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Conversations, tools and strategies to multiply your sales

3 Habits You Need to Cultivate to Succeed in Sales

When it comes to sales, you are the most important asset you have. 

Let’s face it, sales is tough. You are going to get rejected. You’re going to be outside your comfort zone. You’re going to hit your goals, but then have to start from scratch. Month after month. Quarter after quarter. Year after year.

It’s a sisyphean task.  And in order to succeed for the long term - you need to cultivate habits that will help.

In this episode of Sales Fiction, I highlight the top 3 habits that will help to show up healthy, happy, and ready to sell and serve your customers every single day.

Pay special attention to:

<2:50>  Why you can’t rely on willpower to succeed

<8:30>  How to pick and...

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Sales Fiction Podcast Ep 13: Sell something you believe in!

If there is one thing that makes a huge difference in sales - it’s the ability to find out what people care about and give it to them. 

But it’s not as simple as just giving them what they want. It’s about showing up with an attitude of service, bringing solutions to bigger problems, and being willing to do what’s uncomfortable to help your customers. 

In this episode of Sales Fiction, guest Jon Patterson, owner of JPI Insurance Solutions, who leads a team of 20, shares his wisdom including how the power of passion can propel you forward and serve your customers.

Pay special attention to:

<5:50>   What sales is really about

<13:45> The most overlooked aspect of sales

<21:00> What...

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Why you should never be closing

“Closing!”

This is by far one of the cringiest sales terms, for salespeople and customers.

But no matter how cringe-worthy it is, it remains a sales staple. I mean if you don’t close, you won’t win more customers. 

But what if it’s not true? What if closing is actually making it harder for you to win more customers. 

In this episode of Sales Fiction, I share why you should never close a sale and what you can do instead to win more customers. 

Pay special attention to:

<4:00> Why closing customers is bad for your business

<7:30> What you need to be doing in every single conversation

<9:40> One phrase that can help you increase conversions 

You can find it HERE

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How hustling is hurting your sales

 By now, I am sure you’ve heard, more than once, that in order to be successful in sales you need to hustle. 

I mean, when I google hustle + sales I get 20 million hits. That’s a lot of hits.

But what if hustling is actually hurting your sales and your team?

In this episode of Sales Fiction, guest Mindy Miley, a sales professional with 20 years of experience, shares her insights including, why hustling might be hurting your business and what to do instead. 

Pay special attention to:

<6:45> How shifting her thinking from sales to service changed her approach to sales

<11:00> The best sales advice she’s ever received

<12:40> A new approach to cold calling

<14:30> Why hustling might...

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Stop selling your customers what they want

                                   

Sell them what they want, give them what they need!

If you’ve been in sales for more than a year - you’ve probably heard this advice more than once.

On the surface, it sounds brilliant. Of course, if you make it easy for people to get what they want they will buy it. 

But what if selling people what they want is actually making it harder for you to succeed in sales? 

The truth is most of us spend a lot of time being unsure about what it is that we want and once we know what it is, solutions are readily abundant.

On top of that, what people really want is simple. Peace. Love. Belonging....

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Sales Fiction Podcast Ep 09: Post Sales Retention

Are you spending as much time and energy keeping your customers as you are winning them?

Imagine for a minute you’re a customer out looking for a product that can help you streamline your sales follow-up. You do a bunch of google research, reach out to multiple vendors, and participate in a few product demos. 

One solution really stands out. Not only because their product is amazing, but because they really seem to care about you. They ask about your kids, they send you a homeschooling survival packet in the mail and are readily available to answer questions throughout the sales process.

You make the decision, sign up for the solution, and then --- radio silence. All of that support and engagement seems to disappear, now that...

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Sales Fiction Podcast Ep 08: Overcoming a sales slump

Have you ever experienced a time when you couldn’t seem to win a client to save your life? When it seemed like all you were getting were no’s and the rejection started to build on itself and the more pressure you put on yourself - the harder it was to motivate yourself to get out there, see your prospects and win new deals.

If the answer is yes - you’re not alone. We’ve all been there. 

Dr. Seuss said it best - “When you're in a slump, you're not in for much fun.

Un-slumping yourself is not easily done.”

But what if it’s not you you are trying to unslump? 

Un-slumping a team member can be even more challenging than un-slumping yourself.

How do you support and encourage a member of your...

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Sales Fiction Podcast Ep 07: To Script or not to Script

When I first started in medical sales - I was way out of my league. For one, I didn’t have any actual ‘sales’ experience - unless you count selling candy door to door for Campfire when I was 8.

The really intimidating part was that I didn’t have much of a science brain. I mean, I was a communications major at Washington State for pete’s sake. So the thought of talking about complex medical conditions and treatments with people who actually went to medical school was moderately terrifying. 

While 6 months of training might seem like a lot, compared to 4 years of medical school, plus residency and actual patient experience, it felt like I was going in a bit underprepared.

What saved me was rote...

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Sales Fiction Podcast Ep 06: How to avoid micromanaging

Everyone hates working for a micromanager - but how do you know if you are one?

Take Julie for example - she’s been in sales for 10 years and loved her job, that is until she got a new boss.  All of a sudden, she was getting calls multiple times a day, being asked about every account, every detail of her expense report, and how many calls she was making throughout the week.

After just a few weeks, Julie started to feel like her new boss didn’t trust her and over time she started making sure she was keeping her boss happy instead of focusing on her customers and the bigger picture results. 

Not only did she start to hate her job, but her sales numbers went down well.

You don’t want to be that boss. 

While...

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Sales Fiction Podcast Ep 05: Don't let your team stagnate

 As a leader, it's your responsibility to help your team to develop resilience.

My “favorites bosses” were the ones who let me coast and didn’t challenge me, but looking back I realize that working for bosses who recognized my talents, but continued to push me to continue to get better, led not only to better results, but more fulfillment. 

Is there something you’ve always wanted to learn like snowboarding on Mt. Bachelor, maybe it’s painting in Italy, but didn’t feel like you had the skills or the know-how?

It’s easy to think the reason you’re not embracing these goals is because of time or money, but when you look deeper, I’m guessing there’s an element of...

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