Nail The Sale

Are you positioning yourself as an Industry expert?  Do you want your clients and potential customers to see you as a resource?  Listen in as Rick and Nancy provide you with 9 solutions to do just that.

There are always times in a sales career that we get into a slump and just talking to a warm body, someone who can fog a mirror makes our day.  But getting out of the slump is important and to do that we all need to be speaking to the right person.  Listen in as Rick and Nancy dig into making sure you've got the right person who can actually make a decision about what it is you have to offer.  

Have you heard the old adage it is easier and less expensive to keep a customer than to find a new customer?  The same is true in adding an additional sale to an existing customer.  Listen in as Rick and Nancy discuss how to do an effective upsell.

When you are going in cold and you don't know who you are speaking to, how do you find information out about that person or company?  What questions do you ask once you get an appointment and what do you need to know before you walk in the door?  Listen in as Rick and Nancy dig into this topic.

Should you leave a message or not?  If you do leave a message should it be a long message or a short message?  Listen in as Rick and Nancy discuss the pros and cons of leaving messages and give you tips on what to say and how to say it.

In today's day and age with more and more people buying things online, becoming a professional salesperson has never been more important.  Being able to tell a story to sell your product or service is the ultimate skill that you need to develop.  You can ensure you are telling the right story make by asking great questions that pull that person in.  Listen in as Rick and Nancy discuss how to create an authentic conversation to close your next deal.  

These are basic concepts that everyone should follow no matter your profession.  In this day and age when we are inundated with electronic communication especially emails, this guideline applies: be bright, be brief and be gone.  Want to stand out?  Listen in as Rick and Nancy provide the tips you need to get your emails read and responded to.

Every once in a while Monday's seem like drudgery.  Here are 5 habits to keep that from happening. 1)  Get up 1/2 hour earlier on Monday's 2)  Map out your schedule the Friday before 3)  Master Your CRM 4)  Know Your ONE BIG Goal for the week 5)  Stop making excuses and start making calls Call To Action:  Plan out your week the Friday before Book of the Week:  The Compound Effect by Darran Hardy

What would change in your life if you made 6 figures?  Here are the steps that we used to get there and beyond: 1)  Read - Give yourself a fresh perspective. 2)  Evaluate Your Inner Circle - Who are the 5 people you hang out with the most and do you have a mentor? 3)  Passion - Are you selling something you are passionate about?   4)  Master Salesmanship!  Behaviors & Techniques 5)  Own Your Stuff - Don't be a victim and give yourself permission to be successful Call To Action:  Read Malcolm Gladwell's book: Outliers

Understanding your metrics can help you identify the issues if you aren't closing enough deals.  What should you be measuring?  Listen in as Rick and Nancy discuss different metrics that you should be keeping track of and hear them dissect why your closing metric is the most important factor you could ever measure.  But how do you get there?  Tune in until the end.

There are important steps you need to follow when selling to the C-Suite.  Listen in as Rick and Nancy share the details you need to know as you call on the upper levels of any organization.

This might be the hardest skill to do the first time in sales, but once accomplished your confidence will go through the roof.  Listen in as Rick and Nancy share these 5 tips: 1)  Focus all of your questions and attention on them 2)  Plan all of your questions in advance. 3)  Don't follow any scripts 4)  Keep your prospect relaxed 5)  Make a second appointment if necessary

Other than that...  Besides, that is there anything else...  Can we agree?  Listen in as Rick and Nancy give you GOLD to overcoming any and all objections.

Assumptive Closing is an art form, actually takes pressure off of your client.  When done correctly will do one of two things.  First, it will help you identify the objections that you missed during your presentation.  Second, it will make the sale official and get them started with your product or service.  Listen in as Rick and Nancy discuss the assumptive closing technique and how to add this to your arsenal of selling skills. 

Choices!  We all love having options and either or choices are vital to increasing your sales.  Listen in as Rick and Nancy discuss the importance of giving your client options as well as the psychology behind why more is actually less.

This might sound like an old school technique, but it's actually something you are probably using every day in all of your conversations and don't even realize it.  This is a critical tool.  A must-have in your quiver for closing a deal.  A tie-down is just a periodic check in with your potential client to see if they are in agreement with you at a particular point in your presentation.  Getting several small yes's during your conversation with your prospect will help you get the BIG YES at the end.  Listen in as Rick and Nancy give you several to use and tell you how and how often to use them.

Listen in as Ricky shares timeless principals that will work in any industry.  This episode is all about mindset, work ethic, and adapting.  Business is completely unlimited and you can't do all the business that's available to you.  Once you realize that it all comes down to how bad do you want it, how much can you handle and how much work are you really willing to put in.  Put the relationship before the deal.  Less than 1% of people will do a deal with you the first time they meet you.  There's 20% - 30% of people that want to do a deal with you, just not right now.  "You have to not go after the deal, to get the deal,"  Ricky says.   The future is about adapting.  Put in as much work as you can.  Keep moving forward until you crack the code for your industry.  Most of it is through social media.  It isn't easy.  Find what works but don't stop trying new things.

Listen in as Rick and Nancy provide the exact questions they ask themselves in all areas of their business and personal lives to set the new year up for success.  They even go into how to evaluate the previous year to ensure the up and coming year is the best year EVER!

Today's episode is a discussion about the book Fearless:  The Adam Brown story.  Listen in as Rick and Nancy discuss the life of Adam as written by Eric Blehm.  Adam's life represented overcoming, courage, and faith in spite of so many obstacles including his bad decisions early on that led to an addiction that haunted him his entire life.  His determination should be an example for us as we go about our days that we too should live FEARLESS!

Each of us believes certain things about money that more than likely came from our childhood.  Listen in as Rick and Nancy discuss the difference between Accumulation Theory and Utilization Theory.  If we are an accumulator, our security is derived by gathering things including money and just watching it.  If we are a utilizer, we focus on lowering our risks but having a potential of a higher return by focusing on how fast our money can move.  Nancy asks Rick some great questions so we can really understand what all of this means.