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Value-Driven Motivation
๐ฏ Reminding yourself of the value you provide to clients and the motivation it brings can help regain energy and enthusiasm for sales activities, even when feeling unmotivated.
๐ก Focus on the impact and benefits your offering delivers to clients, companies, and their employees, rather than just the product itself, to maintain motivation and drive.
Client-Centric Perspective๐ค When struggling with motivation, consider how your product or service helps individuals, entrepreneurs, small businesses, large companies, and their employees, focusing on positive outcomes and results.
๐ Understanding the default human tendency to help others and the value you provide in return can help maintain motivation and purpose in sales activities.
Resilience in Sales๐ช Focusing on the value you provide to clients can help maintain motivation and drive in sales activities, even when faced with rejection, disappointment, doubt, and the temptation to dodge responsibilities.
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Strategic Targeting ๐ฏ Target high-level executives like directors, VPs, and CEOs as they are typically more open to new ideas and willing to listen, despite being harder to reach.
๐ง Create an ideal client persona based on specific roles (e.g., VP of Sales) and their motivations and pain points to tailor your approach effectively. Empathy and Alignment ๐ค Empathize with executive challenges, such as a VP of Sales needing to generate an additional $5 million while hitting a $50 million target, to build rapport and address concerns.
๐ Understand the pressures and thought processes of executives, like a VP of Sales analyzing pipeline and forecast to achieve a 10% revenue increase, to align your product or service with their goals. Decision-Making Focus ๐ Connect with the right decision-maker who has the authority to make high-level decisions, enabling you to bypass gatekeepers and have more impactful conversations. -
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Post-Mortem Analysis
๐ Conducting a post-mortem analysis after losing a deal is crucial for understanding the root cause of the loss and taking full responsibility, even if it's painful.
๐ Gathering insights from the customer through post-mortem questions helps improve future sales strategies and builds a foundation for continuous improvement.
Addressing Incumbent Competitors๐ Incorporating a switching strategy into sales presentations is essential when facing an incumbent competitor to address the customer's psychological fear of change.
Customer Decision-Making๐ Customers often choose incumbent competitors due to their comfort level with existing relationships, even when new products exceed expectations in multiple areas.
Sales Confidence and Improvement๐ช Overconfidence in winning deals can lead to painful explanations to managers, but post-mortem analyses help rebuild confidence and proactively address customer concerns in future presentations.
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Strategic Perspective Shift ๐ Detach emotionally from sunk costs and imagine starting over today with new technologies and perspectives to gain fresh insights on struggling projects or businesses.
๐ง "Reset your mindset" by mentally walking away from failing endeavors, taking a step back, and reassessing your approach to get unstuck and find new solutions. Objective Decision-Making ๐๏ธ People with no emotional stake can make more rational decisions and identify necessary actions sooner, unhindered by personal investment. Corporate Transformation ๐ผ Intel's transformation from memory chips to microprocessors in the 1980s demonstrates how companies can thrive by radically shifting direction, even when it requires monumental changes. Overcoming Sunk Cost Fallacy ๐ฃ Sunk costs act as a psychological hook, keeping individuals trapped in negative paths due to the brain's reluctance to abandon previous investments. -
Coaching and Training
๐ฏ 50-60% of salespeople not achieving quota is frustrating companies, yet managers fail to properly train their reports, resulting in lost opportunities.
๐ Top management should have one-on-one conversations with managers, asking how they learned to become great salespeople, inevitably leading to the answer of having a great mentor or coach.
Managerial Focus๐ผ Managers prioritize hitting sales numbers and focus on top performers, making coaching new salespeople low on their priority list.
Effective Communicationโ The power is always in the question, guiding managers to conclude they need to coach new salespeople through a series of questions rather than being told what to do.
Unsuccessful Attempts๐ Companies are trying various methods to encourage managers to coach their salespeople, including emails, conference calls, and meetings, but these efforts are largely ineffective.
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Psychological Techniques for Sales
๐ง Acknowledging potential resistance with phrases like "I know you might not want to" can lower buyer resistance and increase agreement rates by up to 50%.
๐ฐ๏ธ Offering flexible options and acknowledging time constraints (e.g., "Maybe now isn't a good time, but can we meet Monday for 30 minutes?") removes prospects from "reactance mode" and gives them a sense of freedom to choose.
Effective Communication Strategies๐ฌ Using variations of "I know you might not want to" followed by a request (e.g., "would you be willing to start next week?") can effectively frame sacrifices and increase compliance.
๐ค Recognizing the potential sacrifice for the client while highlighting long-term benefits (e.g., "it will save you headaches and money") can improve the likelihood of closing a sale.
Time Management in Salesโฑ๏ธ Proposing brief, specific time commitments (e.g., "5-10 minutes next week") when acknowledging a prospect's busy schedule can make requests seem more manageable and increase the chances of securing a meeting.
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Customer Empowerment
๐ Provide options and agency instead of direct answers to give customers freedom to choose and a sense of control.
๐ค Frame questions as "A or B" choices rather than giving single answers to help customers feel less trapped.
Sales Technique๐ก Use "sales agency" approach by offering alternatives and options when asked for opinions.
๐ฏ Avoid telling customers what to do, instead present multiple possibilities for consideration.
Customer Psychology๐ง Giving options helps customers feel more in control of their decisions and less pressured in the sales process.
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Understanding Non-Buyers ๐ง Three types of non-buyers exist: unaware, aware but uninterested, and aware and interested but scared, each requiring a tailored sales approach.
๐ก Categorizing clients into these three buckets allows salespeople to effectively address specific barriers holding customers back from making a purchase. Tailoring Sales Strategies ๐ฏ For unaware non-buyers, salespeople should focus on making them aware of their problems and the negative impact of not addressing them.๐ผ With aware but uninterested non-buyers, the key is to make them care about the consequences of not improving their situation.
๐ ๏ธ To convert aware and interested but scared non-buyers, salespeople must provide a clear blueprint or steps for change, addressing concerns about data integrity and sales process interruptions. -
Effective Communication Strategies ๐ง
To avoid arguments and foster enlightening discussions, slow down the conversation by asking for context and definition of terms, which helps understand the other person's perspective and may reveal their lack of clarity.
๐งWhen disagreeing, pause and listen, then ask yourself three key questions: what is the context, what is the definition of the term being discussed, and what experiences are shaping their viewpoint.
Understanding Perspectives ๐Personal experiences and mindsets significantly impact how people approach discussions, so it's crucial to recognize that different perspectives are rooted in unique experiences and beliefs.
๐ฏWhen discussing complex topics like success, agree on a shared definition before proceeding, as people may have different understandings of the term.
Attitude and Behavior ๐ Attitude controls behavior, which determines consequences, so maintain a positive attitude and focus on enlightening discussions rather than trying to win arguments. -
Structured Sales Approach
๐ฏ The Presentation Power Model offers a 6-step structured approach for B2B and transactional sales presentations, focusing on product knowledge, strategic questioning, proof provision, objection management, pricing presentation, and success roadmapping.
Value Proposition๐ก Crafting a compelling value proposition that prompts prospects to ask "How do you do that?" is crucial for capturing interest and initiating meaningful sales conversations.
Objection Handling๐ก๏ธ Effectively anticipating and managing both stated objections and unstated concerns is key to addressing potential roadblocks in the sales process and building customer confidence.
Implementation Planning๐บ๏ธ Providing a detailed path to success with a step-by-step implementation plan demonstrates thoroughness and instills confidence in the customer about the product or service rollout process.
Adaptability๐ While the Presentation Power Model is effective for B2B and transactional sales, it's important to recognize that it may not be suitable for all sales situations, highlighting the need for adaptability in sales strategies.
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Creating and sharing valuable, targeted content that addresses customer needs and questions can establish authority, drive traffic, and enhance conversion rates for your website. 00:00 ๐ Create and share valuable content online to establish yourself as an authority and attract more traffic and leads to your website. 01:07 ๐ Understand your customers' common problems and questions to create targeted content that addresses their needs. 01:41 ๐ Catchy title templates can enhance your content by addressing common customer questions and filling in the blanks for articles, blogs, or podcasts. 02:31 ๐ Create engaging content by addressing customer comparisons, timing questions, handling inquiries, and problem-solving solutions related to your products or services. 04:00 ๐ก Generate engaging content ideas by addressing common questions and concerns about your product, such as effectiveness and key considerations before purchase. 05:00 ๐ Commit to creating weekly content by addressing common client questions and solutions to enhance your online presence and attract customers. 06:25 ๐ Creating engaging content like articles and podcasts drives traffic to your website, significantly boosting conversion rates as visitors are already familiar with your brand. 07:11 ๐ค Great speakers prioritize their audience's needs and success over their own appearance or performance.
Summary for: https://youtu.be/h448vRCBImg
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Rich Niche - Define Your Buying Persona
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To recharge your sales performance, you must first recharge your physical and mental energy through self-care habits, inspiration, and a client-centric approach. ๏ธ To recharge your sales, you must first recharge yourself, just like you would recharge a dead smartphone battery. ๏ธ Just like a phone, our mental energy can drain if we procrastinate on recharging it, leading to anxious moments and decreased performance. ๏ธ Recharge your sales by taking care of your physical and mental energy through simple habits like getting 6-8 hours of sleep and eating correctly. To maintain energy levels, eat smaller, frequent meals throughout the day, saving automatic tasks for the morning and bigger meals for lunch. ๏ธ Plan your day, prioritize task-oriented activities after lunch, and dedicate 15 minutes daily to inspiration and self-recharge through content like podcasts, books, or videos. Surrounding yourself with top performers in sales, even virtually, can help you recharge and stay motivated by sharing strategies and experiences. To recharge your sales, prioritize self-care by getting enough sleep and nutrition, finding inspiration, taking time to be quiet and reflect, and redirecting your energy to improve your performance. Recharge your sales by recharging your mindset and adopting a client-centric approach that prioritizes delivering value and inspiring others. To recharge your sales, first recharge your mindset by consuming inspiring content, surrounding yourself with positive people, taking quiet time, reflecting on your approach, and redirecting your strategy. A great speaker prioritizes making their client look good, not themselves, by delivering useful content, engaging the audience, and motivating them to discover new abilities.
Summary for: https://youtu.be/vaU0SErzvOM by Eightify
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Starting virtual meetings effectively is crucial for establishing positive connections and setting the tone for the entire interaction. Start meetings by sharing your opinion first to encourage participation from small groups. Engaging participants in virtual meetings by setting a structured format and leading by example encourages contributions and prevents awkward silences. Encourage smooth virtual interactions by designating speaking turns to avoid awkward overlaps during discussions. Keep meetings casual and fun to foster connection and encourage participation. Engaging participants with a structured sharing approach enhances interaction in virtual settings. Building virtual rapport is essential for encouraging participation and creating productive meetings in sales. Great speakers prioritize making their clients shine rather than seeking personal recognition.
Summary for: https://youtu.be/00jaPwueWW4
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Engaging clients through thoughtful questions about their challenges, interests, and future predictions fosters meaningful conversations and builds strong rapport in sales. Use Kickstart question starters to initiate engaging conversations with prospects or clients. Engaging clients with prediction questions about market trends and future behaviors fosters meaningful conversations. Engaging clients with questions about their business challenges, profitability, and personal opinions fosters meaningful conversations and shows genuine interest. Asking clients about their passions and hobbies helps build rapport and deepen connections. Finding common interests and personal connections enhances rapport in sales by starting with general questions and using verbal gifting to foster open dialogue. Finding common interests and personal connections, such as family, can enhance rapport building in sales. Building rapport with clients involves starting with general questions before moving to personal topics, using techniques like verbal gifting to encourage open dialogue. Sharing your opinion encourages others to reciprocate, fostering a powerful strategy for building rapport in conversations. Prepare and pre-store questions in five key categories to enhance natural conversation flow with clients. Great speakers prioritize making their clients shine over seeking personal recognition.
Summary for: https://youtu.be/ZhnXj-p_txQ
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The traditional pressure-based approach to closing sales is ineffective in today's market, and salespeople need to adopt a more modern and client-focused approach, as outlined in "The Perfect Close" book, in order to be more successful. Learn about the perfect close 2.0 and how it can help you sell more effectively. The Perfect Close in James M's book is just two steps: engaging with clients before asking for the close, which can be either signing a contract or setting up the next meeting or step in the sales process. Ask "Does it make sense?" and if the client says no, ask them what the next step should be to give them control in the sales process. Pressure to close doesn't work in today's market, so a modern approach is needed for smarter clients. Develop your own fill-in-the-blank phrases and be assertive in your call to action to make the close more effective. Be more assertive and authoritative in your call to action by using a subtle twist to fit your style, and consider developing your own fill-in-the-blank phrases for a more natural and effective approach. Learn and absorb new sales techniques, fill in the blanks, and ask for agreement to make the close more effective. Salespeople often struggle with asking for the next step, but "The Perfect Close" book offers valuable guidance on how to do so effectively, emphasizing the importance of practicing and giving the client control. Salespeople often fail to ask for the next step or call to action, but "The Perfect Close" book provides valuable guidance on how to do so effectively. Practice your call to action so it sounds natural and flows smoothly, and give the client control if they say no. Leave feedback on the podcast and check out the sales velocity academy for effective sales techniques. A great speaker delivers real content, engages the audience, and motivates them, but the most important thing is to make the client look good, not oneself.
Summary for: https://youtu.be/WpBKj8AGq2k by Eightify
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Building decision-making confidence in customers is crucial for sales success, and sales influence comes from clarifying the differences between products and helping customers build decision confidence. Building decision-making confidence in customers is crucial for sales success. Researching lighting systems online, found a helpful video comparing two options, which increased my confidence in making a buying decision. One person did a side-by-side comparison of two lighting systems, visually showing the differences in brightness, pros and cons, and price. The customer chose the cheaper option after considering the accessories and her specific needs. Choose between cheaper and more expensive options based on your needs and priorities for managing cords and travel. Customers need to feel confident in their decision-making process, and sales influence comes from clarifying the differences between products and helping customers build decision confidence. B2B buyers with high decision confidence are more likely to choose a premium offering, but situational needs also play a significant role in the decision-making process. Great speakers deliver real content, engage the audience, and motivate them, always making the client look good.
Summary for: https://youtu.be/LTt-qGcwq5w
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In sales and business, it is important to be adaptable, constantly learning, and to focus on the client's needs rather than the speaker's ego. Connecting with others on a personal level, such as sharing interests, is an important aspect of building relationships in sales. Miyamoto Musashi, a legendary samurai, wrote a book on the ideal qualities of a samurai, emphasizing the importance of exploring all crafts and trades to be the best warrior. The book of Five Rings teaches martial arts principles that can be applied to business, such as understanding your industry and using your own style to defeat competitors. Balance in business is like water, being fluid and adaptable, while execution requires decisiveness and intention to seize opportunities. A business samurai must be alert of his surroundings, understand the market changes, and choose the best technique at every moment to achieve victory. Let go of the past and be adaptable to new strategies and knowledge in business. Let go of past ways of doing things to be successful in business today, and check out the article and sales velocity Academy for more tips. A great speaker delivers real content, engages the audience, and motivates them, but it's never about the speaker, it's always about the client.
Summary for: https://youtu.be/aX77tccZ3n0 by Eightify
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Addressing and highlighting negative features in a sales pitch can be used to pivot to the positive and ultimately increase credibility and sales. Mentioning a negative feature can increase credibility and be used to bolster a product or service in sales. Addressing product weaknesses proactively in sales conversations can help regain control and pivot to the positive. Raise the negative features in a sales pitch, then pivot to highlight the positive outcomes. Customers may initially see too many features as a negative, but they will realize the need for them as their business grows. Training may seem too long, but for a sophisticated product like ours, it's essential for maximizing return on investment. Turn negative features into positives by listing weaknesses, raising the negative, pivoting with "however", and concluding with a positive statement to control your presentation. Check out the Sales Velocity Academy for fast courses to help you sell more, and remember to sell hard when you know how. It's important for a speaker to focus on delivering real content, engaging the audience, and motivating them, with the main goal being to make the client look good.
Summary for: https://youtu.be/cD9pJtK8GAQ by Eightify
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The discovery phase in sales is crucial for qualifying potential clients and understanding their needs and motivations in order to tailor a focused and effective sales demo. The discovery phase in sales is about qualifying clients to see if they are a good fit for a product demonstration. Qualifying the opportunity involves asking three questions: Is the client a fit for our product or service, do we align with their needs, and is there a sense of urgency. Knowing the timing of the decision and the current situation of the customer is crucial in the Discovery phase of sales. Knowing if a prospect is doing nothing, doing it themselves, or using a competitor helps in positioning the demo and understanding their needs. Understand the triggers driving potential customers to want to change and differentiate your product based on their needs and motivations. Having answers to discovery phase questions allows for a more focused demo that aligns with the customer's needs and urgency. Tailoring the presentation based on customer motivation and triggers is key to an effective sales demo. A great speaker delivers real content, engages the audience, and motivates them, but it's never about the speaker, it's always about the client.
Summary for: https://youtu.be/Z9-zg34Uk4Y by Eightify
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