Book 4. Day 150: New Sales Simplified

In sales, are you a “yes sir”
A follower?

Easy being safe to follow the crowd and the rules?

Or risk breaking out the mold, but also connect with customers?

Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg.

This is a summary of what Mike appears to be a great example:

He selected 4 professionals to remodel his kitchen, all 3 came with similar approaches.

Bought nice binders, brochures and recommendations from customers.

But Their “pitch” were all alike…

Came in the 4th guy…

No brochures!

Went to the kitchen and then oddly points to a far wall.

He runs out to his truck and comes back with a little saw

Just before cutting and without permission he was assured that the kitchen is to be remodeled.

He cuts a hole big enough to insert his mirror and flashlight.

Then sat down and asked: “What is your vision for this room?”

Mike’s wife shared the vision – “island with stools and the children being there eating”

The 4th guy won the business!

Slam dunk!

The boldness and sales ability won him and set him apart…

By sales law, an initial meeting shall never be a presentation.

Never!

If you don’t get you a chance to probe?

Turn that initial meeting into discovery…

Monday Motivational Meeting

Take a look at our Sales Motivation Training at The Mint Capital.

We have a weekly Monday Motivation Meeting with our fantastic loan officers at The Mint Capital.

At The Mint Capital we motivate our loan officers.
At The Mint Capital we train our loan officers.
At The Mint Capital we value our loan officers.

Reach out to inquire about our incomparable culture, support, and growth opportunities.

Book 4. Day 149: New Sales Simplified

Maturity is being to hold two opposing views in your mind at the same time

While we constantly want to grow and be better…

I’m still doing the best I can.

I’m also acknowledging that Im OK now…

Because I want to do more does not mean that I’m not good enough…

It’s not a negative perception…

It’s acceptance of reality…

No matter how much you will have its within us always

To evolve and perfect ourselves to want more…

Don’t forget to be happy with what you have!

Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg.

Break the Mold to Set Yourself Apart

For those of you who are rule followers and low conflict…

Those who always follow by the book.

This idea of non-compliance might be uncomfortable for you…

I’m talking about just playing safe and doing what everybody is doing.

Pitch way! It’s much easier…and also safer.

But let me tell you that there’s nothing safe going head to head with competitors…

Don’t you think they are also TRYING to differentiate themselves?

Complying with every request is not the goal.

The objective is to win the business.

And in order to win?

Is to understand the prospect’s situation before rushing a presentation…

Set yourself apart…by using this methodology.

New year’s resolutions

You can’t lose 100 pounds in ONE WEEK. 
You can lose ONE pound per week, for 100 weeks.

Same goes for you, my fellow salespeople. 

When you start the new year, with renewed energy, don’t cram a 100-hour work week on Week One and then feel burnt out and work only one hour the following week.

The Jewish New Year was upon us. Everyone had their New Year’s resolution. 

A loan officer said to me, “I have new energy, full of life. We’re gonna do this!” 
“I’m gonna hustle 80 hours a week,
I’m gonna call my people.
I’m gonna be disciplined.” 

I say to him: “My friend, I don’t want your roller-coaster. I don’t want your ups and downs.
I don’t want your 80 hour work-week.
I don’t want your 10 hours-a-day cold calling.”

“I need consistent work, every day.
With persistence.
With resilience.
With self discipline.”

Slow and steady wins the race.

LinkedIn: https://www.linkedin.com/feed/update/urn:li:activity:6724273089141628928/

Book 4. Day 148: New Sales Simplified

“Just the way things are done”
It’s a new reality many in sales must face today…

Which is – Being prevented from meeting with prospects to understand their situation before presentation…

That’s right!

Going in blind and expected to “spray and pray”

How would know you know what to pitch if you are unsure about the prospect’s situation?

Why are you invited to pitch in the first place?

What do we do?

We convert that first portion of the presentation into the discovery session!

Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg.

Here are short powerful phrases of the agenda:

“So, in order for us to present the most relevant and valuable information to you, we’d like to take the first fifteen minutes to get a handle on why you invited us in and what you’re facing in your business today—including threats, opportunities, shifts in the marketplace.

“We understand if you may not want to “go there,” but sometimes clients like to share on that point, so we can incorporate the pieces you like and stay far away from those you don’t”

“Then, based on what we hear, we will be able to spend the remaining time presenting our best and most appropriate stories, examples, and methodology”

Sales vs. support

Parkinson’s Law is the old adage that “work expands to fill the time allotted”. 
Put simply, the amount of work required adjusts to the time available for its completion.

This is relevant to a salesperson, usually in time allotted to do sales versus support.

There is the sales part: prospecting, meeting the customers and making the sale.
Then there is support of the sale, after the sale.

Both are important and need to be done. 

Naturally, most salespeople get sucked into the support part. 
It has less resistance. It is more urgent and demanding. 

However, in sales you need to be self-motivated to go out there and meet prospects.

Some salespeople will naturally be inclined to support their clients. 
It’s more demanding. 
There’s accountability.

They end up side-lining the sales. 

Sales need to be worked on every day. 
With discipline.
With persistence.
With resilience. 

If not done the Sales with discipline, persistence and resilience – your Support role will demand the 100% of your time.

As Parkinson’s Law states: If you give 2 hours to complete a task, it will take 2 hours. However, if you allot 2 weeks to complete it, it will take 2 weeks

You cannot Support, Sales you haven’t made!

How much time do you a lot for Sales every day?

LinkedIn: https://www.linkedin.com/feed/update/urn:li:activity:6723909254597685248/

Book 4. Day 147: New Sales Simplified

What happens when it rains?

A little discomfort?

The fact that my clothing got a little wet…

Why should that affect my mood?
Why should it affect the way I’m going to eat now or the way I should take calls?

“I want dry, I want this, I want that before going to my daily task.”

When we truly mature, we learn to compartmentalized…

What’s the solution?

Stop wanting!
Stop those attachments!

Be with the flow…

If you have it? Good for you…
If you don’t have it…then you don’t need it.

Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg.

So basically, when know you about the customer you can easily design your sales story.

Before a big meeting, you get a presentation from the customer…

When they only give you that meeting for the “presentation”?

Then use it for your discovery!

Remember, discovery precedes presentation!

Include in the agenda the company intro – at least 3 minutes then start asking crucial questions before the actual “Pitch”

Information like: THREATS, OPPORTUNITIES, and SHIFTS

That their business is currently facing…

This for sure leaves a memorable impression.

Quarterly bonus distribution

We just distributed almost 100K in bonuses!

On top of our very competitive general package for loan officers, we have quarterly bonus distributions.

To celebrate the achievement of our goals, we reward our LO’s in a big way that makes a significant impact on their lives.

This quarter was record-breaking again!

And it’s racing up, with more and more loan officers continually doing it better than ever!

I am so grateful for every one of our team, for their hard work and dedication. I couldn’t think of a better way to show it.

We are excited about a smashing Q4!

LinkedIn: https://www.linkedin.com/feed/update/urn:li:activity:6722823099626123264/

Book 4. Day 146: New Sales Simplified

I’m amazed myself!

With all the motivational talk…

By nature, everything rust! 

Same thing with the mind…

So easy to just drop it…

Whether its exercise or your daily disciplines.

You got to prioritize the must do’s before the like to do’s…

From my personal level…

I got to do what I got to do…

What are my self-disciplines? 

My undertakings?

MY commitments?

My friend, keep oiling and priming it…

What are the routines that you do to create new habits? 

Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg. 

When the Prospect will not meet you before presentation?

In most cases, especially if your a small company – targeting big corporations…

There’s a lot of rules the prospect prohibit you from even speaking with decision makers…

Numerous guidelines and request proposals needed to be met before you can even step in the door of discovery and presentation stages.  

Wrong and Stupid!

It’s intentional! And they are totally fine with generic responses…

They chose a lesser solution…in the name of control for buying and selling.

How would you know what to pitch if your unsure about the 

prospect’s situation? 

Hiring an assistant

AT WHAT POINT IN YOUR CAREER SHOULD YOU HIRE AN ASSISTANT?

The short answer is: it depends on which industry and how much are you willing to invest.

The long answer?

If you are a salesman new in your field, and cannot afford to hire help, you need to know everything BEFORE hiring someone to do the stuff (that you are supposed to be doing and don’t know yet how to).

You should not hire an assistant before you know the entire system of your business.

You should work for a good couple of months.

Break your head and figure it all out before hiring.

However; if you are an entrepreneur who has the money to invest in your startup, then you SHOULD hire talented individuals early on.

Surround yourself with talent to accomplish those tasks that you don’t know how to do.

Beginnings are never easy.

In any industry. 

Sometimes, one must learn the hard way. 

Whenever you hire, remember to invest in talent.

As Carl White says: Write the small checks (to your assistant) to make the big checks (and big deals).

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