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Conversations, tools and strategies to multiply your sales

6 things to consider when planning for success in 2020

If you’ve been following along the past few weeks, the focus of our videos has been on how to create and use a sales plan to grow your business. 

 

Suggested viewing:

Still not sure a sales plan is right for you? Here are 6 things to consider before we dive in:

 

Do you have the bandwidth to serve more customers?

If you are overwhelmed, and struggling to serve even your current customers effectively, creating a plan to get more customers probably shouldn't be your key priority for 2020!

This doesn’t mean you don’t take action to grow your client base, but focusing on customer delivery and scalability (ie. hiring new team...

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5 Elements every plan must include

In a recent post, I answered the question: Does your business need a sales plan?

(The answer is a resounding YES, by the way - and here’s why.

I highly encourage you to check it out if you haven’t already, as the points that I share in that video will provide some pretty important context for what I plan to dive into today!

It will also as give you some insight into how to best use your time and resources so you can avoid burnout along the way.

If you are struggling to know how to plan in your business (or you’re just plain sick of seeing your plans flop) it’s possible you are missing a few simple pieces to the puzzle. 

Ready to set yourself up for success?

 

Tune into today’s...

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How to address objections from your prospects (Part 2)

Last week we began a conversation on addressing objections from your prospects. Before we jump into today’s discussion, I highly suggest you check out last week’s video where I explain the difference between questions and objections (and how to make sure you are addressing the right one in conversations with your prospects!) 

So, now that you’ve determined it’s an objection - and not a question - how do you address it? 

Notice I say address, and not overcome - I honestly don’t believe it is our place to overcome their objections. After all, objections play an important role in identifying those potential clients or customers who are not actually an ideal fit for you and what you offer.

There are...

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Does your business need a sales plan?

It’s safe to say that Marketing today is easier than ever before. 

The internet has forever changed the way consumers find and interact with businesses. With a click of a button, you can literally reach thousands, if not millions of people - and many of these marketing platforms are 100% free to use. 

So with all this high-tech, far-reaching, at-your-fingertips type of marketing, who needs sales, right?

If you’ve started a business in recent years, chances are you spend a lot of time, money, and effort on keeping up with online marketing strategies. From running Ad Campaigns and Facebook groups to creating endless content, and spending hours a day “engaging” on social media and wondering what the heck...

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4 Ways to generate revenue when cash flow is tight

Reaching the end of the money before you reach the end of the month?

We’ve all been there. At some point, you are bound to face months where your expenses overshoot your revenue - and as a business owner, it falls on you to figure out how to turn things around. 

The things that are going to set you up for success in the long-term are rarely accompanied by a sudden influx of cash, so you are going to need to figure out how to generate enough revenue to sustain you in the short-term.

Before you dive into this week’s video, I want to make one thing clear: The strategies I’m sharing today are meant to complement - not replace - your long term strategies. 

These are intended to bring about fast wins to get you...

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4 Books to Help You Grow Your Business

Confession: I’m kind of a self-help junkie. I love to be constantly learning - in fact, it’s one of my core values in life and in business. 

Even though I’ve been in sales for 15 years, and have received world-class training with Fortune 500 companies (and train people in sales every day) I’m always on the lookout for new perspectives - new strategies that will make me more effective, and better at what I do.

Reading books is just one of the ways that I embrace that.

Sales can be a pretty challenging arena when it comes to research and growth. Much of what is written and what is available in the public domain is centered around manipulation and bullying - slimy tactics to make people feel uncomfortable just...

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How to create forward momentum in your business

Do you ever feel like you are moving backward in business? 

 Or that even if you do manage to get ahead, progress is quickly stalled out by the distractions of life and the demands of your schedule?

You work hard in your business, so it can be frustrating to feel like you are starting from square one with each new client or project you take on. 

So what’s missing? Momentum!

Think of it like exercising...

Fitness and movement is something I hold quite dear to my heart, but lately, I feel as though I’ve lost a lot of that momentum around my own physical health.

It used to be that working out didn’t require a lot of effort or willpower on my part. It was just something that I did automatically - a...

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One tool to help you dramatically increase your confidence in front of your dream clients

Have you ever found yourself worrying about what to say to a client?

What if they ask me about XYZ?
What if I forget to mention ABC feature?
What if they have objections?
(And how do I even start this email!?)

Sales rarely fall within our comfort zone. It takes leadership (read: it’s uncomfortable)  to initiate conversations and connect with people we might not know. The fear of getting it wrong can stop us from being proactive about sales altogether. 

(Sound familiar?)

If this has been your struggle, I want to introduce you to one simple, yet powerful sales tool to help you dramatically increase your confidence in this area:

The sales script. 

I know what you’re thinking...sales scripts are the tired,...

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Are your potential clients ghosting you?

So there’s this possible client you’re super excited to work with. You’ve been holding their hand for weeks now, helping them walk step-by-step through the difficult decision-making process, being a resource, adding value and even sending them donuts.

You’ve given it everything you’ve got, faithfully answering every phone call, text, email, DM and from where you’re standing, things are looking pretty good.

It’s time to make it official and win this client for real.

But suddenly, they are nowhere to be found.

You pick up the phone to follow up....*crickets*

Fire off a friendly little email…*crickets*

Maybe they will respond to a quick DM?... *Radio silence* (except for the crickets).

Days,...

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The #1 Goal of Good Marketing

marketing profit sales success Aug 28, 2019

If you’ve been following along for a while now, you’ll know I tend to focus a lot on the topic of sales. 

With content like How To Think Like a Sales Ace, Why you Should Never Be Closing, and my most recent video and post How To Make Cold Calling Easier and More Productive – it’s no secret that I just love this topic!

But you’ll also notice that not everyone shares this sentiment…

Due to the inauthentic, manipulative, and totally cringeworthy tactics often used by those we not so lovingly refer to Salespeople, I’m afraid most business owners want to steer clear of the subject altogether. 

When avoiding sales – what do people tend to focus on instead?

Marketing. 

...

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