Book 4. Day 68: New Sales Simplified

Don’t kill yourself to be unique!

Be functional – before doing extraordinary stuff.

Sometimes the most useful item may not be the most expensive.

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

While it is challenging to determine the ROI of doing trade shows.

It sure is important to showcase your business live with large numbers of customers and prospects.

Trade shows and other events are very noisy.

The keys to be efficient is:

Stay with the customer.

One at a time.

Get essential information about them.

Who?

What?

What did they say?

And follow-ups.

The most money wasted during trade shows are due to no follow ups.

Streamline the process.

Prepare the email templates.

Prepare the execution of getting this process done even after show.

Book 4. Day 67: New Sales Simplified

Everyone remembered the free sample CD’s from AOL?

Would you call it ingenious?

Perhaps it was mind-blowing to calculate the cost.

But why?

They must have figured out it will be worth the cost to get new prospects.

The easiest way to lead generate.

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

In John Abraham’s vitamin business. They picked up: “What is the lifetime value of the customer?”

“How long does the customer stay once they start?”

Let’s say in average – 3 months?

Ex: If I give him a 30 day free trial, they pay $20/month for 3 months.

Sale is worth $60 – and profit margin is 50%. There’s $30 profit to play with.

A company can decide if it’s worth the cost.

And whatever your business is. Figure out the context of this question.

“How can I give you a free sample or demo of the product and service?”

“How do you build your sales approach around samples and demos?”

Book 4. Day 66: New Sales Simplified

“The proof is in the pudding”

Case studies also known as testimonials…

It’s a thing of beauty when a salesperson weaves relevant case studies and client successes into the dialogue with a prospect.

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

Could be audio, video or some people use stories that could be typed up.

What’s the idea here?

In the initial phase, after your talk.

Do prospects really know you?

Does he have some kind of assurance?

Do you walk the talk as you say you do?

Where is your proof?

What can you do better to remove their doubt?

Case studies don’t actually make the sale but without validations, it will certainly be harder to close those deals. Right?

It’s not about the customer, the inflation, unemployment, the economy etc.

It’s actually on you.

This case study weapon is as good as the salesperson.

Perhaps there are some steps you missed. Therefore, customers have doubts.

“The biggest happiness is when doubt has been removed” – The Talmud.

“Procrastination is a lack of clarity”

Book 4. Day 65: New Sales Simplified

Why do we ask the “why’s”?

Better selling is accomplished by asking great questions rather than great presentations.

“Not every question that’s asked needs to be answered with an answer – a question that is asked could also be answered by a question” – Lou Landau.

In this episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg, we talk about probing questions as part of the sales weapon.

In sales, probing for clarity is essential when one become proficient at asking pain-seeking, opportunity-uncovering, probing questions.

The 5 W’s: Who, What, Where, When, + Why.

Why do you think you said that?

What do you feel about it?

Who do you think said that?

Do you agree with that?

How does that make you feel?

No need to jump for your opinion.

It’s much easier to question his beliefs/statements…by asking the right questions the nonchalant way.

“Mr. Prospect, allow me please to clarify”.

You can keep asking why, why and why – until eventually will get the truth.

Asking the right questions – the right way.

Book 4. Day 64: New Sales Simplified

“The Biggest Enchilada!”

Even with the age of digital communication…

Arguably, there’s still no replacement for interacting with your client in person. Agree?

In this episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg, we talk about The Initial Face-to-Face Sales Call.

Pointers before that meeting:

  1. Be on time – being early gives you space and the breather for your preparation.

“Early is on time, on time is late.”

  1. Dress Clean – Just everything about hygiene to clothes. Imagine – you are representing a company.
  2. Be enthusiastic – nobody cares about your problems.

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

  1. Listen, listen, listen – ask. Put cellphones on silent.
  2. No politics, no religion – only what you know that the person is on the same page with you.
  3. Sometimes, it’s effective not to come empty-handed (don’t have to spend much).
  4. Call to action – otherwise the prospect may not know what to do next.

Book 4. Day 63: New Sales Simplified

“How are the reviews?”

In sales, we do research prospects as strategy before we engage.

Ever considered they do the same about us?

It’s fair to consider other people’s thoughts and opinions before doing business with you.

Unbiased and raw information about you, the product and the company.

Based on Third-party, unbiased, or academic sources/experts in the field.

This helps solidify your authority.

In this episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg, we talk about White Papers and Industry Experts as sales weapon in your arsenal.

Others showcase the product in magazines…

If it’s printed. Then it must be true. It still works!

People believe it.

So use it to your advantage! Publish it…

Your blogs, the articles from gurus…

And your product can be highlighted from there in such a beautiful light, for the right price.

Then you can use it properly…as your sales weapon.

There you go my friend! “If you are passing through a storm, calm yourself – the storm will pass”

“The time to fix the roof is when the sun is shining.”

Book 4. Day 62: New Sales Simplified

We thought its going down…

Over the past 10 years when digital platforms start to dominate…

Print advertising spending dipped down…

Marketers claimed it’s the end of an era for print.

In the present, it’s not the case at all…

Can you use them together?

In this episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg, we talk about Traditional Printed Materials and Digital Marketing Tools: Blogs, Podcasts, Online Videos as sales weapons in the Arsenal.

It’s not a question to which one is better.

According to stats, About 10% of the U.S. population doesn’t use the Internet.

With technology nowadays, not everyone is comfortable using the Internet and social media.

That tells it, you have the best of both print and digital worlds.

Yes, Both co-exist.

For traditional: Sell sheets, brochures, catalogs, and introductory letters to prospects sent via snail mail.

Works well with local branding!

With Digital: Blogs, Podcasts, Online Videos (YouTube), and Webinars.

This relatively new genre of weapons is attractive for a variety of reasons, not the least of which is the incredibly low cost of production.

So, can we use them both?

Well, both have their own respective advantages and disadvantages.

It’s only logical to use them according to your adaptation and situation.

Book 4. Day 61: New Sales Simplified

“If you want me to stop calling, you got to buy from me”

Take it from Warren Greshes quote from the book “The best damn sales book ever.”

Another principle he is said about voicemails is : “A 100% of people that you don’t leave a voicemail, won’t know that you called them.”

There’s not even a chance prospects will callback.

In this episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg, we talk about voicemail as part of the weapons effective for acquiring new business.

Yes, you can build a relationship with someone through voicemail messages!

Start leaving tidbits of information.

Whether its the person’s business, new product, congratulations for new employee…

The “value” message, not a sales pitch…

In specific, like if you are a mortgage broker calling to one of your contacts, a referral partner or a realtor.

Trying to pass on a insightful information – lower rates, how much house you can afford etc.

Even short messages can definitely be a game changer on these prospects.

Don’t forget the enthusiasm. Smile!

You don’t want them to hear a message that puts them to sleep.

Voicemail is reality.

Let’s change our attitude about it.

Imperfections

Stop fighting imperfections

There isn’t a profession that does not have rich and poor people.

There’s always the yin and the yang.

The black and the white.

The light and the dark.

The alive and the dead.

The dry and the wet.

This does not make the dark imperfect.

This does not make the burnt tree imperfect.

It’s all part of the picture.

If not for the poor, you would not recognize the rich.

If not for the dark you would not recognize the light.

If not for the negatives, you would not recognize the positive.

In order to feel the good you have to feel the bad, there have to be disruptions, obstacles, and challenges, the pain is the joy.

If you don’t have the pain you cant recognize the joy.

Have you ever played a game that doesn’t have a challenge?

It’s just easy?

Everyone can make it?

Of course not, what’s the point?

No pain, no gain!

I once heard a quote: ”Don’t deprive people of their sufferings, suffering is an important part of their growth”

Birds can’t be born if you don’t allow the egg to break

As a parent, don’t always jump in to save them.

As a leader, don’t always jump in to save

”You can lead a horse to the water, but you can’t force him to drink”

I love my imperfections!

Do you?

Book 4. Day 60: New Sales Simplified

What’s your G.O.A.T (Greatest of all time) sales weapon?

Yes, your greatest of all time sales weapon.

In this episode of Daily Burst of Inspiration reading “New Sales Simplified” by Mike Weinberg, we are in the middle of weapons…

The proactive telephone call…

In sports, athletes are measured by nutrition, biomechanics, and psychology.

Like sales, hunters also adapt the same to prepare for the toughest buyers.

Mike Weinberg, considers this as the most deadly and accurate weapon to score a face-to-face meeting.

Keyword is quality and quantity of proactive phone calls.

In our industry there’s a book called the “The Psychology of call reluctance.”

Carl stated: “Take away everything I have just give me my phone, and I will make a million dollars this year.”