Inside BS Show

On this show I share my thoughts on each of the following networking groups:Civic (Service) Group: Rotary, Kiwanis, Knights of ColumbusSocial/Athletic: Country Club, Tennis Club, Cigar ClubIndustry Trade Association: Bar Association, American Medical AssociationEthnic/Affinity: Italian-American Cultural Society, Irish-American Police Officers’ AssociationBusiness Associations: Chambers of CommerceCharities/Non-Profits: United Way, American Cancer SocietyEducational: Entrepreneurs Organization, Young Presidents’ OrganizationStructured Networking Groups: BNI, LeTipSome groups are a better fit than others for relationship development. The size of your business and your enthusiasm for the mission of the group are the determining factors. I also share the formula for business success with group networking.

Are you struggling to keep your customer pipeline full? In this show, I talk about the sales activities you should be focusing on if you want to attract ideal clients and bring in big money. All too often, salespeople count on cold calls and lead lists to stuff their sales funnels – with names that go nowhere. Stop wasting your time and energy pursuing meaningless stabs in the dark. Instead, leverage your relationships to meet real prospects, establish yourself as an expert, and get referrals. THESE are worthwhile sales activities: - Ask your current clients about the groups they belong to, then join those groups. Offer to speak at functions where you’ll establish industry credibility.- Similarly, find out what websites they visit and what trade publications they read. Post and publish articles in those places.- Determine what conventions your best clients attend and go to them. The networking you’ll do at just one trade show will fill your customer pipeline for a month.- Figure out who else sells to your customers and do joint ventures with those people. Piggyback off of other people’s relationships to make your own deals.Now, you may be thinking, “I need to be out there selling.” I’m here to tell you, these activities ARE selling. Making connections, getting referrals, demonstrating industry know-how, and teaming up with trusted providers – it’s how to keep your customer pipeline brimming with quality prospects.Commit to these sales activities every month. Speak, publish, network, and partner up. Then make sure you follow up. Your pipeline will stay full and sales will follow!

When you cold call you annoy people and interrupt their day but that's not the only reason to avoid it. In cold calling you demonstrate you are out of ideas and desperate. What clients tell me (and you) all the time:If people were beating a path to your door, you wouldn’t have to cold callIf you were able to educate people via a speaking engagement or education event, you won’t have to cold call.If you knew how to write letters to people and demonstrate your value proposition, you wouldn’t have to cold call.If you could write articles, you wouldn’t have to cold call.If you were able to get referrals you wouldn’t have to cold call. Many of the "sales gurus" tell you cold calling is essential. It's not. If you have the ability to do any of the things we discuss in this show, you can develop expert status and you'll never have to cold call again.

Prospects will sometimes disappear without offering a reason why. In this show you will discover the questions you can ask to keep this from happening.Sales communication is important because without proper dialogue, you could be wasting time and energy working with someone who never intended to buy in the first place. In this show, I offer six key questions to ask customers when selling a product or service.The first question has to do with price. People will often be embarrassed to say they can’t afford something. That’s one of the reasons why you should ask for a budget in advance. If they refuse, you can say, ”I don’t want to waste your time or my time if money is going to be an issue…”The second question addresses laziness. Switching means work. You have to show the prospect how NOT switching will cause more pain. Effective sales communication should demonstrate the value you bring.When thinking of questions to ask customers when selling a product or service, they should all give you information or help the prospect see your worth. This next one is not really a question, rather a way of addressing the prospect’s fears about being fired. You can combat this fear by saying, “If you’re worried about taking a risk on us, I will guarantee my performance.” Then give a list of things you can guarantee.Other questions include asking if they have a relative in the business, asking why they’ve chosen to address their problem now, and who else might be a decision-maker that needs to be brought on board.These are all essential questions to ask customers when selling a product or service because they provide relevant information while addressing several common concerns. Don’t take sales communication for granted. It’s a skills that, when done effectively, can make selling a whole lot easier.

What makes a bad manager? What are some of the most common leadership mistakes that a manager can make when they’re in charge of a sales team?The first mistake many sales managers make is focusing too much on paperwork. If your salespeople are performing well, leave it alone. Sales reports generally won’t give you accurate information anyway because your sales team isn’t going to put genuine effort into doing them.A big part of what makes a bad manager is the tendency to let ego get in the way of performance. This is not about you. Your job is to remove barriers so that your sales team can be in the spotlight. Be the behind-the-scenes operator who allows everyone else to shine. Keep your ego at bay.Being a fair-weather fan when it comes to your salespeople is another of the most common sales leadership mistakes. Top performers tend to get plenty of attention because of their success. Low-level producers also get a lot of attention, because managers are continually trying to help them improve. But those salespeople who perform somewhere in the middle often get neglected. Take care of your mid-range sellers and turn them into top performers. Treat everyone like winners.The final of the killer leadership mistakes I notice frequently is the promotion of a top salesperson into a managerial position. Why is this problematic? Because what makes a bad manager is often what makes a great salesperson. Managers should be empathetic and eager to applaud the success of others. You’ll usually find the opposite personality type in great salespeople – which is why they’re great at what they do.Learn more about your ad choices. Visit megaphone.fm/adchoices

➜ How to structure your proposals to close deals➜ How to close deals in sales more often ➜ Why you should never put your proposal in writingSo you've got a prospect on the ropes, it's time to close the deal with an amazing proposal, but then it comes to you:"What do you even include in a good proposal?"Or maybe you've already given a few sales proposals and haven't had much luck.In this show, I share one of my secrets towards crafting the proposal that gets you the sale.One of the most important things to remember is that you should rarely put your proposal in writing.Rather than writing down your whole proposal, it's much better to go through this stage verbally. That way, you can deal with objections immediately and in person.Once you do that, you can move straight to the contract without messing around.Learn more about your ad choices. Visit megaphone.fm/adchoices

Is there a recession coming? What should you do about it? These are both great questions. But the first thing you need to know is “what is the meaning of recession?”A recession is two consecutive quarters of negative growth of the United States Gross Domestic Product (GDP). This is the technical, economist definition. A slow economy or an economic downturn could be GDP growth of 1% or less. So, while a “textbook” recession is negative growth for two quarters (six months), it will feel longer because after things slow down, the recovery process is slow.Now that you can answer “what is the meaning of recession?” is there a recession coming? Here are some signs that will let you know:- Manufacturing slows down- Real estate purchases slow down- Retail sales slow down- Travel (both corporate and leisure) slows- Unemployment increasesUnemployment is one of the last things to be affected but it’s the thing that everyone looks at. Typically, companies begin laying people off only after they’ve already shown weakness in revenue. Notice I didn’t say anything about the stock market. Typically, the stock market reacts negatively to these factors; but people buy and sell stock for hundreds of reasons – some related to the broad economy and some unrelated. When you see the signs I listed above, you should instruct your sales team to focus on the following sectors: energy, health care and government.These sectors tend to continue to buy, even during slow economic conditions.So, is there a recession coming? Knowing what is the meaning of recession, you can now spot the signs and start guiding your sales team to make the right choices.Learn more about your ad choices. Visit megaphone.fm/adchoices

LinkedIn is an incredible asset to any business owner. This is especially true in sales, where it's one of the most useful marketing tools out there. It helps you build your network out with strong connections, but only if you know how to use it.On LinkedIn, there are tons of time-wasters to get in the way of your prospecting. If you want to market yourself and build valuable connections, you've got to learn who to trust and who to avoid on the platform.In this show, I discuss the 5 types of people you'll meet on LinkedIn, and which ones you should do your best to avoid.If you want to get the most out of your LinkedIn account, do your best to surround yourself with people who add value to your life and business, not the people who suck the value out.Learn more about your ad choices. Visit megaphone.fm/adchoices

One effective sales marketing strategy in consultative selling is the strategic alliance partnership. In this show, I provide a few strategic alliance examples and explain how they can help you acquire more prospects.The first step you need to take in order to partner with another business is to find someone who’s targeting your ideal client. This should be someonewho has a large number of your ideal clients in their database. Once you have a partnership, you can start developing your sales marketing strategy. These strategic alliance examples can show you some ways that you can do that.One option is to use joint/endorsed mailing. Direct mailing is a highly effective way of marketing; however, joint/endorsed mailing is even better because you can use the credibility that your partner has with their customers to get your name in front of them.You can also host a joint event. A joint event is beneficial because as with the mailing, you get to use the credibility of your partner to get yourself known to new prospects. In this case, you can meet new prospects in person.A third idea is to create a joint product or service with your strategic alliance partner. When you develop something with your partner to offer your customers, you’re able to sell that product or service to the combined audience comprised of both your own network and your partner’s.The reason this sales marketing strategy works is because your strategic alliance partner has the trust of their audience. Before using these strategic alliance examples, you may have to offer some value first; however, once a bond is developed, you’ll have access to a new audience who will see you as legitimate.Learn more about your ad choices. Visit megaphone.fm/adchoices

➜ How to get high-quality leads by focusing on business referrals➜ The key to making more referral sales➜ What to say to get a referral EVERY timeOut of all the lead generation methods you can use in sales, there's one that tops them all:Getting referrals from your previous clients.When it comes to getting high-quality prospects, referrals in business are the key.Rather than trying to go in cold with new prospects, you can utilize the connections you already have to build more business.It's not hard either, all you have to do is ask previous satisfied clients, most of them will be happy to refer you to their friends.When you ask for the referral, you're effectively multiplying your client base every time.And it's free too, the only cost being a satisfied customer.Don't overlook referrals in sales, they're one of the easiest and most effective ways to get more business without the headaches.Learn more about your ad choices. Visit megaphone.fm/adchoices

In this show, I share 6 good questions to ask someone when using a consultative sales approach.Let me briefly lay out some basic questions and explain their benefits for lead generation.Why am I here? Tell me what’s wrong? These questions are asked to figure out why the prospect called you in the first place. They’ll encourage the prospect to share something about their problem. These are good questions to ask someone because without knowing what the problem is, you can never hope to help them.What are you hoping I can do? This is another great question that I’ve chosen because it shows you what the prospect wants.What resources do you have to apply toward a solution? Who else do we need to talk to? Now we start to look at what the prospect is able to do. How much control do they have over their decisions?Why now? There’s a reason why the prospect has called you now and not previously. This will tell you more about their situation.What’s next? If you’re going to do business with this person, figure out if they’re willing to take the first steps.These are good questions to ask someone before doing business because they’ll qualify them right away and help you learn if the prospect is serious about doing business. Use this video as your own consultative sales training session.Ask these questions and you’ll be sure to get the best possible clients.Learn more about your ad choices. Visit megaphone.fm/adchoices

In sales, client referrals are some of the best ways to attract more business and grow your network. This is because you don’t have to go out of your way to work for them. Once you have a referral strategy in place, you’ll start to get business that you don’t even have to chase for.In this show I talk about some of the biggest benefits of business through referrals and how you can get more of them.When you get a referral, it comes with a whole list of added benefits. The first is that it saves you time. When you don’t have to actively chase business, you save valuable time that can be spent elsewhere. Referrals also lower your cost of acquisition drastically.There are plenty of ways you can increase the number of referrals coming in as well. Things like genuinely connecting with clients and getting to know them personally are great ways to build essential trust and attract more business.Learn more about your ad choices. Visit megaphone.fm/adchoices

Despite what you may have been led to believe, the best training methods for employees are generally informal. That is, effective sales training methods are those that are interactive and that focus on showing rather than telling.In essence, the best way to do sales training is to not train at all. These three sales training ideas are all great alternatives to traditional lecturing because they allow the team to gain knowledge and practice in an engaging way.The first of these sales training methods is best practice sharing. This is when you ask your best people to record their best practices and share them either through a live presentation, a video, or a webinar.Then there are road videos. Road videos are another one of the best training methods for employees because they’re easy to do and provide direct insight into a real sales call. The sales manager goes out on the road with the team and records things on their phone or camera. Later, those videos can be shared.Third, there’s the Podcast. With a Podcast, the sales manager can interview people within and outside the team and highlight what they do right so that employees can learn from experts.There’s one exception to this “non-training”/training policy: Once each month, the sales manager should role-play with each individual sales representative. This will help keep their skills sharp.There are numerous training methods for employees, but many just plain don’t work -- they’re not interesting or they’re not effective. These three sales training methods will engage your team and teach them the skills they need to sell more.Learn more about your ad choices. Visit megaphone.fm/adchoices

In today's show we explore five ways to attract affluent clients. These are the quickest ways to integrate yourself into the affluent community. If you want to connect with wealthy people and do business with them, this is the who for you.Here is what we cover: 1. Connect with Financial Advisors: All financial advisors are not equal. Here’s who you need to meet.2. Connect with Estate Planning Attorneys: Only the best will do. Here’s how to find them.3. Connect with Family Office Managers: Interviews and research will lead you to the right people.4. Join an Affinity Club with Affluent Members: Country clubs, wine clubs, cigar clubs, boating clubs, etc.5. Up-level Your Lifestyle: Work and play in a better neighborhood. Listen to this episode of the Do This Sell More Show with Dave Lorenzo and leave us your feedback.If you have a question you'd like Dave to answer on the show, send it to: [email protected] more about your ad choices. Visit megaphone.fm/adchoices

In this show, I explain how public speaking events can help you gain leverage and improve your productivity. Now, what is meant by leverage?When I mention leverage, I’m referring to your ability to work with optimum efficiency. Let me give you an example of what I mean.Let’s say you want to reach clients through one-on-one networking. Well, you have three meal periods each day and 21 per week including weekends. If you dedicated half of them to business growth, you’d have breakfast, lunch, or dinner with someone about 10 or 11 times each week. From those 11 or so meetings, probably half of them will result in a referral. From 100 of these meetings in a month, you’ll get about 12 clients. That’s the best case scenario. Plus, you’re paying for those meals. This is certainly not what is meant by leverage when trying to get new clients.Okay, now let’s look at public speaking events:You book one speaking engagement each month in front of 150 people. Of these people, 10% connect with you and immediately engage you. Another 20-30%engage you during the course of the next year. You invest the same amount of time and energy before and after the speaking engagement but you spend no money. That’s leverage.Here are some other ways to gain leverage: - publishing- strategic alliances- advertising for lead generation- direct mail- educational eventsHopefully you now not only understand what is meant by leverage but you’ve also begun to think of ways to get more leverage. Whether it be public speaking events, publishing articles in trade journals, or forming strategic alliances, try one of these methods and boost your productivity.Learn more about your ad choices. Visit megaphone.fm/adchoices

➜ Sales manager skills & qualities to improve your team’s performance➜ Development areas for managers in sales➜ How to lead your team, grow your revenue and make more moneyAs a sales manager, it can be easy to just play the backseat when managing your team. It’s common for sales managers to fall into that habit, never doing any of the tasks that they delegate themselves.But the best sales managers do just the opposite.One of the most important skills for a sales manager to learn is the ability to lead from the front. You have to develop the willingness to show that you aren’t afraid to get your hands dirty, even as a leader.It’s not your job to sit back and watch your team’s performance, it’s your job to lead by example.In this show I talk about the 5 ways you can start leading your team from the front and increasing their sales.Learn more about your ad choices. Visit megaphone.fm/adchoices

➜ How to be viewed as a consultant and not a salesperson➜ The one question to help you sell consulting services➜ How to implement customer centric selling as a consultantAs a consultant, it’s your job to serve your clients and help them get to where they want to be.This can make it seem like a really tough job. None of your clients are going to be the same, so helping them all reach their different goals might seem like quite the mountain to climb.But what if I told you that it was much easier than it seems?In fact, to be a successful consultant, there’s just one question you need to ask your clients.“Why?”“Why” is the most important word for anyone offering consultant services. That’s because it does everything you need in order to create unique plans centered around each of your customers.Consulting doesn’t have to be as complicated as it seems. After learning how to use just this one word, you’ve already made it a huge part of the way towards success.Learn more about your ad choices. Visit megaphone.fm/adchoices

In this show, I explain to you how trust is built as well as how to promote yourself on Youtube once you’ve leveraged that trust. The key to building trust on Youtube comes down volume and consistency. Who was the most trusted man in America during the 1960s and 1970s? Walter Cronkite. But what was so special about him that made everybody trust him?Was it his look? His voice? The real reason that people trusted him was because of volume and consistency. Walter Cronkite was being seen in homes around the country; people knew him because his name was so firmly attached to the news. People also knew when they could tune in to hear him every day. When learning how to promote yourself on Youtube, it’s essential that you try to recreate the same level of volume and consistency. This is the secret to how trust is built. Just do these things:- Post your videos as often as possible – weekly is good but daily is better.- When you post your videos, make sure to always do it at the same time.- Have a predictable format.- Offer your opinion.- Speak like you’re talking to a friend.- Display some vulnerability (self-deprecating humor is great for this).- Show some behind-the-scenes footage.This is how to promote yourself on Youtube: volume and consistency. It’s also how trust is built. People must know you, like you, and trust you in order to feel comfortable buying from you. If you can structure every Youtube show to make that happen, your sales will grow.Learn more about your ad choices. Visit megaphone.fm/adchoices

➜ Why a coach is a great resource for mastering the B2B sales experience➜ The benefits of having a mentor in sales➜ How to select the correct coachNo matter what you’re doing in life, there’s no way to make progress without learning from others.Whether it’s art, sports, or speaking, you need people to help you reach your goals. This can be in the form of books, videos, online posts, or one of the most effective ways to learn something quickly, coaching.Hiring a coach or mentor is one of the best ways to learn a new skill because you can get direct feedback on your progress, and B2B sales are no exception to this.Selling to businesses is a skill, and like any other skill, you need people to help you hone it.If you want to master B2B sales, one of the quickest ways to get there is with someone who’s already a master at the craft.In this show I cover some of the many benefits that you can get by hiring your own sales mentor.Learn more about your ad choices. Visit megaphone.fm/adchoices

➜ How to survive a recession➜ Why you can’t wait around to start building your own recession strategy➜ What your recession 2020 strategy should look likeIn today's show I share a sure-fire strategy to help you survive the 2020 recession.See, when it comes to businesses, recessions are a kind of the “boogeyman”.Everyone is scared of what the next recession might do to their business and livelihoods.But instead of prepping for it now, many people wait until the effects start to hit their business before they ever try to change.I’m here to tell you that’s completely wrong.I’ve survived through recessions, so I know a thing or two about how businesses are affected. In fact, I’ve even seen growth during recessions where many others saw losses.So how can you do the same?Well, first you need to make your action plan NOW rather than later.Waiting for the recession to hit is a recipe for running your business into the ground.In this show I talk about why now is the time to create your business’ recession strategy rather than later.Learn more about your ad choices. Visit megaphone.fm/adchoices

➜ How to establish trust and credibility in your industry➜ Using LinkedIn effectively to position yourself as an industry expert➜ What you should NOT do on LinkedInNo matter what businesses you’re in, credibility is vital.See, without establishing yourself as an authority in your industry, you’re not going to get very far.People prefer to buy from the experts in any given industry. This is because being an expert is one of the quickest ways to build rapport and trust with your audience.If you’re not viewed as an expert in your industry, it’s likely that people will flock to the competition instead.So how are you supposed to build the authority that allows you to be seen as an expert then?Luckily, social media platforms make now an easier time than ever to position yourself as an authority figure.In this show I cover exactly how you can use LinkedIn effectively to establish credibility in your industry.Learn more about your ad choices. Visit megaphone.fm/adchoices

In this show we cover 5 ways to recognize buying signals. Buying Signals in Sales Training tip 1: Prospect comes into your office for a consultation. Buying signals over the phone are similar. The prospect calls your office for a consultation. Buying Signals in Sales Training tip 2: The prospect comes to an event you host. This is not because you can read buying signals body language. The simple fact that people are taking time out of their day, traveling to, and participating in an event you are hosting is a buying signal. Buying Signals Sales Training tip 3: The person presents a problem you can solve. When prospect begins to tell you his story it includes something you can help them with, that's a buying signal. Buying Signal 4: The customer willing participates in the buying process. If you outline the customer buying process and the client opts into it, they want to buy. For example: You put out a video with a case study that walks the viewer through the buying process. The clients that come to see you, watch that video in advance and then follow that process themselves. Buying Signal 5: The prospect asks about price or financing or the start-up process. These five buying signals are often not obvious to people who have not been focused on them. The hope is that this video will help you recognize buying signals in the future.If you work in b2b marketing or b2b sales Dave Lorenzo offers sales training, sales techniques and sales tips you can't miss. Be sure to subscribe. Learn more about your ad choices. Visit megaphone.fm/adchoices

What do you do when sales are down? In this show, I give you five ideas for how to get out of a sales slump. I talk about the importance a positive attitude and the benefits of self confidence to get you back in business.Keep in mind that it hasn’t been long since you were making deals left and right. Remember the winning attitude that enabled your success and tap into the benefits of self confidence that will help you succeed again. Here’s how to get out of a sales slump: 1. Focus on what we teach kids in baseball. Don’t worry about winning the game; just win the at-bat. In sales, take things step by step: nail the call to get the appointment, to make the proposal, to eventually win the business. 2. Read testimonials. Take pride in positive things people have said about doing business with you. Recognize the benefits of self confidence and self esteem for getting your sales groove back.3. Call your current and former clients. Look for upselling or repeat sales opportunities and find ways to deliver additional value to those who appreciate you.4. Get in front of an audience. Volunteer to speak at the Rotary Club, Chamber of Commerce, or even Career Day at school. Dress up, share your passion, demonstrate value, and soak in the applause. 5. Do a mass mailing. Send 100 snail-mail letters to ideal potential clients, describing something new and exciting about your business. One week later, start following up, and prepare for your next sales boom.Confident about how to get out of a sales slump? Ready to reclaim your spot at the top of the sales leaderboard? Start today!

As salespeople – and as human beings – we inevitably face rejection from time to time. In this show, I explain how to handle rejection in sales. I talk about the importance of believing in yourself to get past the negative aspect of selling we all dread – the moment someone says “no.”We all want to be liked, so when potential clients tell us they’re not interested, it hurts. Although you can’t diminish the sting of being turned down, you have to recover. You need to find the next “yes.”Here’s how to handle rejection in sales, build up your rejection armor, and get back in the game:1. Keep a gratitude journal. Write down three things you’re grateful for every day. Focus on areas of your life that are going right. Review your journal morning and night. 2. Before calling a new prospect, read a testimonial from a client you’ve helped. If the call doesn’t go well, read two or three more testimonials from satisfied clients. 3. Contact a client with whom you have an especially good relationship. Enjoy a positive conversation and boost to your self-confidence. 4. Teach someone something. Teaching is giving, and when you give, you feel good about yourself. Realize the importance of believing in yourself as a valuable person who matters to others. 5. Think about your unshakable beliefs and values. Remember that you’re a good person who’s doing good things. Learning how to handle rejection in sales is all about realizing the importance of believing in yourself. Overcome your fear of being rejected by recognizing all that you offer. And when you do get turned down, concentrate on the next deal – it’s right around the corner.Learn more about your ad choices. Visit megaphone.fm/adchoices

➜ Why a coach is a great resource for mastering the B2B sales experience➜ The benefits of having a mentor in sales➜ How to find and hire the right sales coachNo matter what you’re doing in life, there’s no way to make progress without learning from others.Whether it’s art, sports, or speaking, you need people to help you reach your goals. This can be in the form of books, videos, online posts, or one of the most effective ways to learn something quickly, coaching.Hiring a coach or mentor is one of the best ways to learn a new skill because you can get direct feedback on your progress, and B2B sales are no exception to this.Selling to businesses is a skill, and like any other skill, you need people to help you hone it.If you want to master B2B sales, one of the quickest ways to get there is with someone who’s already a master at the craft.In this show I cover some of the many benefits that you can get by hiring your own sales mentor.Learn more about your ad choices. Visit megaphone.fm/adchoices

What does your prospecting plan look like? Have you considered using direct mail to increase customer leads? If not, you should consider it. Using direct mail is beneficial because it can be very cost-effective and highly targeted. Compared to email, direct marketing material is far more likely to be read by the prospect. However, it’s important to know how to be successful with direct marketing. There are a few steps that you can take in order to make this an effective part of your prospecting plan.The first step is to identify 100 companies that you want to work with. It’s important to do some research and find companies that would make for good customer leads. This will help you to target your campaign.The second step is to find five people in each company who are good targets. These are the people who you’ll want to direct your campaign at.Then, outline 12 topics you’ll use in the campaign. When coming up with your topics, make sure that they’re interesting, entertaining, and emotionally provocative.The fourth step is to send one letter to each person on the list each month. Make sure you’re consistent about this.And the final step is to follow-up with a phone call one week after mailing each letter. After having received and read the letter, your phone call won’t seem cold and your chances of building a good rapport will be much better than if you had just called with no introduction.The targeted nature of direct mail makes it a highly effective part of any prospecting plan. Follow these five steps and you’ll be able to increase your customer leads with a well-designed campaign.

In this show, I discuss some reasons why relationship selling is so effective, no matter what your product or service is. If you want to know how to win a client, there are a couple of approaches that you can try; however, only one will help you be more successful.I’ve worked with Pat Murphy of Heartland Payment Systems since 2008. During that time, we’ve had many conversations about the ways to sell credit card processing. I use that company as a case study to demonstrate the effectiveness of relationship selling.The way most people do it is to go into one store after another – one pizza shop after another. You knock on doors and ask the owner if they want to save money on credit card processing. This transactional approach to selling focuses on the product that you’re offering. You talk about the benefits and features and hope that the client will be interested. This approach can work for some people but if you really want to know how to win a client, I think there’s a better way.The other way is the consultative sales approach. This approach demonstrates why relationship selling works because you first get to know the business owner. Once you get to know them, you introduce him/her to people who can do business with them or people who can solve a problem. This way, you’re offering value before you’ve even made a deal. Rather than knocking on the door of a business and immediately talking about your credit card processing, you start with rapport, which leads to trust.This is the perfect illustration of how to win a client using relationships. The reason why relationship selling is effective is that it allows you to demonstrate your value. If it works with credit card processing, it can work in any business.

In this show I share 6 ways you can drastically increase sales for your team as a sales manager.➜ How you can make more money for your team as a sales department manager➜ 6 key tips for managing a sales team➜ The one thing you must STOP doing Immediately to boost sales team productivityAs a sales manager, you have a lot of responsibility for your team.Your reps may be the ones out in trenches, but you’re the one who makes sure operations are running smoothly so they can do their work well. You’ve got to be willing to do things and get in the thick of it to make sure your team not only meets their goals, but exceeds them.I see sales managers all the time who fail to take key steps that lessen the loads on their teams, and this only ends up in reduced sales.Reducing meetings, makings collection calls, and fighting for every penny your reps make are just some of the many things you can do to help your department sell more.Learn more about your ad choices. Visit megaphone.fm/adchoices

When building contact with affluent clients, there are a few strategies that you can use to be successful. In this show, I share five business networking ideas that will help you grow your network of wealthy clients.The first strategy is to focus on delivering sophisticated, high-level programs that affluent people will find valuable. Package your programs so that they come off as high-end. Offer end-to end luxury turnkey service.Affluent people are busy. They don’t want to waste their time waiting around for documents to be finalized. There are a plethora of options for offering more convenience to them.Another method of building contact is to join the clubs where affluent people socialize. Join clubs that require people to have a lot of money to join. This way, you can talk about things related to the club and once the other members find out about you, they’ll want to do business because they’ll trust you.The third of the business networking ideas is to speak, publish, and network with the trusted advisors to high-end clients. Educate the people who do the evangelizing. Give seminars to these people so that they will then pass on your name to the people they work for.Fourth, host events that will attract the affluent. Private performances, wine tastings, scotch tastings, cooking classes – these are all great offerings that your prospects will enjoy. Finally, get referrals from existing affluent clients. If you currently have an affluent client, sit down with them to a dinner and ask them who else they know that could use your services; then ask them to introduce you.Use these business networking ideas to attract affluent clients so that you can make more money. Building contact is about building trust; with these five strategies, you can become a trusted part of the affluent community.Learn more about your ad choices. Visit megaphone.fm/adchoices

s asking questions really the key to closing more deals? You bet it is! In this show, I tell you exactly what to say in a sales meeting to develop a relationship and turn your prospects into clients. When you meet with potential clients, ask questions that encourage them to open up about their business goals and problems. Here are six key questions you should ask potential clients if you want to start closing more deals: 1. “What are you hoping I can do for you?” If you’ve ever wondered what to say in a sales meeting to kick things off correctly, this is it. Let potential clients know you’re there to help. 2. “If you could change one thing about your current situation, what would it be?” The answer tells you what problem your prospects are trying to solve or what goal they hope to achieve. 3. “How much is this situation costing you?” This information helps you establish the return on investment you can promise.4. “Why is now the right time to make a change?” You can’t be the one to create a sense of urgency – let your prospects realize why it’s important to act now. 5. “Who else do we need to involve in this process?” You need to know who the decision makers are, so you can make sure everyone’s on board. 6. “What’s next – how would you like to proceed?” Before leaving a meeting, find out what the next steps are, so you can follow up accordingly.Now that you know what to say in a sales meeting, focus on your prospective client’s answers and on the relationship you’ve created. When you’re successfully building real relationships, you’re on the right track to closing more deals.Learn more about your ad choices. Visit megaphone.fm/adchoices

If your sales manager’s idea of goal setting activities has you making a ton of cold calls and booking an arbitrary quota of appointments, it’s time to rethink your goal setting strategy. In this show, I tell you how to set your sales goals and objectives so that you can achieve them every time.Smart sales goals are Specific, Measurable, Action-oriented, Realistic, and Time-bound. Your sales goals and objectives have to make sense; if they don’t, you won’t make the deals you need to make in order to reach your targets.Instead of throwing your efforts into the wind and hoping for good results, use these specific goal setting activities to plan your course of action:- Identify 24 potential clients and put the full court press on them.- Research these prospects. Find out everything you can about them on social media and in real life.- Keep files on your prospects. Include their name, title, company, industry, their problems, your solutions, and how much you want them to invest.- Meet with these prospects by being referred in or by offering them an educational opportunity.The result of these goal setting activities will be a deep understanding of your potential clients, and an opportunity to let them know how you can help them. You will convert people quickly. Ultimately, your sales goals and objectives are all about building relationships and doing business together. Concentrate on putting yourself in the path of your 24 prospects. Don’t pitch to them; rather, demonstrate value to them. Your goals and action items will spring from there, and sales will follow.Learn more about your ad choices. Visit megaphone.fm/adchoices

Understanding the psychology of buying is an essential part of overcoming common sales objections. In this tutorial, I give you six sales objection handling examples that you can copy and use to put objections to rest.Here are those six sales objection handling examples:- Unspoken objections. Sometimes customers have objections that they can’t quite articulate. By asking open-ended questions, you give customers the opportunity to really consider their problem. Say something like, “What has prevented you in the past from solving this problem?” You can then gauge the prospect’s level of urgency.- Control objections. If a prospect sounds reluctant, acknowledge their concerns and help assuage their fears. The psychology of buying dictates that clients want to feel in control of the process. Mention client success stories and let them know they’re in charge of choosing a similar wise course of action.- Projection objections. When a customer is angry and taking it out on you, remember that it’s not about you. Acknowledge their feelings, and then ask, “Why did you invite me here today?” This will flip the script and help to calm them down.- Genius Objection. Often the client likes to show off their knowledge. Flatter the client and make them feel valued. This will win them over.- Process, product, and procedure objections. These logic-based objections should be countered with your expertise and by allowing clients to use and enjoy the product.- Post-sale objection. After the sale, the prospect will want to feel like they’ve made the right decision. Emphasize the benefits by asking them to consider the value you’ve provided.By taking the approach I’ve outlined in these six sales objection handling examples, you can use the psychology of buying to your advantage and overcome common objections.Learn more about your ad choices. Visit megaphone.fm/adchoices

Ask any successful person in business and they’ll you the same thing:Your morning ritual is CRUCIAL if you want to build consistent success.As the first part of your day, your morning dictates everything that comes after it. If your morning goes wrong it can mess up your momentum for the rest of the day.There’s no better way to ruin your productivity than to neglect a good morning routine, so it’s important you get it right.That’s why I want to share some of my trade secrets with you today..In this show I share my best tips for how to start your day off right.Learn to master your mornings and watch your days become more productive than ever.Learn more about your ad choices. Visit megaphone.fm/adchoices

What are good habits for sales and why are they so important? This show is all about how to become a good salesperson and in it I cover the five most important sales habits for success.The first habit is to do the same things at the same times every day. By following a formula that you know works, you’ll be able to protect yourself against sales slumps. Although you may run into days when sales are slower, you’ll find that overall you’re way more consistent.The second habit is to go big or go home. After all, what are good habits if they don’t lead to more income? By thinking big, you’ll gain confidence and will be ready to accept offers from big companies.If you really want to learn how to become a good salesperson, you also have to ignore critics. When someone gives advice that’s unsolicited, it’s probably serving their interests rather than yours. When you do want advice, make sure it’s from people who have done what you’re trying to do.Fourth, seek constructive feedback. You need to connect with people who are more successful than you so that you can have something to aspire to and learn from. And the fifth habit is to put relationships first. Relationships are more important than any deal. You can always make other deals but relationships take time to build. Likewise, make sure you value client relationships and do what you can (within reason) to accommodate them.If you’ve wondered to yourself, “what are good habits in sales?” you now have a few essential strategies that will help you be more successful. Learning how to become a good salesperson takes time and effort, but with these tips you’ll be well on your way.Learn more about your ad choices. Visit megaphone.fm/adchoices

Professional communication skills are essential for sales positions because whether you’re addressing a roomful of people or a single client, the way you express yourself will have a significant impact on how you’re perceived. In this video, I share a few tips for effective public speaking in order to help you be seen as the expert you are.The first thing is to look professional. If you’re speaking to a room of bankers, you’ll want to wear a suit and tie and be dressed in conservative colors. However, for a technology conference, you may be just fine in a nice t-shirt, jacket, and jeans. Dress appropriately for the occasion.Another element is your personal brand. If you have something that’s important to your identity, you should develop that into a signature look. However, only do this once you’ve become an established name in your industry. The other crucial component to professional communication skills is, of course, the speech itself. Your word choice plays a big role in effective public speaking.Keep in mind that you’re not just representing yourself; you’re also representing the person who got you in front of the room. Make sure your vocabulary is appropriate.You should also make sure that your language reflects the geographic area where you’re presenting. This holds true as much for domestic events as it does for international ones.And finally, it’s important to be familiar with the industry jargon. You don’t have to include those kinds of words in your speech, but if the audience asks you questions, you’ll need to be able to respond using their language in order to maintain your credibility.By keeping in mind these tips for effective public speaking, you can improve your professional communication skills and make your presentations the best that they can be.Learn more about your ad choices. Visit megaphone.fm/adchoices

No matter who you are or what you do, not everyone is going to like you.You could be the most successful person in the world, be nothing but kind to anyone you meet, and you’ll still get TONS of hate.But here’s the thing:It Doesn’t Matter.Stop explaining yourself to the haters online. Learn to accept that not everyone will like you, because at the end of the day, it doesn’t matter.Learn more about your ad choices. Visit megaphone.fm/adchoices

Is a recession coming in 2020? The answer is YES. But by doing things like focusing on recession proof businesses and deepening your relationships, you can weather the economic downturn.We don’t know exactly when the recession will come in 2020, but we know that it will. So, here are four things you can do to prepare your sales team for the downturn:First, you should condition your clients for referrals. Every time you interact with a client you need to deliver something of value above and beyond the product you offer. By delivering value, you can ask for introductions to specific people in return. Referrals are important when there is a recession coming because once it starts you’re not going to want to invest in advertising and client acquisition.The second thing you should do is to focus on energy, healthcare or government. These are considered recession proof businesses because they’ll always be needed. Start filling your contacts with people who are in these areas.The third thing is to identify new market segments. Every recession gives rise to new opportunity. In the 2008 recession there was opportunity for people who could buy houses and resell them. Look for these segments and start moving toward them before the recession comes. Lastly, focus on deep relationships. Figure out how you can provide multiple revenue streams for your clients. Think about expanding your service or product line so that you can do everything you can to help them.You don’t need to wonder if there is a recession coming because we know that it is. Instead, think about how you can get more referrals, focus on recession proof businesses, and find new opportunity. Those are the things that will get you through the recession.Learn more about your ad choices. Visit megaphone.fm/adchoices

The affluent are people with a net worth of at least $10 million dollars. Many people are intimidated by the prospect of selling to high-end clients like these. But here’s the thing, they’re the people you NEED to be focusing on for your business.While selling to high-value clients may seem like an extremely difficult task at first, it’s one of the best ways to ensure your business generates you consistent, stable income.In this show I talk about the reasons that the wealthy should be your business’ target market.Learn more about your ad choices. Visit megaphone.fm/adchoices

Although I think the “sell me this pen” question is a stupid one, since it comes up in the sales hiring process, I’ve decided to make this show describing good interview answers to this question. The way you answer this question comes down to using a consultative selling approach.In order to effectively tackle this question, here are a few things you should ask the interviewer:- Why do you want the pen?- Why is this the right time to buy the pen?- How much is the lack of a pen costing you?- Who else do we need to involve?- Here’s the ROI of this pen. Give it a try.These are good interview answers to the “sell me this pen” question because they allow you to get the information you need in order to determine if you can help the client.For example, when you ask “why is now the right time to buy the pen?” you can gauge their level of urgency; by asking them who else needs to be involved in the transaction, you determine whether or not they’re the sole decision-maker, and if not, who else you may need to contact.With these questions, you’re essentially qualifying the client. What is their sense of urgency? What is their budget? What is the ROI that they need?When you address each of these points, the client will be able to make a decision knowing that the pen will fulfill their needs.The next time the “sell me this pen” question arises, go ahead and use these tips. After all, they’re good interview answers that could help you get hired. At the very least, this will let the employer know that you can sell products or services using a consultative selling approach.Learn more about your ad choices. Visit megaphone.fm/adchoices

In this video I share 5 inspirational sales quotes and the meaning behind them. Each one of these quotes can motivate you and your team to make more sales. Learn and implement these - you’ll thank me for it.1) "Every battle is won or lost before it's ever fought" - Sun TzuPreparation is critical for sales. You need to prepare on multiple levels. Do your research before a meeting and understand what the company's priorities are and how you can help them with these. If it's a public company there will be lots of information available for you but remember that the company will seek to put a positive spin on most information it releases so dive deeper and read analysts reports so you know what those inside the company are really talking about. Your research should include:- understanding how the industry works- understanding how economic forces affect the industry- knowing how the economic forces affect your client- knowing how industry forces affect your client- the internal dynamics of the company and what customers and staff say about it2) "The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack of will" - Vince LombardiThe way you approach your work will determine your success. You should have an iron will to succeed at all costs as long as it's legal, moral and ethical. That's a will to win, and that's how you get ahead in sales.3) "People don't want to buy a drill. They want a hole" - Theodore LevittNobody cares about your product or service. People only care about the outcome that's important to them. That's why this is such an inspirational sales quote. Find out what they want, then focus on selling that! The extent to which you can identify and fill your clients’ needs and wants will determine your success in sales. Don't make the schoolboy error of selling products and features - sell benefits and outcomes.4) "The secret of getting ahead is getting started" - Mark TwainAlways take progress over perfection. Your goal should be to start something new and move forward as rapidly as possible. Have a sense of urgency at all time. Remember, mistakes may happen, but if you're moving forward you can adjust quicker than your competition. It's difficult to adjust if you're static and you don't have the momentum. Attack new methods with vigour. Be first, be fast and you will win!5) "Grow up, show up and you'll blow up" - Dave LorenzoMy favorite quote of all :) I might be biased but heck, if you stop making excuses and do what you say you'll do, you'll be successful. Stop making excuses, keep your commitments and your word to your clients, forget about excuses and get going! This isn’t just an inspirational sales quote – this is great life advice, period!Learn more about your ad choices. Visit megaphone.fm/adchoices

Religion and sales don't mix.As a person of faith myself, let me start off by saying this.There’s nothing wrong with being religious.Your spirituality is your choice, but the business setting is not where you should be spreading your faith.I see plenty of people in sales and in business make this mistake. Don’t use your business as a platform to spread your religion. You’re going to be working with people from all walks of life in business, and many of them may not be religious or follow a different faith than you.Using your business to spread your faith can get in the way of building effective relationships with clients.The last thing you want to do is alienate any of your following.Learn more about your ad choices. Visit megaphone.fm/adchoices

Credibility is a vital part of any sales relationship.When first meeting any new client, it’s essential that you start establishing credibility with them right away.You’re an expert at what you do, and you want to make sure any prospect knows this right from the start.When all other factors are equal, a prospect is going to pick the person who seems like they know what they’re doing.So how do you position yourself as the expert in your industry?In this show I talk about how to establish credibility with new prospects as well as the importance of becoming an expert in a given field.Remember, sometimes the only differentiating factor between you and your competition is your perceived level of expertise, so make sure you stand apart from the crowd.Learn more about your ad choices. Visit megaphone.fm/adchoices

A good marketing plan is essential.For businesses of all types and sizes, you’ve got to have systems and objectives in place that help you get customers all year round.And one of the most important parts of your plan is to identify your target client.In order to consistently get clients, you have to know who you’re going after, so identifying your target customer is a vital part of the plan.In this show I talk about some of the most important things to include in your business’ marketing plan.Learn more about your ad choices. Visit megaphone.fm/adchoices

When prospecting for sales, you’re often going to get prospects who come out of the gate with one common question:“How much will it be?”For many people it seems like there’s an easy answer, all you have to do is give your price. But if you want to consistently close the deal in this situation, you’re going to have to take a different approach.Giving a prospect your price right away lets them compare you to your competitors without any context for why you’re the better choice. Before you ever name a price for your services, you need to make sure the client understands your unique value.In this video I talk about how you can overcome this common objection in sales and consistently close the deal.Don’t be fooled by playing into this question. While it might seem harmless enough, it’s actually a sales objection in disguise. And like any sales objection, if you want to make the sale, you’ve got to learn the right way to respond.Learn more about your ad choices. Visit megaphone.fm/adchoices

In order to accomplish your goals in sales, you need to know how to motivate yourself to be productive. In this show, I share a few tips that will help you to focus on your sales dreams.Now, motivation is personal so you’ll need to figure out what works for you; however, these are some things that have worked for me:The first tip is to immerse yourself in the world that you want to occupy in the future. For me, this meant that because I wanted to buy a bigger house, I drove to the neighborhood where I wanted to buy it. I looked at the houses, drove up and down the streets, and ate in local restaurants. I did all of this so that I would get used to the idea of living there.The second tip that will help you learn how to motivate yourself to be productive is to treat yourself well. This is key if you want to accomplish your goals because you are the most important person in your world. Specifically, start treating yourself the way you want to live in the future. Stay in a suite every few trips that you take; fly first class every once in a while. Convince yourself that you deserve the things you want.A third tip is to create a success routine. What did you do to attract your best client? Figure out the things that make you effective and do those things every day. This way, as long as you’re doing that routine, you can be sure that you’ll accomplish your goals.Learning how to motivate yourself to be productive isn’t necessarily easy. Everyone uses different strategies. However, the tips in this video have helped me immensely and I encourage you to give them a try.Learn more about your ad choices. Visit megaphone.fm/adchoices

The key to knowing how to make your business better comes down to removing the things that cause friction. In this video, I talk about several business improvement ideas that can make your business or law firm work more efficiently.The first idea is to focus on your strengths rather than your weaknesses. At a certain point, it will take a lot of time and effort to make any improvements on your weaknesses. However, by leveraging your strengths, you’ll be far more productive. For example, if you’re good at speaking, try to book as many public speaking events as you can. Part of learning how to make your business better is to use your talents to your advantage.Another one of my business improvement ideas is to simplify payment. I like to get paid upfront. Many large companies have a net 90-day policy. However, by insisting on getting paid upfront, you can eventually become known for your upfront policy. Just because other people accept later payment doesn’t mean you have to.The third idea is to communicate effectively. Too much is better than too little. Keep your clients in the loop. If you do happen to have a client who asks for frequent updates, be sure to tell them something even if you have no new information. You can send out a weekly email to let them know that there’s nothing new to report.Learning how to make your business better will ultimately make you more efficient. By using some of the business improvement ideas from this video, you can eliminate all those things that cause friction.Learn more about your ad choices. Visit megaphone.fm/adchoices

If you’re using LinkedIn to grow your business, I want to give you a key piece of advice.Stop hunting for connections.While it may seem like a no-brainer to get all of the connections you can on LinkedIn, I want you to ask yourself.What do all of those connections for you?If you have hundreds(or even thousands) of connections on LinkedIn, that means you’ve got to be accepting requests from people you don’t even know.When you clutter your account with tons of meaningless connections, you’re taking away the value you can get out of the platform.LinkedIn is a great platform for sales, but you have to know how to use it. Don’t get me wrong, there IS a way to prospect with LinkedIn, and gaining a base of followers is great for business.But if your marketing strategy for LinkedIn revolves around getting as many connections as you can, it’s time to end that now.LinkedIn should be used to create just as meaningful of a relationship as you would in person, not to get the largest number of meaningless connections you can.Learn more about your ad choices. Visit megaphone.fm/adchoices

Wouldn’t it be great if you had the exact right question to ask to start a sales conversation? What about asking a client for money or finding the right words to get the client to tell you all of his problems and disclose his budget.Join me as I reveal the exact questions you can ask to help with all of these situations and more. This episode of the Do This Sell More Show is guaranteed to make you money.Learn more about your ad choices. Visit megaphone.fm/adchoices

Are you ready to discover five ways to add more value in sales? Are you ready to deliver more to your clients? Are you ready to deepen client relationships and increase lifetime value?That’s what this episode of the Do This Sell More Show is all about.In sales, there’s a universal truth that we all know.You need clients.It doesn’t matter what you’re selling or how you’re selling it. If there’s one thing you need to keep your business afloat, it’s a steady stream of clients to do business with.But there’s a problem with how the vast majority of people approach networking.Listen to this episode of the Do This Sell More Show for more.Learn more about your ad choices. Visit megaphone.fm/adchoices

When pitching an idea to a company, what do you say to close? In this show, I describe how to close a sale every time using a series of five statements and questions.https://youtu.be/3NVnHnT37x8First, remind the client of the problem that they’re having and then offer to help with that problem. The client will ask what you can do for them. You can tell them exactly what you have to offer.If the client seems lukewarm about you helping, ask why you aren’t working together if it’s in their budget and you have the solution. This statement will preemptively thwart many of the possible objections.If you reach this point in pitching an idea to a company and they say they don’t know, suggest that they just give it a try. This simple suggestion is key to knowing how to close a sale every time. This is because if it works, they’ll be thrilled and will want to buy.If they still don’t agree by the time you offer to give it a try, ask them if they’d work with you if it were free. If they say, yes, show them what the return on investment will be. Offer them a deferred payment plan, which will allow you to demonstrate that return on investment.If they don’t want to work with you even if it’s free, just offer to be friends. Now you’ve taken the pressure off of them and they’ll feel much better about the prospect of making a deal.If you’d like to know how to close a sale every time, try this progression of statements and questions. Next time you’re pitching an idea to a company, these magic words will help you get the most out of your relationship.Be sure to listen to the podcast and download it using the player below.Learn more about your ad choices. Visit megaphone.fm/adchoices