference number three is analytical listening. 

This style focuses on facts and measurable data – very precise – no gray areas allowed. 

They are not interested in opinions or feelings, focusing on results and facts. They want concrete facts and may appear as emotionally disconnected.

The fourth listening preference style is conceptual listening. 

These people are creatives that like to brainstorm ideas and like to think outside of the box, offering suggestions that others may not have considered. While considering all the options, it can be challenging to get them to focus and consider one solution. They are also not very good at listening to details. They filter in concepts and possibilities, and filter out details.

And the fifth listening perference style is called the “Cooperative Overlapper”.

These are people that have a tendency to jump in before the other person is done, which in many circles can be perceived as rude or dismissive – BUT, according to Deborah Tannen, a Georgetown University Professor of Linguistics, cooperative overlapping occurs when the listener starts talking along with the speaker. This is not to cut the speaker off, but to validate or show that they are engaged in what the first speaker is saying.

Other names for this style of listening are “enthusiastic listenership” or “participatory listenership”.

This actually makes perfect sense to me, being originally from the New Jersey/New York area.

However, living in the South, my style, instead of being appreciated by the speaker often has the opposite effect. I’ve learned the hard way that my being an enthusiastic listener can fluster the speaker, disrupt the flow of conversation, and may even be viewed as a sign of disrespect. Talk about being misunderstood!

I’ve had to learn to tone down my enthusiastic participation to simple head nods.

My point is, that when you learn to recognize and understand the different conversation and listening styles due to ethnicity, culture or personality, you will. have more control over how you are coming across to others.

Here are some questions you can ask to make sure you understand exactly which listening style your prospect is using. 

All of these are all great questions, but you don’t want to use them all in one sitting. Use them situationally depending on the conversation. 

Do you have a pen and paper ready?

• Could you tell me more about that?

• I’ve noticed that … Then summarize back a feature of their listening style. For example: I’ve noticed that you like facts or that you care a lot about other people…thereby confirming their listening preference and how they want you to present to them.

• What I’m hearing is …?

• Let me make sure I understand…

• Let’s make sure I’m hearing you correctly …

• Let’s make sure we’re on the same page …

With the last 4 questions, you are summarizing back to them what you think they told you. This will show your prospects that you understand them and what their desires are.  Here is your chance to get back on track before you give them a proposal.

When you increase your listening intelligence, you’ll be better able to understand what you pick up on in a conversation, as well as what you tend to miss or even shut out.

Use your listening intelligence to recognize the listening preference of your prospects. Then adapt your style to their listening preference, so that you can keep your prospect engaged in the conversation. And give them what they need to make a decision to work with you.

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How To Turn Your Sales Aspirations Into Your Reality

Turn Your Sales Aspirations Into Your Reality

While goals are actionable and measurable with specific time frames, aspirations are the things that you want – like financial security and losing weight. 

When you think about your aspirations, it’s your time to daydream to be able to think about all the things you want and only admit in your wildest, craziest dreams. You’re not looking to produce any tangible results. You’re just daydreaming.

A goal is something that you plan to accomplish within a specific period of time. Goals are concrete.

Aspirations are a strong desire to achieve something. They are more abstract and less measurable. Your deepest desires. Even if we don’t quite make it, we’re still moving forward. Aiming for something so high that fills a mental and emotional necessity and gives us the purpose of why we do what we do or want what we want.

They keep us moving in our day-to-day daily experiences. Aspirations give us hope.

But without a plan followed by effort and commitment, aspirations are rarely achieved. 

You might have aspirations you aren’t even aware of. For example, are you working hard to create a career in the hopes of giving your family a better life filled with opportunity? Do you feel driven to work too hard? Ask yourself why you’re working so hard.

Take some time to think about the kind of person you want to be.

It doesn’t have to be a “Reach for the Stars” aspiration. What you aspire to do may not seem like a big deal to others but it’s really important to you. Aspiration should, however, reflect what we want. When you have a compelling reason to do something, your level of commitment and attention is much greater than when they are just giving some unexplained goal to achieve.

I am a goal-oriented person. Meaning, I like to know exactly where I’m going and what I need to do in order to get there. 

People who are determined don’t find success by accident.

Instead they have trained themselves to always think and troubleshoot before they undertake projects or pursue specific causes.

They’ve created resources, including many ways to cope with uncertainty and negativity, goal-setting strategies and alternative courses of action when they run into roadblocks and face challenges. They don’t quit, they just find a new approach to reaching their goals.

If you find your original goal is unattainable for you even, after breaking it down into smaller steps like we talked about here, then evaluate and set a new goal that is better for you. Or figure out how to get the extra help you need to reach your original goal.

Aspirations defy logic.

You may not see the specific task to achieve it. You just know it’s important to you and that you want to find a way to reach it. When you can envision what would make you happy, you can begin to see more clearly what you want to do and have. Then you can begin to turn these aspirations into a purpose or goals. Set specific steps that you can take to get what you want for less effort than if you were completely unaware of what your purpose was.

Behaviors consistent with your purpose will require less effort to pursue than if you were completely unaware of what your purpose is. 

A good way to do this is to identify one to three things that you want to improve in your life. Then you set the goals to make it happen. When you begin to set these goals, you are taking the first step into aligning in your aspirations and turning your dreams into a reality. 

Jodi Picoult in Handle With Care wrote,

“I wondered about the explorers who sailed their ships to the end of the world. How terrified they must have been when they risked falling over the edge. How amazed to discover instead places they had only seen in their dreams”.

Which of your aspirations do you need change into goals?

Goals with aspirational qualities are ones that get people excited about doing something to achieve a significant achievement.

● Is your aspiration beneficial to you? 

● Is it sustainable? 

● Is it feasible? 

How do you turn aspirations into goals?

Begin with the end in mind. Create a picture in your mind by which you examine everything in your life. What it means to you. What really matters to you. By keeping the end in mind, you will ensure that whatever you do will align with your overall purpose.

Visualization is what allows us to prepare an idea. Even though it’s just an idea, It helps you to see different possibilities, and how different decisions can lead to different outcomes. 

It uses the power of imagination to help you make changes in your life and drive you towards your purpose. It helps you to shape your character, circumstances, and habits, as well as to attract opportunities and the right people into your life.

Here’s how to align your aspirations:

Write down the things in your life that are important to you. 

✨ What are you good at? 

✨ What things do you enjoy? 

✨ What things don’t you enjoy?

✨ Three to five years from now, what do you want to be doing?

✨ What would you have liked to achieve?

As Stephen Covey said in the 7 Habits of Highly Effective People,

“All things are created twice. First mentally, then physically. The key to creativity is to begin with the end in mind, with a vision and a blueprint of the desired results”.

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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 are 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. 

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Your Sales Negotiation Style — free self assessment quiz!

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.

Once you take the free quiz below and learn your personal style, continue to read this article, where I go into more detail on each type.

 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. 

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Why (and How) to use a Daily Sales Planner

Why you should use a daily sales planner

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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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