selling with intention

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.

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.

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What Does Selling With Intention Mean?

Are you selling with intention?

As a salesperson, our main goal, and our job, is to sell. Most of us work on commission, and don’t get paid unless we sell!

So why do we allow ourselves to get sucked up into so many other things?

Time suckers, I called them. Why not start off the day planning on selling with intention?

Selling with intention.  When you have a specific out in mind and a plan to get there, you will close sales faster and easier.
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I recently read an article by Brian Tracy. He has a theory called his Minutes Theory and it goes like this:

100% of our sales and income are generated by the number of minutes that you spend face-to-face with prospects and customers. If you want to increase the number of sales or the amount of money you make, you must increase the number of minutes that you spend in actual selling activity, face – to – face with prospects who can and will buy from you.

Brian Tracy

So if you double the number of minutes that you spend with customers, you will double your income. Even if you do not improve in any other area of your sales.

That is powerful. To double your income, the only thing we have to do is double our face-to-face time with our prospects!

Sell with intention, and the goal of spending twice as much face-to-face time as you are now.

Can you visualize yourself spending that extra face-to-face time with a prospect, either in an actual or a virtual setting?

It is so easy to get pulled in 10 different directions, getting caught up in all kinds of drama that takes you away from this face-to-face prospect time.

So instead of focusing on the stuff, stop…

Focus on what you want more of.

How would your day look if you spent more time with prospects? How would it make you feel to double your income?

For example, let’s say you normally spend 3 hours a day with prospects that want, need and have the means to buy what you are offering. Now visualize that time with prospects at 6 hours a day. Not meeting people for customer service things, or admin things, but prospects…that need and want what you were offering.

Do you have that picture in your head? How many appointments a day would that mean for you?

Of course, the other situations would still be there, but you need to learn to move them on quickly or give them to someone better equipped to fix the problems fast. And go back to your job, face to face time with prospects.

Let’s get back to the visualization of what your day will now look like. Your new normal of selling with intention.

Visualize the outcome of each face-to-face meeting ending in a sale with a signed contract.

Visualize your prospects signing the contract, and handing you their credit card. Be intentional about what you want to happen.

I have so many limiting beliefs in my head that I have been told over the years.

For example, have three appointments a day, one won’t show, one will buy, and the other will.

It’s almost gotten where I am to the point where I accept that one out of every two people will not buy, and that “truth” has become acceptable to me.

I’ve also heard this, and maybe you have, too. Every sales meeting with the prospect should either move you closer to a sale or be a sale. So in my mind, I have this limiting belief that just moving closer to a sale is okay. I’m not saying that some sales won’t take time, but what if you visualize and expected every sale to close – right there, that day?

What if I visualized only one option for the sale? That every prospect and sales presentation would turn into a sale, the first time I met them.

You may not all agree with me, and that’s fine. But sometimes, in order to get things to change, you have to look at them in a different way.

Change the way you look at things, and the things you look at change.

Wayne Dyer

How would the way you sell change if you visualize the sale before you even had the appointment?

I tend to visualize future events, but what if I visualize the sale now, today.

Instead of just sharing features and benefits of my product or service is, I would share my passion in my belief about what I am selling,

and help my potential client to feel the passion and excitement. What if you create a raised energy level and engagement level with each prospect?

Play to win, be intentional and what you expect , and stop chasing when there is no want, or need, or money.

Be intentional with your words and energy in creating a customer experience that engages and excites them.
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Be intentional with who you set appointments with. Be intentional in your visualization of your expectations of the meeting. Be intentional with your words and energy in creating a customer experience that engages and excites them.

No matter what you’re selling, be sure you sell with intention.

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