Book 4. Day 102: New Sales Simplified

How you sound is really important during a phone call!

You probably won’t win an award for that thought…

Buyers easily form opinions about you and the company.

Based on the sound of your voice!

Whether that’s fair or not?

It’s reality!

Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg, “Your Friend the Phone”.

The problem?

Most salespeople on the phone, sound like salespeople!

Remember, they cannot

-see your facial expression

-body language

-expensive shirt

-shined shoes

And another problem is, other salespeople create a different “sales voice”?

Who taught people this trick? Salesy voice is effective?

Ridiculous! More of hurting them than helping…

Not to mentioned, being overly respectful and too formal.

This positions us to be subservient to prospects!

Think of them as equals!

Don’t misinterpret the message – baseline is being respectful and professional.

How would they view you if you think of them as if they’re on a pedestal?

Speak as naturally as possible!

If you’re too busy, you’re doing it wrong!

“If you’re too busy, you’re doing it wrong!”

Nobody died with the inbox empty, right?

How many of us are too busy?

Not enough time to go out there prospecting…

So, whoever you’re going to hire for help.

Make sure they do everything that you shouldn’t do.

So you can do what you have to do.

To produce more loans!

Hiring an assistant might cost you 20 dollars an hour.

If you’re a loan officer with any success, your hour would be worth 200+ dollars an hour.

Assistants help you break out, and frees your time, to go out and prospect more.

You always need to have more time to do what you need to do.

  • More Prospecting
  • More Relationship building
  • More Sales

Of course.

You got to make sure, that the #assistant you hire, is a person you enjoy being around.

If they don’t fit in, don’t be afraid to let them go…

You want to be focused on prospecting and lead generation.

You have the responsibility to look out for those families that need your help.

If you stay busy doing all the work, how many people will you be able to help?

Busy kills…

Work smart, not hard!

Book 4. Day 101: New Sales Simplified

Admit it!

You hate the idea of calling your target accounts!

You picture the phone ringing at home…

You cringe seeing yourself as the:

-scripted

-droning

-headset-wearing telemarketer

-disturbing someone with an unwanted intrusion.

Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg, “Your Friend the Phone”.

My friend, your mindset matters!

You are an important business person.

A representation of the company whose product and service has great value!

You are a professional problem solver…

If you are going to call somebody telling them that they won the lottery…

Would you hesitate?

Of course not!

Even a 100 calls is not a problem!

Also, another point is that if you are working in a place curing cancers.

Would you hesitate to call cancer patients?

In the mortgage business, we deal with this a lot!

With rates so low…

Calling your local Mint Capital broker for more information.

We really do have the lotto for the person.

We bring them more money at a better rate than ever before!

When you think of proactivelly calling because you want to help?

Everything changes! Mindset changes!

Particularly believing that customer will be better off working with us than someone else.

You can’t choose how you feel

“If you are stuck at a problem, don’t just sit there and look at it, start working on it, the mere fact of working on it, will get some new ideas flowing”.

A powerful quote that Mark Manson brings from his high school teacher.

Like Mel Robbins in The 5 Second Rule, talks about the 54321 act.

“You can’t choose how you feel, you can only choose how you act”.

And we also know this from the Talmud, “A person is drawn towards his actions”

The bottom line is, you can sit and be paralysis analysis for months and years on your life problems, but when you start working on it, acting on it, things happen.

Life is a program of action, you act, you move towards things, and things happen.

You can never foresee in advance what will happen.

The author even goes as far as to say “action is the first thing in the chain”.

It’s not like most people think inspiration, motivation, and then action, it’s the other way around.

It’s action first, inspiration, motivation will follow.

In other words, always move, move your body, move! do something, do action, sort of towards in the direction that you want to be going, inspiration and motivation will follow.

Don’t just sit there, do something, the answers will follow.

Just Do It!! – Nike slogan

Learn from Nature

Good Monday morning!

What a beautiful summer morning.

The greenery, the lake, the sky.

Like the famous saying, “Learn from nature, it doesn’t rush, yet everything gets done”.

I always questioned this.

Everything gets done, what does that mean?

How do I know what had to have gotten done…

I don’t know what should have been happening…

And that is exactly the answer.

Whatever happened, had to get done!

If it didn’t get done, it didn’t have to happen.

And that’s one of the great attitudes of life.

Don’t push it, go with the flow.

Of course, we need to do our work, but we can’t control the outcomes.

We are slightly in control of our day to day, and that’s the work.

But the actual outcome, very little is in our control.

I always say, write down your goals, keep it in front of you, look at them daily… only because we forget.

We are creatures of forgetfulness, we forget, and we need to remind yourself. Otherwise, we would have new goals daily.

But, don’t try to control the outcome. Don’t get “attached” to an outcome.

And remember, like nature, slow and steady, with your intentions set, keep going in that direction.

Despite the storms.

And everything that happens, is what had to have happened.

Book 4. Day 100: New Sales Simplified

Let me start by admitting it up front!

“I don’t love making proactive calls to new prospects”

But I do it!

I’m very good at it…

I won’t refer to it as cold call anymore.

The term causes such an immediate negative reaction in sales.

For whatever reason, the phone creates all kinds of weird emotions.

Even mental blocks for salespeople.

Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg, “Your Friend the Phone”.

There’s a danger in false teaching coming out of Sales 2.0 camp.

A worst myth that we no longer make proactive calls to prospects.

Gives salespeople a wonderful excuse not to use the phones.

If inbound marketing was a magic bullet?

Anyone who is intellectually honest would admit that:

  • SEO
  • Facebook
  • Tweeting
  • Blogs

All are fantasy plain and simple.

Not sufficient enough meeting new business objectives

Not enough to produce the volume of face to face sales meetings.

These are magificient but not a replacement with one of the most potent weapon of all.

The Proactive telephone call!

The power of full engagement

Do you live my friend?

Whatever you do – is it with full engagement?

“80% of success is just showing up”

Showing up, not just your body, show up with your soul!

Show up to that meeting,
Show up to your family,
Show up to your customer,
Show up to your role,
Show up to nature,
Show up to life,

Show up!

Who controls who?

The mood controls you, or you control the mood?

Feelings follow actions.

Show up with full engagement.

There’s a book from Tony Schwartz – The Power Of Full Engagement

They have a scientific approach to engagement in life.

Having studied thousands of people – what makes people engaged in life.

The mood should not control you, you got to control your mood.

And thereby, controlling your own future.

You choose how you show up.

You show up and you have a meeting with your family, your spouse, your children, your parents, your customer.

It’s not the body that they need there.

It’s your soul,
Your talents,
Your skills,
Your energy,
Your wisdom,
Your smile.

And not just your physical smile.

And most importantly.

Smile to yourself.

“Tell the people, never look at the mirror without smiling” Mike Dooley (of TUT dot com)

Same goes for your own inner self-image, always smile to yourself.

The power of full engagement!

Book 4. Day 99: New Sales Simplified

“What’s your best price?”

“Do you have it in stock?”

A big deal when these are the buyer’s first two questions.

Although the product or service may be perceived as highly price sensitive.

Most salespeople don’t help themselves by jumping to price conversation.

Power statements gives you ammunition.

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

Part of outbound sales call reps make sure that:

  1. They’ve had it with automated voice mail
  2. They want to talk with a real person
  3. We assign them a dedicated account team
  4. Who gets know them and their business

Following client issue statements differentiators:

  1. We are ridiculously easy to work with
  2. From instant account setup
  3. To low minimums
  4. We’re looking for long-term relationships
  5. We’ll never try to oversell you
  6. Or load you up with more supplies than you need

Our sales story is our most important weapon.

When we have a great story, it changes everything.

My friend, how were you framing your sales story for prospects?

What messaging have you been using to capture a prospect’s attention?

Moment of Clarity

We sit with a loan officer, to discuss things, struggles, areas of improvements, things to focus on, discipline, etc.

And, we have this moment of clarity, we’re in a good emotional state, and we make a commitment.

Yes “I can – and I will – do it!” he says.

But then, he gets back to his daily life, his daily activities, the files he’s working on, the support work, and he rapidly loses that moment of clarity.

Even if he wrote his goals down, that 100% commitment of just a few mins ago, goes away, the confidence is gone, doubt has come and sets in, again.

So what’s the solution?

You must make:
1) Small commitments.
2) For a limited period of time.
3) A commitment that becomes non-negotiable to you.

That is self-discipline.

During this time, 2 weeks, 4 weeks, or 66 days or whatever, during this time you cannot renegotiate.

Doubt will come, but you must promise yourself, that no matter what, I won’t stop.

It’s small enough that I could commit, and not renegotiate during this time…

What you know in your moment of clarity,

Life is a roller-coaster, the ups and downs always come, you never expect that you will always be in this mood.

Your commitments need to be something reasonable that you can actually do even on your down days.

Book 4. Day 98: New Sales Simplified

What We Can Do Now?

Power statement is for internal use only!

It provides the talking points or copy highlights…

An invaluable source for creating other sales weapon.

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

Need to write an introductory letter to a prospect?

-Grab the power statement

-Salutation at the top

-follow the same progression

-a headline followed by client issues addressed

-then the offerings

-wrapped up by differentiators

Close the letter by letting the customer know you would love to visit…

Strong talking points are effective confidence booster for sales reps.