Book 4. Day 124: New Sales Simplified

There’s a time to climb…

A time to cruise at altitude and a time to land!

Delivering the power statement is the maximum impact.

It’s the best 3 minutes that you can let it if fly!

Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg, 4th of the 7 Phases of Winning a Sales Call “Deliver the Power Statement”.

When done right, it can be a thing of beauty and magnificience.

Delivering a compelling, client-focused understanding of why prospects turn to us.

It’s where you put “power” in your story.

The act of engagement in a way most salespeople never will.

When discussing issues, pains and problems addressed, pay attention to their reactions.

Look for that wince, that nod or even the hand gesture.

If someone is writing, then you know your into something good.

Expect interruptions for clarifications…

Make your answer brief but careful not to make it into a full-blown sales pitch!

Highlight customer’s interest…the hot button, that is!

Remember, you have the heart of the solder!

We never give up!

You never give up!

You do what it takes, whatever you need to do.

What don’t kill you makes you stronger!

This stage of the sales call delivers the maximum.

No if’s and but’s and no negotiations…do what you got to do.

Book 4. Day 123: New Sales Simplified

They can’t hear you…

Yep!

During meetings, existing customers are not interested in hearing just about anything…

Except, resolving their issues first…

Whether any exciting news or any great products.

Their minds are still processing that displeasure…

Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg, 3rd of the 7 Phases of Winning a Sales Call “Clean Up Their Issues”.

The “Elephant in the room.”

In other words, if there’s an issue with the customer has with your company.

You can go to a sales call before you addressed it…

Answer the issues!

And make that elephant go away…

The attempt to show new products or any progress in the process while they think about unfulfilled promises and poor services is fruitless.

They can’t hear you until you deal with what’s on their mind.

It’s important to clear the air and deal with the junk up front!

Working at the mint capital

At The Mint Capital, we are brokers.

We deal with tens of banks, hundreds of programs, the best rates in the country, the best rates in the world!

You want to check all of this out.

If it could get done, we can do it!

Our compensation package and bonus levels are insane!

LinkedIn: https://www.linkedin.com/feed/update/urn:li:activity:6707595589347012608/

Book 4. Day 122: New Sales Simplified

Ever taken a ride without knowing where to?

Whether it’s a road trip or a meeting being conducted…

Are you comfortable with it?

Similar to getting that buyer into the process but without a roadmap.

Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg, 2nd of the 7 Phases of Winning a Sales Call “Share the Agenda and Set up the Call.”.

As a professional, it’s simply courteous when you show the buyer where you’re headed to.

Not to mention, most buyers expect that the call will be all in monologue.

The usual “The show up and throw up”

Remember this from the previous topic?

The “Spray and Pray” method?!

Once the salesperson opens his mouth…

Buyer goes unto selective listening…

Sharing the agenda makes them not only comfortable but establishes trust.

-Detail by detail
-Piece by piece

It gives the meeting a whole level…

The transparency that you give, elevates your position as a salesperson.

Why?

A few are only doing it!

The goal here, is to surprise the buyer with your solid plan.

With applied dialogue…

Procrastination

Procrastination is a lack of clarity.

It’s not laziness.

It’s an active action!

My friend ChaimNeuman always says -“procrastinating means I need more clarity (more research).”

Why am I not doing it when I know exactly what I need to do?!

I feel so stuck!

I so badly want to!!

It’s because I don’t have enough clarity – why, or what, or where I am heading!

On top of that, I’m missing the clarity that I’m missing clarity.

But it is intuition, you can’t always put your finger on it, or a name to it…

But it’s there. Something is missing! Dig Deeper! Take your time!

Calling it procrastination – brings on more procrastination.

It freezes you; it restricts you from moving forward.

You are not a procrastinator – you are just looking for more information.

What’s holding you back?

Dig deeper and find the clarity you need!

LinkedIn: https://www.linkedin.com/feed/update/urn:li:activity:6707238358373990402/

Book 4. Day 121: New Sales Simplified

Not easy my friend!

Of course, it’s much better if it’s the perfect weather and the perfect sky every single day…

Opposite to reality!

There’s always…

-Ups and downs
-Light and darkness

Each co-relate to each other…and non-negotiable!

All 50-50, On one not over each other.

In Sales, embracing the cycle is accepting the reality of what might happen during the process.

An opportunity, to prepare your structure before engagement.

Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg, 2nd of the 7 Phases of Winning a Sales Call “Build rapport and identify the buyer’s style.”.

Sharing your agenda is a huge differentiator.

The “Laying-out your plan to the customer”

Almost no one in sales does this!

Serves as a sign that you’re not an amateur.

Smart questions like:

-What would you like to get from this meeting?
-What were you hoping to accomplish today?
-Why did you invite me in?
-I was just curious. How come you agreed to visit with me?

The effect is surprising…

Hiking

I did a 10-mile hike with a friend who recently climbed Mount Everest.

He was climbing in a weird way.

Very very slow – one foot literally in front of the other.

On his 14-day hike on Mount Everest, he explained, you keep going up a little and back down.

At a peak of 29,000’ the closer to the top you get, the less oxygen in the air.

Climbers need to take it very slowly.

They need to acclimate to the new level of oxygen; their brain has to learn how to function in its new environment.

Slow and steady, his guide advised.

Especially with the incline.

So you don’t exert too much energy – so you can breathe all thru it.

How similar this is to life in general; especially for a salesperson.

The focus is on the now – on the today alone.

So you have the energy to go thru it – to get to the top.

One fifteen minutes.
One call forward.
One step at a time.

You take the step in front of you and only then can you see the next.

“You don’t have to see the whole staircase, just take the first step” Martin Luther King Jr.

I’m not gonna become a super-focused person for the rest of my life…

But I can definitely focus on the next 15 minutes.

If you want to climb Mount Everest….

Take it slow and steady.

One step at a time.

Especially at the incline.

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Book 4. Day 120: New Sales Simplified

Never look at the mirror without smiling!

This describes the methodology of copying the buyer’s style…

Does this mean acting like the buyer?

No!

This is more of a relational style to match the tempo.

Today’s episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg, 1st of the 7 Phases of Winning a Sales Call “Build rapport and identify the buyer’s style.”.

“Rapport building should last as long as the person you
are meeting wants it to last!”

It’s not about us…

If prospect is chatty and wants to expans as much with personal questions…

Go with it!

But if you sensed the type who keeps to himself, and just give one-word answers…

Then move forward to the next question…fast!

So it reminds once I saw in a training in sales…

They were saying to actually mirror the body language of the client.

Whichever way if prospect slouch or stands

Whatever they do…

Sounds like your mocking him or copying him…

If you try it you will see.

Actually, we tried it with a friend of mine.

The other person does not realize that you’re doing it.

All of a sudden…they look at you like you’re one of them.

They are a part of you…because you’re doing the same thing.

Body language!

My friend, try it and let us know how it works for you…

Positive work environment

The single biggest most important thing that makes a company extraordinary, is the positive culture and environment.

Unlike what most people think, that’s not something that happens just by hiring right.

It starts with leadership.

“Your business is a reflection of who you are”
<Michael E. Gerber>

Coming from leadership, from the top down, the business has to be an environment where people love to come into work.

At The Mint Capital Inc people just love to come to work.

They want to, they look forward to coming to work.

There’s zero tolerance for stress, pressure, negativity and politics.

We don’t have any of that.

We straighten things out and right away, and we make sure that it always stays a healthy, productive, positive environment.

Staying focused

What are the yearly numbers you want?
 
$100,00? $250,000? 500,000?
 
In coaching, we start there, and break it down.
 
How many loans do you need to close a year?
How many loans does that come to per month?
How many people do you need to reach out to each day?
 
It’s tailor made for you!
 
We are laser-focused on YOUR goal and what it takes to get you there.
 
WE call it a “small box number.”
 
Why a small box?
 
So there is no room for stories.
 
Only for action!
 
This one of the many concepts we talk about again and again.
 
To keep you super-focused, motivated, and positive, to do what you gotta do!
 
To get you to your own desired goal.
 
If you do your small box number, you speak to your number of people;
you’ll close the right amount per month, the right amount per year, and
ultimately bring home the numbers you set your eyes on.
 
G-d willing!