Nail The Sale

It's not about what you do, but what do you do that's different or simply put, as Rick says, WHY YOU?  Listen in as Rick and Nancy discuss what USP's are, as they help you discover what your USP is!

After getting so much feedback on Episode 127, we were asked for the things we have to do to move from the bottom of the pack to the top.  Here it is! 1)  You have goals set 2)  You are doing money-making activities daily 3)  You have an eye on your entire pipeline and are doing what it takes to keep it even 4)  You respond to inbound leads within a few minutes 5)  You own your results 6)  You have systems in place 7)  You talk less and act more 8)  You have great time management skills 9)  You have a closing conversation daily 10)  You know your competition

How many stages do you have in your sales pipeline and how long should a lead stay in each stage?  Is your pipeline stale or is it fresh?  Think of your sales pipeline as a funnel, if it gets clogged at any one stage, and you're trying to pour gasoline into the top, it's going to start spilling out and you're going to crash and burn.  Listen in as Rick and Nancy discuss the importance of moving leads through each stage and how to decide to toss a lead out or keep in flowing through that pipeline.  

Top producers have the choice of any job, anywhere at any time.  That's quite the difference from those who are the bottom 20% of sales professionals or entrepreneurs.  The bottom dwellers are constantly changing companies or changing their product offerings.  In 2016 Objective Management Group did a study of 1,100,000 sales professionals from 11,000 different companies and they published the data across 21 criteria.  Today, Rick and Nancy discuss the top 5 differences from those at the top, versus those at the bottom.  

We are in sales or in business for ourselves to make money and to have a lifestyle that we wanted to create unlike the majority of folks who have typical 9 to 5 jobs.  Are you ever really told what numbers you need to hit?  Or are you truly focused on creating a lifestyle that the majority of people will never ever experience?   Listen in as Rick and Nancy dig into the differences and the details.  

All sales people have been played at some point in their career.  What does being played mean?  It means you're being used to get a better deal OR maybe they are never going to buy what you're selling but they lead you on that they will eventually.  Listen in as Rick and Nancy give you tips to know when you're being played and what to do to make sure that you don't.  

What does it mean to be relentless?  Listen in as Rick and Nancy discuss GOOD, GREAT AND UNSTOPPABLE and the common attributes associated with each.  Is this the year that you're willing to be driven, never satisfied with good or great and always willing to grow?  Let Rick and Nancy guide you to the next level with this episode of Nail The Sale.

This episode is about the power of the ask!  The power of the questions.  If people approach you about your product or service as in a retail environment or a referral.   1)  Happy Greeting including a smile 2)  Small Talk - use the weather, everyone can talk about the weather 3)  Find Something in Common 4)  Start With Either OR Questions 5)  Use Open-Ended Questions - How, What or Help me understand?

SPIN stands for Situation, Problem, Implication, and Needs Payoff.  Listen in as Rick and Nancy discuss each of these stages and why certain techniques work for smaller sales but fail miserably in larger sales.  This episode truly digs into the questions needed at each of these stages and why you need to ask them.  

Getting past the receptionist is a skill that every sales professional and entrepreneur must have.  Listen in as Rick and Nancy provide you 10 ways to get past the receptionist to get to the person that you really need to talk to.  

If you provide a service as an entrepreneur or sales professional, how do you sell your service?  How do you get past just selling the minimums?  How do you get paid what your service is truly worth?  Listen in as Rick and Nancy address these questions and many more in this episode dedicated to service providers.

Role-playing is way more practical than you think and it is important for ongoing skill set development.  If you want your paycheck to increase, make sure you are taking time to role-play.  Listen in as Rick and Nancy discuss the 7 Tips on how and why to make this a priority.

Being on the road isn't easy, but it's definitely not the time to shut down and relax.  This isn't a vacation.  Listen in as Rick and Nancy give you 8 tips to maximize your time and be productive while you're traveling for work.

To be a sales professional today in this technology-driven age you have to be even better than anyone had to be 10 years ago.  Listen in as Rick and Nancy discuss why the Sales Profession will never disappear but also how to be one of those that are always needed.  

Have you developed relationships enough with your clients that they call you for advice when something is happening in your industry?  There is a huge pay increase when you move from sales hack to sales resource.  Listen in as Rick and Nancy give you tips on how to become a true consultative sales professional.

If you never add new people to your sales pipeline, what you have will get very stale and sales will decline.  Listen in as Rick and Nancy discuss how to turn strangers into possibilities from networking events OR social media.  

Listen in as Rick and Nancy dig into why conflict pops up and how to deal with it during the sales cycle.  Don't miss the end where Rick shares the 5 styles of dealing with conflict and helps you choose the right one.  

If you think of the Hall of Fame, what characteristics do you think it took for those elite athletes to get in?  What did they have to do, day in and day out?  What did they have to do every month and every year, year after year?  Listen in as Rick and Nancy give you 11 criteria to help you get into the Sales Hall of Fame.

Today, Rick and Nancy dig into the importance of having a personal branding strategy.  This isn't just about your logo.  This is about what people think about when they hear your name or your company's name.  Listen in as Rick and Nancy walk you through 6 easy steps to creating your personal brand.  

What would be compelling enough for someone to pick up the phone and call you about your product or service? Listen in as Rick and Nancy walk you through how to create this type of messaging.