Conversations, tools and strategies to multiply your sales
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’...
When it comes to having sales conversations - do any of these thoughts sound familiar?
“I can't do this”
“I don’t want to do this”
“This won’t work for me”
“My audience doesn’t like to be sold to”
If you have - keep reading!!!!
All of these thoughts are pretty common. But common doesn’t create astonishing results. If you want to grow your business - you absolutely must grow your thinking.
A positive mindset leads to a positive outcome - you’re with me on this, right?
But is it possible to develop a positive mindset about something you disdain?
Embracing sales requires thinking like a sales ace. Now stay with me - this doesn’t mean you have to...
If you feel yourself getting squeamish at just the thought of asking, you’re not alone. Many business owners I interact with are intimidated about asking for things that will help them grow -- whether it’s for a sale, a testimonial or a collaboration.
There are a lot of reasons for this, including fear of rejection, the fact that it’s scary to put yourself out there and simply that it takes ocean-sized vulnerability.
When you’re asking for something you want the stakes often feel Burj Khalifa high. You have a vested interest in getting a yes, you're invested, you're putting yourself out there (are you starting to sweat).
But if you want to grow your business - you have to get good at asking for things.
For years I've been dealing with some behavioral issues with my dog. He's like Dr. Jeckyll and Mr. Hyde. But mostly - Dr. Jeckyll. There was the one time he bit my neighbor -- in the balls. (I wish this was a joke). The times he bit me. But mostly he'd just growl if you petted him when he didn't want to be petted.
I knew he had a good heart. And I was committed to working with him. I hired a trainer for a year. Watched a lot of the dog whisperer and tried various tactics.
But still - he was a jerk. I'd have to put him upstairs when my friends came over with their kids and just be really careful about watching his moods when I wanted to pet him or cuddle.
I decided to try anti-anxiety medications and took him to the vet. They ran...