Conversations, tools and strategies to multiply your sales
So you’ve got this fabulous product or service that you just know is the solution to the problems your potential client or customer is currently facing.
You’ve been practicing your pitch, and putting in the research,
you know your offering inside and out.
After all, you can never be too prepared.
...or can you?
Don’t get me wrong! It’s important to be passionate about your product or service, and you definitely want to be well-versed in its benefits. But rattling off every single fact or feature can quickly lead your prospect to feel overwhelmed or worse yet, disinterested.
It just so happens that this is one of the most common issues that arise when working with my clients in their...
We need to talk.
If you’ve ever received a text with these 4 words, you will know the anxiety dread that ensues.
What have I done? Am I in trouble? (Are they breaking up with me?)
Immediately you enter panic mode. That fight or flight response within you is already busy putting up walls and your mind is rehearsing what you will say to defend yourself during the personal attack you’re envisioning.
But… how can you be so sure this person isn’t just reaching out to rave about the latest box office hit because you share their taste in movies?
To assume is human....
So there’s this possible client you’re super excited to work with. You’ve been holding their hand for weeks now, helping them walk step-by-step through the difficult decision-making process, being a resource, adding value and even sending them donuts.
You’ve given it everything you’ve got, faithfully answering every phone call, text, email, DM and from where you’re standing, things are looking pretty good.
It’s time to make it official and win this client for real.
But suddenly, they are nowhere to be found.
You pick up the phone to follow up....*crickets*
Fire off a friendly little email…*crickets*
Maybe they will respond to a quick DM?... *Radio silence* (except for the crickets).
If you’ve been following along for a while now, you’ll know I tend to focus a lot on the topic of sales.
With content like How To Think Like a Sales Ace, Why you Should Never Be Closing, and my most recent video and post How To Make Cold Calling Easier and More Productive – it’s no secret that I just love this topic!
But you’ll also notice that not everyone shares this sentiment…
Due to the inauthentic, manipulative, and totally cringeworthy tactics often used by those we not so lovingly refer to Salespeople, I’m afraid most business owners want to steer clear of the subject altogether.
When avoiding sales – what do people tend to focus on instead?
Cold calls. No thanks, #amiright?
Chances are you can think of about 1,000,001 things you’d rather be doing.
And I don’t blame you! Like many other sales “tactics,” cold calling tends to get a pretty bad rap.
Much of what I do at Mighty Sales is to lay bare the common fears, struggles and misconceptions surrounding sales – this week’s video and blog post are no exception! Once again, I’m here to set the record straight and to hopefully help you and your team see things from a slightly different perspective!
So let’s get to work identifying the myths we are busting in this weeks video:
MYTH #1: COLD CALLS ARE POINTLESS
Repeat after me: I am not a telemarketer. I am not a telemarketer....
When sitting down to plan out your super productive workday, chances are you already have a few numbers in mind.
The number of calls you have to make.
The number of emails you have to send.
The number of cups of coffee you’re going to need to consume in order to get all of this done...
(But I call B.S.)
To me, these numbers are nothing but arbitrary activity quotas – obligations we set for ourselves in the hopes that busyness will somehow translate to business.
And I get it! In theory, this should work. The more I sew, the more I reap, right? Therefore, t number of sales calls made should be in direct proportion to the number of customers I win!
But sales math doesn’t...
You did it! (Congratulations!) This sales conversation has been weeks in the making, and finally, you’ve worked up the courage to talk to your prospect about your offer!
You’ve practiced in the mirror long enough, and you’ve decided it’s time to shake off fear and meet your prospect face-to-face (for what is easily going to be the greatest sales pitch of all time.)
Worried? Not you! Because you’ve reminded yourself there are really only two ways this can go down, after all:
1. They say “yes” - and you go on serving them like the rockstar that you are.
2. They say “no” and it’s back to the ol’ drawing board - no real harm done, right?
If only it were...
As we all know, engaging in conversations with prospects can be extremely nerve-racking.
Sure, things start out just fine! You’ve got this amazing product or service that you love to talk about, and you know beyond a doubt, that what you are offering could be the perfect solution to a major pain point your prospect has! You’ve truly got them on the edge of their seat!
That question...THEE question.
“How much does this cost?”
And before you’ve even told them your actual price, you’ve already let spill a whole laundry list of ways that you are ready to undercut, undercharge, and undervalue it!
It’s official. When it...
I’m sure you’ve heard the statistic that 93% of our communication is non-verbal. Nonverbal as in your tone of voice, your hand gestures and the amount of eye contact you make This means, that only 7% of what people hear based on what you actually say.
Which is a little bit scary when you’re in sales because you’ve likely spent a lot of time making sure you’re getting your words just right when it turns out that’s only a small portion of what your prospects hear.
What you say, often feels much more controllable than how you say it. But there are ways that you can influence your own non-verbal communications that are authentic and powerful.
The first step is to consider the bigger factors...
This is by far the cringiest sales term.
Still, it’s the buzzword on every sales manager’s lips, and typically the main focus where sales training is concerned.
But what if I told you that the well-worn phrase “Always be closing,” is actually a myth, and that this constant closing mindset could actually be harming, rather than helping your business? What if I told you that the sale is actually won or lost long before the closing conversation ever takes place?
So, how do we go about winning that sale instead?
It’s all about the next small step. What is the next smallest possible step you could help your prospect to take, in order to move them strategically towards the ‘Yes’...