Nail The Sale

There are 4 ways to increase revenue in any business, 5 if you include reducing overhead.  Raise prices, Upsell current customers, Increase the frequency of use, reactivate past lost customers.  Listen in as Rick and Nancy discuss in depth the power of the upsell and how you know when it's time to make that call to a valuable customer.  Don't miss at the end when Rick helps you analyze your opportunities.  

If you're feeling called to do something bigger than yourself listen in as Nancy interviews Shannon Carlton author of Manifest Your Vision with Grace, Gratitude, and Growth and entrepreneur.  Shannon also shares why market research is so important BEFORE you launch your business and how to get the feedback you need to have a closing ratio near 100%.  She passionately digs into how you can use vision boards and habits with a weekly agenda to hold yourself accountable to get where it is you want to go.  Don't miss towards the end of the show where Shannon adds, "There are times you're not going to feel like it, and you have to make shifts and pivots."

In this two part series Rick and Nancy dig into the Upsell.  In this podcast, share with you the 8 steps you need to do inorder to set yourself up for upselling a current customer. 1)  Handwritten note the day after the first sale 2)  Day 7 - phone call to check in 3)  Day 14 - email them valuable information about their industry 4)  Day 21 - send them a referral or potential customer 5)  Day 31 - Schedule a breakfast, lunch or dinner 6)  Day 38 - Schedule an appointment and ask them for a testimony 7)  Day 45 - Another thank you note for the appointment 8)  Day - 52 - Present your upsell

In order for you to take your business and your income to the next level, it is critical to stop being judgmental.  People can sense your expectations.  Listen in as Rick and Nancy give you 3 simple steps to becoming a non-judgmental professional

Closing a whale client can drastically change your business overnight.  Are you hunting them?  Do you have a goal set to catch one or two this year?  Or do you fear hunting the whale?  Listen in as Rick and Nancy provide you a 5 step process of catching whales in your industry.  

Listen in as Rick and Nancy discuss the dos and don'ts of using sarcasm.  The occasional sarcastic remark might seem harmless, but is it?  The person using sarcasm thinks they are being funny, but the person who the sarcasm is directed at doesn't at all.  People judge you every day by what you say and how you act.  Know how sarcasm makes someone else feel before you use it with a customer or prospect.  

Listen in as Rick and Nancy discuss 9 elements of a successful negotiator so you can hear two of the most important words in negotiations "THAT'S RIGHT!".  

Listen in as Rick interviews Anthony Ippolito a true Bootstrapper who has multiple companies under one umbrella.  Anthony shares what it takes to get the Research and Development done to get your widget off the ground as well as a 4 point marketing plan to follow.  Don't miss the end of the show where Anthony talks about the importance of walking slowly before you run.

How do you know when you need a RE-SET?  Listen in as Rick and Nancy discuss the symptoms that show you that you may need to do a Re-set.  In today's show, they discuss 8 symptoms that give you the hint that you need to re-set what it is that you do, or the direction you're going. 1)  Frozen on prospecting 2)  Don't feel connected to your goals 3)  Everything feels routine 4)  Your day ends earlier and earlier 5)  No passion 6)  Everything seems like a struggle and a grind 7)  People are constantly asking you, "are you ok?" 8)  You can't see your dreams becoming a reality

Listen in as Rick and Nancy discuss 10 tips to ensuring you are getting the absolute MOST from a sales training session. 1)  Be 100% Present 2)  Take Notes 3)  Ask Questions 4)  Role-Play With The Trainer 5)  Apply A Nugget You Learned Right Away 6)  Ask Others To Be Quiet 7)  Add Value 8)  Participate In Breakouts 9)  Ask For Examples To Better Understand 10)  Ask Others For Input  

Listen in as Nancy interviews Eleanor Saunders from ECHO, a life long entrepreneur who calls herself a "Social Entrepreneur".  Eleanor shares timeless wisdom about a 4 step process for strategic planning and project management.  "There is nothing inspiring about the status quo.  People want to be pushed, to think bigger and have a vision"  Eleanor insists.  Don't miss the end of the show when Eleanor shares with us the importance of mentorship and how to surround yourself with the right kind of people to make sure you WIN!  "WHY NOT YOU?!"

Listen in as Rick and Nancy share recent examples of mistakes peers have made and continue to make. •  Sarcasm •  "I" statements •  Talk about Fantasy Football •  Overtalking •  Look at your phone during an appointment •  Be a Know It All •  Answering a question when you have no idea what the answer is •  Talk BIG and NEVER deliver •  Get out your laptop and work on your email

Today, Rick talks with Greg from SharedSpaceAds.com, also one of our clients about how he and his brother grew a business from scratch to sustainability in just 12 months.  Greg shares the importance of sales training via books and audios as well as fine-tuning his sales process.  "If you are thinking about starting a business it's all about mindset", Greg says.  Don't miss the big nugget at the end of the show when Greg talks about the importance of belief.  

We have all heard the phrase "you have to visualize your dreams", but how do you conquer and actually achieve them and use them to move your business forward?  Listen in as Rick and Nancy give you 6 steps of how to put this into practice.

Oscar Wilde said, "Love what you do and you will never work a day in your life".  So what is business balance and how do you get it?  You do what you have to do to move your business forward or to get a deal done, but it also isn't about neglecting your family.  Listen in as Rick and Nancy share trying to take a day off and what to do when business gets in the way.

Listen in as Rick and Nancy discuss the 10 things mentally strong people do: 1)  Do not feel sorry for themselves 2)  Do not listen to critics 3)  Do not give away their power 4)  Do not resent others success 5)  Do have a high level of discipline 6)  Do major on the majors 7)  Do understand failure is a must 8)  Do embrace change 9)  Do have a HIGH EQ 10)  Do attract other eagles email us your ideas or questions:  Nancy@NailTheSales.com

Your number one concern should be "How Can I help you grow your business?"  Be their consultant!  Take the time to fully understand their business and how they are trying to grow.  Listen in as Rick and Nancy discuss how to uncover your potential customer's blindspots.

Do you have a chink in your armor and you don't know it?  Listen in as Rick and Nancy discuss why it usually doesn't help for someone to point it out but why it's better to self-discover the issue.  This is a lifelong process that doesn't stop with one thing that is fixed but rather is more like stepping stones - you should be on to the next issue.  Analyzing your wins and losses will bring you the best perspective so you can have massive growth in the coming year.

Have you ever thought about doing some type of free trial or sampling program to drive sales?  Giving your product or service away for free allows your target market to try your product without any risk and actually increase trust with you and your brand.  It is a proven method for increasing sales.  Listen in as Rick and Nancy discuss their experiences with free trials and samplings as sales professionals, entrepreneurs, and customers.  

aka - Mr. Rogers Selling (see Mr. Rogers TV show 1968 - 1970).   Bad manners are just bad business.  Being polite is not old school it's good school.  Listen in as Rick and Nancy discuss the 7 things you MUST or MUST NOT do! 1)  Be kind and polite 2)  Be transparent and honest 3)  Say please and thank you 4)  Don't lose your cool 5)  Don't over talk  6)  Don't bad mouth your competition 7)  Consider every potential client is your grandmother