Book 4. Day 84: New Sales Simplified

“So what?”

When salespeople lead with statements such as:

“We make”

“We are suppliers”

“We do this, that and the other thing”

Buyers immediately think “so what?”

Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg, Sales Story as the most important weapon of all.

You hear this from people a lot.

Walking on the streets, people on their phones or in a coffee shop.

“I” this and “I” that…blah blah blah so what?

Sounds cynical.

In sales, when you engage with a prospect.

Most likely they have an existing supplier…

And you coming into their life is also more work for them.

Researching and making decisions.

Why do they need it?

Why do they need you?

Life is busy enough without it.

In all likelihood, your prospects think they have it covered.

We are not earning a spot on a crazy-busy prospect’s
calendar by talking about our offerings.

Only when we talk about something that matters to them.

The limitations you fight for

”The limitations you fight for, you get to keep”

~ Jim Kwik ~

The self-limitations.
The limiting beliefs.
The pain.
The suffering.

All of those things.

Everything you fight for.

You get to keep.

Stop fighting for them!

Let them go!

Allow your self to have some magical thinking!

Feelings and beliefs that things can change for the better!

You are all great people.

Absofrickenlutely!

I believe it with my whole heart!

A billion percent!

We are all great people, and you’re making a difference.

Whether you realize it or not.

Keep it up!

The richest man in Babylon #3

Another great point from the Richest Man in Babylon.

I’ve also heard this from David Ekstein the founder of the famous Brooklyn Financial Group

It was like 20 years ago, he said to me:, Lou, ”it’s amazing what you can accomplish with a few million dollars in the bank”.

And in the book, he says it like this, when there’s a big purse, how you feel differently when you have financial security.

And all the psychologists know this when there’s financial insecurity, a lot of issues coming up.

Unfortunately, it’s true for many of us.

Because to have that level of faith, that I’m taken care of even if I don’t have a penny saved, takes a lot of work, most of us are not there, unfortunately.

So when you do have that cushion, suddenly there’s a lightness in your heart.

The confidence in your heart, in your mind, in your work, in your #showing up to the customers.

You talk like a secured person, it’s a different world, and I can tell you on that with so much certainty because I’m talking from experience.

Start putting away money, 10%, 10%, set up an account now.

And watch what happens.

To your success my friend, to your tremendous great success!

Book 4. Day 83: New Sales Simplified

Think for a minute.

What makes a story interesting or compelling?

Wouldn’t you agree that stories that are most captivating.

Are the ones that you can imagine yourself as part of it?

Or perhaps jealous that you are not?

Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg, Sales Story as the most important weapon of all.

All about them.

All about how your product could help them.

If you’re not aware, if you come into presentation.

And you’re also just busy with “what’s in it for me?”

That won’t work well.

Especially, when customer’s are in charge…

When they have the control…

The power to choose.

Put away your own interest.

Therefore my friend, consistently focus on customer’s needs and issues.

“To get what you want, it’s in your best interest to look and focus on client’s best interest”

The richest man in Babylon #2

I got this question a lot.

So, I want to put away money, but, and I have a lot of debts.

What should I do?

Another great point from The Richest Man In Babylon.

If somebody has debt.

Then he needs to put away 20%

What?

Yes!

If you have debt, you need to double your savings.

10% towards the debt, and 10% towards – as discussed in the previous post – what you have to do anyway, for yourself.

Having debt is no #excuse not to do it, on the contrary, double your savings.

That’s how it’s done, and it works, believe me on that.

The next step is.

You make your gold work for you.

Invest. . .

Of course, be diligent with the kind of investments you do.

You only make an investment that is in an industry you fully understand.

Don’t give a bricklayer to go look for diamonds.

But you could have a car dealer invest in cars.

Watch for risk, the investment should be strong, something you understand.

And that’s how you get your gold to work for you, and as he calls it, have children for you.

Your investments should bring you monthly income.

But it all starts with you putting away 10% off the top.

All other expenses will settle in

And that 10% is available for you for investments and make it work for you.

The richest man in Babylon #1

Stepping outside my role for a min.

In a discussion with my LO’s, we were discussing financial future.

The importance of having a savings account where you put away a certain percentage of your earnings.

Thinking about it from an investment perspective.

There’s a very famous book, from about a hundred years ago, a huge bestseller, called The Richest Man In Babylon

It has a couple of stories, parable style as if it would have happened in Babylon.

The Richest Man in Babylon gave financial advice.

The first piece of financial advice was that 10% of what you earn should be yours.

The guy asked: “what do you mean? Everything I earned is mine”

He said: is it?

Part of it goes to the house, to the mortgage, to utilities, to the grocery.

What are you left with?

So he says: 10% minimum should be yours, you take it out from the top, as soon as it comes in, and you will find that you will cover all other expenses from the remaining.

So what you need is a bank account whether its just a second bank account, or a stock market account, even a PayPal account, anything, 10% of what comes in goes automatically in a separate bank account.

Believe me on this, start this even when you are still earning very little, and your hardly making ends meet.

Book 4. Day 82: New Sales Simplified

Sales is not accounting!

We cannot just work the process throughout the day!

Even when we’re feeling down.

How satisfied are you with the sales story you currently use?

Do you view yourself as a problem solvers?

As a value creator?

Do you consider your own level of confidence when you engage with a prospect?

Sales performance is as much a matter of the heart as it is of the
mind.

Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg, Sales Story as the most important weapon of all.

Our job requires:

-connecting with people
-building trust
-capturing attention
-demonstrating passion
-enthusiasm

A total game-changer for the entire sales organization.

When our story is right, it puts the proper mindset for new business.

If you sat down with a few key executives and salespeople and asked each of them to share your company’s story, what would you hear?

Book 4. Day 81: New Sales Simplified

A premium price requires a premium story.

How many times have we heard the lament:

“We lost it on price” from a defeated salesperson?

In sales, Is that we are paid for?

Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg, Sales Story as the most important weapon of all.

If they had the lowest price, sales skills really wouldn’t matter, would it?

In other words, It’s the easiest way to create a sales story on:

“Hey we’re the cheapest price in the market”

In this way, you are not forced to create a relationship.

You’re not forced to do more than that.

If they had the lowest price, sales skill really wouldn’t
matter, would it?

Now, where is the value?

What am I more valuable?

What is my unique selling proposition?

How do I deal with the customers?

  • the issues
  • the pains
  • the problems
  • the opportunities
  • the results
  • the needs

How do I craft my sales message that craft my sales message for the customer?

Articulating value is our job.

Change your thinking

I’m a mess.
The company suks.
The manager is an idiot.
The product is bad.
Too expensive.
Too much competition.

Stop!!!!!

The way you think, that’s where you’ll end up!

Everything starts in your head.

So why not change you thinking?

Imagine if you think like this.

I’m good!
I’m smart!
People like me!
I’m an excellent salesperson!
I know my products!
I love making phone calls!
I love working at this company!
I love my family!
I love my house!
I love my community!
I love everything that’s happening!

Absolutely, there are some imperfections.

There are things that I want to improve on.

But it’s fine!
I’ll survive…
I’m a strong person.
I’m strong internally!
I got this! I change!
I progress!

That’s the way of thinking you need to play in your head over and over.

That is what your affirmations need to be.

Pick a line and play it over and over!

Everyday!

And change your thinking for good!

What’s playing in your head?

It’s 2:30 AM

It’s 2:30 AM

I just finished 6 hours of clean focus.

We’re revamping our training system.

Accomplished a LOT.

It feels really good.

A few things that come to mind.

“If you love your job, you don’t work a day in your life.”

And the only way I could do this, be so focused for so many hours, so late at night, and feel exhilarated by it, is because I love what I do.

We have such a great company environment, that it’s just pure pleasure coming in to work.

In the typical business world, such a project would have been a lot of pressure with hard deadlines, etc.

But, we don’t work that way.

We always come back to our core values.

“Rome was not built overnight”.

Acknowledge the great work that we are doing.

“If you’re easy-going, and you feel good, then you can have so much more capacity”

And of course, it’s common knowledge, but very few companies out there apply it to their people.

When you take it easy, there’s space in your brain for your creativity to flow, to call upon courage! to do what we got to do as salespeople.

But if your system is taken over by

Pressure

Fear

Depression

Anxiety

Negativity

Then you’re not yourself – you’re not running at full capacity.

You don’t have room, you don’t have creativity.

Leave room for creativity!