Every Friday evening, Black Belt Sellers Anna & Stephanie Scheller interview an expert in business in their business podcasts. We have a new guest every week and each new guest brings something new to the table! Our guests are specifically chosen due to their proven track record of success in their field.
Don't miss our business podcasts because you never know who you will miss! There may be some words of wisdom that will change your business and change your life!
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This is the first of a four part series of a key aspect in the sales process known as “Answering Objections”. With this series we’re going to help you move thru objections to get to a “Yes” more often than you currently are.
Objections stop way too many sales that are in the making, a lot of agreements and negotiation. Sales are all about communication, however this particular topic seems to stump a lot of people. Even if you’re familiar with the entire sales process and you do everything flawlessly, you’re still going to get objections, you’ll still be getting people that for whatever reason will present some form of challenge in that sense, and it’s not that people don’t want to work with you, it could be something on the part of the client, it could be that they’re not hearing what you’re saying, they could even be asking questions about something you’ve already answered.
As Brian Tracy said, you need to treat objections as requests for more information. How does that change your view in this regard? Considering that, when there’s an objection, clients are bringing forward concerns. People are asking for information to help them towards the best decision for them, they want to make sure we’re taking care of them. They need more information to know that this is truly the best option. How many times have you made a purchase decision and ended up regretting it because it limited you from being able to do something else? We’ve all had those experiences. The question is, how do I make sure this is the best decision for me?
What’s good about objections is that they actually point you towards the information that they need most to be able to make the decision, most people see objections as a problem but they really are a blessing. Jeb Blount from Sales Gravy has a very good definition for objections, he says it is an explicit expression by a buyer that a barrier exists between the current situation and what needs to be satisfied before buying from you. Beyond that, it’s an indication and here’s where people miss it, we’ve all missed it at some point.
An objection can also be an indication that a buyer is engaged. If people don’t ask me enough questions, I don’t think they’re interested, if they make questions it’s because they want more information so they want to buy from you, but they have to be able to tell themselves there’s a good reason for it. Objections are very powerful and they’re very important in the sales process, we have to develop the right thinking about them in order to properly leverage them in order to best serve our customers.
A lot of times people get combative because when someone is objecting you they’re putting you on the defence. If you think back to how our brains are programmed, we still have a lot of programming in our brains for early cave man days and our brains do not like the concept of conflict. We must recognize that fear is a natural response, there’s nothing inherently wrong, it does not make you a bad salesperson. Just recognize that fear is a natural response, the brain is saying that there’s something important to overcome now, but we have to keep in mind we don’t have a lot of time left.
Always keep in mind the buyer’s perspective, he or she is getting ready to make a commitment with money, so actually the more questions they ask, the better you have to educate and engage with them to help them see the befit that they will gain by working with you. What we have to do is we have to work to lower those barriers, but them at ease, realize that we’re not the adversary. Objections tend to bring the adversary out in both sides. But we are there to help them, not to steal from them, not to harm them. It is important that we recognize they are fearful, we’re also fearful, but we’re prepared to deal with the situation.
Just calm down, objections are great. You just have to remember to think of it from that perspective, and that’s the biggest key objection handling to remember. The first step in the objection handling process is agree with the customer.
As a business owner you face a huge challenge that you'll run into... wearing all the hats in the business. It’s hard to remember that you also wear the hat called “business owner”. Your job is to own and cultivate that business just like you would a child. Businesses are a lot like children and if you don’t work on raising your child, they can end up on the streets. If you aren’t working on your sales, you aren’t working on improving your process, you’re letting the business run you, not you run your business. Whether you’re a business owner trying to get out from under your business, or you’re a sales person that wants to spend more time with your family and less time making sales calls.
The things that end up getting pushed to the side is tracking your sales numbers, reviewing your numbers, understanding what they mean and figuring our what the new sales are and what is a new lead generation method while also figuring out what I could be implementing that’s going to make my life easier. We know that most businesses don’t make it past the tree year mark, and one of the reasons might be because business owners are very optimistic. This idea that “it’s going to work out”, and as they go on, they start with “this is the base year”, then the second year they don’t get the growth they expected, so by the third year they have less time, less money and more debt.
That’s when a business owner usually shuts down his/her business, because three years in they realize they actually don’t have a business. This happens because they don’t prioritize within their business. It is definitely a matter of setting priorities, like Jon Pyron said, set five goals and then five action steps and then schedule them. That’s been something very helpful for us along the way. One thing that also needs to be understood is that your business is not your life. We value ourselves based on the business. When we’re at that three year mark, when we’re at that point that the debt has overwhelmed us, we’re thinking about bankruptcy or we’re thinking about shutting the business down.
We have to find ways to scale down what is being done. We have to find things that other people can do for you. Paying somebody $10 an hour to do your filing for you when you could be going out and spending that same hour and getting hundreds of thousands of dollars in, where is your time really being spent? You have to be intentional about creating these systems. One of the big issues that a lot of people run into is that they don’t make time to work on the business from the get-go.
The first step to follow is to schedule time. I think that an hour a day needs to be devoted to business on your business. When you only invest 15 minutes you’re just getting started. If you’re going to just spend 15 minutes a day on working on your business, it’s not really going to make any difference. However, we have people out there and we have a lot of business owners who are not spending any time working on their business, you have to start somewhere.
What you should do as you’re working is that you begin by distinguishing tasks that would be better suited for someone with a lower skill level. Case in point, I run a Twitter chat named USA Biz Party. I love interacting with my guests, but what I don’t like doing is sending out emails. What I do in this case is delegate it to someone else. For this, you can create a simple instructional video where you can explain all this and that you can easily send out.
The reason I share this is because what you need to do is as your working through your day you need to decide what you’d like to get off your plate so that you can do the more revenue producing activities and then the next time you do it and make a not to yourself that you’re going to create a process in which you can teach someone else. You spend about 30 minutes creating a system that you can also duplicate.
As a business owner you have the advantage that you can take certain things off your plate, this can hyper accelerate your business. This can help you invest that time in other things that can help grow your business. For example, wrapping up work early and going to a conference. Working Monday thru Thursday and learning something new every Friday, new implementations, etc.
Think back, was your life easier or harder when you were a kid? It was easier, right? You think back and you might think “I wish I could go back to one of my biggest problems was whether or not I could have pudding for dinner”. Life gets harder the more you move forward. If you can’t make time to work on your business now, you’re not going to suddenly be a master of time management if you don’t make it happen now.
We make time for what matters to us. So if you’re not making time to work on your business, how much could your business actually mean to you?
Eukairia is the Greek noun for the fitting time or the perfect opportunity. It’s often used in reference to the harvest. You’re looking for that perfect opportunity to harvest, so take it and start applying it. Every single business exists because of a Eukairia moment, it exists because of some point and time, because someone looked around and said “there is an intersection between what the market needs, my skillset and my passion. They meet here and I’m going to make a business, grow a business out of this”.
What makes the difference in a lot of businesses is the additional Eukairia moments they find along the way, that moment in which you have a “eureka” moment of “Oh my gosh! This is what I need to do next”.
There comes a moment when you hit that opportune time for your customer when you’re there at the right moment, at the right time and you have the solution they’re looking for.
Sometimes it just takes a tiny tweak, as you advance the small things are what give you the big results. It’s the small refinements that we make that have the most impact, it’s the fine tune things that make the biggest difference.
Eukairia is the culmination of work, practice and mastery in your business, if today doesn’t seem like that Eukairia moment, don’t sweat it, just keep doing what you’re doing and as long as it’s getting the results you’re looking for that fitting opportunity will come.
The thing to understand about Eukairia, whether it’s about your business or your sales, you have to realize you have to put in the work ahead of time in order to be ready at that moment because what if the farmer doesn’t plant the seed?, what if he doesn’t irrigate the crop?, their Eukairia will never be there because there’s preparation that goes into that fitting opportunity.
So many sales get lost because you talked thru the moment of close or get lost because you closed to early and that person did not have the information to know what questions to ask you, and you have to get the training and the experience to learn what the best moment to harvest the crop is.
There’s two pieces to this, there’s the learning side and the actual doing. One of the big keys is to have a guide, a mentor, have someone to go to, someone to look up to. Having a mentor makes a huge difference, even if it’s someone you don’t talk to.
Another key aspect is having systems. There are four stages, there’s the “doing” stage, the “deciding” stage, the “delegating” stage and the “designing” stage.
If you don’t have those processes in place and you have a tremendous opportunity and you can’t take advantage of it, it’s because you simply don’t have the infrastructure to service your clients the way you want.
One of the perks of taking time to figure out your stories in advance is that it allows you to focus on the sales process, if you’re trying to remember what to say then you’re not really focused on the client, you’re not focused on closing the deal and that’s huge. Having those systems for your business and your sales allows you to then focus on somebody else and on the things that will create that exponential growth in your business and that is vastly understated and massively important.
Make sure that you work every day for that Eukairia moment, they exist all over the place, there will always be that perfect opportunity to take advantage of, and the beautiful thing is that the more you look for these, the more you’ll be able to differentiate between the perfect opportunity and the opportunity, because there is a difference, not every opportunity that comes your way is a perfect opportunity and not every opportunity needs to be jumped at because they sometimes pull you away from the larger goal, but be watching out for them, otherwise you won’t see them.
For the longest time in order to run a successful business you needed a product, a business way to deliver and you needed an ad. Video has been very effective for marketing for a long time, one of the reason why it’s such a powerful medium is because we are still very visual and it allows us to really connect. The audience that we pick up thru video is much more committed than the ones that you’re going to get thru social media, they get to know you personally, so I think that’s why we’re all looking for that personal connection, that’s why video is so important.
If you’re not getting into the video marketing game you are going to stay behind or become obsolete, people are not even going to know you because video is so accessible and you don’t have to be perfect. The best way to put yourself out there is thru video, use it to tell stories. It’s all about innovation but what we tend to do is say “That worked for me before, so why shouldn’t it work for me now?”. You can’t rely on what’s worked in the past, if it’s effective then that’s fine but you can’t continue using what’s worked in the past and call it good and expect it to take you into the future.
The people who see you in video are the ones that become the biggest fans, it almost gives you a celebrity status. People can connect with you in a more intimate manner, they’re really getting to see you the way you are.
Consider that 93% of our communication is non-verbal and you’re trying to rely on blog posts and maybe radio ads, by not connecting thru video you’re really missing out on the chance to connect with you on a personal level, it makes sales so much easier if they feel like they’ve personally connected with you and that’s the key.
We work very hard on this podcast not to be very promotion driven because we want to provide lots of value, we also want to find the problems and challenges so we can address them so that this podcast and video can be valuable to you.
Video is the premiere way to get people to interact with you, to get people to really going to begin to trust you because they’re going to see you and they can also interact with you, it’s not a live stream but people can comment. With videos you have to be smart about the order of your content and they have to be fairly concise because if it’s not you can lose audience. It takes some planning to prepare what you’re going to say.
There was one video we had that had 71 downloads in 24 hours, it took time to prepare but those 71 downloads now created 71 times more reach, you might think it’s time consuming because you need to be out there talking to people, well you are! You’re talking to the people you’re trying to reach, look into the camera and talk to the person who you want to talk to like this wonderful business person that’s listening right now and is now saying “I never realized how important video was”, don’t leave it for “later”, block it into your week, make it an important part of your marketing strategy.
Plan your video recording and create an outline to avoid rambling too much, when live streaming became popular a few years back people would just start talking on video without person and being a busy person I’d stop watching, and if the people you’re reaching are busy people you have to honor their time, their commitment and their attention, and you want to provide value.
They are different, there’s a time and place for reading as well as for watching a video. There are videos that are also accompanied by a transcript or an article version of it. The video becomes a good starting point for getting content out as well as for graphics, blogs and all the other pieces, so it all comes together and it creates more leverage and more action.
We’re not growing out of the need for paper or reading, I have the paper, the Kindle and the audio versions of the book because they all serve different purposes. We still need to have a mixture of media.
From a strategic point of view we need to realize that while video is very important and it’s a key way to connect and engage with your ideal client you need to be involved with other forms of media, things like blogging or a book. Your ideal client isn’t only video oriented.
Video is a key part of your marketing strategy but it is not the only thing you have to do for marketing. It’s very valuable and it has to be a piece of a very solid marketing campaign to help take it to the next level.
How do you get more bank for your buck. How do you get more done in the same number of hours in a day and how do you extend your reach.
Leverage is like having a stick wanting to move a giant boulder. Depending on where I put this fulcrum will determine on how easily the giant boulder can be moved. However, you have to step on the stick and that’s what people forget. You have to put the work in to keep the leverage moving once it’s been set up.
This is a massive point of leverage, the key here is there has to be a reason for them to want to work with you.
Find joint venture partners, these are people that can extend your reach. People that you are complimentary to. I currently work with someone who does hotels, I have no interest in hotels for several reasons, however some of his clients are looking for apartments and I work in the housing business. He is all over the country, so I’ve extended my reach beyond a small market that only has so much power in it. There is a key to a POI, it can be just about anybody, but a lot of us fall short in that we really don’t know who we really want to reach.
Keep in mind that when you’re talking to an influencer you’re talking to somebody who has worked hard to get to where they are, be very respectful of that, that is one of the big keys, and also make it worth their time. POI’s are people that not only can help me, but I want to be able to help them. And in this particular case, this gentleman is interested in attending the retreat. He was very intrigued with the idea and he’s excited about learning more.
They key to everything in sales is that you have to build relationships.
Only in the last year have we been able to really leverage on each other (Anna and Stephanie) making it the most effective year extending each other’s reach. We’re beginning to understand what our limits and strengths are.
The concept of building a team is very overlooked in creating leverage. It is important to go far with people because this year I (Stephanie) reached a point where I could not do it all alone. The point is, you can start building a team now, or you have the option of waiting until you’re flat on your back, trying to figure out what you’re going to do to get your business moving again because you have worn your body out, broken your body down and you literally cannot do it anymore. Two options, take your pick.
I (Anna) enjoy social media, I’m a big Twitter chat person, I enjoy them very much, but for a lot of the tweeting that I do I actually have a team that does that tweeting for me. The things that I am not that involved in they can do for me, they know me well enough that they can now speak in my voice. I know sometimes money is tight, but you’ve got to look at it by letting somebody else help you, even if it’s just maybe four hours a week, you have a lot of power in those four hours a week.
One piece of software we’ve been using a lot lately is a program called “Loom”, it helps record screen activity, I use it to record what I need to let the team know. When I hit “Stop” it generates a link and I send it to the team, easy as that. It’s a great way of doing something once and then reproduce it.
Meetingbird is another great piece of software you can use, especially when you’re trying to setup appointments with people, because you can give them a variety of times to choose from, or whatever works or doesn’t work.
If you’re not using a CRM you really need to go out there and get one, there are more than a few out there, I use HubSpot, which has a capacity of generating very detailed reporting which can make it a bit intimidating and annoying for people. There are other options like “Less Annoying CRM”, which is for smaller groups of people.
This is about helping you make more sales, it’s about you becoming more efficient so that you can choose your lifestyle, you’re not a slave to your business, and that’s what leverage is really about. All of this takes time, but the reason it’s beneficial is because the time spent on it is going to yield much bigger results.
When you put the effort in you earn the freedom to have the life you want for yourself. Is your life worth the effort it’ll take to make it great?
“By yourself you can go fast, but with others you can go far”
- African proverb
She’s contributed to five published books and dozens of articles in national magazines. What makes her different than most ghost writers is that most of them are looking to support themselves but she’s looking to make you profitable. She’s not just writing the book for you she’s helping you develop your marketing strategy to get that book sold.
A common perception of books is that you get one to establish your expertise but not to expect any money from it. People have an expertise that they wish someone would’ve taught them, they wish the could’ve had the kind of book that would’ve had the information that they now know, so they want to write that book.
They write it, then they figure out how they can sell the book and how they could monetize it, that’s getting the cart before the horse. Kate believes that creating revenue from a book is relatively easy to do, but you don’t figure it out after the book’s written, you figure it out before, and you write that book for revenue.
There’s a whole process that Kate has to get the cart behind the horse where the marketing is the horse, this is what drives your profitability to know who you’re going to market it to, who your reader’s going to be, where they hang out and who will pay you, those are the kinds of things that you need to know in order to get the course that’s going to drive this revenue in front of the book.
One is the focus on revenue and the other thing is writing a book the way the person talks. You write your book as if you’re turning a paper to your college professor, it’s not that interesting. When Kate works with somebody she get into their language, she knows how they talk, she leaves some of those fragmented sentences in there for this person, you could tell how passionate he was about something by how broken his sentences were.
They’d talk in hypertext, they’d talk in a language that was a lot more emotional, and not as grammatically correct. So if they’re out there talking in front of people, when they get excited about something they’re talking in these broken sentences and their book is written in perfect prose, it doesn’t look real.
For somebody who’s trying to make a living in sales it could not be anymore important that the language that you have when you’re face to face with a client, or on the phone with them, or on a video call, and the language that you have in your book is as close to the same language as you speak.
One of the books that Kate has ghost written was for an owner of a multimillion dollar company in New York and it was only when they were half way thru the book when Kate found out that he was running for senator in a New England sate, that’s the reason why his book was different. He was basically talking about his belief system, it had as much profit potential than most. Kate had to convince him that she didn’t sanitize it, it was very important for her that if he was going to be up there trying to get into office he couldn’t have something different when he was in his book.
Another case was a vice president in what was provably the largest insurance company, he had moved up the corporate ladder by having some principles that he had coached people with on one on one. He received a couple of promotions since the book came out, because he now has a book that talks about what he’s all about. Now he’s succeeded in the corporate world, he’s also speaking more often, he’s been given international opportunities to go out for the company and it’s been very good for his business.
A third case was a kid that dropped out of high school, his language was very repetitive, very rough. He got into a real estate investing company and was doing very well making lots and lots of money. It was a real estate coaching company that had multi levels in it. By Kate getting his book into some legible order that still had his personality, you could tell that he wasn’t a college graduate because his language wasn’t that, but you could follow his thoughts better than what he wrote, now he’s able to use that to grow his multi-level business much faster. He’s seen as an expert, he’s invited to speak at a lot of speaking conferences, so it’s been very good for his business.
If a book has been in the back of your head nagging at you, then there’s a good chance that you’ve already written content, if you haven’t perhaps you have recorded sales calls, or some other way in which you’re talking about your process.
Thru his global training organization Sales Gravy, Jeb advises the “Who’s who” of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer facing activities.
There are not that many books out there on objections, there’s a lot of them out there on scripts, “if the buyer says this, then say this”, but there’s really nothing on the psychology of all the emotional aspect, then providing frameworks that are usable no matter what context you’re in or dealing with objections.
A lot of the books that are out there are really dated. What Jeb’s found is that a lot of this is cheating, old school stuff from the past century that didn’t really work anyway but sounded very good so it’s more manipulative, tie down mechanisms, things like that vs. dealing with the way modern buyers go to market and the way great sales people have always dealt with objections. This isn’t new for people who are really good at the craft.
There’s no new school or old school, there’s only “The school” for sales, and it’s how to deal with other human beings, the way that humans deal with other humans, the art of the relationship and the way the human brain works has been baked into us for 40,000 years when the modern brain emerged in human beings.
It’s the most important in sales, asking is the beginning of receiving, you have to ask to get. The problem for most sales people is beating around the bush of asking, it happens all the time. The only way that you’re going to get what you want is to ask for what you want, that is a fact that won’t change. Asking is a pretty simple thing, you ask with confidence and allow the other person to answer you. Most sales people don’t ask with confidence, if they do ask they keep talking, and they end up talking themselves out of whatever they want.
We’re asking for all kinds of things, we always think we’re asking for the sale, we are also asking for micro commitments along the way, we are asking for appointments, we’re asking for information, we are asking to level up to a decision-maker, we are asking all the time.
And because emotions are contagious human beings can feel what other human beings are feeling. We are able to transmit our emotions to another person, this is the science of selling and over the past 30 years neuroscientists have been able to prove that emotions are contagious.
The most powerful position for a sales person is the position of relaxed confidence, and by asking with confidence you can change everything. With every objection you have to be confident, begin with that process. Sales people deal with a lot of emotions, our destructive emotions in sales are what hold us back more than anything else out there.
Part of what “Objections” does is that it shows you why you feel the way you do, why you lack the confidence, why you feel insecure or fearful, why that happens. The way you feel the moment you’re facing an objection is real, those emotions do happen to you, and if you have control over it you have to have a ledge or you have to become rejection proof so that you can handle that.
There’s a paradox with confidence, that is when you feel confident you ask. Saying we don’t want to be too pushy, it’s at that inflection of asking for something, we are asking for someone to comply with the request or asking them to do business with us.
The paradox with that is that if you try not to be pushy you create more resistance because that’s how human beings work. Showing insecurity makes people push back, they become more resistant. The key is what you say and how you say it, your tone of voice your body language, asking with confidence. If you learn appropriately how to ask in a different way the results are incredible. By transferring relaxed confidence to your buyer the probability that they’re going to comply with your request goes up exponentially.
The moment we think about objections we have to break them apart into where the objection happens in the sales process, that begins with prospecting. Prospecting is essentially asking for time, and that’s the hardest thing in sales because nobody has any.
There’s a few ways that you can become a rejection proof, one way is creating mechanisms to know how to deal with rejection. You also want to build the ability to rise above at the emotion, you choose your response, this is developing obstacle immunity. Put yourself in a situation where you have to be rejected, where you have to ask, do that over and over again so that if people say no, you know how to deal with that and when the time comes choose your response.
Darryl Lyons is a certified financial planner and behavioural financial advisor, who is considered to be an expert in the area of personal finance as well as authoring several books. His latest book, “18 to 80: A Simple and Practical Guide to Money and Retirement for All Ages”, his company, PAX Financial Group has made the Inc. 5000 fastest growing companies in the country. He’s an author, entrepreneur, community leader as well as a family man. He knows what it takes to plan for financial freedom, which is what his first book is about.
In the book “18 to 80: A simple and practical guide to money and retirement for all ages”, and every single chapter of the book is an age, so if you go to 40 it explains what you need to be thinking about at age 40, then at 23 what you need to be thinking about, 50 and 70, and so on, it gives you a playbook and how to think about your money.
When it comes to behavior, studies show that we have only 13% of results and the remaining 87% are based on decisions we make, they are things that we can control, we have to then consider why we are making bad decisions and how can I make that decision making, and there’s only so much we can blame others.
Many of the decisions we make are based on a point of reference from our Facebook friends or Pinterest pictures, how much of that influences the way we buy things or where we go or what we eat, and the research is clear, it influences us much more than we would’ve ever given it credit.
Every age has hope, you have to recreate the way of thinking and work through some of the challenges, and the book is written in a way in which you can open any page of the book and say, “I can do this”.
The idea of budgeting is a bit overwhelming, especially at a young age, so at 18-19 years of age the book talks about creating a new habit, basically creating a pause in our purchasing, stopping and thinking “do I need it?”, “do I love it?”, “will it make me money if it’s a business decision?”. A lot of financial mistakes we make are not rational.
Your financial behavior really impacts your marital relationship, your friendship, finance is not a separate thing from who we are, it’s an integral thing to who we are. When start to come to grips with some of these things and begin to understand them and make the changes necessary you’re going to find more openness and honesty in your other relationships as well because our relationship with money is so foundational to who we are.
The love of money is the root of all evil, not money itself, that’s important to differentiate, but we can’t ignore money, we have to recognize that historically humans and money, currency and transactions play an integral role, we have to be mature about having very difficult conversations, ignoring them is not the answer and then we have to take inventory of some of our behavior and biases.
One of the filters we have to use when making a difficult decision can be “Did I ask a child, a friend and a Sage?”, the reason this question is important is because if you’re making a financial decision and you can articulate that decision to a child in a simple way, then you’ve grasped it pretty well, if you’ve asked a friend, someone who knows you, and then if you can ask a sage, somebody who’s wise, then collectively you should get an answer that’s more rational not emotional.
One of the key elements of being a business owner that helps is beginning with the end mind. Many business owners have no idea on how to exit the business. Beginning with the “end in mind” means that you can start with something transferable, that may be changing the name.
Creating a business that has accelerating positive net income for three years is much more attractive to an acquirer than a good name or a clean office, or a bunch of customers, it shows a trend and they'd want to jump on, they'd want to be able to take advantage of it.
It all starts with an attitude beginning with the end in mind.
On this episode we talk to Ben Gay III who is a contemporary of Zig Ziglar and is a master of referrals, Mark Hunter a follow up artist, Art Sobczak talks to us about important tips on prospecting over the phone, Sonny Melendrez who speaks to us on how to adapt to a conversation, and last but not least, Tom Hopkins who shows us the importance of becoming a master asker.
Referral master Ben Gay III did one cold call in his entire sales career, from there he went on and built a highly lucrative sales career thru referrals. He went to a Doug Edwards seminar and he said, "you should never leave an appointment without five referrals at least".
He made one cold call, knocked on the door, made an appointment and came back the next day and he was scared to death, it’s the only one he ever made. But he made a sale and got five referrals.
He got five referrals, went and called those people, from there he got ten referrals, from here he got three and from there he got six and so on, and then called on them and got their referrals. And referrals get easier in a circle of influence because once you’ve been referred around in the circle and you get referred to somebody they go “Oh yeah! I’ve heard of you”, versus when it might be a little colder the first time you got referred, or the first time they heard your name.
He was in the industry for 40 years, he made one cold call his entire career that first night. Every call he made for 40 years thereafter, you could trace back through the family tree to that first time, and you could trace that back to Doug Edwards telling him “get five referrals”. And that’s how powerful it can be. And now with the internet and social media it keeps getting easier.
Mark Hunter, apart from speaking about referrals, also gives us important insight on follow ups. Whatever you feel is the frequency you can follow up with somebody, you can double that. If I have a conversation with you, my objective coming out of that conversation is to have next step. My objective would be to have a time set up for the next conversation.
The speed with which I call you back is going to depend upon the product or service you sell and who you’re selling to. For example, working with companies that sell industrial supplies to contractors Mark says “you can call that person back tomorrow” because they’re buying every day. If you are selling something that the person only buys once a month, I might call them back every three or four days.
His philosophy is that he always waits either 4 to 6 days for the next communication. The reason he goes every 4 to 6 days is because it automatically flips to a different day of the week. So if there's a call every 4 days, he's going to call on Monday, then again on Friday, again the following Thursday, then the following Wednesday and then the following Tuesday.
A lot of people say "I can’t call people on Monday’s or Friday’s"… why?... that’s a perception and belief that people have. That’s your own mental block. What you’re trying to do is to find an excuse so you don’t have to cold call. Just do it.
Art Sobczak is a true master at phone calling. How do you help people feel good about the phone? We create resistance with our messages. We help by speaking about the mechanics, this being our messaging, what we’re saying and how we’re saying it, and most sales people use bad messaging, they use techniques that really insight resistance and cause resistance.
A myth of sales, prospecting and using the phone is “you should love rejection” and you have to get used to it. Let’s completely remove the word "rejection" from our vocabulary because rejection is not the experience itself, the experience being getting “no”, we’re going to get “no’s” playing the game. If we get a “no” on the phone, we shouldn’t call it rejection.
Let’s look at it differently, let’s look at it as it being something that didn’t work, let’s figure out what we can learn from that situation and then we can do something proactively to get a win on every call, maybe we can leave the door open, or maybe it can be a question we can ask every time, so at the end of the day saying “I got rejected 30 times”, we can say “I accomplished my primary 3 times and I planted a seed the rest of the time”, that's a pretty good day.
Sonny Melendrez speaks to us about how the people who are top sellers in any company are the people who have relationships, they are not selling, they’re serving. They serve whoever they want to sell to, and if they have something that they really believe in, all of a sudden there’s a whole different relationship that’s going on there and that person, or company, can be a client for life. This thought is opposed to make a dollar now and go by the numbers.
You have to think who it is you’re talking to, what it is you can do for them and how it is you can fit into their plan, and if you don’t fit, find or suggest somebody who can. It is important being present to the customer, being present to their needs, being present to the situation so that you can respond appropriately and build the right relationship to help people.
We tend to memorize our pitch and then deliver it no matter who it is you’re talking to, so consequently it comes off as just that. If I were talking to you thru points I had written down you’d know it, but instead we’re having a conversation and that conversation is driven by that give and take, not unlike a tennis match, if you hit a ball on a certain side I have to go there, but If I stay in the same spot I’m never going to hit the ball.
Tom Hopkins started in real estate, he was a sales failure and rose to become one of the best. The art of sales is to become a master asker not a talking teller. One of the biggest mistakes was that when he started the thought he had to be really talkative, then realizing that the art of sales is more questioning and listening than talking and telling.
In the beginning he was trying to fill any void of silence with talk, he didn’t really master the art of asking questions. The most successful of his mentors said "stop talking and telling and start asking and listening". That’s when he said he was going to become a master asker. We, as sales people, talk too much and end up losing sales.
If people would open their minds up to the fact that selling is not a pushy aggressive situation, it’s an artform that is very learnable if you are coachable. Find coaches that you relate to, you feel the way they come across with you and you take their ideas.
Tom would listen to Doug Edwards’ records, hour after hour, take notes, write down his phraseology, and then it started to become him. That’s when you start growing, when you internalize what you learn from others and then it’s not them anymore it becomes you, and you become more effective at not only communicating, establishing rapport, helping bring down defence barriers and people that are afraid of being sold.
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Mike Michalowicz is the entrepreneur behind three multimillion-dollar companies as well as the author of “Profit first”, “The Pumpkin Plan”, “Surge”, “The Toilet Paper Entrepreneur”, and his newest book, “Clockwork”.
Former small business journalist for the Wall Street Journal, Mike regularly travels the world as an entrepreneurial advocate.
He launched three multimillion-dollar businesses before his 35th birthday. He was awarded the New Jersey SPA’s young entrepreneur of the year award when he was just 26. He sold his first company to private equity and his second firm to Fortune 500, among many other things.
The basic principle of business is that profit comes last, according to the classic formula you have to have sales, you subtract your expenses and what’s left over is profit.
According to studies, 83% of businesses are not profitable, they’re always surviving check by check. After looking at the formula, Mike noticed that it was flawed, because when profit comes last, we’re saying it’s insignificant. It’s like saying that if you had a health scare, you’d put your health last.
Logically nothing has changed in the formula, but behaviourally there has been an extraordinary change.
When money comes into your business, immediately take a predetermined percentage for profit, and whatever that percentage is, take the money out, put it into a separate account and store it away, ideally out of sight, out of mind. Then you run your business off the remainder.
This will force you to run your business responsibly because you’ve taken your profit first. What you have left for your business is what you have to run your business. So now you know what to operate with, and as you always have, you’ll find a way to make it work. You never put that money back in the business because that’s an expense.
The more time you have to do something, the longer it takes to complete. In business the exact same effect happens, the more your profit grows, the more your expenses grow. As a resource contracts in its availability, then we consume less because we have to, and we also become very innovative in its use.
By Mike writing all those books, what he’s really doing is correcting something in himself, for example, he had no clue how to handle money, so he found and worked out something that worked naturally for who he is and not the traditional method.
On the book “Toilet Paper Entrepreneur” Mike talks about how many start up entrepreneurs believe they need education, resources, contacts, money--all these different things to get this business off the ground. When doing his research, Mike found that the lack of money causes innovation, when you don’t have experience you become the industry rule breaker, which is the best person to be.
“The pumpkin plan” tells us about how changing the plan when growing a colossal pumpkin by somewhat changing the process, the growth changes, and in business sometimes we change many things and the business remains the same, so he found that by fixing a few things can put the business in a position for colossal growth.
On “Surge” he speaks about catching momentums of markets equated to surfers. You swim towards the wave, when you’re upon the wave it raises you for the ride. In business, we have to identify the next imminent wave, the next opportunity that’s shifting thru the market that’s very easy to spot when you focus on a niche, when you see the wave of the market you get on top of it and go for the ride, catching the momentum of the market.
The book “Clockwork” is about designing a business to run itself. When owning a business, we compromise a lot of time, missing time with ourselves, with family, missing life. That’s why we need to find a way to design our business in a way that it can operate without us, thus giving us the freedom to do what we want in life.
You can get Mike Michalowikz’s books at his website: mikemichalowicz.com
AJ Wilcox got recruited into a technology company in Utah to run all their digital marketing. On his first day he went out and presented his marketing plan, she said that it was great and to go ahead and execute it and let him know that they started a pilot using LinkedIn ads, and told him to see what he could do with it. Said yes, and then asked himself what he'd gotten himself into. He'd never heard of LinkedIn ads.
Went into the platform, tried to figure things out, and within about two weeks one of the sales guys came up to him and said that they had no idea what he was doing but that they loved his leads, they were fighting over them, and to keep it up.
Went into their CRM (Sales Force), looked at all the leads that this was dispositioning, and all of them that he was talking about were from LinkedIn. At that time, it was not the only channel he was running. Kept investing and growing in LinkedIn, until he grew to become the world's largest LinkedIn advertiser.
Even though the clicks on LinkedIn are much more expensive than on other platforms, the leads are of much higher quality. It’s the same people are using both platforms, but on other platforms (like Facebook) it’s more difficult to find a professional person because it contains a lot of personal information and little to no business information.
If you’re looking to reach a CEO that works for a company with more than 500 employees in the United States, you know that you’ll find specific targets that fit that criteria, and thus creating a high-quality lead. The approach on Facebook is very wide, therefore getting a lot of unqualified people.
Websites are not enough anymore, now you need a website like you used to need a storefront, but now with social media you have to be engaged and you have to reach people through social media.
If you don't fit in this category, then you should save your dollars. AJ has launched hundreds of accounts so that we can find out what works and what doesn't work.
Three verticals that work really well:
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In today's Black Belt Selling episode, it is a podcast about podcasting. We interview Rob Greenlee - Head of Partnerships at Voxnest. Voxnest provides podcasters with business solutions for their broadcasting needs. Whether you’re looking to distribute, monetize, analyze or manage your podcast’s administration, they have it all.
Rob Greenlee is the former founder and lead host of WebTalk World Radio Show and Zune Insider podcast. He clearly knows a lot about Podcasting and has done for many years now. He also works for spreaker.com as Head of Podcast Content.
Rob along with his company Voxnest help people to develop a career in Podcasting and they work with media companies to help develop their programs.
Here are some notes we took during the podcast about podcasting interview but we encourage you to listen to the podcast itself so that you get all the information in its context.
Episodic series of digital or audio files which a listener or user can download and listen to.
Podcasting and its current state
Before now, Podcasting had slightly less attention and was put in the backseat due to social media attention, but later on due to the violation of trust and experiences in privacy issues on social media, many are using Podcasting now because it is a safer medium and people are putting more energy into creating content via a podcast.
Now, there is a new evolution of listening experiences. Example: dash ports in cars for podcast listening, smart speakers etc.
Three Trends in Podcasting
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In today's Black Belt Selling Podcast episode, we interview Zachary Sexton - Productivity and Automation Consultant. Zachary sourced and experimented with various automation and organizational tools out of necessity to make his own business run more smoothly and effortlessly and now he teaches others how to do the same.
When you want more clients but don't have the time to get them. He has developed systems and tools to help you automate client acquisition.
Trello is a great and easy to use project manager, communication tool and delegation tool. It is free to sign up for Trello.
You can ask Siri : "Siri remind me to follow up in a week" That is a super simple reminder tool. If you have an iPhone 6s or later, hold down the Home button, then say what you need. If you say, "Hey Siri" you can activate Siri without pressing the Home or Side button. You can even talk to Siri in your car!
Boomerang works with Outlook and Gmail. You can schedule emails to go out at a later date You can also configure it in such a way that you are notified if an email recipient has not read the email or clicked a link on the email. This will prompt you to follow up.
People are usually organized enough to do their sales presentations but so many fall down with follow up. How can we improve in our follow up? Followup is the same as any other sorts of work. We just need to create a system that brings awareness to it Trello is a good reminder tool but it's manual and you have to remember to check.
Drip-freed helpful information or an entire course through a system like MailChimp. This is good for when people are not ready to talk to you, you can nurture them by engaging them with regular information.
TextExpander helps you to create email templates and keyboard shortcuts to send them out. TextExpander lets you instantly insert snippets of text from a repository of emails, boilerplate and other content, as you type – using a quick search or abbreviation.
Easiest system is Calendly
Utilize a scheduler. Put the link in the footer of your email, your bio of LinkedIn, the header of Twitter - everywhere you can. It's great to allow them to pick a time. They have the freedom and head space to book with you at a time that fits their calendar. Often when we ask for an appointment, people get defensive because they are so busy. Let them book with you rather than you book with them. With a scheduler, you can't double book yourself because it refreshes itself so often.
Some of the schedulers will automatically send your prospect reminder emails as the appointment approaches. This way, you don't have to worry about remembering to do it or spending time doing it. This feature makes meeting automation a great organizational tool.
Before inviting people to book with you ask them a few questions. Some of the scheduling tools such as Calandly also allow you to ask questions at the point of booking, "TypeForm" is a good tool for this but there are many. Typeform is an online tool that specializes in online form building and online surveys. Its main software creates dynamic forms based on user needs
If you are small and rarely book appointments then a scheduler is hardly worth setting up. However, let's say you spend around an hour a week on admin booking appointments and issuing reminders. An automated system would save you a lot of time over time.
Test your systems regularly and make sure they are doing what you want them to do.
For more information, visit Zachary Sexton's site: automateyourbooking.com and sign up for the free 5 lesson course.
In today's episode of Black Belt Selling, Stephanie Scheller interviews Stephen Warley - a self-employment and self-management coach on the topic of: Life Skills for Success in Business and Sales. Steven Warley's mission and that of his company "Life Skills That Matter" is:
To relieve people of their work anxieties by empowering them to design their own work.
During the interview he tells us:
There is a much larger population of people who can work for themselves but they are limited by the belief that only special people who are born with these life skills can do it. However, life skills CAN be taught.
He goes on to say:
The best way to teach people about business and sales is to teach them about life skills for success first
The most important life still is self-awareness. We need to track ourselves and learn from the data. We need to stop everything we do at least once a week for reflection and course correction.
1. They do their homework - Who am I trying to reach and why? How are they feeling? Where can I find this information? Who can I talk to? Understand their problem better than they can.
2. They are constantly reaching out - This means different things to different people. What is your communication habits? Do you like to talk a lot, are you more of a listener? Are you online or offline?
Learn how to design sales in a way that will work for you. You will have your own version of communicating with others and solving their problems even if you are an introvert, you can fashion how you are going to reach out to the world.
These are not "To Do" list items, these are habits we need to create.
We strongly urge you to listen to the whole business podcast. Stephen Warley has very important points that can help you improve your life skills for success. If you like what you hear, you should check out his website lifeskillsthatmatter.com
For more great business and selling tips and to interact with us, join our facebook group facebook.com/groups/blackbeltselling
For business coaching, book an appointment with Anna Scheller
In today's podcast, Anna and Stephanie Scheller discuss the topic of selling with emotional intelligence. Emotional selling will definitely get you more deals if you can improve this area of your selling skills.
There are 2 kinds of sales B2B (Business to Business) and B2C (Business to Consumer). While it's immediately logical to assume that B2C emotional selling is useful, when it comes to B2B sales we tend to think that emotion is not relevant and that it's more about figures, profits and spreadsheets.
48% of people in a B2B environment may want to buy but they are afraid of risk
74% will see the value but will not move forward because they are afraid
So there you have it - the feeling of fear is an emotion!
There are 2 kinds of value that people perceive - Business value and Personal value. Business value is more logical and rational. Personal value is more emotional. Our presentations will have twice as much impact on someone who perceives personal value even if this is in a B2B environment.
Once people perceive personal value, they are 68% more likely to purchase at a higher price because they see the value. It's the value they are looking for that counts and not the value that we think they need. When there is not the emotion or value then money becomes an issue and a talking point. If you tend to offer discounts a lot, this could be an indication that you need to be selling with emotional intelligence.
The key is to listen and to interpret not only the surface level stuff but connect on the subconscious level.
Hit that play button and listen to Anna and Stephanie on this week's Black Belt Selling Business Podcast as they discuss emotional intelligence in selling. For more great selling tips, join them n their Facebook Group. If you would like some 1 to 1 sales training then book a consultation with Anna.
In this week's episode of Black Belt Selling, we have a very special guest - Damion Lupo talking about the keys to success and long term fulfilment and how fulfilment should be sought first and success will follow.
Damion is a Sensei. "Yokido" Martial Arts founder and 5th Degree Black Belt. He is the Financial Mentor to Transformation Nation and best selling author in personal finance - Rewriting the rules and plan for retirement. Check out his book "Reinvented Life".
Damion Lupo explained during the interview that Reinventing is about asking questions to find the truth about yourself and then asking where you want to go from there.
He goes onto explain that If you try to get something quick, you're going to lose it quick. People who take steroids get quick results but it's bad in the long term. When you want something, you have to put the time in and that is the key to success and long term fulfilment.
If I give you $1m you may lose it in a month or a year. If you work for it then you build muscle around it and are likely to keep it
You need to look "under the hood" of the people you absorb. Just because someone has a lot of expensive things and loads of money does not mean that you want to become like them.
Usually, when you ask the question "If I gave you $10M what would you do with it?" Most people would say "I would give a bunch to charity, buy my mom a house etc". This is why people don't have $10M - because they want to repel it! We must live our lives "on purpose". I would hire more people to carry out my mission. Nothing about me would change, I would just have more money to carry my mission out.
We know that if you hit that play button and listen to our interview with Damion Lupo, you'll be pleased and you'll take something out of it! To hear more insightful interviews with successful business men and women, join us on our Black Belt Selling Facebook Group
You Fail, You Learn, You Grow, You Succeed. Always Fail Forward - Miha Matlievski
This week on Black Belt Selling, our business podcast is with Miha Matlievski. Miha is a "Fail Coach" - a Business Coach but with emphasis on helping people to learn from their failures and move from failure to success. Miha's business today is inspired by a very dark time in his past when he failed in his business and his life. During the podcast, Miha tells his story...
Miha failed 4 companies and lost $20 million in 2 weeks. If anyone can talk about failure, Miha can. Milha's life went off the rails. He owed money all over and he got nasty phone calls daily about money he owed. He spiralled into depression and suicidal thoughts. In the face of such adversity, he still managed to move from failure to success.
The daily threatening phone calls were making Miha feel increasingly depressed every day until one day he came to an agreement with people what he would phone them once a month to report on his progress. This way he only had to deal with them once a month and this gave him some breathing space. It took 5 years to "bounce back". Listen to the podcast to hear Miha tell his story.
There are a lot of people who have failed in business and had even bigger failures. Many don't learn from their failures.
It's all to do with your mindset on how you view failure. As long as you have a negative view of failure, you won't try or experiment with things due to fear of failure. We must change our view of failure through mindfulness, emotional intelligence and other techniques.
Keep a failure journal and write each daily failure into it. On the weekend, read your week's failures and ask yourself questions such as "What could I have done differently?" "How could I have approached this client differently?" "How could I prepare my offer in a different way?" "How can I improve my techniques for closing?" "Can I enrol in a course that can help?"
Remember that no one has a 100% track record.
In addition to the questions, you ask yourself. Apply this also in your business dealings with others. People love to answer questions and give their opinions. When selling we focus on the things that we think are good. We need to ask the clients what they want. The best way to sell is to not sell. Let the client arrive at their own conclusion through the questions you ask.
Find 15 - 20 people that you will pay extra attention to. Give them something extra in return for their knowledge.
Try different methods in sales and see what works, if something works, keep doing it. Always leave time to try new things.
You can connect with Miha Matlievski by joining his Facebook Group.
Today on Blackbelt selling we interview Ben Gay III, learn some awesome tips for selling and get to hear the wisdom that comes from a proven track record of many sales legends. Ben Gay III has a wealth of experience and success that started many years ago before even Zig Ziglar become a legend. In fact, Ben trained and worked with Zig Ziglar. Ben Gay and Zig Ziglar both responded to the same employment ad in the newspaper. It turned out to be a business opportunity meeting and not an employment interview. From there they both worked successfully with the company.
During the interview, you will hear Ben's stories and wisdom that span back decades in time and up to the present day. Below are a few snippets but we encourage you to listen to the entire podcast carefully and apply what you hear.
Scripting Vs Building Relationships and Sales Infiltration
A man went to a Doug Edwards seminar. He was told to never leave an appointment without at least 5 referrals. If you get get a person's church directory, you'll have up to 2,000 referrals! He made his first cold call, made a sale and got 5 referrals. He met with these referrals and picked up more referrals. At one appointment he would pick up 5, another, 3, another 6 and so on. Referrals get easier as you go because of the circle of influence. People start to know your name. This man was in the business for 40 years and in all that time he only made 1 cold call!
Now with the internet and social media, it's even easier to get referrals. It's not "Old School" The only thing different today is that we have more options for prospecting. After that, selling is the same as it has always been.
"Con Man" comes from the word "Confidence Man" - You win the confidence and trust of the prospect and then they give their money. The difference is, is it a useless product or a product you believe in? The technique is the same! Like a gun - you can use a gun to protect your family or feed them or you can use it for evil.
There are 4 walls. On a stage, the 4th wall is known as where the audience sits. The 4th wall is the audience perspective looking at you.
When Ben would give talks on public speaking he discovered that if he could show people a video of them speaking so that they could see themselves, they would cure all their bad habits immediately. Ben quit cigarettes by seeing himself smoke on video and realising how bad it looked and how it distracted him.
Suggestive selling caused a national egg shortage when a large retailer taught their staff to ask "1 egg or 2?" Even when the customer had not intended on getting ANY eggs.
Take time today to listen to the podcast discussion between Anna, Stephanie and Ben Gay III, you'll be glad you did and you'll derive some great tips for selling that will take your career/business to new heights!
Deliberately seek the company of people who influence you to think and act upon building the life you desire - Napoleon Hill in his book, “Think and Grow Rich"
Today we interview Ronan Leonard - founder of Eccountability.io. It's about finding your tribe.
99% of your problems have already been solved. Crowdsource the collective wisdom from smart, driven entrepreneurs to overcome the challenges you’re facing in your business.
Ronan Leonard is passionate about helping small business, entrepreneurs and anyone who feels isolated by creating a tribe. He believes that peer to peer connections is more valuable than paying external people to help you with your success.
Ronan has had a colorful past having been a Casino Manager on a cruise ship that sank! He personally saved 23 people that day and in spite of this experience, he continued sailing the seas!
Ronan explains that the Mastermind concept is the collective coming together of minds to create a "super-mind"
A Mastermind group is supposed to help you to overcome business challenges with help from the collective expertise and skill-sets of others within a similar niche as you. A group can meet monthly, weekly, or even daily to share support, advice, resources, and troubleshoot problems together.
An example of a Mastermind and a very early one is as follows...
If you have been to an Art Gallery and seen Renoir, La Gare & Monet. They created one of the first Masterminds. When they were all in Paris together, they would meet up in a Cafe almost nightly and they would share paints, canvasses and ideas. Effectively, they all worked together to create the Impressionist movement. They created something out of all their collective ideas and experiences.
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If you want to connect with Ronan Leonard, LinkedIn is the best platform.
Most of us are familiar with the S.M.A.R.T method when it comes to goal setting. SMART is an acronym as follows:
S - Specific
M - Measurable
A - Achievable
R - Relevant
T - Timebound
The SMART way is a good recipe for achieving your goals but the S.M.A.C.C way is an improved method of goal setting. On today's episode of Black Belt Selling, I interview Stephanie Scheller on the topic of Goal Setting using the SMACC method.
S - Specific
M - Measurable
A - Achievable
C - Compatible
C - Consistency (Executed with consistency)
Stephanie says that while the SMART method is for sure a good one, not all goals are necessarily timebound for us. There are goals that we want to accomplish but not necessarily by a particular date.
She says "The world is not going to end if you don't go on your dream vacation before the end of the year, you simply would like to do that at some point in your life".
On the other hand, some goals are timebound and they would be defined in the "Specific" and/or "Measurable" part.
Stephanie claims that with the SMACC method, so long as we put in the effort, we are guaranteed to fulfil our goals within a margin of error. This is due to the very important "C" (Consistency) part. When we execute with consistency we hold ourselves accountable to take action daily toward fulfilling our goals.
Goal setting (and achieving goals) is something that we can get better at in time. It's much like when you go to the gym. There are guys at the gym lifting 100lb weights. Perhaps you can't even lift 20lbs so you start with 10lb weights. As you gain strength you progress to 20lbs, then 30, 40 and so on. The guys doing 100lbs started where you are at when they first joined the gym. It's very much the same thing when it comes to our goals.
Here are a few points you will hear in the podcast...
Setting goals is the first step in turning the invisible into the visible - Tony Robbins
We know you will enjoy this week's podcast. For more on Stephanie, visit thestephaniescheller.com
To interact with us and to get more valuable content on business and sales training, join our Facebook group facebook.com/groups/blackbeltselling
We wish you all the best in making your goals a reality. We believe in you. There is greatness in you!