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Sales tips

Planning Your 2022 Sales Strategy

Planning Your Sales Strategy
How to set up your sales strategy and plan for success in 2022

When planning your sales strategy for 2022, it’s important to look back at 2021 to see how much you did accomplished this year!

This is something I like to do to finish out the year.  Take a look at my analytics to see what I did that worked, and what didn’t. As I begin to put together my plan for 2022 I look at what I can focus on to become even better.

So far I’ve published 56 episodes of the Sales Made Simple podcast.  That’s more than one a week!

I started the daily motivational podcast, The No Fluff Sales Minute.  I love podcasting. And knowing that I can reach so many people each day and week to help you make more money.

The 5-Figure Paycheck Sales Membership started up in April!  Digitally creating the Membership, and videos and sales trainings and the monthly coaching, instead of coaching face-to-face took some time.  But there are members who have been with me since the beginning, and newer members.  I appreciate them for helping me prove that this program will work, whether we are together in the same room or in different parts of the world!

I’ve also been more consistent with my blog, and now my YouTube Channel where you can see the live version of each week’s podcast episode.

For all of these things, it was a matter of planning my content, and my time in a way that allows me to get everything done without completely taking over my life.

And, the podcast is quickly approaching 40,000 downloads.  To say thank you, I will be giving away a Rocketbook Panda Planner. No more spending tons of money on yearly planners or wasting paper to take notes. You can fill in your daily, monthly and yearly calendar. Save it to your cloud for future reference, and magically wipe it clean with a damp cloth to reuse it again and again.  There are even pages for goal setting and journaling.

I am not a paid advertiser for the Rocketbook Panda Planner.  Someone shared it with me about a month ago, and I’ve been using it every day, and I want to share it with you!.  You can now enter to win yours, and when we reach 40,000 downloads by the end of the year, I will be doing a random drawing from names of the people that enter, and sending one out to you the first week in January, so that you can organize and focus your sales strategy to win 2022!

To enter, go to www.salesmadesimplepodcast.com.  Take a screenshot of your entry, share it in your Instagram stories and tag me @salesmadesimplepodcast. Every time you share it and tag me, you will get an additional entry and chance to win!

Last week I binge-watched an HGTV 6-episode series Home Town Takeover. Where Ben and Erin Napier take 4 months, and a lot of help from other HGTV home renovation people, and help to give new life to a small town, Wetumpka, Alabama.  Yes, this has been out for a while, but it seems that I take Thanksgiving weekend to catch up and binge watch all the TV I’ve missed during the year.

So, how does this relate to your 2022 sales strategy?  

Other than just making me feel good, it made me start to think about how just one small thing that you do in your own sales strategy can make a big difference in your outcomes and results.

Spoiler alert, I’m going to share one of my favorite episodes here.  It’s the one where everyone on the main street paints their own door.  Not so that they all looked alike, but so that they all looked fresh and clean and gave each individual home a new personality and curb appeal!  

What can you do to give your sales business new “curb appeal”? 

When you’re in sales, even if you are working for a large corporation, it’s still YOUR business.  What you bring to the table that is unique and different from what other salespeople bring.  Why someone would want to work with YOU over your competition?

Maybe it’s a unique approach to the sale. How you greet and meet your prospects. How you initially reach out to prospects to create an interest and bond.  Or a special way that you follow-up with your prospects that makes them thank you for remembering them!  Has that ever happened to you?

I like to ask this question to the people I coach in the 5-Figure Paycheck Membership Program … 

What is one thing can you do today, this week, this quarter that will make the biggest difference in your sales?

First, think about your top objective, or your goal for 2022.  

What’s the biggest thing you want to accomplish next year?  Do you want to increase your sales by 20%?  50%?  Do you want more recognition from your management team so you can move up the corporate ladder?  Or maybe you just want more “you” time, while continuing to sell like a rockstar?

Choose your top objective 

And start to work through the steps that you need to accomplish this, always keeping the end in mind.  Now look at the steps you wrote down. Taking more time to brush up on your sales skills. Holding yourself more accountable to doing the things you know you need to do. Closing that elusive big account that you know will make people pay attention. Or removing the clutter from your daily and weekly schedule so that you can focus on the things that will make you money and free up your time.

As you read through your 2022 sales strategy steps, which ones do you find create the most resistance for you?  

You know, the ones that give you that anxious feeling in the pit of your stomach that you get by just reading them?

Do you need to spend more time prospecting? get some outside help from a coach or program that you’ve hesitated opening your wallet for?  Does analyzing your results and planning for the future give you butterflies?

This feeling is showing you where you have the most resistance to moving forward in your sales journey.  Once you do the internal work and learn where your resistance is, you can now work on overcoming that resistance.

For me, it was having more time to do the things I wanted to do this year.  And it meant setting more boundaries and learning how to manage my time.  Setting those new boundaries gave me that sick feeling.  What if I don’t call that prospect or client back or return their email at 10 pm?  Will I lose them?  What if I choose to leave my office at 5 pm instead of staying until 6 or 7?  How will I ever get everything done, and still serve my clients and make money?

That nagging voice inside my head that always tells me I’m not doing enough, or I’m not good enough.  That’s where analyzing my results shows me with real facts that what I am doing is working, and I am good enough.

So I’ll ask you again,

What is the one thing you can do or change moving into 2022 that will help you reach the objective you desire?  

Take that inner critic voice and that place of most resistance and kick it to the curb.

The biggest challenges I see when working with my members is taking back control of your day to focus on what will give you the biggest results, and stepping out of your comfort zone to show yourself that you are enough and that you deserve the life you desire.

One small tweak or change can give a small town the confidence it needs to see the possibilities in their community. And one small tweak or change can give you the confidence you need to achieve what you want in 2022.

If you need help creating your own Sales Strategy Plan for 2022, why not join my next Goal Planning and Strategy session?

Thanks for being here with me today, and make sure to follow and tag me over on Instagram @salesmadesimplepodcast.  Tell me your aha moments and takeaways from this episode, or share with me your biggest objective for 2022, and share this episode with a friend to help them in their sales journey.

How to Write An Elevator Pitch for Sales Professionals in 4 Easy Steps

Today we are going to talk about something I haven’t done in a while, but it’s probably time to update yours.  It’s something we tend to forget about, but as your sales skills and sales grow and you become more confident in your abilities, this is something you should update.

Can you guess what it is?  

How to Write an Elevator Pitch for Sales Professionals

Writing your 30-second introduction, or your elevator speech.  

When you meet someone for the first time, and you have the opportunity to briefly and quickly explain what you do, it’s easy to think that you should be explaining your value.  

But, the person you are speaking with, whether in-person or on the telephone, really doesn’t care about you.  What they do care about is how you might be able to help them to solve their problem.

Think of it as a qualifying conversation.  If you are tuned in to your buyer’s persona, you can design your introduction so that it entices the person you are talking to into asking more questions or setting up a meeting with you to learn more.  

Think of everyone you speak with as a potential client.  If your message is clear and easily understandable, even if the person you are speaking with has no need for what you do, they may be thinking, this would be perfect for Nicole.  I should tell her about this.

When you’re in sales, Everything and everyone is an opportunity, right?

If you don’t know what an elevator speech or elevator pitch is, …

For sales professionals, it’s a quick way to introduce yourself that you can use at networking events, while you are cold-calling, or even when you meet someone online at the grocery store.  The reason it’s called an elevator pitch is because it should be short enough to say between floors while you are on an elevator.

I have gotten better at getting the message that I want to share with someone for the No Fluff Sales Minute podcast, the little sister to this podcast.  It was a big challenge to create a valuable motivational message in just 60 seconds, and for me, it was a lesson in No Fluff.  

If you have seen my reels on instagram, that’s another example of no fluff.  Many of my reels are only 30-seconds long!  That’s crazy – to say something worth remembering in 30 seconds or less.  But that’s exactly what your elevator pitch needs to be.  Worthwhile and memorable.

When someone asks me about the podcast and the membership, this is what I say.  I help women get clarity, focus and confidence in their messaging and goal setting so they can consistently reach and exceed their monthly sales targets using my daily and weekly work-shop style podcasts and personalized group sales coaching.

That’s only 15 seconds, but it’s the foundation of my 30-second elevator pitch.  Another example of my elevator pitch would be the introduction to this podcast. It’s about 30 seconds long, and while I introduce myself and explain who I am, if you listen closely, it’s all about you.  What this podcast offers that you may find worth listening to.

I can take my foundation, and say it a million different ways, but the end result is that after you listen, you know who I am and how I can help you.

For the purpose of this podcast, I am going to assume that you already have an elevator pitch in place, even if you don’t know you have one.

Think about what you say when you are making prospecting calls and write it down.  Now whip out your phone and turn on your stopwatch, and time what you say.  Is it less than 30 seconds, or at the most 60 seconds?  That’s about how much time you have before you start to lose someone’s interest.  I prefer 30 seconds.

It’s your hook, in advertising lingo.  What can you say that leaves people wanting to learn more about you and what you do?  A persuasive conversation starter that piques the interest of the person you are talking to and leaves them wanting more.

Let’s talk about 4 tips for you to use when you are creating your sales hook.

1.  Be clear and concise.  

Like I said earlier, 30 seconds with very little fluff.  My mission statement, or hook foundation, did not happen on my first try.  In fact, it took me about 2 months, and 20 tries, and the help of a coach, to say exactly what I wanted to say.  Trust me, it’s an art that I did not have.  

This skill is also helpful as you are writing subject lines for emails!  The average open rate for emails is 12 to 25%.  You can google it yourself and see.  How does your average open rate compare?  My average open rate for the Sales Made Simple Podcast weekly emails that I send out is about 40%.  And some of my members open and read that email more than one time!

Last month I had an email for my day-job that had an open rate of 96%!  Definitely because of the subject line, the hook.  But the body of the email led me to two very nice sales.

It takes work, and analyzing what works and what doesn’t, and constant fine- tuning. Just like your elevator pitch.  And the better your 30-second sales hook, the more success you will have in sales.

2.  Grab their attention quickly.

And make it about them, not you.  Even though it may sound like it’s about you at first, really it’s about them.  To get the person you are talking to to ask questions.  Someone may ask me the name of my podcasts.  They may ask me what group coaching is.  

And I’m ready to answer them!  In fact, I usually ask them if they would like me to text them the link to the podcast.  And now I’m in their phone.  Do you have a link that you could quickly text to someone so that they could learn more about you?  And if it’s not for them, they may know somebody that it can help.

3.  Make it memorable.  

And nothing is more memorable than getting into their phone, right?  Now you have a personal relationship.  Yes, you have to be willing to give out your personal phone number, but I have found nothing that has improved my sales success better than quickly creating a personal relationship and sharing my cell phone number.

4.  Practice.  

Say it over and over again until it becomes a part of who you are, so you are ready when you have the opportunity to share.  That’s what being a sales rockstar is all about.  So that when the opportunity arises, you are ready to help someone, using all the skills and training you have to close the sale.

Or watch the YouTube Video here.

Step Out of Your Comfort Zone and Thrive

Step Out of Your Comfort Zone and Thrive
Step Out of Your Comfort Zone

Where do you get your best, creative ideas?  I always seem to have the best ideas the minute I start my car – it figures.  The trick is to remember them, right?

Before I get started today on the 3 stages of sales success, I’d like to share a story with you.  This week I met the best salesperson ever … in the Dollar Tree of all places.  I spend a lot of time there at this time every year, because they have just the cutest holiday decorations, unique gift-wrapping ideas, and holiday cards.  All for only $1!

While I was there, checking out holiday things, I could hear a little girl one aisle over… Dad, which one do you like best, this one or that one.  She would take the winner and say, great, we’ll get this one.  Mom, which one do you like better  1,2 or 3?  Plop, the winner went in the cart.  When the answer wasn’t necessarily what her choice would have been, she asked them – why do you like this one better?   She was a 3-year old master of sales. If you have kids, you may have had the same conversation with them.

I am sure that child would never label herself as an icky salesperson. She was just helping someone, in this case her parents, to make the best decisions for their family.  Without being salesy.  

Do you look at your sales that way – as helping your prospect to make the best decisions for them?  Give your prospect something to think about, maybe ask them why they like one solution over another, and help them get what they want or need, maybe even before they actually understand that they really do need a solution to their problem they may not ever recognize!

Sales 101 in a nutshell – taught by a 3-year old.

Let’s get into the 3 Stages of Sales Success –

The first stage is when you first start out and you have nothing to lose and everything to gain. 

You tend to take more risks and try new things.  For me, this was the I’m going to do everything I can to make this career work.  You are excited to start a new career, with all of the possibilities of being successful in front of you, and others can feel your excitement.  You talk about sales ALL the time, no matter who you are with or where you are, and you are always looking for ways to meet more people and grow.   You probably don’t have a whole lot of expenses, and when you begin to make the money, you start to dream about what you really want out of life.  A home, a new car, a family?  It’s an exciting time in your career.

The second stage comes after you have had some, or even a lot of success. 

You love what you have accomplished, and your paycheck. And you worry that if things change, you could lose everything you’ve worked so hard for.  While you are still willing to try new things, you weigh out the risk … whether it’s a monetary investment, or a change in your business  title.  Nothing good comes without risk.  And sometimes you decide to play it safe, and not take the risks, because you don’t want the risk. 

You choose to stay in your comfort zone. Using what you know and feel comfortable with rather than stepping out of your comfort zone and taking that risk to make more money, meet new people or do the things you really want to do.  Analysis paralysis.  You have more to lose and are willing to stay where you are rather than risking what you have.  There’s nothing wrong with that, but it can mean that you never reach your true potential.

And the third stage is when you slow down enough, look back at what you’ve accomplished, and realize that you are in a good place …

maybe even a great place.  You’ve put in the time, taken the risks, pushed through and survived the tough times.  It may be financial … That day you realize you can live the life you want, pay your bills and do the things you want to do, with little or no worry.  Financial independence.  Or it may be personal, when you look back and see your family is grown and successful and living their best lives.  When you reach this stage, you look back and you see everything that you’ve done over the years, the saving and planning and sacrifice, and you realize everything is going to be OK.

That’s what happened to me this year.  I don’t say that to brag, but to encourage.  And to let you know that all the work is so worth it.  You just have to keep pushing forward, even when you don’t feel like you are getting anywhere.  It’s almost like you just wake up one day and realize that you are finally where you’ve always hoped to be.

I’m finding that this stage is allowing me to make choices I may not have had available to me before…

You may also call this the stage of complacency,

because it’s easy to be complacent instead of setting new goals and working to reach them. Or, you can step out of your comfort zone and discover your potential to see just how high you can go.

Life is a series of choices – and learning about yourself.  What does living your best life mean to you?  In each stage of success, living your best life may mean something different, so it’s important to reevaluate your dreams and goals.

My choice has been to reevaluate. Continue to step out of my comfort zone. Set new goals that still align with who I am, and keep reaching to see what is possible.  

You deserve a life you love, and it’s within your reach.  Looking at every new day as a new adventure.  

Enjoy the journey and find joy in every step.  Yes, some days you have to look a little harder.  If you haven’t seen the movie Click with Adam Sandler and Christopher Walken, see if you can find a minute to watch it this week.  

There have been many times that I just wanted to click through difficult times and situations – to just get through it.  But there are important memories to make, people to positively impact, and lessons to learn in each stage of success, or life.

Take what you need, leave the rest, know that I am always rooting for you as you grow in your sales and in your purpose. I’m always happy to help you with the growth strategy if that is what you desire.

Thanks for being here with me today, and make sure to follow and tag me over on Instagram @salesmadesimplepodcast.  Tell me your ahas and takeaways from this episode, and share this episode with a friend to help them in their sales journey.

When and How to Use the Take-Away Close

How and when to use a take-away close
How to Close the “Hold-Outs”

How did you end your last month, or should I say when did you end your last month? Did you give up too soon?

A couple of weeks ago I had to unexpectedly take a week off for a family emergency. When I came back last week, I didn’t think there was any way I could even hit my quota, let alone my personal monthly goal. But I pushed forward, contacting those prospects I hadn’t closed earlier in the month, or last month, and I finished in a pretty good place.

I focused heavily on phone calls, emails and texts typing and the take-away close.

Yes, a couple of prospects told me nicely they were not interested, but enough of them decided to get off the fence and make the decision to work with me, and I won the month.

Sometimes when you let someone know you will not be following up with them any longer, they move into action.

It was an 80% win last month. I lost two, but I closed 6 and set appointments with two more to help them finalize their decisions in November.

But you do have to be willing to lose a couple. I like to look at it as two less people I will have to spend time and energy pursuing. Time and energy I can better spend meeting new prospects who are open to having a conversation with me.

I save this “mass take-away close” for three or four days a year.

Where I contact all the “holdouts” at one time, and clear out some of the pipeline, by either letting them go or moving them forward.

This was the perfect month to do that, and it worked. I even got a couple of referrals from the people I closed. Not a bad month.

I think the reason I was able to do this was because of the relationships that I work on building every day. So that when I contact these people, they are expecting my call. But, I don’t believe that any of these people that I called would have called me on their own.

If I couldn’t reach them by phone, I sent them a text – because that’s the kind of relationship I try to encourage with a prospect right from the beginning.

Sometimes I text them my contact information, or an appointment reminder. Maybe it’s a picture or a link to an article I think they would find interesting.

I have texted people recipes, restaurant recommendations, or a happy birthday wish.

Having a system in place and keeping track of where prospects are in the sales cycle using my CRM really saved me this month and allowed me to choose who to use the take-away close with.

If you missed the 3 Day Workshop, Sales Success Systems, I did earlier in the year, tap here to listen now. Make sure to grab the worksheets to go with it.

It has worked for other people I have helped, and it certainly helped me this month to finish where I wanted to.

Yes, we all have prospects in our pipeline that we leave unclosed. We get busy and forget.

Sometimes someone else might come along and close them before we remember. It’s important to take some time every month to go back and look at our appointments from the past three or even six months. Did you close them? Do you need to follow up? Is there unfinished business you left on the table?

Take sometime in November – early November before we start to get that “call me after the holidays” excuse, and reach out to those people again, in every way possible – phone, email and text and watch your sales increase this month by 20 to 50%, or even more.

Use the take-away close to clean up your CRM before the end of the year. Close what you can, and let the rest go.

Take the initiative to do something different, even if it feels a little scary

Like saying “Hey, this will be the last time I’m reaching out because I’m starting to feel like a bit of a pest”, and mean it.

Something else for you to try is to ask questions about something you might be struggling with. You can ask me anything about sales almost every Sunday afternoon at 3 p.m. Eastern Standard Time, right after I finish recording the live podcast, which you know only takes about 10 minutes. Free weekly sales coaching. Who does that?

Yes, you have to make the decision to ask for help, and know that I am here for you when you’re ready to make that small commitment to show up for yourself.

And feel free to bring a friend!

Head over to www.salesmadesimplepodcast.com and you can register for the next live recording session and free coaching time. Don’t worry, the coaching time will not be on the podcast. It’s just between you and me, and I hope to see you there.

Overcoming Sales Objections

One thing I haven’t specifically dwelled on is overcoming sales objections. In fact, out of 142 of the podcast episodes I’ve published, only four episodes, if you include this one, are about sales objections. Because there are just so many of them, aren’t there?

Overcoming Sales Objection
Overcoming Sales Objections

Actually, there are not a whole lot of real sales objections.

Most are excuses, or stalls. A way to get you to stop trying to close a sale at that moment.

Why do prospects do this? Maybe they don’t want to hurt your feelings, or they’re embarrassed to share the real reason they don’t want to, or can’t buy from you. It’s easier to lie than to tell you the truth, and they just want you to go away.

Here are some of the top lies, or excuses, I have heard.

  • I need to think about it.
  • I have to run this by my spouse, partner, kids, lawyer, financial advisor…
  • I never buy at the first meeting, or
  • I need to clean up some other things, but I’ll be ready next week, month, or year.

When a prospect says one or more of these things, what they are really saying to you is, I don’t have the money, I don’t want to spend the money, I want to shop around, I have someone else I’d rather work with, I don’t believe what you’re saying, I don’t think I need what you’re offering me, or even I think your price is too high or I don’t see the value/or any value in your proposal.

So when you start to try to overcome sales objections, it’s important to understand the real objection and to get to the root of what your prospect is really thinking. In other words, you have to understand the sales objection before you can overcome the sales objection.

When a prospect tells you no, are they saying “I don’t understand what you (the salesperson) are saying?”, or are they saying “not now”?

Sometimes it’s even possible that you as the salesperson are doing or saying something that may be contributing to the buyer’s confusion or hesitancy.

Do you keep getting the same objections over and over? Go back and analyze your sales conversation. What you are saying, and what you’re not saying, that might be leading to your prospect’s objections? In episode 60 – how to reduce the sales friction points in your sales process, I talked about how to identify and reduce or eliminate sales friction points to help you create a better customer experience and close sales faster.

Before you can overcome sales objections, you need to understand why you get objections.

There are two reasons why this happens.

One the prospect is interested but he or she has doubts or unanswered questions after speaking with you.

Two,  the prospect does not want what you are offering, does not have the money, or needs someone else’s approval.

Reason number two happens because you did not take the time to completely qualify the prospect. Who is the real decision maker? What is the need and interest level?

Reason number one happens because you have not properly established the need, rapport, trust or simply that your sales presentation process is weak and you have not done the work to prepare, including knowing the answers to anticipated objections that come up a lot.

So, assuming you’ve done your homework, and really do have a great sales process and conversation in place, how do you identify a true objection and  overcome it?

Here is my 6-step overcoming sales objections process.

Listen – Let the prospect talk. Walk and they will reveal the true objection if you just let them talk.

Repeat – mirror back to them what you think they are saying. This not only shows that you are truly listening, that you care what they are saying and find it important, but also that you have heard what they are saying and understand it correctly.

Ask – is this the only reason they are not making a purchase, or are there other reasons as well?

What if? If you are able to (fill their objection here) would that be enough for them to make a decision today?

Demonstrate value and benefits to them, as well as how your solution will work for them and help them to solve their problem.

Your product knowledge and confidence in yourself and what you are selling needs to shine through in a sincere and authentic way. If not, your prospect will sense your shortcomings, and doubt what you are telling them.

Being prepared and confident in your answers will help to establish trust. Using stories about how you and your product or service have helped others in similar situations is incredibly helpful here to establish rapport and trust. Go back and listen to episode 78, how you can sell with stories (even if you don’t have one of your own).

Assume the sale – “I’m glad we were able to work that out for you. Let’s continue… “ Check out episode 27 – how to close your sales with confidence.

It’s important to go through these steps in order, and not jump around. And be prepared in advance. Anticipate objections. Bring common objections up and answer them during your sales conversation, before your prospect brings them up. When you know the common sales objections, you can be pretty sure your prospect may already be thinking about them. So bring them up conversationally, using a story to overcome the objection.

This technique also helps to establish trust and credibility because it shows you know what you’re talking about.

To recap,

Be prepared – know the common sales objections people have and the answers.

Qualify your prospect as much as you can so that you don’t waste their time, or yours.

Don’t be shy about asking questions you need to know answers to so that you can best help your prospect.

Analyze your sales process and presentation for gaps that may leave your prospect confused either as to what the value for them actually is, or as to what the next step to working with you is.

If you would like help in creating your own systematic sales process and creating a well-prepared sales presentation, check out the 5-Figure Paycheck Sales Training and Mentorship Program. My 4 – phase program designed to help you become confident with your presentations; answer and overcome sales objections; and put your own sales system in place to successfully prospect, present and close more sales. Go to 5-figurepaycheck.com to start today or to schedule a free 20-minute consultation call with me. 

Is Using a Sales Script Helpful?

Are Sales Scripts Helpful or Just a Waste of Time?

Is Using a Sales Script Helpful?
Is Using a Sales Script 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 using a sales script is 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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