Sales Tuners

Now displaying: June, 2018

Jun 26, 2018

Takeaways

Understand How Your Prospect Makes Money: You already know how your company makes money and you already know how you make money once your company makes money. During the sales process, if you really dig in and figure out how your prospects make money, then you can sync your offering with their real incentives. It truly doesn’t matter what you sell if you can figure out how your offering impacts their revenue engine. That’s the key.
Put Yourself Out There: Your network is not just going to build itself. You have to commit time in a given week or month outside your organization. Think about it just like you would building your pipeline. Who are the top 3-5 people you’d like to know? Reach out to them and ask for coffee or for lunch. Be genuine in your reasoning and figure out how you can provide reciprocal value. This effort you put in now will pay off in spades for a long time to come.
Own Your Day: It’s been mentioned a few times on this show but understanding your own process and the things that make an impact or crucial to real success. Get organized and plan your day intentionally. Block on time on your calendar to do the things you know need to get done and don’t let the 5-10 minutes between meetings get wasted with goofing off because you can’t get any “real work” done in that short of time. Also, at the end of each day, recap the day and plan for what is going to happen the following.

Costello-What if every sales rep inherited the habits of your best rep? With Costello, they do.

Jun 19, 2018

Accomplish More With a System: I liked Bob’s personal definition of a system as simply the process of predictably achieving a goal based on a logical and specific set of how-to principles with the key being predictability. What I’ve seen is that pretty much anything we want to do has likely already been done. So, if we will put in the work and do the research to find the processes that worked for those that came before us, we can attain our desired results in less time.
Don’t Have Money Be Your Target: If you set out on any venture with money being your main driver, you’re going to take some shortcuts that could do long-term harm. Your target should be serving others. Now understand, that when you hit the target, you'll get a reward that comes in the form of money. And you can do with that money whatever you choose. Another way to think of it is, there are always two profits: the buyer profits and the seller profits because both parties come away better off afterward than they were beforehand.
Pull Instead of Push: Influence is simply the ability to move a person or persons to a desired action. But the essence of influence is to pull them as opposed to push them. Great influencers attract people to themselves first and then to their idea. You’ll notice this also takes the pressure off of you. When you focus on the other person, you’ll gain more confidence because all you’ll care about is figuring out how the other person succeeds.

Costello-What if every sales rep inherited the habits of your best rep? With Costello, they do.

Jun 12, 2018

Executives are Like Everyone Else: Having senior level conversations is no different than conversations with anyone else, they just want you to get to the point a bit quicker. They want to know specifically why what you’re bringing them is important to them and what value it will add. The best way to show this value is to start with the why behind it.
Research Matters in the Enterprise: We’ve talked a lot on this show about how much you should research before you start an outbound initiative, but in the enterprise, it’s imperative. You need to know not only the industry challenges but also specifically the business priorities of the individual company you’re trying to get into. If they’re public, read their investor documents and regulatory filings. If they’re private search for any presentations they have online or try to find who their investors are and research their investment thesis to open up the critical components of a conversation.
The Only Thing You Can Control is You: While you can’t control every situation you find yourself in, you can absolutely affect the outcome. The only unknown variable is your reaction and/or your response to the situation. If you look around and blame everyone else for your predicament, realize you’re giving up all of your power. Our biggest problem looks at us every day in the mirror and we must stay true to who it is we aspire to be.

Costello-What if every sales rep inherited the habits of your best rep? With Costello, they do.

Jun 5, 2018

Sell From a Place of Pain: There’s been a lot of debate lately, even on this show, about whether pain based selling still works. I’ll forever be in the pain camp as the way to go because basically, human psychology sees us trying to move away from pain more often, and with greater rigor than we do toward gain. That said, I like how Paige tied the pain concept to the greater “why.” Regardless of your opinion, digging deep enough to understand why a prospect wants to make a change will always put you in the driver's seat.
Turn Chaos into Calm: Take a look at the immediate world around you. I’m talking about your daily calendar, your personal sales process, and heck even the notifications on your phone. Living in a constant state of chaos and distraction is a heavy mental burden and it’s exhausting. If you find yourself scatterbrained and never having enough time, stop what you’re doing and write down three things you can do to change your environment. Then actually do it.
Make the Main Thing the Main Thing: I’m not a proponent of multitasking. In fact, I’ve read all the studies that prove that it’s actually not possible. As you look at all the things on your plate, what’s the main thing you need to get accomplished this week? What’s the main thing you have to get accomplished today? What’s the main thing you have to accomplish in the next hour? Focus on that. The rest will sort itself out.

Costello-What if every sales rep inherited the habits of your best rep? With Costello, they do.