Book 4. Day 76: New Sales Simplified

Does your story align with reality?

Do you need 4 color handout pages to relay the story to prospects about the company?

Or just a minute or two to strike the “peak of the story” and start a dialogue?

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

Salespeople? Sales teams?

Aren’t we all in the frontlines?

We know full well – we are accountable when dealing with the company…

Yes! we all need to tell a compelling story…

But it needs to be true…need to be real…

A story that does not align with reality is bound to crumble.

Consistency, integrity and reality are all factors for an effective story.

Use me!

Use me!

Yes, use me – I like that word.

I first heard it from Oprah Winfrey, in case you don’t know who that is, she’s the first African American female to become a billionaire.

(I have a weak spot for self-made billionaires, I just can’t help it😉)

As a young child, she went through hell – she says that this was her prayer to God – use me!

And that’s a good way to approach the world.

Mr. customer, Mr. referral, partner – I love my job, I love numbers, I love mortgages – Use me!

I’m here at your service.

And that’s a mindset.

A shift in mentality and feeling in the way you show up.

And you come up with new enthusiasm.

It’s not about somebody rejecting you

It’s not about call reluctance.

It’s not about your ego.

If somebody rejects you then – tough luck for them.

They didn’t earn the right or deserve to get your service

Your service level and commitment and loyalty that you give to everyone

Do you get it?

That’s a shift in your mind which ends up being a shift into your enthusiasm

A shift in a way you show up and you approach and you make your phone calls.

And you show up with the enthusiasm on the phone and in your meetings

Yes, I am a channel.

Use me!

Mindset you need to have

“I feel like a beggar”

”I’m trying to squeeze deal”

”I’m trying to make some money out of them”

Noooo!!!

Being good at sales is all about the mindset.

You can’t give what you don’t have…

You need to have the right mindset for yourself first.

Then you can share it with others.

You are here as a channel for helping people with their needs and possibilities.

Things keep on changing in their life, and in the industry.

You always bring them the best, relevant, up to date #information.

“I’m here to get you a better life”

”To get you into your new house”

”To improve your lifestyle”

Whatever it is.

I always tell my loan officers.

As a loan officer, in the Mint Capital especially, you know more than 99.99% of the people out there about residential home mortgages.

Because you are always connected to the company, to the helpdesk, to the WhatsApp and email groups, and all the other loan officers.

That’s a combined experience of more than a hundred years.

You’re here to bring the very best information to the people.

That is exactly what it is…

That’s the mindset that you need to have.

That’s how you need to feel about yourself when you show up into the world, in your role as a loan officer.

Book 4. Day 75: New Sales Simplified

Does everyone in your company sing the same hymnal?

If I were to ask: “What can you tell me about your company?”

Do all of your salespeople express a unique and coherent story?

Storytelling is that critical.

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 are built on pieces of the story:

Marketing letters
E-mails
LinkedIn profiles, and
Telephone call outlines
Voice mail scripts
Initial sales calls
Presentations
Proposals

Anything else you’re going to do?

You need a good compelling story to built it on.

It’s our best opportunity to set ourselves apart from the competition.

This is the best position for ourselves as experts, value creators and problem solvers.

My friend, how do you design and create your story strategically?

We are not perfect!

We are not perfect!

We can never be perfect!

And it will never be perfect!

The best systems in the world are never 100% perfect.

On the outside, it may look functional and #great.

But when you sit into the meetings, do you think that those companies are not dealing with issues?

Imperfection…
Problems…
Bugs…

Of course, they are…

I hereby officially acknowledge that till the last day of my life – I will not be perfect.

I used to call it proudly imperfect.

As long as the person feels that they are relatively perfect, they are busy defending themselves whenever there is a slight or potential criticism.

And becoming all emotionally excited about how the other person is wrong and I am right – because I am being relatively “perfect”.

Therefore, my friend, It’s an important awareness that you should have if your working on your personal development.

And a salesperson – you are!

To acknowledge that you are not and you can never be 100% perfect.

So stop trying to be perfect, no one is!

How does this relate to sales?

Your list
Your software
Your offers
Your script
Your time of calls
Your suit

Nothing will ever be 100% perfect.

“Perfection is the enemy of good.”

As I always say, be functional first!

Book 4. Day 74: New Sales Simplified

How good are the references given to me by salespeople themselves?

Of course, they would pick references that would give them positive information about them…

If possible, I would get sources outside of their spheres of influence.

Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg, References, and all the sales weapons in the arsenal.

A stockpile of available weapons to launch a new business sales attack.

Our role is simply to fire them, when appropriate, to help advance the sales effort.

  1. Sales Story
  2. Networking
  3. Social Media
  4. Email
  5. Proactive Telephone Call
  6. Voicemail
  7. Traditional Printed Marketing Materials
  8. Digital Marketing Tools: Blogs, Podcasts, Online Videos
  9. White papers and Industry Experts
  10. The Initial Face-to-Face Sales Call
  11. Probing Questions
  12. Case Studies
  13. Samples and Demos
  14. Trade Shows
  15. Facility Tours
  16. Team Selling
  17. Entertainment
  18. Presentations
  19. Proposals
  20. References

Which of these weapons are most applicable for your own new business sales initiative?

Which few weapons, if mastered, could most dramatically improve your effectiveness?

The small box number

Top producers are making calls every single day!

They call contacts on their birthdays.

They make annual check-up calls.

They call to give in process updates.

They call pre-qualified prospects, retailers, and referral partners.

Being a top producer is not easy.

If it was, everyone would do it.

But while it may be difficult to execute, It’s not complicated to understand.

It’s all about closing more deals, by getting more referrals, by forming stronger relationships.

Making phone calls and building trust.

So coming back to the small box number.

What is your small box number?

I’m always telling my LO’s, we are mortgage advisors.

What does that mean?

We have a responsibility to our clients.

We get them into their homes, we helped them finance and realize their dreams.

Know your responsibility and approach it that way.

A mortgage advisor is a trusted advisor.

Live up to your responsibility on a human level.

Alright my friend, keep it up.

Keep up your great work.

It’s a great industry, a great time with these rates to be in this industry, with a great company.

Yes, it’s harder now.

But, loans are happening.

Both purchases and Refinances.

Keep your heads up, keep smiling, move forward. 54321!

Just keep moving forward.

Book 4. Day 73: New Sales Simplified

How do you structure your proposals with each of your prospects?

Do you include objectives? 

The budget?

The urgency to solve?

Your Unique Selling proposition?

Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg, Proposals as one of the final weapons to deploy. 

From Warren Greshes’s book “Best Damn Sales Book”.

When these proposals are sent into your inbox from strangers. 

They appear mysteriously and randomly.

What’s the percentage of it being closed? 

Zero!

It’s not about just shooting those emails.

Find out if there’s a need and a potential. 

Similar with presentations – it should be well crafted. 

Take it from lawyer templates – a lot of copy pasting and changing of names and addresses.

Proposals in a way could be similar – the writing skills should be honed. 

Don’t know how to do it?

Get help from other experts (or Upwork) and a lot of other sources. 

Spend once and then use it again and again…

Lastly, proposals should be followed with phone calls!

They are bound to have questions regardless of how well the proposal was created. 

Key in life to functionality

Remember “The key in life is to BS yourself to functionality. Lie, cheat, and steal yourself to positivity.” – Lou Landau

Oh, but didn’t I already share this?

Yeah, so every day has to be something new?

When you come to a restaurant would you like them to try a new recipe every day?

When you have something that’s working for you, make it your routine.

You should not try to change it every day!

It’s not about the new flavor, the new quote, and how cute can I be today.

It’s about staying consistent on the things that work, with little improvements.

So this model has so much truth and depth to it!

And most importantly it works!

When you have something that works for you, don’t try to fix it.

The foundation, that I don’t have to have a new twist, new cutie slang, and phrase every day.

Try to live by a few good rules, make it your routine, and that’s how you make it a more successful life.

Book 4. Day 72: New Sales Simplified

How do you give a killer presentation?

The content of the message?

The beautiful designs of each slides?

The time you put in rehearsing the whole thing?

What’s that “wow” that makes your product come alive into your prospect’s eyes?

Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg, we talk about Presentations as part of the sales weapon.

This is indeed true and based with my personal experience.

He is talking about powerpoint presentations, pdf’s, Print it whatever it is…

There’s a lot that goes in there:

-Pictures
-Wording
-Flow
-Look and Feel

The Art and Science!

Then partnered with the right way of delivering it!

-The Right Words
-The Right Posture
-The Choreography

Like a show!

Other companies present lavishly costing thousands of dollars

The beautiful papers and colors – almost like an expensive binder.

Perhaps it’s worth it?

In self promotional marketing field.

They used to talk about creating a kind of business cards.

That prospects could never throw out because of it’s masterpiece!

I’d say do the same on presentations.

Make it a masterpiece that the prospect can’t get himself to throw it out.

My friend, How do you create your masterpiece presentation?