Episode 263: One Secret To Winning Almost Every Sale

Aaron Miller is going to share with you the secret to winning almost every sale and why this is so successful. He began sales management when he was 17 years old. Working through school and operation management he was top of his class in relationship cultivation, sales, and operational strategy. Even after becoming a shining star in school, he became one in the work world as well.Aaron was a rising star who quickly moved up from working as a phone agent, to Team Leader, to Operations Manager, and ultimately to Vendor Manager, all in less than a year." says a Business Development Executive. Like most of us, Aaron had a lot of anxiety talking to people and learning how to stay confident, especially when selling something. However, he soon realized how to communicate and connect with people. Leading him to the tactic that has made him so successful in sales. Listen in as he shares his story and this simple method to make the sales you want to keep. Biggest Takeaways You Don’t Want To Miss: The Secret to Winning Sales Why did they come to you in the first place? Where are they in their mental and emotional state? Provide empathy and a solution no matter how basic or how in-depth they go when they first reach out, meet them where they are at. They reached out to you so connect with them and find out how you can help. You can start by saying something like "I am so glad I got ahold of you today because I want to help solve this for you" or "I am so glad to hear from you today." How to Get Through the Psychology of Talking to Clients Be casual and recognize that they called you. Talk to them like you would friends and family not like you are trying to sell to them. This is a big part of the secret to winning almost every sale. Don't pry from them just have a conversation. Remember why you started your business in the first place and the passion you have for your business, this will give you more confidence What Do You Do If They Reached Out Via Email, Social Media, or Text Try to get them scheduled for a phone call and connect with them. Show them it can be easy and convenient and that you have availability for them. Help them make the decision to go with you. Try even sending an audio or video clip of you responding so they can see you and feel your energy, leaving more of an impact on them. Show Highlights What is "meeting people where they are at?" [8:40] How to find out where people are at when they don't tell us [16:23] How to connect with people through social media, email, and text [25:50] Let's Connect: Did you enjoy the show? We would love it if you subscribed today and left us a 5-star review! Click this link – Bella In Your Business Click on the ‘Subscribe’ button below the artwork Go to the ‘Ratings and Reviews’ section Click on ‘Write a Review’' Are You New Here? Welcome, I am so glad you are here. If you are a dog walker, dog sitter, cat sitter, doggy daycare, or kennel owner, then you found the right place. Jump Consulting is the one place on the internet to get all the resources you need for your pet care business. Can I give you some freebies to generate sales and increase revenues for your business? Grab your freebies below. Are you starting out? Been in business for less than two years? Get your startup resources here. Do you own an established pet care business and you want to take it to the next level.? Get Your builder resources here. Transcript: Here comes episode number 263 of Bella in Your Business. Hi there, I'm Bella Vasta from Jump Consulting. You might know me from CBS, NBC, Fox, Huffington Post, Entrepreneur, or maybe you've seen me speak on stage or read my book, The Four Dogs That Every Business Owner Needs. In any case, get ready because you're about to get your hashtag Bella Butt Kickin' in this next episode of Bella in Your Business. So what do you say? Let's get ready and jump. Welcome everybody to another episode of Bella in Your Business. My name is Bella Vasta, your host. And today I've got something unique for you, something that you should have made a while ago. Guys, I've been on these awesome complimentary coaching sessions with those of you who I haven't met yet, and we've been meeting on Instagram, we've been meeting on Facebook. I always like to offer you a complimentary session to solve one problem that you might have. And it comes up a lot where people are trying to solve problems, but they're trying to solve them in the minds of like, as if they were the only pet sitter and not like as if they were the boss in charge, as I like to call it, or working with a bunch of staff. Now with this mindset, if you are a solo sitter and you have no desire to ever have anyone working for you and it works out fine for you, this podcast is not for you. If you are someone who does not ever want to hire someone, who doesn't trust people, someone who does not want to get out of their comfort zone and get a little bit uncomfortable, this podcast is not for you. You should go ahead and skip forward to the next one. But this podcast is for those people who are looking to really figure out why can’t I actually scale. I've tried to hire people, it hasn't worked out, or I've hired people, but now I'm more busier than ever doing stuff and I just can't seem to get out of the rat race. This podcast is for you and I want to talk about that today. So your mindset is huge. And one thing I always love to do is to kind of blow things up. Whenever I have a problem or challenge, I like to get it microscopic and then as big as I possibly can, right? Like go to two different extremes. And so for this one, I want you to think about hotels like Marriott and Hyatt and the Hilton, right? Do you think that Mr. Marriott or Mr. Hilton are like at the front desk checking in customers? No. Did they do that when they first started? Sure. But are they doing that now? No, they're not. And there's a reason for that. And there's a reason why they've been able to grow such a conglomerate. Now, Bella, I don't want to grow my business that big. That's fine, you guys. Totally fine. But just stay with me here on this point. You really have to think about a couple of things. The very first thing is everything that you're doing, something that anybody else can do. So I want you to kind of look at the tasks that you're doing every day and I want you to start getting upset. I want you to get upset when you're doing something that someone else could actually do for you or if you're doing something over and over again because there's no reason why you should be doing something over and over again. If it's a process, then put it on a process and hand it off to someone else to do it. You have to constantly be putting yourself out of a job. That's what we call it. And in order to do that, you gotta make sure that it's written down. Now, you've heard me talk about all these words like handbook, a manual, standard operating procedures, the SOPs, workflows, like all these buzzwords, right? But basically, at the bottom line, is get it out of your head and on paper. And one of my biggest tips, and I won't go too far into it, but I tell people this a lot when I coach them, is that if you feel like you can't sit down and write it out, that's fine. It's actually kind of difficult, right? But the next time you're about to do something online, go ahead and use a Loom, L-O-O-M. It's an extension that records your computer and your pretty little face in the corner, if you allow it. And, you know, just start taking videos, short videos, under three minutes, of the things that you're doing. And put them in a file. And then find someone to watch those videos and then actually write out the steps that you're doing. But you have to get things written down because there's no way that you can ever actually grow and scale your business if it's all in your head. Nothing can last when it's in your head or in your gut. You know, hiring people say they do it on their gut and you know, training people like, are like, “Hey, come shadow me for three days. I'm going to tell you everything I know.” And you're expected to like remember it. No, it's not going to work. The other thing that I want you to think about is are there milestones and checkpoints? So if you're going to go from a solo mentality to like scaling your business, you need to be able to like give them checkpoints and you need to actually give them wins. So the checkpoints serve two purposes or milestones, if you will. So maybe you have a really big task and you break it up into four different sections. Each one of those sections, you're going to be able to either correct and continue if they're not doing it correctly, or you're going to be able to cheer them on and give them confidence, which is going to grow bigger and bigger and it's going to be one of the best assets ever. Speaking of assets, remember that your staff is the biggest asset you have in your pet sitting and dog walking company. This is not a brick and mortar place where we have equipment. Your employees are those assets. So this is how you change the oil on it or you get the WD-40 and get it greased up, you know, so that it's in optimum working condition. Another thing I want you to think about is, is it simple? Is the way that you run your business simple? Is it easy to remember? I'll give you an example. So many of you guys have the most convoluted cancellation policy that you cannot even remember it or recite it in one breath. Okay. As an example, here's what I mean by a simple one. This is what I used to have six years ago when I sold my business. Okay. It was if you cancel within two weeks for day visits or four weeks for overnight, you are responsible for half the total invoice. That's it. There's no two weeks, four weeks, 48 hours, 24 hours, blah, blah, blah. For a couple of reasons. One, when you pass it off to someone,