28 Burst results for "sales training"

3 Ways to get more from sales training

Ag Sales Professional's Podcast by Greg Martinelli

05:38 min | 3 weeks ago

3 Ways to get more from sales training

"Hey today, we are talking about three ways to get more from your sales training and three methods to improve long term learning want to get more out of the next training program you. Attend even if you think you know everything the instructor is going to talk about you can still get more out of any program you attend. In many cases, you can be the one that helps guide the training session to make it a even better event as an attendee. Here are three ways you can get more from your next training session number one. Yes that's right. Attend and sit in the front row university studies done on what it takes to get better grades found. There were two critical steps that getting better grades in college attending class was the first criteria that means showing up seems obvious but in today's cell phone society that also means attending class and I repeat and paying attention we're addicted to our phones and their immediate accessibility Twenty, four seven. If you're going to take the time to go to training then attended, it was also discovered that sitting in the front row, reduce distractions between the instructor and the student again in our virtual world and cell phone era multitasking is at an all time high turn them off pay attention and get more from your training another advantage of sitting in the front. Row is higher engagement with an instructor. When working with a team I can tell you from much experience those attendees that ask questions that reach out before and after workshops will always get more out of their training experience those that do the bare minimum on pre work lack engagement and run out right at the end of the workshop get far less than their peers most. Instructors are willing to help. Clarify confirm even provide some impromptu coaching to those willing to ask there is nothing lost by asking and much to gain well, the number two way to get more for your next sales training is number to get an accountability partner. It's estimated that just the act of measuring will increase training retention by twenty-five percent having someone who will help you. Hold yourself accountable to the changes you need to make increase your commitment to that change. I find this to be a powerful impact tool in training sessions. I will actually have attendees perr up and set a follow up call with each other make him pull out their phones and schedule it right there on the outlook calendar as a reminder to call their accountability person then. We follow that up with a web session to discuss how those calls went. This double accountability action step ensures at for at least the next three to four weeks. Their new behaviors are a priority for them without this step. The pace of life as an egg sales professional is just too busy and we just slipped right back into our old ways well, the number three way. To get more out of your next training is get rid of your to do list and schedule it on your outlook calendar. This is big. This is a huge way to increase your productivity. You need to have some way of leaving that training session with action items. You will actually implement often go to training get a nice binder or workbook take a lot of notes. In it and then store that binder on a bookshelf never to be opened. Again, knowing this, I implemented a glorified to do list that workshop attendees fill out as they go through the sessions at the end we discuss and reflect on those lists to determine which are most important. Well, this is better than a nice binder on your bookshelf it needed one more step to. Get. Real action. Now we add action stuff to their outlook calendar. Some of the items on the two of us were just too big for one action step gain a ten percent market share and making county is an awfully big item to do in one step but polling on one new prospect in making county next Tuesday is certainly easy to actually do put on your. Outlook calendar and you're most likely to do it. Here are a few additional training elements that I found increase engagement enjoyment, and retention of the material. The first thing that I found useful a pre-test testing often strikes fear in the hearts of many. However, a pre-test is not usually feared as we feel less pressure before we actually go through the training, the added benefit of A. pre-test is to give the attendee an idea of what the course will be about. They are better prepared for the course before they even arrive. The second area that I found helpful in preparing instruction is to do spaced implementation. You really can't cram for long term retention think back to any test you ever crammed for for most that's back to our college days for me. It was my series three and thirty modernity training certification tests I crammed day and night, and I had the help of a great shooter by the way. Thanks Jeremy did I pass of course do I remember it very little the same can be said for sales turning but let me give you one more analogy. Imagine you're wanting to learn how to play the guitar you. Search online and find a course that promises you the ability to play guitar after their eight. Hour workshop now is that realistic course? Not You could jam or cram for eight hours and be a little better that doesn't mean you know how to play a guitar. The same goes for the complicated skills of sailing by spreading the material out over time I found retention of. The training higher among attendees with the increase virtual capabilities of everyone. This is easier than ever. Well, the third way that I think you can add to your sales training program is to implement a follow up. This is one of my favorite components of a great training program doesn't matter if it's as simple as an email, a post test survey, a Webinar or an actual live. Every intense in-person workshop needs to have a follow up within several weeks. Of

Sales Training Instructor Front Row University Jeremy Partner
"sales training" Discussed on Accelerate!

Accelerate!

01:31 min | 2 months ago

"sales training" Discussed on Accelerate!

"Do all on your phone and less than a minute. As soon as this podcast is over, so thanks for your help. And thank you again so much for investing your time with us today until next time I'm your host and Andy. Good selling everyone. Ren- day is the leading sales enablement platform uses a I to help scale business growth. Trusted by the top companies across the globe, religion, a offers a suite of powerful tools for every sales role. During DNA, dialer radically improved sales, productivity and call connection rates while guided selling helps. Reps know exactly what to do and when to do it. Conversation A I use artificial intelligence to surface the most impactful coaching opportunities in real time. So no matter where your team is working from the ring in a platform can help them exponentially increase call connections, opportunities and Revenue Learn more at ring DNA dot com slash platform. That's ringed ebay dot com slash platform..

"sales training" Discussed on Accelerate!

Accelerate!

05:36 min | 2 months ago

"sales training" Discussed on Accelerate!

"Hey this is great. I've never seen it. We're taught it that way or you know. Hey, we just need a different voice, right? We need to hear something different. In told in a different way connects with people generally across generations. And so the VP of sales at least for what I do. Typically don't feel they often feel relieved. Or I'm getting half years so. I've never I've never her. Nobody's ever get this. This should be my talk. Talk behind you. Know I should go. And look all my clients in the last two years and see how many still have the same sales leader? And then you know it's a really good percent with ninety percent of my vp's of sailors still pair. Up later. Part of your life. So I'll help I've I've had that conversation with with VP's of said. Yeah I'm here to make sure you don't get fired. I said that a lot I say to people. A lot is like. I know this. Is on you. I know it's a big decision and I promise I won't do anything to make you look bad. Right and you can do that on your own. You don't need me to do that. And and I can hear their exhale of like okay. Thanks particularly, if it's a new VP right someone who's trying to their either a new VP in the role or their new at the job. Right like they've been a VP, but now they're new and. They've got the weight to throw around. and to prove themselves, so it's important for that. I think that's I think. That's what people like about what I do is they feel I really have their back and that's what my g to stuff says. Well Yeah, you got a bunch of those stars on g to yeah. But I think that's what people need. So I think it's that humanity I think Tim. Clark had salesforce In crushed, I've done stuff with is. He did we didn't episode with him. In his whole thing is like. How do we bring humanity back into sales? And when you stop and think about it, a lot of people race to yeah, how do I be more human with my prospecting? I'm? Tim and I are like well. Yeah, but how do we be more human with our employees? How do we make sure we're not just making it about the number? Right I? Don't know who said it, but somebody said it. made it, the President's Club, does not going your tombstone. That's not what it's. Not It's not that important. Right, so. Yeah! It's big big task, but I think the one of the things on the human element that that's are saying about is that. We talk about that, but by the same token. We look at expectations for like on boarding programs. And and a marine this quote from a soccer coach in been the UK at Premier League coach. And he's saying we before we train. The soccer player we train the human. Oh. That's brilliant, right? That's really good. Before we train the soccer player, we train the human and again. We don't do that at all in sales. You have people that support at all about. A perfect example with our on boarding problems ninety days you gotta be up to speed, and it's and this coach as you want. Things are really sensitive to as everybody matures at different rates and so he said there's almost always a moment with the top players were suddenly the get it. But the moment they get, it could be month. One for one player could be month eighteen for another player and yet. For us past ninety days and they don't really get it. Yeah, that could be around her long, and so we don't this whole by being human, as we don't account for any human differences and people. This is for the parts gotten worse. Yeah I completely agree and. And I think we're about to see it now. I think it's it's with what's happening in code and where it's going to take us. Is The mediocrities being weeded out? To a certain degree! Unfortunately there's a lot of mediocre people in positions of influence and protecting themselves. And they're trying to weed out. There might be reading out the wrong mediocrity sure. Has got built an excuse now. Right so in that I've talked a couple of people in, and they've shown me their leader award. And their number, one or number two, and they're the ones who are getting let go Kobe and I'm like. Wait a minute like I. Like I'm really sorry, but be glad you're not working for that eater anymore. Yeah, why so? Why were they being like? Oh, that's amazing, yeah. I have no idea I have no clue like they were the. Oh, excuse! Was We have to downsize? We have to cope with it like it's the covert thing. I'm okay, but who keep to keep people or do they like the whole team? No, they kept people so now there's favoritism writers. I don't know that's nepotism and most of the companies I work without favoritism. I mean it's. It's yeah, it's it's there. That's a whole nother book so many right? It's like. Sales, people think they're playing on a level playing field. It's just not the case, and this is what another thing. When we talk about. Performance and sales as an aggregate. It's you know what what account for a lot of individual variations. Yeah people had fed. The better leads better territories. Better accounts. Just.

vp VP of sales soccer Tim VP Clark President's Club UK Kobe
"sales training" Discussed on Accelerate!

Accelerate!

02:07 min | 2 months ago

"sales training" Discussed on Accelerate!

"Why can't we change the way we staff sales other than the roadblock put by. Say Yeah. You've got a frontline manager. They take care of certain aspects of. Personnel Management Forecasting. It could be yeah. Budget could be hiring. Bona comes to. Personal Development got one or two specialized coaches on staff, and that's all they do, and so there's none of this you know we published a. podcast episode today with talking Pat Rogers loop about sales management survey. They had done that. That eighty five percent of sales manager say coaching is top priority. Twenty eight percent of Sales Reps that they get any coaching at all. Yeah I've seen that report. Right so so we've got this huge gap. Well, screw the Gabum. Let's make I can go make it go away tomorrow by hiring people on staffed. That's all they're supposed to do. Complete so none of this excuse about all the bosses naming put together reports. I gotta pay him of the. Mixture are hitting our metrics. IAGO do that. You're the manager. Some coaches. They'll take care of the sellers. It's interesting, I think. The operations function I think. My belief that my hypothesis, the operation function is meant to do that, but then that also does is it exposes the weakness of actual sales leader because they over Hanako. The is still sitting behind being a dashboard manager rain, and that's why they resist changes like this and you've I'm sure you've seen this as a consultant. I certainly have seen as a consultant is. Yeah, I. My clients always Jesse IOS NOT VP's of of sales or SIERRAS. As soon as I set foot in the door, they go into defense mode while the fact that bringing Andy and must mean that I'm deficient somehow. It's like it's not that you're deficient. Bad the bringing me help you. I've seen the shift, so I've seen that ship the law in the last couple of years at least in my world right? Because once they come to me. It's it's they're usually board. Right in the story I'm hearing is..

sales manager consultant sales management Andy Bona Pat Rogers Personal Development Hanako VP
"sales training" Discussed on Accelerate!

Accelerate!

05:57 min | 2 months ago

"sales training" Discussed on Accelerate!

"But their their sales process that I still know was called GAK greed approach product Knowledge Adam closing. Thank you. And so, that was my first attempt at sales. Now that's that's retail. It's inbound, but they taught us to. Understand what are you looking for? What kind of ideas we had to memorize all the color names we had. You. Know what matched with what so that we could add on an upsell right? All those kinds of things so for me. That is the first place I learned I. Don't think I got good at it till I was. Ten or fifteen years later I was not a student of sales that I see people being now And I think that was probably my own ego more than any. They're the books. Were there you know I just didn't look forward to want to go look for them. Yeah, my case, there's really. Want my first boss. But. You know what he did is as we just. Talked a lot about the deals I was working on it, but not in a detail. Do this do that, but just to your question before. So, what are you thinking about this deal? And we went out on a lot of calls together and and. It was just that being their. Role modeling modeling the behavior. Sometimes we'd go and calls and. Say Oh. Don't the boss do it? Never take the lead, but yes, sometimes they just. It was great to do that because I learned so much from watching them. Give the pitch answer. Objections do the things that that has like Oh. Won't do it that way. Back I understand what I'm missing now on what I'm doing. And I think that just modeling. The behavior seems to be missing so much these days. Because partly as the way nature for the way we sell, but we need to. We need to bring more that back in because I people. People learn by observing other people. For me is in order of hierarchy is learned. From my boss. And Mentor top. Second was peers third was I. learned from my customers I learned a ton from my customers about how to sell. And Fourth Training. So interesting because I see a little bit differently. I don't know that we. I we're racing too hard to the. Go. Listen to this call. Here's a perfect call. I think that's good, but I still think there's you know. You still have to take your swings in at bats right? You stole that steps analogy you still have to. Serena still got to get on the court in practice repetition repetition. Let's face it. She's she's he's Serena Williams in. You know greatest. FEMALE ATHLETE IF NOT ALL ATHLETES With what she's been able to do in her career. But, she still has to get back to the practice and she has a coach on the coat on the court though. In a practice. She has a coach on the exact every day. Entirely yellow, one hundred percent white like this idea of is when this popular whole idea about ten thousand dollars mastery of anything with ten thousand dollars a practice. I think people miss serve. The the critical point was there wasn't really the ten thousand hours. It was that you practiced with. Active direct feedback. So that as you're practicing as you're learning, you're had the involvement of someone that was giving you the feedback about. Hey. Have you tried this thought about this and so on? That's what drove people to learn. It wasn't the ten thousand hours without the coaching without the deliberate drek coaching. Twenty. Thousand Dollars Not mastered it. Wasn't about the level of effort, but the effort with feedback. So I I completely agree and I think that's the part that's missing, but I think we're the to what we were saying a few minutes ago. That's the part where we're getting back to right now. Recognizing that because of the ring tools right where you can record the call and come back and coach to the call, what's now lacking in what's what's become apparent is? We don't know how to teach the coach to coach the rap. Right, we don't. We don't need to teach them that kind of stuff. So. That's where I think it's really gotta come in I'm back I would I would I would say. Have you talked to Matt Cameron before the show I know I know Matt, but I've not no not on show. I would encourage you to happen because you know he runs. A management program very different than mine But. He has his fingers on the pulse of this stuff in a very intimate level I think he'd be a great right. Great suggestion. Great Conversation and I'm more than happy to make an introduction on. Yet so. Because I think that's you know we've been talking about what sales going to be like. What's training going to be like? Which coaching can be like well? What about sales image? because. Can you define what sales is going to be like? If you haven't defined what sales management is to your point if flipping everything on its head, stop spending the money on just the trainings moral coachee. Right. That's a really important piece. In comes full circle. Yeah I, mean I'll think about us. Sales Organization I I love this example is people. Watch the show billions? About a hedge fund. Yeah, who's the key at WHO's the key employees? Wendy shrink. Shrink I loved her. Yes, right, but totally so far large sales organization. Why wouldn't you have somebody like that? This is your mindset specialist. Coach Rate Right. You can't respect to sales manager to be that person yet. We do without any training. We expect Jude Be. Read a couple articles listen to a podcast, and you're an expert on minds up. What's that's BS on work that way same thing with performance coaching. That people who trained performance coaches..

Serena Williams Matt Cameron sales manager sales management Wendy shrink Jude
"sales training" Discussed on Accelerate!

Accelerate!

07:21 min | 2 months ago

"sales training" Discussed on Accelerate!

"Great Organizations and This is sort of that old school. IBM Xerox kind of place will. They had leadership programs built-in. They taught you those things, and that's the stuff that gets shortcut. Or shortcut. Article Right. We don't have time for that. Every world is that it's not just startups. That's that's all agree. So so so, but this is the part where I think people are getting better Because we do I we have coaching is now a good word used to be sort of a weird word for my generation? You know when when you said coach into a gen-xer, it felt like micromanaging because nobody knew how to be a coach. To your point, these professional sales athletes. And A now with things like Indiana. In course and Gong and you know those tools are giving us the ability to actually coach, and that's really important and it's opened our eyes to the ability to coach, and now we're going to figure out how to coach now. We know what to coach now talk about. How do we teach someone to be a good coach? Coach the coach. Exact answer starting to see that stuff come out. More and more than. You know in my sales training stuff that I do in my management stuff that I do training it's. The principles are all the same. Right. It's understanding I still ask I. Still Know How to us. Open enclosed into questions if managing person versus navigating deal, I still know how to use mirroring if I'm having a conversation right I still know how used labeling and all these other techniques multiple choice questions. We just never really been taught how to use it in sales people. In fact, we're taught to ignore our emotions. Don't worry about it. Don't take it personal. Women I actually to take a personal minute. A! So we Kinda, have to sort of. You know hopefully data too much. You have to Sorta you know you keep saying us. I know I know we'll. Do that the Scott to even though he's ten years younger than me I know, but you have to. George Costanza in sort of do everything the opposite. oppy opposite George opposite a our yet so. Stop there trigger. Somewhere. Well, but it speaks to. Several brushes I wanted to dive into. is so this idea, but you know we're still managing sales fundamentally the way we have. Is Not not very efficiently and have service hero complex imbue the sales leader with but then yeah, we've got these these managers that given the lack of training that exists basic across the board, except for some of these legacy, big companies. Yes, interviewing an author who had written about first time management jobs. and. He cited researchers showed last question. So what age at what age? Does. A manager typically received their first Leadership Training I would guess. I would guess late thirties early forties yeah, forty two. And I think I think the number was an average. They've been like ten years before they get their first training and then you. Answer to why that existed, that's fascinating to me. Why there's just this assumption that if we promote people into these positions, they know this stuff. And they don't. I mean I look at I. Look at what's changed and again people listen to the show. I've heard me say this more than once. Is that and I may say that we talked to you guys on your show. Was Yeah I. Love Looking at what they're doing. Professional Sports Look at the coaching staffs. They comprise comprised of specialists yeah. I've got I've got a mental performance. Specialist I've got a physical fitness. Specialist, I've got a all. These coaches that have these specialized training in various aspects of the job to improve. The performance of these wall compensated athletes. And yet at sales, we've we've specialized. Aspects of the selling roll, which makes a ton of sense. We get to management. We expect this frontline manager and a sales, director and sales. Vp have all the specialized knowledge which they don't have and we wonder why sales people. Aren't getting better and use badgers quick to point the finger at salespeople and say well. You know they're lazy. They're not learning or you know why to salespeople have a bad reputation and I say well the reason that about reputations because. While giving example it's. The bad reputation of the leaders. Because leaders when we when I was growing up. Not The date you army on a surly as if there is kid you're playing within your parents said Yeah we'd want to play. John Anymore because. Badly behaved. The next sentence is always. Yes. Parents are bad. Bad parenting. A! Wasn't that what? We have a huge case of sales? It's just bad parenting on the part of managers. I mean. I think that's what we're what we're really dealing with here so. Throw it to you as professional sales trainer. It's increasingly. Server occurs to me. Is is seen this number. We spent twenty billion dollars a year on sales training in the United States of which I think roughly five percent or something has spent on training managers. What we flip that on Ted. What what would happen to sales if we flip that on its head and spent nineteen billion dollars training the managers and a billion training the sellers. A be interesting to see what happens there. I believe things will get better. I agree it. It would be because there's two parts to right. There's the there's the aspect of. Teaching the managers how to manage humans right in the way, and then there's the tactical sales training. Right like how do we actually? What do we need to teach them to say and how to say so? which is all management is right now. Management is teach them what to say. Go do what Johnny did right. And that sort of what the coaching turns out to be as you know, the tools are great, but if we just used on the tell people to be like somebody else as opposed to. Let's use the tools to coach you to be the best version of you. then. We're not using tools the way they. Could be used optimally. Totally totally totally agree, but don't you think the managers? Sir taken the fact. We have these metrics and access to data greater transparency in our processes. Inserted defaulted, try manipulate those as opposed to doing just the really hard work. Of Coaching and mentoring and being a role model modeling the behavior they want people to exhibit..

sales training George Costanza sales trainer IBM Indiana Gong Scott Johnny Vp United States director Ted John
"sales training" Discussed on Accelerate!

Accelerate!

06:54 min | 2 months ago

"sales training" Discussed on Accelerate!

"Content so basically anything everything that they need in order to have knowledge-based conversations with buyers. The buyers feel are valuable, not that the seller thinks about the buyer thinks valuable. Right and and so. Training certainly. A role there. But as we see perhaps. Sales evolving and we've seen it evolve praise consistently over the last fifteen years or so, but there's always been the serve undercurrent, which is okay. The last seventy years sales performance seemingly. Falling. Based on surveys data points from you'll see us. Oh, insights and other people. Their data points, so let's take them for what they are I mean. It's not said they're. Gospel, but an indicator. Mir's affect the productivity. Our economy has slowed poacher productivity growth slowdown pretty substantially. Or less ten years, even though we've been introducing all this new technology I presume sales served mirrors. That doesn't reasonably sales. Productivity growth has also slowed over this time. Show acne okay what what we run. What's happening so other accurate to the first thing I think one. I think the goals have been outrageous. We've had a great booming economy. Right, which is good. That's in robust, and it's been fantastic, but as usual particularly in the startup world any even in other worlds. The greedy get greedier like they don't become less greedy. And so goals get jacked. Everybody thinks it should be two hundred percent growth year over year and a SAS startup world. In and so people are not hitting goal because the goals outrageous. The goals are being dealt from the board down not from the pipeline up. It's like hey. Oh, that's pipeline is great. What do we need to get this done? Go do it, and then. There's this assumption that everybody hits. And then there's this assumption that I think people misses it. One hundred percent of your sales team should not get goal. Like, if you're building your business and your goals around everybody hitting one hundred percent. Does just not realistic at the numbers are using right now. You know the company should be statistically significantly profitable when seventy percent of your team is hitting gold. If, you're not statistically significantly profitable. Than the goals are Outta whack and. Some of it, could be personnel. Some of it could be product market fit. But it's not. This. We need to fire the VP OF SALES So, that's part of well. We're GONNA get to that because. The expectations for. Our VP's are insane. Yet they vote, but they've always been insane now. Start there, but we'll get back to that. Go ahead yeah, yeah. Seriously! That's where I see us. You know sort of coming from. Is that look every look? Pigs get slaughtered, right? Disturbance being a little piggy, and it's and it's taken Cova to get us. There so in some ways. That's a little bit nicer, but it's also a very convenient excuse. Right And and I. You know I'm old enough and you're old enough to say look. I remember what happened in two thousand eight. Yeah. I remember what it was like in two thousand one. I've lived through two of these things and I know that this stuff happens but you know two thousand eight. The excuse was the banks two thousand one was nine eleven. An invest the way it sort of works, right? That's what we know about a comedies. So I think that's that's the challenge. We're in right now. What I think people have forgotten I'm not sure when you're going to release this, but you know we've survived. Q. To decently as we come out and covert, and we're starting to see people do stuff, but the economy lags about six months behind reality Oh. Yeah, damn unemployment's going up. Yeah. July going to be very tough monk. I think for a lot of businesses. Unfortunately, you know we're not out of the woods yet so to speak, so it'll an interesting play on. Where this goes the next six months you know. Well Yeah I guess one thing that is driving at us as we really understand yet. You know build the levers that we can manipulate to. Move the needle. On individual performance. I mean I think getting better. Well but I'm. One of the things that I look at us is space from experience over the years is that we are in a? Performance based profession. and. Who Do you know that's been trained on how to? Coach performance. Not How just coach coach performance, you ain't going to professional sports or They've been trained how to coach performance out of young athletes. What we've got business athletes. Who knows how to do that? This gets back to your point about the VP of sales is my belief is that? We. Fund at a fundamental level were still managing sales the same way we did one hundred years ago. Got This VP CRO everywhere. Call Them. And the assumption is well. They're in that position. They know all that stuff, right? They know how to coach performance. They know how to do the things that move the needle. They are an expert training, their next and personal development. You know, go down the list. that's incredibly unfair because they're not expert in probably any of them. I completely agree and interesting 'cause. Your new CEO Howard. I've talked about this a little bit and I mean and doing something with the the ring, DNA. event that's coming up on the Peter Principle very specifically to this, which is the short version is the Peter principle is that the reason people bales because the promoted into positions where they don't have any skillset set. Right now. This is for people listening this this was was published in the seventies may sixty. Around. But? People don't talk much about it, but basically people rise to the level of their incompetence is. A theory behind it. And so. And then there are the people who excel because then they recognize their self aware and they tried to go get the knowledge..

VP OF SALES VP Mir CEO Howard
"sales training" Discussed on Accelerate!

Accelerate!

05:17 min | 2 months ago

"sales training" Discussed on Accelerate!

"Sales training for sales hacker. And he's joining me today. On sales enablement episode, Seven ninety-five Five Tabah conversation about well sales training. To one of my favorite topics because I believe it's one of the areas in sales where there's the biggest room for improvement. So rich and talk about as the world around us has changed at least temporarily, if not forever, what impact will have on how we should train sellers nuts important for many sellers because what they do on a day-to-day basis has changed in ways are perhaps unexpected so now the question is how to enable them to succeed. We're also digging into a topic that least is more important than sales training in terms of being central to the success of individual sellers that is how we train and enable frontline sales managers. Now, this is vitally important subject, the generally ignored in sales because on average I don't believe salespeople can improve any faster than their manager improved, so you'll be hearing more about this in my conversations with guests upcoming episodes all right. All this and much much more, but before we get to Richard I wanNA, remind you to subscribe to this podcast sales enablement with anti-bomb wherever you listen to it, and if you subscribe with, certainly appreciate it if you could also give us a review about how we're doing in the form of review. Thanks also, lastly, if you haven't connected with me and Lincoln please do that Lincoln slash in slash real handy, Paul that's right. There's only one real all. Let's jump into it. Richard Welcome back to the show. Thank you so much any good to be back. Yeah sets been too long. I think it's fair to say. I appreciate it I but I'm also very grateful. Did you came on Scott Night Circuit Sales? So we appreciate you coming on, and and even you can just give it some gassing advice. We appreciate it so. You guys. You guys do a great job. Thank you. Thank you so congratulations. The last time we spoke to on the on Your Business Endeavor. That's half of thank you with ranking. Ed, that's pretty. That's pretty sweet. I got I got. I'm trying to get there. It's nice to be a role model. Yeah. Yeah No, it's. It's been great absolutely great so. Where have you been? Served sheltering in place. So. shelter in place in in Moraga California outside San. Francisco, East Bay for people who are listening. Sort of near Burke between Berkeley and Walnut Creek. If you know the area, I lived in Moraga. You did did I did. I'm not sure I remember talking about before but. I One thousand nine hundred eighty. Yeah. Yes long long time ago, but Yeah. Yeah, that's great. That's really great. Where are you now? So I've I've spent the first ninety days of shutdown in New York City Manhattan. And just yesterday my wife and Escaped from New York you remember that film. And we're back in San Diego so. I mean I know this is completely off tied to what we're going to talk about. But how is New York? That just must've been crazy nutty. I tell people unless you're in hospitals. You're really. Getting really see all the drama and the hospitals were jammed and overflowing, especially in a we live in Manhattan's there, and but especially in the other boroughs Queens Bronx, Brooklyn things are much more dire than Ben in Manhattan. How did you? How did you just go down the elevator thirty floors if you looked in? Like that was like all I'll wait for the next one or you just dramatic risk Beckley exactly so the same thing is true here highs in San. Diego where we live so eleven high rises that. Now the rule is leave your apartment. You have your mask on and you're right. One family. You elevator so it takes. It takes a little longer to to get down. To the lobby or to come up, sometimes that people are are very good about it. Hand sanitizer stations all over and so. Yes a community, people people do a pretty good job and that was true New York. I mean for the most part people were. Wearing the masks and staying public transit and and Now it's. Moved into May and people see the. The opening, coming man people, starting to be a little, less careful, a little bit concerning but Do People do a pretty good job, and that's true here in San Diego as well, we'll cool. What are we? What are we really going to talk about today? You know. I thought we talk. Serve about what what you see. The role of sales training one thing is the role of sales trainings are in the next normal, because seems like an opportunity to serve to. A reset to some degree bright. or in evolution menace, I call recipient evolution. We started the show with the mission. Saying look is far purposes. We. DEFINE SALES WON'T AS ENABLING sollers with the the knowledge, the skills the. Tools the.

sales training Manhattan Richard San Diego San Moraga New York City Lincoln Berkeley Francisco Beckley Moraga California Paul Ed Diego Walnut Creek Brooklyn East Bay Ben
"sales training" Discussed on Accelerate!

Accelerate!

01:43 min | 2 months ago

"sales training" Discussed on Accelerate!

"So in reps start their day. They'll never again wonder which prospects and accounts are hot inbound leads to reach out to next. Guided, selling even shifts reps priority in response to real time buying signals finally even knew reps can sell season once. Let Ring DNA. Be Your Guide to success. Learn more at Ring Ringa dot com slash guided selling. That's ringed, a dot com slash guided selling. As usual in startup for. A greedy get greedier. Don't become less free. And so goals get jacked and everybody thinks it should be two hundred percent growth year over year and assess. Start up world. And so people are not hitting goals because the goals outrageous. The goals are being dealt from the board down not from the pipeline. It's like a Oh. That's what your pipeline is. Great what we need to get this done. And then there's this assumption that everybody. And then there's this assumption that I think people misses it. One hundred percent of your sales team should knock it. Like, if you're building your business and your goals around everybody hitting a hundred percent, that's just not realistic at the numbers are using right now. The company should be statistically significantly profitable when seventy percent of your team just getting bull. Friends welcome do the sales enablement podcast on host Andy Ball. Now that was Richard Harris Richards the founder of the Harris. Consulting, group and director of.

Microsoft decides to shutter its retail stores

Daily Tech News Show

02:08 min | 3 months ago

Microsoft decides to shutter its retail stores

"Announced it will permanently close almost all of its Microsoft store retail locations stores in London New York City Sydney and Redmond will be converted to Microsoft, experience centers. The company plans to focus on using Microsoft dot com, poor customer support for sales in for training. The company said retail store team members will continue to serve customers from Microsoft corporate facilities and remotely providing sales training and supports. Yeah, nobody seems. Seems to believe whatnot nobody I see a lot of people like so, what is really going to happen to the store employees? But it sounds like Microsoft is like we're just GONNA. Keep them on support. Everybody's working from home anyway so we might as well if we're going to be paying them, pay them to do customer support and sales that they're trained for in the store. Just do it for online store and. It does sound like this was in place to happen. Before Covert Nineteen Microsoft definitely closed their stores like everybody else do the virus but all of the sources seem to indicate that Microsoft was looking at doing this anyway. And if it was because of this, they might have done it at a different time. I don't know but It sounds like they're just realizing that they don't get enough sales out of these stores and the ones that they do get a benefit from. Don't really get a benefit in actually selling units get a benefit in exposing people to their products, and that's what they're going to do with these experienced centers. Imagine? If apple was like. Yeah, we're closing all of our retail stores, but we wanted to anyway before the criminal buyers. That would be a huge deal Microsoft doing this. You kind of go at. The most of the sales was probably online anyway or at least somewhat lacklustre. Foot traffic goes, and and maybe there is no real expansion plan and the fact that they are going to keep some flagship stores in a few major cities were Microsoft has a good president as experienced centers means in. It's not as if they don't think. Can benefit from a hands on experience where you know getting a little bit more information about what the company's got going on, but this. Yeah, this sounds like the the whole pandemic part of this may have hurried some plans that had been in place for some time.

Microsoft Sales Training Redmond London Apple New York City President Trump Sydney
"sales training" Discussed on Thrivetime Show | Business School without the BS

Thrivetime Show | Business School without the BS

06:13 min | 3 months ago

"sales training" Discussed on Thrivetime Show | Business School without the BS

"Or not for I make it convenient for myself to make those happen, because if it's a struggle for me whatever time today then I won't do it, so if I just put it convenient for me. Make everyone there and. And then it makes for me, and then that's I do it, but usually I see people all the time. You said something profound a lot of times we'll cancel the sales meeting I. Don't do this anymore ever, but a lot of people do this. I remember being a young entrepreneur. My I I started my first business sixteen. I. Remember Being Twenty Years Old. Going who we've got a whale of a deal right here. We'll go ahead and cancel this meeting you know. And I did that crap for about three to four years in a row before I. Realized. That's the key to poverty. In order to be successful, you gotta say no to the good deal to say yes to that great training. In the moment it's easier said than done, but but again you can't. Cancel your sales meeting. For that whale of a deal now matt removed number three. Here as we're talking about. Stop complaining and start doing ongoing sales training. You got to role play until the team can't get it wrong. You know you gotTa have a culture where you role play. It's one thing to hand your guys Emmanuel. And to give them a dissertation. You've got to role play. You GotTa role play and listen to those calls until they get it wrong. Matt Talk to you about the importance of role playing in the OXY, fresh call center, or listening to calls I mean. What kind of impact does that make when the team actually has their calls listened to. Yeah well, you gotTA, check and balances so I you you really kind of grading yourself on their ability to fall script and make sure that what you train them on. They're capable in doing at the time that they're doing it. But if you don't have a stripped and you just want someone to book jobs for you for instance. It's going to be pretty hard for them to get something that is going to be repeatable where they can get better at it. Every single call difference and they're saying different things. They're never going to get a rhythm. They're never going to get good at what they're doing because they're. They don't have the script again followed anything. They're not actually getting better at one or two things. They're just going willing to bet you. People can make that successful any, so you need to be able to have scripts follow at role play. You know it's like our university. We have an Oxford University. You must pass that university. The ninety percent scored and even be able to actually open a schedule the. The reason we do that is if the check bounces if you aren't capable of understanding what you're actually doing before you go into someone's home, your liability if you don't actually can actually speak the language of carpet, cleaning for instance or just how he took a job how we voted how we actually price it then you're going to be a detriment to the company. So all those things have to be in place before can actually go to the public and Be Realistic Company that people want to utilize you. Know for elephant in the room and for the office here at make your life epic and all the businesses we do a sales training every Tuesday morning at seven am and. After Matt I hop off. I'm an queue up the audio from today's sales training. Because so many people ask me. What do you actually say in the meeting? I mean what's it like and it's very similar format every time, and so I decided record today's meeting and let people here what it's like to train Andrew in that meeting, you've probably walked in that meeting before. You're no longer in those meetings because you are working with clients. The. Conference Room just probably. What twenty twenty people in that in that room? Oh Yeah, twenty people and making sure everybody's getting involved were there? We're all following documented scripts, so step one. We got the documented processed document proven process step to its regular. It's every single Tuesday at seven am every Tuesday now Andrew with Iran at by the team and I said Guys Wendy. Wendy you. All think is the best possible time to meet winwood. Would that time I think you would have twenty different times right so you've just got to schedule it even though it's not competing for everybody right now. Move Three role play. When you listen to my sales training today, you guys will hear audio of Meat Training my team and will made huge improvements today. Yeah serious quantum leaps. You know sales. Reps can talk too fast by default just too fast. Too Nervous. This guy went from going ninety an hour into like medium pace. When you're doing a sales presentation at a medium pace, it is awesome. I'm serious. What I mean, you know you know what I mean when you're. A new sales guy and you talk too fast met. What does it say the potential? And we're big. Shout out to will the thrill though he got it done now, step four. You gotTa track or your. Team Start to slack. Matt Talk to me about this this whole in Christianity. We've talked about backsliding backslide and we're like. Clay gave his life to the Lord. Now he's. Smoking out there in front of the building again he backslid at a service just ended thirty minutes ago. What's going on? That Klay man he gave his life to Christ last week. And now he's outside, pulling the wings off of lies in watching horror movies, man that guy, back. It's easy to religion. People talk about backsliding, but I see in sales. There's a lot of backsliding this regression. Actually get worse, the more you practice something wrong. Talk to me about tracking, and while your team will start slacking if you don't track those key performance indicators. Yeah, but you can't train on them. If you're not tracking the calls, you're not tracking your performance and you can't make any manager all decision. You can actually put in place to make that Khloe better. You can't actually be able to say hey. You are talking too fast. No, you're losing people in the first five minutes not that it's not interesting content that they can't actually understand what you're saying right if you don't track those things. Don't have any points to to train on. You're making your life so much harder. Because every conversation is going to be a different one right, you might walk by the office and hear them in in a in a conversation, but you don't have any context behind it, and you start training them on that one piece you walk by fifteen minutes late and you hear something else you don't like and you train them on that piece very confusing for your employees, but equally hard for you to actually get any traction with what you're trying to accomplish, so if you can start to track things, you can start to see.

Matt Talk sales training TA Andrew Wendy Be Realistic Company Khloe Oxford University OXY Klay Iran Clay
"sales training" Discussed on Thrivetime Show | Business School without the BS

Thrivetime Show | Business School without the BS

06:13 min | 3 months ago

"sales training" Discussed on Thrivetime Show | Business School without the BS

"Or not for I make it convenient for myself to make those happen, because if it's a struggle for me whatever time today then I won't do it, so if I just put it convenient for me. Make everyone there and. And then it makes for me, and then that's I do it, but usually I see people all the time. You said something profound a lot of times we'll cancel the sales meeting I. Don't do this anymore ever, but a lot of people do this. I remember being a young entrepreneur. My I I started my first business sixteen. I. Remember Being Twenty Years Old. Going who we've got a whale of a deal right here. We'll go ahead and cancel this meeting you know. And I did that crap for about three to four years in a row before I. Realized. That's the key to poverty. In order to be successful, you gotta say no to the good deal to say yes to that great training. In the moment it's easier said than done, but but again you can't. Cancel your sales meeting. For that whale of a deal now matt removed number three. Here as we're talking about. Stop complaining and start doing ongoing sales training. You got to role play until the team can't get it wrong. You know you gotTa have a culture where you role play. It's one thing to hand your guys Emmanuel. And to give them a dissertation. You've got to role play. You GotTa role play and listen to those calls until they get it wrong. Matt Talk to you about the importance of role playing in the OXY, fresh call center, or listening to calls I mean. What kind of impact does that make when the team actually has their calls listened to. Yeah well, you gotTA, check and balances so I you you really kind of grading yourself on their ability to fall script and make sure that what you train them on. They're capable in doing at the time that they're doing it. But if you don't have a stripped and you just want someone to book jobs for you for instance. It's going to be pretty hard for them to get something that is going to be repeatable where they can get better at it. Every single call difference and they're saying different things. They're never going to get a rhythm. They're never going to get good at what they're doing because they're. They don't have the script again followed anything. They're not actually getting better at one or two things. They're just going willing to bet you. People can make that successful any, so you need to be able to have scripts follow at role play. You know it's like our university. We have an Oxford University. You must pass that university. The ninety percent scored and even be able to actually open a schedule the. The reason we do that is if the check bounces if you aren't capable of understanding what you're actually doing before you go into someone's home, your liability if you don't actually can actually speak the language of carpet, cleaning for instance or just how he took a job how we voted how we actually price it then you're going to be a detriment to the company. So all those things have to be in place before can actually go to the public and Be Realistic Company that people want to utilize you. Know for elephant in the room and for the office here at make your life epic and all the businesses we do a sales training every Tuesday morning at seven am and. After Matt I hop off. I'm an queue up the audio from today's sales training. Because so many people ask me. What do you actually say in the meeting? I mean what's it like and it's very similar format every time, and so I decided record today's meeting and let people here what it's like to train Andrew in that meeting, you've probably walked in that meeting before. You're no longer in those meetings because you are working with clients. The. Conference Room just probably. What twenty twenty people in that in that room? Oh Yeah, twenty people and making sure everybody's getting involved were there? We're all following documented scripts, so step one. We got the documented processed document proven process step to its regular. It's every single Tuesday at seven am every Tuesday now Andrew with Iran at by the team and I said Guys Wendy. Wendy you. All think is the best possible time to meet winwood. Would that time I think you would have twenty different times right so you've just got to schedule it even though it's not competing for everybody right now. Move Three role play. When you listen to my sales training today, you guys will hear audio of Meat Training my team and will made huge improvements today. Yeah serious quantum leaps. You know sales. Reps can talk too fast by default just too fast. Too Nervous. This guy went from going ninety an hour into like medium pace. When you're doing a sales presentation at a medium pace, it is awesome. I'm serious. What I mean, you know you know what I mean when you're. A new sales guy and you talk too fast met. What does it say the potential? And we're big. Shout out to will the thrill though he got it done now, step four. You gotTa track or your. Team Start to slack. Matt Talk to me about this this whole in Christianity. We've talked about backsliding backslide and we're like. Clay gave his life to the Lord. Now he's. Smoking out there in front of the building again he backslid at a service just ended thirty minutes ago. What's going on? That Klay man he gave his life to Christ last week. And now he's outside, pulling the wings off of lies in watching horror movies, man that guy, back. It's easy to religion. People talk about backsliding, but I see in sales. There's a lot of backsliding this regression. Actually get worse, the more you practice something wrong. Talk to me about tracking, and while your team will start slacking if you don't track those key performance indicators. Yeah, but you can't train on them. If you're not tracking the calls, you're not tracking your performance and you can't make any manager all decision. You can actually put in place to make that Khloe better. You can't actually be able to say hey. You are talking too fast. No, you're losing people in the first five minutes not that it's not interesting content that they can't actually understand what you're saying right if you don't track those things. Don't have any points to to train on. You're making your life so much harder. Because every conversation is going to be a different one right, you might walk by the office and hear them in in a in a conversation, but you don't have any context behind it, and you start training them on that one piece you walk by fifteen minutes late and you hear something else you don't like and you train them on that piece very confusing for your employees, but equally hard for you to actually get any traction with what you're trying to accomplish, so if you can start to track things, you can start to see.

Matt Talk sales training TA Andrew Wendy Be Realistic Company Khloe Oxford University OXY Klay Iran Clay
the Transformative Power of Yoga

MedTech Talk Podcast

04:19 min | 4 months ago

the Transformative Power of Yoga

"Is My pleasure to have Mike Huggins. Join US on this episode. Mike and I go way back. To when I first joined sympathies in the late nineties. Mike was cheap operating officer at the time. Then Ran Cynthia spine. And went on to become CEO at scientists another spine company. However. His life took a dramatic term when he was convicted on a misdemeanor stemming from alleged. Marketing of Norian. A company which sympathies had bought and marketed a bone graph substitute. Mike went to prison, but along the way found a whole new path for his life, he now actively works with companies on issues of reputation in crisis, management, ethical and responsible leadership in mindfulness among many other things. He's also the author of going on a CEO self-discovery behind bars. Mike it is great to have you here and welcome. Thanks Jeff. It's really great to be here and a great to connect with you. Both terrific and we want to cover a lot of different things in Gosh you're. You're experienced through, you know. Really all your life, but the particularly last two, twenty, five or so years. I mean there's so much that's come out of that, but maybe we pick it up at at sympathies and You know I don't think a lot of people really understand what was behind syntheses success as a medical device company. Really what a special company was and would love if you could just talk a little bit about some of the things that you experienced empties, and and and the things that really turned it into a really dominant company within orthopaedics and trauma. Be Happy to do that. Gosh looking back at that time period. It's really hard to Appreciate back then just what is essential company `Sundays was. For, so many reasons, but I think that the primary reason was that there was the sense of trust I would say between the employees, the management, the management with our our sales reps. our sales, consultants sales consultants would surgeons. And we were all tied together by this common bind or bound of a patient care, and is truly what drove the organization from the outside from delivering sales in products and services to our surgeons, but probably as importantly that was the culture inside the organization, a quality continuous process improvements. Being aware at the end of the day that we were patient driven and I know those sometime sound buzzwords in people. We always companies always talk about that as far as their mission vision. But isn't as I really believe we truly had had that culture ingrained in us. And many reasons that happened. We can get into some of those, but I think that's probably what the biggest. Piece for me was as just being a special organization that we all were on the same page. It's funny I. Mean You mentioned Sales Consultants in? It's one of the things that I remember. When I first got there is these were not reps, right? These were really people who were part of the team in the, or and and it was you know it's harder to do nowadays, but but that was the way they were viewed within the hospital. And we in an internal, they were called not even sales consultants. Abe called Consultants even though that I know that caused some confusion because they were employees of the organization, but they were consultants and I. Think you know Jeff Having seen some of the training they did that. There wasn't a lot of sales training provided to the a our our consultants, it was a almost always technical training about a procedure, a process or technique of of using product less so about a sales approach or sales style I think that may be changed later on, but in your early days of my tenure there. Certainly, that's what it was driven on.

Mike Huggins Sales Consultants CEO Sales Training Jeff Cynthia Spine Norian Mike Officer ABE
Resume Hacking - Amanda Peer

Daily Sales Tips

04:28 min | 6 months ago

Resume Hacking - Amanda Peer

"You're listening to the daily sales tips. Podcast I'm your host Scott Ingram. Today's tip comes from Manda. Peer a field sales rep from SAS as we continue to bring tips to serve those who find themselves in need of a new sales role. Here she is. I heard one many demanded here. I am a software. Sales Rep precise. I've been selling software for a little bit over six or seven years now and have worked at both early stage. Startups and enterprise companies like Oracle. The sales to focus on today is basically had a hack your resume to get interviews so the entire concept is have you maximize your chance of being selected in a pool of resumes to get a door and interview for the companies you want to work for. There's a few different areas I'm gonNA focus on but the first point I need to make is you're not being. Henry picked early cherry picked by a recruiter. Technology is picking you so when you think about the evolution of attack across various business operations recruitment is one of them that has of all to have not only more sophisticated applicant tracking systems but each are As a whole so when you think about the application process actually applying for a job whether it is on limiting or a third party recruitment site or directly on their website through their applicant tracking system. There's a variety of different things to consider when it comes to evaluating that Resumes so you need to build your resume for a robot because robots skin. The resumes not recruiters. A human is not going to sit there and go through two thousand applicants. They're gonNa go through the applicants that the scoring techniques recommended that they do and depending on the platform that's GonNa differ from Lincoln to Angeles or whatever else you're gonNA use but it's also going to differ from company to company and what they're specifically looking for in hiring for that role so in building your resume for a robot in not a human it's all about keywords. It's all about four matting and it's all about making it easy for a robot to read so resumes that are one page usually sexy for that scanning technology resumes with the right key words so anything that you could add your skill section that is relevant to the job. You're applying to so if it is an engineering job you probably WanNa list the languages you could program for sales jobs. You WanNa put that. You have experience with salesforce dot com. You WanNA put outbound sales. You WanNa put prospecting you WANNA put any certifications youth Gotten mothers sales training with Sandler sales training. All of those things are key words. That are super important. Actually serve your resume a little bit like it's a lot more important than people think it is and you have to treat it like. Seo for a resume just like on Google when you're searching for editor of sneakers on that first page of results you're GonNa see a Dita's you're gonna see Nike and the reason that they're on those pages because there was a match with the keyword research to end. They did a really good job at making sure that they got to the top of the results with an SEO strategy. So I will be talking to you all about an SEO strategy for your resume and different tips and tricks to make sure that you can increase the odds and get in the door at any company. You wish to work

Sales Training Scott Ingram SAS Google Nike Oracle Lincoln Henry Editor Sandler
Fred Lanosa:  Welcome To The World Of Franchising

The Nice Guys on Business Podcast

09:37 min | 6 months ago

Fred Lanosa: Welcome To The World Of Franchising

"I want to take a dive into the world of Franchising today with Fred Linosa. Fred has sold over one hundred franchises and I would consider that an expert in the space. Fred is the author of points life. Not your grandma's timeshare and also the creator of an e book more specifically what we're going to focus on today. The twenty one page Franchisee Book for Lead Generation and sold one hundred twenty four franchises from it within twenty four months to launch his own Realistic Estate Franchise Organization. Oh Yeah just what we like here on the Nice guys fast smart and productive Fred Linosa. Welcome to the Nice guys on business podcast. We'll thank you great to be here. Hey I'm happy to have you a nice guy community if you wanna take a moment head over to after. This interview is over. Head over to the business podcast. The other show that we also produce and listened to Fred's over there. We take a little bit deeper dive into Points and the whole world of timeshare so you might enjoy that as well and I'll put a link in the show notes here for that as well so fred. How did you even get interested in the world of franchises? How did you create this e book? And how the Heck? Just one hundred twenty four franchises in twenty four months. All of those questions you pick them in whatever order. You want you by. That's that question would take. That was a twenty four year. His question right there basically I got into franchising very early in my real estate career was in the early eighties. And I purchased the franchise. So I was a franchise. E I purchased franchises. I've actually owned three different franchises over a about a twenty five year career. So that was really my introduction of Franchising. I was very young real estate broker at the age of twenty four. I I honestly did not have two nickels to rub together but had a lot of energy. I was a good a good student. I knew I wanted to open up a real estate company in my home town in Connecticut so I started researching different franchises because of franchises really of business model. That's already proven so I figured being a young guy. I didn't have a whole lot of money to waste. And so I came across some franchises that were available made contact. They came out and interviewed me. And I purchased a franchise. Believe it or not on a mastercard. Because I didn't have all the money all the money to even buy but they believed in me and I became a student of systems. You know I was the first time I was introduced to business system's very enthralled with that intrigued with that so I was a good student and I was able to build a very successful career in the real estate business using a franchise model. So what what makes for a successful franchise in before you answer the question. Let me just share. You know we all think of or maybe I think of I automatically go to you. Know the system and the franchise of McDonalds to all be patty special sauce lettuce cheese pickles onions on sesame seed bonded and I keep thinking it's a system that's in place to do the same thing every time predictable results and it's almost like you're buying into that winning system. Is there anything else outside of the system that you're buying into when you buy into a franchise? Well yeah of course you're buying it to a proven model you know and it takes someone. That's proprietary years to develop that MODEL. You know at the stroke of a pen. You could purchase someone their subject matter expertise. They may have been doing that for twenty. Five years You step into their life. The minute you stroke that pen and then really what you need to do is is be a good student or advocate of what made them successful hopefully as a franchiser zoar. Which is that is the person that owns the franchise that they have packaged their subject matter expertise so that it could be duplicated in other models and that's what you buy you buy that model and you just become a good student and do what they tell you to do. Nowadays in the in the digital world and the online space are there franchises that you can think of or that you've been involved in our no of that That involve a little bit of of You know not as much big box or physical structure. But more just buying the system in the model that they have in place but doing it online. Yeah there's in fact the whole industry kind of revolved into that direction. As as sales people in in company representatives become more remote they would work from a home based office in so yeah. There's a lot of franchises that are in the service space sales space. You know Providing certain subject matter expertise guidance coaches counselors a all have franchise -able models and so that particular type of service or product could be replicated from someone who wants to work from home based office so yeah and those. Those types of franchises are are less money than the brick and mortar branches. What I think you're referring to and and people are more you know. Look what Amazon is not that it's a franchise but it's it's pretty darn near a perfect remote model which funny about Amazon. I'm here in Palm Beach actually going into a brick and mortar store which is which is the reversal of what made them so enormous. You Know Yup Yup and I can remember. I grew up in the sixties and seventies in as a little kid I can remember. My Dad created a franchise and I didn't know what to call it at the time but He created a sale system sandler sales. And this was probably in the early seventies that my dad created that system and I can remember just the first time he was talking about trying to explain it to me. I couldn't understand at what we'RE GONNA do is. We're going to sell the idea that we created and sell it to somebody else. That will use the idea and do the same thing that we've done. In every time I would start either a business or come up with an entrepreneurial idea you would always say document document document. Keep it you make sure you know what you're doing so you know all the screw ups just as equally as you know all the successes and you're going to build a business to intern be able to sell that business or sell the idea in that system. Does somebody else to is that kind of what you did with real estate or did you go in a different direction knowledge. It's funny you should say Sandler sales because I've been in sales and marketing since the early eighties. I remember that name. I do remember that name. It sales I don't know if it was your dad's franchising out but I do remember Sandler sales because I've been involved in it for so many years that you become a student of selling on the flip side which is selling points in time share real estate which is really a specialty real estate so my career is evolved the win from general real estate into franchising real estate companies and then into resort properties and timeshare. Which is a global type of system? When you talk about what? Your Dad said about documenting everything you do to establish some kind of a track record. That's exactly what I did in the resort timeshare business for the last eight years. I documented every tour every sale every objection every obstacle. I recorded notes after sales that I've made I've recorded notes on sales and I didn't make and that's the basis for operations manuals in Sales Training and coaching programs. So you're debt was kind of ahead of his time. That same methodology is prevalent today in. So so that's exactly what I have been doing. In fact very close to to launch a franchise index rates into the sales training space. Correct for the for the resort properties. Yeah points business. I think it's a great business and look at it this way. Also the closer that you niche the more you'll get rich so if you're if you're looking specifically into the timeshare or real estate world and teaching either real estate agents or timeshare sales people how to do what they do man if you're good at it and you have the track record of selling X. amount of franchises of that or whatever you do man that's a that's a again a formula for for success and just keep Keep keep trucking on that idea. I think it's a great idea. Thank you yeah. I'm excited about it for sure. So let's go to the to the customer facing side. Somebody actually looking to be a to become a an owner of a franchise rather than the creator of franchise. Tell me a little bit about. Who would be a good candidate for the world of Franchising? Always the people that can follow instructions and that can that can stay in the lines. Get COLOR WITHIN. The lines are probably good at that. And I would probably never be good franchise because I'm like. Nah I don't want to do it that way. So who's good for a good candidate? You actually answered the question of a person that would be a great franchisee would be someone. That has an appetite to learn And really the antithesis to that would be an entrepreneur. Entrepreneurs are forever tinkering. I was actually a good franchisee for a moment but then I would start embellishing on a lot of the systems that were there. Because you know you that's just the nature of an entrepreneur there forever tinkering trying to make it better in this in that. That's actually not a great candidate for a Franchisee. That's a better candidate. For a franchise ore but a franchisee somewhere nets looking to get into business. If you really WANNA up. The percentages for success is to buy a franchise. Do your research be willing to learn assists. Naturally you have to have some resources just because someone has a successful system. That's kind of like having a Lamborghini. You could buy Lamborghini but you've got to be able to put gas in. It doesn't go anywhere right so you have to be a good student and listen and be coach. -Able I would say would be the criteria that would be the beginning.

Fred Linosa Lamborghini Sales Training Mcdonalds Amazon Sandler Zoar Connecticut Palm Beach Intern
How NOT to get Discouraged After Getting MULTIPLE "No" Responses On Sales Calls

Change Lives Make Money

10:07 min | 7 months ago

How NOT to get Discouraged After Getting MULTIPLE "No" Responses On Sales Calls

"Right so one of my clients message me recently. Actually this happened last week when my clients went over seven on his sales calls over seven so literally call after call after call. It was like he would ask them to enroll. They said no seven times in a row and I don't know how many of you guys have ever gotten on seven calls in a row begotten seven nose in a row but you can imagine how discouraged was after getting seventy dollars like he messaged me and he was like do like screw. This man like I'm so done with this. Bs like just another person. Say No to me on the phone. I just had another person said that they don't have the money. Everyone's broke February sucks. It's not a good month people. Just don't have the money right now. I just keep getting these broke ass people on the phone and so for me like I get it like I've been there so like I let them ramble and I'll just let 'em ramble and Rambo and Rambo but how like it sucked and then I was like dude. Okay okay enough like stop. I was like Bro. Like guaranteed guaranteed. You're saying something on these calls that's causing them to say no right guarantee. There's something that you're saying on these calls with potential prospects that's causing these people to say no and I absolutely guarantee that if we fix that problem in the process you're going to start to get some yeses so I made them role play with me amid him. Get on the phone and like sell me as a client and we role played where he was selling as a coach and I was pretending to be the client and we did. He was doing a few things that I talked about in a previous episodes. If you guys really want upper sales game and you'd want the practical step by step go watch three golden nuggets to your sales game but we fixed those things and on the next eight calls. He went eight for eight. So after going over seven and getting zero calls or zero sales and seven calls he went eight for eight and thirty six hundred dollars so guys. I want to give you guys three practical mind shifts three Paktika like absolute necessary mindset ships. That need to happen so that you guys never get discouraged on your sales calls because discouragement is the enemy of you growing success business. Like if you're like not book and cause because you're feeling sorry for yourself or people keep saying no like that is the enemy of your growing business. So I'm going to be three practical mind shifts. That never get discouraged on your sales calls so number one practical mindshift number one. Everyone is going to have objections. Everyone is going to have objections. First of all on my fitness coach. Every single person that you're going to get on the phone with is going to have an objection about whether or not they can take action a Finnish course. The reason that most people are struggling in their fitness goals in the first place is because these people have been making excuses for their fitness journeys for the last three five seven. Maybe twenty years. They've been saying themselves. It's not the right time you know like my kids are in school or I don't have the money or focused on other things. I gotTA CHECK WITH MY spouse like most of the clients that you guys get on the phone with been making excuses their entire life so just because they're interested in transforming their body and they're interested in your almond. Coaching program does not mean that they're ready to take out a credit card. And commit to you. So all my fitness coach. The first thing that you need to understand not to get discouraged on your sales calls is everyone is going to have an objection. So you need to expect objections. I think a lot of finished coaches. I think it'd be reasonable. Why do you guys are getting discouraged is because you just expect people to fall in your lap? Like I'm just GONNA get on a call with the client and they're just going to pay me the money. I'm just going to run through the script. And they're just GonNa pay me the money guys people are GonNa have objections. That's why they're stuck in their current situation. So if you understand that everyone's going to have an objection then you won't take it personally when they have an objection like Oh. I don't have the money like I kinda thought you were going to say that. So let's talk about it and then you have a conversation instead of saying like. Oh I don't have the money and you're like okay. You can go about it and I'll talk to you in like a week. People are going to have objections. So you have to expect that. Everyone's going to have an objection. Just come with that expectation and then be willing to have a conversation with them all right so key number one mindset shift that you guys need to understand if you guys are tuning in right. Now it'd take some notes. Write this down. People are going to have objections. Stop expecting people to fall in your lap. Everyone's going to have an objection. Okay all right. So the mindset number one people are going to have just like understand that okay mindset number two mindset shift number. Two guys need to go through in order to never get discouraged. On your sales calls is sales is a learnable. Skill sales is a learnable skill. I think that too many people take rejection. Personally I wanna Kinda hit you with this one and let me know if this kind of hits home for you. Have you ever gotten rejected on a call? And you just feel like you suck as a coach. Have you ever gotten rejected as calling you like on man? I suck at this if you guys are like that like somebody says not on the phone yourself. This sucks I suck at this as ever said that. I'm not good at sales. I've always been terrible sales. Getting a no on the phone doesn't mean you suck as a person getting a no on the phone. Means you're sale skills might suck straight up getting on. The phone doesn't mean you suck as a person getting in on the phone means you're sales skills might suck straight up. I just WanNa be straight with you guys. I don't WanNa be guys but let's talk about doing squats because we're all night coaches. We understand squats right. So do you guys remember the first time you did a squat like the first time ever walked into a gym and you got under the bar and you did a squat right do you remember how terrible terrible like the first time. I did like a full body so I was like terrible I do. I was horrible. I squad was terrible but the more that I went into the gym and the more that it had squats the better I got at them. I actually hired a personal trainer so I had an in person training for like a year and a half two years so that they can educate me on the proper form. Get better squats. He helped me improve my form and so the more that I practice the exercises that the personal trainer gave me right the more that I practice mobility in a form etc etc. The better my squad get guys. Sales is the exact same thing. If you're getting a no on the phone stopped crying and bitching about it and do something about it. Study sales sales is a learnable skill. You can get better over time. You will get better over time. If you don't get discouraged discouragment those the enemy of progress because you're GONNA get discouraged. Me Man Suck at this. I'm terrible at sales. Nobody says yes to me. Nobody has the money everyone's broke. That's like all bs all of it. People saying they don't have the money for your program as a signpost for me that your sales skills need work. Nobody has the money to hire finish coach. Somebody wants to take three hundred fifty dollars under the bank account and pay you for monthly service. Somebody wants to give you a thousand dollars for twelve week. Nobody wants that but if you practiced in the art of enrolling them into your program and you are good at getting people to say yes people will see ask because I want to commit to their goals. Sales is a learnable skill. Getting knows on the phone stopped crying about it and start doing something about it. Steady sales literally go to youtube and wash them Denmark videos if you go to youtube study. Dan Lock democracies sales wizard. He's an expert watch videos. You could watch them all day study sales. I'M GONNA start with my clients right now because I know a lot of my clients. Listen this if you're in my course right now and you're getting knows on the phone. You better be at savage sales every Thursday when we post the training straight up. And if you're not at savage sales and you're not studying sales and you're complaining about the sales game I don't care straight up like sales learnable skills so if you're getting no's on. The phone studied the art of sales better over improve. Make sure you're holding. Your skill set makes getting better over time. Ask for feedback from coach. If you're in my course. Please ask me for feedback. It's like I'll accept you complaining a little bit and then I'll say how do we get better from here? Watch youtube videos. You don't suck as a person. Your sales skills might suck okay. There's a difference. So if your sales sales suck make better right so sales's learnable skill that's number two. That's the second mindset shift that we need to go through okay now mindset shift number three mindset shift number three. This is the most important once. You're taking notes please. This is the one you need to write down. I'M GONNA say it's slow to get every no is one step closer to yes. Every no is one step closer to yes straight up. I actually like it when people say no to me on the phone. It's weird like I actually like it. Maybe if I got seven or eight and relegate kind of Pissy but anyways I kinda like it when people say notably phone I actually do because when somebody says not me on the phone. That means that I'm one step closer to somebody saying yes. This is actually a game that we play my circle to my circle of close friends. That are all in the business like if one of us starts getting a bunch of knows on the phone. We always recycle that Bourbon factory. Where we're like every knows one step closer to yes guys. Although sales is a learnable skill people are still going to say no to you like even the best sales people in the world still get knows it happens and guys if you don't have the skin and for somebody saying no to you like you're just not in the right game. This isn't for you. Understanding that sales is a numbers game. And you can get better at sales. But you'll still get nose on the phone will allow you to improve your sales over time and get better and progressively move into the next call's enthusiasm. I think we can kill your sales game and kill your enrollment game is if you get into this mindset where you're like getting discouraged because you're on calls and people are saying no to you and then you start thinking yourself like on. Nobody has the money in Boban. Maybe I'M NOT CUT OUT FOR THIS. And then you get on the next call in the next call actually want to buy from you but because you're in such a negative head space you push them away right so every no is one step closer to yes is a mindset that will allow you to show up to calls with enthusiasm it will allow you to show up to potential calls with clients with like energy and enthusiasm because you know you. Just gotTa know. This might be yes. That's the way that I view it so I actually like when people say no to me every no is one step closer to yes. So if you're an online fitness coach this is like a great closing rate so a great closing rate is one and three calls. If you're closing one. Three calls absolutely phenomenal. If you've been on five caused and you've only close one you need to work on your sales game. You need to be closing one in every three calls or getting on if you're not you need some work to do you decide sales. Go Watch videos on YouTube. If you're in my course you better be at savage sales every Thursday. We have a sales training every week right. So Great. Closing rate is one of three. If you're under one and three you need to work on. Your sales gain a phenomenal closing rate. Like if you're doing really good is two and three calls if you're closing every two and three calls your savage you're amazing you need to give yourself pat on the back. It's doing good if you're closing every single call you get on. You should probably increase your prices because that's saying like your program super high value and everyone's like Oh my God. I can't believe it's cheap. You should probably increase prices all right guys when you get. No I want you to get excited because every no is one step closer to a yes.

Youtube Fitness Coach Sales Training Rambo Boban Dan Lock Denmark
Qualifying Agreement - Rajiv RajNATION Nathan

Daily Sales Tips

02:50 min | 8 months ago

Qualifying Agreement - Rajiv RajNATION Nathan

"Today's tip comes from Rajiv Nathan otherwise known as Raj Nation. Raj Nation is the founder of startup. Hype man where he helps. Startups not suck at how they pitch and tell their story so they stand out to customers and stand apart from their competitors here. He is with today's tip. Let's talk about qualification. In the pre sale process. One thing that many salespeople are pretty good at is qualifying a pain point. So if you're at least a little bit experience in sales or done enough sales training minimum amount of sales training yourselves than you know that when someone expresses a challenge or an issue or a pain you WanNa do is explore that deeper you WanNa dig a little further to uncover like the root causes of that pain. The root cause of that challenge. And that's how you start to walk them towards a solution when they are able to see the significance or impact of their challenge. One key aspect that most salespeople overlook though is qualifying the agreement typically in a buyer seller interaction. Let's say for example you are demoing your product and you've got a screen share pulled up and you're showing them some features of your software. Let's say they pointing out and they say oh. Wow that's pretty cool that it can do that. Typically the response to that is pretty cool. Yeah thanks for saying that and then moving onto the next thing. This is a fatal error. However this is an opportunity to uncover more most times we hear them agree with something and we just move on. We say Yeah IT IS BRIANNA. We do that or yeah. I'm glad you liked that. We move on. But here's an opportunity to qualify not qualify pain but qualify agreement. If they say that's pretty cool it can do. That's pretty unique. That's interesting a good response is yeah we like to tell me. What about that is interesting to or yeah? That is interesting. How do you see that working for you right? These are ways you can advance the conversation. Don't just qualify a pain point. Qualify the agreement. This will help you draw. Closer towards in ultimate decision will help you better understand. Where are they at in their buying process? Today it's going to help you. Better qualify the overall opportunity which enables better forecasting

Raj Nation Sales Training Rajiv Nathan Founder
"sales training" Discussed on Conversations with Phil

Conversations with Phil

02:02 min | 10 months ago

"sales training" Discussed on Conversations with Phil

"Doesn't mean they don't like thank <Speech_Female> you so it's <Speech_Female> a game <Speech_Female> see if you can get <Speech_Female> them to call you back and <Speech_Female> five <Speech_Female> see if you <Speech_Female> can get them to connect <Speech_Female> with you three <Speech_Female> flyer freak <Speech_Female> flag <Speech_Female> right be. <Speech_Female> We're <Silence> he can get it done in two <Speech_Female> so <Speech_Female> understand <Speech_Female> that it's just <Speech_Female> you're playing <Speech_Female> chess. <Speech_Female> You're moving <Speech_Female> pieces around the board ordure <Speech_Female> trying new <Speech_Female> things <Speech_Female> and find <Speech_Female> little ways everyday <Speech_Female> to win. <Speech_Female> Even if it's just <Speech_Female> keeping one person <Speech_Female> on the phone with you <Speech_Female> long or getting <Speech_Female> one person to call <Speech_Female> back <Speech_Female> understand <Speech_Female> that sales is typically <Speech_Female> <Speech_Female> Kinda silent <Speech_Female> and rejection. <SpeakerChange> <Silence> We know it's there <Speech_Female> it <Silence> ain't about <SpeakerChange> you <Speech_Female> <Advertisement> find find <Speech_Female> a way to win <Speech_Female> every day and play <Silence> the game <Speech_Female> and you'll <Speech_Female> you'll build <Speech_Female> your confidence <Silence> and have <SpeakerChange> some fun. Doing <Speech_Male> <Speech_Male> Awesome <Speech_Male> Awesome Advice my <Speech_Male> friends <SpeakerChange> so <Speech_Male> folks want to find you <Speech_Male> factor eight DOT <Speech_Male> COM and learn <Speech_Male> if they have more questions <Speech_Male> they want to ask <Speech_Male> about girls club or <Speech_Male> online <Speech_Male> training or sales or <Speech_Male> anything like that <Speech_Male> I. Where would you send them <Speech_Male> to go? Where <SpeakerChange> can they <Speech_Female> talk to you? Here's <Speech_Female> my personal email address. <Speech_Female> LB FOR LAUREN <Speech_Female> BAILEY AT FACTORY <Speech_Female> DOT com. <Speech_Female> You can find <Speech_Female> me on Lincoln <Speech_Female> you can <Speech_Female> go find Girls Club. <Speech_Female> I have to give this advice <Speech_Female> Phil don't type in Girls <Speech_Female> Club Dot com at <Speech_Female> your work browser. <Speech_Female> That will get you in trouble. <Speech_Female> <Speech_Female> Go to we are <Speech_Female> Girls Club Dot com <Speech_Female> and you can learn more information information <Speech_Female> about that <Speech_Female> or the sales bar dot <Speech_Female> Com. Any of <Speech_Female> those are just reach out to <Speech_Female> me personally. Unlinked <Speech_Female> Dan or on <Speech_Female> email. I <Speech_Female> would love to help <Speech_Female> you fall in love <Speech_Female> with sales and gain the confidence <Speech_Female> to raise your hand <Speech_Male> to get to the next <SpeakerChange> level <Speech_Male> awesome <Speech_Male> fall in love with <Silence> sales folks get <Speech_Male> <Speech_Male> engaged. <Speech_Male> Get some <Speech_Male> confidence. Get <Speech_Male> some skills sales <Speech_Male> and make it <Speech_Male> happen. You can be <Speech_Male> better seller you <Speech_Male> can love sales <Speech_Male> if you get the right training <Speech_Male> mentioned <Speech_Male> <Advertisement> learned Bailey. You <Speech_Male> <Advertisement> are a treat my friend <Speech_Male> thank you. We Are <Speech_Male> Girls Club Dot com. Tom <Speech_Male> Saturate <Speech_Male> DOT COM and <Speech_Male> check out. L._B. <Speech_Male> at factor eight DOT <Speech_Male> COM Lauren. Thanks <Speech_Male> so much for spending <SpeakerChange> time with media <Speech_Female> the best thank <Speech_Female> you fill out a fun. <Speech_Female> Yeah for <Speech_Female> sure. I don't think I've ever looked at my shirt before on.

"sales training" Discussed on Conversations with Phil

Conversations with Phil

01:31 min | 10 months ago

"sales training" Discussed on Conversations with Phil

"If you'd like <Speech_Female> right and a <Speech_Female> network <SpeakerChange> of women <Speech_Female> who you can use <Speech_Female> role models <Speech_Female> and sounding boards in <Speech_Female> your your crew <Speech_Female> because you may not have any <Speech_Female> other women in your current <Speech_Female> workplace and <Speech_Female> that crew is just made <Speech_Female> all the the <Speech_Female> difference and then of course we shine <Speech_Female> a spotlight. Help <Speech_Female> you get <SpeakerChange> that notice <Speech_Female> in your own company <Speech_Female> out in the community and it's <Speech_Female> been fantastic over seventy <Silence> percent of our <Speech_Female> women who <Speech_Female> are eligible to <Speech_Female> be promoted. Got Doc <Speech_Male> promoted <SpeakerChange> within nine <Speech_Male> months <Speech_Male> awesome. <Speech_Male> That's <Speech_Male> awesome yeah and <Speech_Male> a few from Victor. <SpeakerChange> <Speech_Male> Yeah that's <Speech_Male> awesome. I'm so <Speech_Male> glad to hear that. So <Speech_Male> <Speech_Male> so learn lots of <Speech_Male> stuff. We could be talking <Speech_Male> about here if <Speech_Male> we got some last words <Speech_Male> as we kind of wrap this <Speech_Male> up whether <Speech_Male> it's for men <Speech_Male> or women whether it's <Speech_Male> for new or what <Speech_Male> is one one <Speech_Male> thing that you want <Speech_Male> to impart upon <Speech_Male> soaks as it <Speech_Male> think about sales especially <Speech_Male> if there <SpeakerChange> may be little <Speech_Male> afraid of it <Silence> <Silence> <Speech_Female> <Speech_Female> <Advertisement> sales else's <Silence> <Advertisement> game <Silence> <Speech_Female> <Speech_Female> and it's <Speech_Female> not personal <Speech_Female> and I think <Silence> it takes <Silence> <SpeakerChange> <Speech_Female> good <Speech_Female> to three hundred calls calls <Speech_Female> <Speech_Female> to <SpeakerChange> really start <Silence> to understand that <Speech_Female> <Silence> when <Speech_Female> by <Speech_Female> the way the number <Speech_Female> it takes six <Silence> calls <Speech_Female> <SpeakerChange> to to <Speech_Female> get a hold of <Speech_Female> eighty <Speech_Female> ninety percent of your <Speech_Female> contacts. <Speech_Female> That is how the <Silence> game is played. <SpeakerChange> Now <Speech_Female> when <Silence> you call once <Speech_Female> <Speech_Female> your prospect. I <Speech_Female> think you just don't want <Silence> it badly enough. <Speech_Female> It <Speech_Female> will take <SpeakerChange> six <Speech_Female> calls <Speech_Female> for that person <Speech_Female> to call you back that as <Speech_Female> an industry standard <Speech_Female> K.. <Speech_Female>

"sales training" Discussed on Conversations with Phil

Conversations with Phil

12:01 min | 10 months ago

"sales training" Discussed on Conversations with Phil

"Them ramp faster yeah takes them from a sales amateur to at least a sales moderately professional. I would say at least or yeah right. It's e learnings GonNa get some part of the way anybody who thinks that people are going to learn everything they need by you know going going into you. Know let linked in professional and or skills often or the sale `arge taking a couple classes and that's it. It's not everything they need. But I can't help you to the heavy lifting thing so that they got the content here and you can take the rest of the way on coaching. Yeah well it it does it. I have to say what I like about it. Is that right some new iris. I have how'd you so we like. You said right so the first couple of days it lay some foundation down so that then I can train on the top then we have common language the then I can get a manager to manage that right so so it is. Yeah it's that it's building block one and two that then I can build two and three and then a manager built and build three and four and then eventually we get to the point where they're self sufficient right so within weeks. That's the goal and silver. Absolutely helped that for US perfect correctly so one of the things. I love most about what we built here was that we understand fails management's the busiest job in the entire world so we tried to build blocks one two three and four are not because we can do it all by ourselves but to help the people in charge of those Fox. So here's the e-learning and a quiz and videos and some interactive stuff now now. Here's an activity that you can assign to them as a trainer or a boss to use you. Don't have to come up with all of that and then by the way here's a cheat sheet with a script starter for them so they can write their own. And then you've got it. They're ready to coach and then while they're doing it in practicing at there's a manager tool kit and that that is full of Oh. Here's another assignment. And here's a coaching cheat sheet. If I'M GONNA listen to this skill hitters print this out Massey's questions to help develop them or a grading form. ooh How are they doing. Are they playing that. It's right there ready for you. If we we figured if we can make it fast and easy for sales leaders to develop their people ball we had a running chance or start at at facilitating more those coaching conversations. Absolutely so so what you're saying is we just need to script out everything that they say. I put him in. Sales Barton. Were good because I read that article that says you love scripts was not linked articles grabs. I it's scripts too so talk about that right. 'cause I totally agree with you. I don't like scripts either. I think that they're pretty much useless. They sucked the personality out of her raps and the only reason that a rep can sell well. Two reasons one honest confidence in second is because of their personality and their often interconnected well let him hiring for their personality and then give them a script. Somebody else's words like I cannot pull pull off Phil you and I are both kind of irreverent wacky. Out Loud forward people right. I couldn't read your script. That wouldn't work for me and you couldn't get them online so it's silly to think we can do that. And by the way the biggest confidence killer in the world. Hey you're going to be awesome. Here forget everything and just read this it and reps do and and what happens is the coast up the sound like robots customers aren't engaged in all my God then they go off script imagine that and it. It kills the confidence even more. We're not teaching him so instead of a script pretty please and in fact before I tell you solve it let me tell you. I understand right eight busy entrepreneurs especially I've got my product. I've got the proof of concept. I've sold it time to train these kids. Here's what worked for me. That's how we get in this mess here six tools. And here's a script go and they will be with you for You know somewhere between six and fourteen months and then you will start all over so I get. That's why we do it instead. Record some of your calls. Let them listen. Play the pause game we can come back and teach you how to do that. Give them e script starter. Let them rewrite it in their own words instead of what to to say. Break down the parts of the call or the calls themselves and talk about the goals in each K.. So step one. For instance the goal all of the INTRO is not to sell. It's not to make sure they know who you are. The goal of the intros to get somebody talking to you and that's it now but I understand that here are a couple of examples of intros. Here's a little starter. Here's what you might say. Now feel so make that your own and let's role replay. Now I know that took an hour and it was longer than giving him a script but the results are tremendously tremendously improved. wbt We regularly get caught. I aunts double or triple conversion rates by getting them off the script and teaching them instead. It takes us two days in fact sometimes one day. Yeah Yeah it's it's passing. I don't understand why we just shoot it a number instead of shaving living in an outcome right. That's what I really want I want. I want sound like that right Aloe Lauren. This is Phil Kirby Shak and I'm calling to talk to to you about some technology you don't really need and then as soon as you get me to talk to you because that never freaking happens. They closed for the demo instantly. And that's something else that's wrong and I'm talking about that. BDR SDR role that front of the sale cycle. WHO's trying to get the appointment for the back? Half half of the sales cycle premature pitch is an epidemic in the sales world and so we teach these. BDR's that their goal is to get an appointment a day or three a week or whatever the the case may be so as soon as somebody talks to me. Hey what I'd like to do is set up an appointment to have you talked to a little of what what even earned the right for that so if we can switch the mindset instead and teach their job. The goal of the call is not meeting. The goal of the call is to engage the prospect to to get that person leaning in in a conversation if you do that the outcomes meeting and if we can change the mindset changes the conversation. I'm not selling at you so hard. I'm not peppering you with a billion questions. I'm not premature pitching needed when I'm doing is engaging you in a conversation version on finding out the qualify information that I need. I'm getting you a little bit interested by talking to me about what's happening your company in your industry and your product or solution set and then I have an opportunity to find an area where we can possibly improve or find a little bit of interest and if that happens then it's a natural outcome to pitch the the next step. Yeah absolutely absolutely because then it makes sense to have an step as opposed to the next step. It's really being nothing but a brush off yup learn. I'll be happy to take your call and then I can go see if the three months owing never gonNA show up for the meeting. NOPE that's so. That's what's wrong with what we're doing so we hire a kid you give them six point four tools at a script. We telling goal is to book a meeting a day. Go is the any wonder that three percent percent of people trust salespeople that's the latest stat by the way dropped from thirteen percent. Last time I looked it up three percent we have politicians by point and a half folks folks and that's it that's brutal so I just I just read that we that we actually have better relationships at work with automated intelligence and then we do with our managers. I'm I got that side. Yeah Yeah because right. We don't give them the time the tools or the training winning in order to take it to the next level instead we suck the personality out of them and expect them to check the box and be just like everyone else. Yeah no wonder people think sales else can be taken over by ai because we're trying to turn people into robots. Yeah it's actually great news is there's room to be different. Actually I love Seth Godin. He's a marketing guru and one of my favorite things. He talks about his let. Your freak flag fly baby and the rats who are allowed to or bold enough to do it. Anyway you'RE GONNA get call backs you're GONNA get engagement. You will shoot to the top because everybody else sucks. Yeah it's it's easy. Is it a scandal one year with a bunch of Turkeys. That's for sure so especially Turkeys that all sound the same. Look the same access team right. Yeah and that's what happened. So if if you're dedicated and if your superior and if you're willing to try a few things and you're willing to be bold enough and vulnerable enough to let people see who you really are you're going to do very very wallin sales and especially your entrepreneurs audience right there already. risk-takers they're already bolt. It's scary to get out and Hawk your own product. I can sell anybody else's service better than my am. That's just the truth. I it's hard to do but you are superior you're already are that risk taker and that exceptional and that light right so get out there and let it shine through and people will be drawn to you absolutely absolutely so. Let's talk a little bit about more about Girls Club Lauren. Because I think I think that's important right so first something that I get for pushback is you know. Fill you because I talk about what you're weird right. Ten leading a free played prior. I'd be who you are. That's that's my next book coming out by the end of the year which aired yeah. What's your weird? I'm writing with China's economy. It's going to be fantastic. We're almost done and it's yeah. We're really really Jack like well. Here's the challenge with that that I'd get pushed back on. Well that's great for you Phil because you're a white male. What about what do you think about that? And you think that because I got to tell you you're not you're not like not somebody else. Yeah I just note holy cow. I just noticed that in video. I can't believe I'm crap. I think that that's somebody waiting for permission. And isn't that a bomber. You know there's a lot of studies that actually show women are top Reps. There aren't many women in sales. But if you look at the percentage of people at the a top there are more women at the top of their careers in their fields because we are different and we and we shine out differently and I think we lacked the confidence sometimes into to be ourselves and to take risks and to raise their hands. And that's what girls cops about fell really is it's our mission is to help more more women get into sales leadership and we do that by helping build the skills the confidence and the community to help women take take more risks feel more prepared to raise their hands into lead What's happening is women are waiting to be asked? They're watching their peers. Get promoted around them. And they're getting pissed. I cannot tell you how many stories of this I've heard in the last year I I can do this job. Why are they having me interview somebody to be my boss when I can do this job? And then we get pissed and then we leave and the boss says says. I had no idea that you were interested. We're afraid to ask for the development. Were afraid to ask for the attention for the time for the budget it. It's the number one blocker in fact there was a Forbes article published from HP study The confidence gap in this is what really spurred me into action The study says if there's a promotion out there lists the ideal candidate we'll have these ten qualities. A man will apply if he meets six out of those ten. Guess how many it takes for a woman to apply ten all of them all of them. We don't raise our hand until we meet all of.

Phil Kirby Shak Seth Godin China Massey Aloe Lauren Barton Forbes HP Jack
"sales training" Discussed on Conversations with Phil

Conversations with Phil

10:33 min | 10 months ago

"sales training" Discussed on Conversations with Phil

"I I know that I was scared of sales. I was more comfortable being in sales management leadership so I was in a selling role and then as an entrepreneur have learned learned. Guess what I'm in a leadership and a selling role so my mission in life is to help more people feel confident on the job of sales whether that's the seller or on individual calls as a sales manager or sales leader and that's what gets me up in the morning is driving that confidence and we did that affect your eight at for everybody but Girls Club clubs although doing it just for women. Our mission is to help more women earn sales leadership positions. So we're already working with the women who we're brave enough to get into sales and helping them take the next step in their career. That's awesome and that's so so important so your first sales job would would you sell one. Who at my burst real yet like we all have those pretend jobs when we for younger right? I did retail. That was probably my first. Real job I was sixteen years old. I was selling fashion at the limited. Like isn't even in your restores anymore. And I was really proud of that because I was the number one salesperson in the mid west region Within six months I loved it retail. But it's it's easier is your records people come to you and you know it's easier it's like an inbound lead right and that's what makes it hard for so many people that especially even come from retail all to get into that proactive job. I'm going to call and bother you like I'm going to call you at home and sell you close now obviously talking business to business but yeah that was my first real sales job and then I would say my first big girl job when I was out of college. I you'll love this. I sold corporate training for corporate training. Training like how did I wind up in this job. Now selling corporate training to companies and I will go in and what I loved was learning what they were dealing with like. What was is the struggle? And then helping customize the right solution and I. I saw a really early that I wanted to actually be on the other side of that like I love solution it and I want to do is deliver it and of course that's where I wound up today. And when my first inside Sales Management Job I was twenty four four years old so again five or six years ago I led a team of wraps. I've fifteen team all older than me and we were and the technology reseller space. CDW competitor named insight. Oh my God I was. I was out weighing over my ski. We were making no reason. I should have gotten job awesome. That's so funny. We work with insight that that's so funny. I'm trying to think who are guy was if I can yes I remember. I'll have to tell you something here. Yeah Yeah we all know each other. Yeah absolutely that's so funny so yeah cool so so what. We're what what was different twenty years ago about sales then mel much yes so much. I think the biggest difference is technology right now. The average sales person has six point four tools at their disposal. They average lifespan of a sales rap was three or four years now. It's less than a year and a half. The average experience going into the job was also about double. So there's been quite a few trends happening all not once right. There's fewer were sort of scraping the bottom of the barrel. The unemployment is at an all time low about eighty percent of people who graduated college wind up in some sort of disables job. Even if they didn't mean to Brian I think we can. All we can all remember with that was like but people are coming to companies with Less Experience Korea aunts and higher demands right. The buyers journey's changed in those twenty years. People used to rely on sales people to educate them about the market. Now we look it up and we come into the sales process having already learned somewhere between sixteen eighty percent so customer demands up ref experience down Technology up and it's kind of a confluence of a lot of transit. Wants which makes it. Frankly the end result is it's harder to sell while we pick up our phone less often because we don't want to be sold to we want to do it on her own and frankly because we like hell half the kids these days don't even have voicemails. Smells set out. We hide behind technology. We don't talk to people as much anymore. Wow so sales got nothing but harder so hold on so let's back up so six point six point four in the tech sack so let's call that seven right so we got a crm. We've got you know we got a salesforce got email. We've got a probably some prospecting tool. That's that's three. Maybe we have video tool at four. What we might have a dialer of some? Okay have a call recording tool of some some sort we likely have a gamification tool of some sort a data source or resource of some sort There's a a lot of things that bolt into our. CRM's these days right. I mean you think about what you've got not on site at all the different tools that just built into salesforce legally out. Yeah absolutely wow. That's that's crazy and think to your point right. We expect that they're going to hit the ground running often with no training or or with a day of training session. Right go yeah yeah half day of HR stop and then go sit with John and then day to good luck prospecting. And they're all cold. Good luck yeah and I mean is it any wonder that people are burning out faster and faster and what what breaks my heart about. That is that we're teaching teaching them to not love sales right. They get into it and we're just like we're kind of throwing them on the fire line logs and they get into it and they hate it and it's hard and everybody says No. Nobody's nobody's taught me how to be successful and nobody likes waking up and going into work and feeling like a failure and in sales rot with rejection if we're not teach ought to be successful and then managing them in a way. That's helping them get the small wins. They hate it and they're voting with their employment. They may check out one or two she weather companies and job hop a little bit. And they're like Oh guess what. It sucks everywhere. I'm out man. I don't WanNa be in sales anymore. Wow Wow so okay. So let's pretend I'm a sales leader because I am. We don't have to pretend hard. Yeah let's So let's say that right. I'm listening. I'm like boy okay. So it got all that how how well oil overcome that overcome that actually make people stay love sales again. Yeah so the number one thing. That millennials especially are looking for on the job Bob Forbes published this development. They want access to you phil and they want training and development opportunities with these to learn and to grow their career. So I think that's one of the first things we can do is build a personal relationship right. You've got a wrap that you've hired hired on you know you. Don't wait until we to to talk to them. You find ways to give them access to you along the way second you do is give them professional training and development the teaching them how to be successful in their job all too many managers and leaders have to do the heavy lifting training them and coaching them. which by the time for either right so you get the training and then you meet with them? Regularly for the coaching bridge. Group did a study recently. This said sales managers report that they do I. I think it was between seven and eight hours a month of coaching. Now that right guess. What less than half of the surveyed agreed with that number so much I? I think that they're developing their people. But when you talk to somebody about a deal that's not coaching and when you talk to them about their performance it's also not coaching when you talked. OPT that right if you're giving them their number or pipeline any of those regular meetings that we have to drive sales don't count. Coaching is one on one development development of those rap skills. Now that's what we can so okay so we do and so it sounds to me like think we actually need to rawls right. We need a manager to coach. Maybe and we need to train to train but you guys do virtual. So how does that work learn. How does how does how does How does it salesman? How does that fit into that? Yeah well listen. If you're some people are lucky enough to be in a company where they got a robust training department. That's built out training for the reps and I've been the tell you I've got no way too much about the going to the crap out of USA. Stop me if I do but there's really good on boarding training thing is you've gotTa have your company and fell. You gotTa have your product or service Info. You gotTa have process. How do you get shit done in this company right? You GotTa have customer in industry. Who are we in the world? How do we fit in? Who are we selling to? You gotTa have sales you gotTA teach them how to sell your stuff over the phone and a Lotta a lot of times. Folks are missing that or maybe all of it right a day and a half orientation and is not training them how to do the job. So factory specializes in inside sales. Those trainings so we teach reps how to sell over the phone. It's not value selling spin selling challenger selling selling curiosity all of those are beautiful methodologies that sell books and I love them all their great but they have to be built on a foundation. Now how do I get a hold of somebody on the phone. How do I feel like a loser? How do I get him to call me back? How do I stay a on the phone with them? How do I work this device to actually get the opportunity to sell and that's where we fit him? So factor eight customizes his training for company. So we teach them how to sell their product to their customers. But it's more expensive solution. We put all of our IP online in the sales bar so that that it would be very easily accessible to small teams. If you're an entrepreneur and you are finally at the point where you've got proof of concept and you get to hire a rapper too now. You certainly don't have the time you don't even have a sales leader. Let alone trainer or training department you running. Every thanks and now a sales rep so the sales bars available to you to teach those rose basic phone skills and kind of help you check the box of that development now. It doesn't mean coach right. It's only gonNA get him so far but at least gives them in that professional development they're looking for and gives them an edge helps.

Girls Club CDW the limited Korea Brian Bob Forbes John phil rawls USA.
Bonding and Rapport through Content Marketing

Content Matterz

03:57 min | 11 months ago

Bonding and Rapport through Content Marketing

"This is an audible style. BLOG FOR CALCIUM DOT COM website. The title of this article is content. Marketing is a form of bonding and rapport. Nothing replaces interaction with a person. Ideally face to face but direct interaction can happen other ways to from talking on the phone to video messaging but whatever the medium idiom these interactions start with something and introduction and impromptu moment or a piece of content content marketing is all about starting that direct interaction. Yes some people use content of one kind or another to manipulate to get that engagement no matter what but that's not what we're talking about. We're talking about a different kind of marketing. Being a marketing that is genuine real and they give something to the people who choose to engage with it a kind of marketing that bonds with the reader and builds rapport. Let me tell a quick story about an e mail and phone interaction. I had with a longtime client and friend. We've sent out an email to our list. This email did not ask for any business whatsoever. It did include the first several paragraphs of an article titled This stuff works as well as the option for interested people to read more. That's it just a little information about what we do do. And why and an invitation to read further so this longtime client called me up. He had read the article and had an epiphany he had realized that this type of content is a form of bonding and rapport. He had been in sales a longtime he had a lot of experience and had been through the Sandler sales training school. A well known program used by many people including my business his partner Shane snively part of what the school teaches is that there is a flow to sales a progression of steps that starts suspects then prospects and then binding and rapport for after that you gain an upfront contract. The sales flow ends at the ten step. which as you might have guessed is the close in this flow of a sale? You cannot skip ahead. You cannot go from prospect to up front contract. Because that bonding report wasn't done. You didn't earn the necessary. Trust the prospect doesn't know who you are or what you're about yet. So why would they give you their business so this client of ours realized that content is one way to start earning trust by showing the reader listener. Viewer let's call them users who you are in what you're about bonding and rapport. And it is a two way interaction even with users you've never met because the user always always has a choice they can opt out or unfair follow or flat out say they don't like it. Content is always a team effort between the producer and the consumer content creation. Asian can't replace in person interaction but it is part of the picture in the in person component often starts when readers reach out to talk about content. They liked my. My friend inclined not only noticed how content works as a kind of rapport but he also experienced it. We didn't force them to read what we put out. We didn't try to manipulate him into you. Having certain thoughts or feelings about what he read and yet he kept on reading something allowed us to stay in his newsfeed then one day. He had his unique realization he. He saw something in our content. That meant something to him. Because of his experience in sales and his sandler training background someone else might find that something different jumps out at them. Am every individual comes to their own unique conclusions and there's no way to predict that or force that but if you're real if you keep putting yourself out there it will will happen. It happened to this individual in when it did he understood more what we were talking about what we believe and he felt more comfortable than ever with the story. We're telling he felt the the content bonded with him and he reached out to us to say he wants to do the same thing for his business create content that bonds and build rapport with his prospects and clients. It's impossible to talk with or meet face to face with everyone. You really have to use your time wisely but you can connect with individuals you don't know and haven't met through content you you can get. The conversation started content. Marketing is a lot of things. Bonding poor is one of the major

Sandler Sales Training Shane Snively Partner Producer
Nurturing Talents

The B2B Revenue Leadership Show

09:53 min | 1 year ago

Nurturing Talents

"So it was interesting engineering business since we worked for insurance we really crossed all industry verticals I mean I've worked cases in Nolan gas or cases in math in healthcare where cases and financial services really across the board what you find is the process same regardless of the industry and there's only a few different nuances as you as you get into it so I I like to say industry agnostic but there's definitely some places I've got more depth of knowledge and others for sure cool and what's your focus today are you consulting or training them yeah I'm working with a really good friend of mine here in San Antonio she's got a it's a major consulting and technology shop so were you know were basically helping people get more efficient leaning on technology obviously to these as the talent pool is shrinking and so figuring out how we can leverage technology not necessarily people and then also the management consoles the changing of the business processes result of that so and what got you into sales oh man playing golf really yeah yeah I was a I played college high school and College Golf and NFL professionally for a couple of years after I graduate school and was working part time at a club down in south Texas and got to know a member pretty well and he said he found out about a business marketing degree and he said I want to hire you into my engineering company and then I want you to learn what we do and then I want you to go sell it I said I'm Professional Golfer man forget all that business stuff and he just kept Africa back about six months later I finally caved and you know it's been a whirlwind ever since and what do you like about it you know I mean I love the business world because I ended up getting into the NBA at night when I was working full-time And so everything I look at now look at like a case study and so it's just I I look at everything objectively from Santa what in years broken what could be improved on what can we do to make people's lives better and then I just actively worked every day to try to make that happen and so it's fun for me because you know businesses really today it's all about the people and I think what I've found in my life is that there are too many people that just exists and they don't actually ever strive to achieve anything really special and I think what what it is incumbent upon us as leaders is who identify what's really cool and special about a person and build an environment where we can nurture and develop that talent to come out of it you know my favorite story is I I hired a guy at a curved it was a fire Marshall and that's all I can make you a Rockstar in Latin America and he didn't see for himself at the time but it took me about three and a half years and he's actually now my old CEO's when I sold I made him CEO by Mexican Company and so take a guy that was making thirty five thousand dollars years are Marshall impervious to now you know being the CEO of major international operation on a Mexico making a buck five that changes his world forever and so I believe that you know as a from a leadership perspective if we can have that sort of impact on people's lives they were be were blessed to be a blessing well we'll take us through that journey how did you get him from even probably not believing that he could do it too normally believing he could do it to doing it so I think first and foremost our I always relate to the idea of developing employees to just like raisin kids right so I've got the he was two at the time when we sold a now he's six I gotta level in like crazy they they have no that they can trust you they have to know that you have their best interest I parts and they have to see what you do every day in your actions that are designed to promote them and take them door they also wanna go and so you know my job was really just the cheerleader early on guys guys we got this incredible opportunity in Latin America it's untapped it's taking we gotta go is going to do it if you're willing to go with men I will I will make it happen for us and so it was never made saying hey you go get it done it was me saying hey guys let's go and I would fly down there with them we go meet with prospects early on absolutely we didn't have that much work yet we beat the drum we tell everybody you know here's what we're doing here's our here's our doing it and we started to pick you know we started generate some interest a lot of teaching and training early on because technologist on them that they need in Latin America but they don't have and frankly you know timing always works in mysterious ways now say got as planned for everything so I was down in Monterrey Mexico in the stories are right about my notebook is as meeting with this Rico which basically is a staff attorney for the large insurance company down there and he I was explaining to him back then it was in broken Spanish because I didn't speak Spanish very well back then he's doing what we do and he succeeded forensic Tana said yes sir said hold on a minute he comes back out with his file he shows me these pictures of this deadly and he says here's the story so we had this guy that divorced twice married a secretary bought a two and a half million dollar license insurance policy on her ten days later she slips falls and dies in the bathroom were the insurance company and of course we're suspicious with the medical examiner's report says the cause of death is undetermined so now we're on the hook for the two and a half million dollars can you help and I said you know I said it's really funny answered that's normally not exactly what we do said but I just happen to hire a guy that's a Puerto Rican orange near out of two million university in Louisiana and he speaks from Puerto Rico and I think we can probably work you know help you out on this thing so we fly down to Monterey we measure the bathroom we build reading model we start analyzing all the marks body and put them in you know where where he basically beater in the bathroom and so fast forward we testify and Mexican court that he killed his wife the judge rules in our favor which means insurance companies don't have to pay the policy the governor of New Wave Leone which is a state around Monterey reopened the criminals association and the Guy In jail so this all the newspapers in Mexico and we became almost celebrities overnight in the interesting because the insurance companies never win those kind of cases down there and so when I went to Mexico City a few months later they're like oh you're that guy and so we started this started this whirlwind for us and you know I was down there in Juneau five and October Hurricane Wilma hits Cancun and so the property Vice President calls me and says him what you know about segregating hurricane damage from pre existing damage because as everybody knows in the insurance business you know you'd let your property you don't do preventive maintenance on him you let him you know Kinda K into form and then when a bigger incomes you wanNA completely remodeled upon insurance money and that's not exactly how politics listen work and so he said well what do you know about separating out these types of they haven't Jessica what he said we'll come on down to Cancun so then we spent eight months in Cancun and so that started just our whirlwind journey back you know five of you know a bunch of were all over Latin America all through Minnesota. RT Colombia Chile I mean we did we did earthquake in Chile in twenty eleven on we did a bunch of other one off projects refineries in Uruguay and so it was just so much fun for me with the guys that are hired it really put them in the best position for them to be successful like the guy from curb ill- because he his family is actually from just outside a month today so he was perfectly bilingual and it really put him in a position we could maximize his talents and skills always say that for everybody just like in sales wherever your passion skills in profitability meat that's an ideal situation where you can draw circle around it and so that's what I try to do with people every they is what's really cool and unique about you and happen we build an environment and put you in a position to get you ultimately where we think you could be of most effects and what do you look for in people the people that you work for and work with well the nice thing about you know now being retired you know the pressures off so you can be very choosy I'll look for you know there's a there's a popular performance management out there that says the vast majority of people give eighty five percent oh they're hypotheticals I like people that are wanting to do something more than they are doing today that are willing to stretch and they're willing to be adventurous rightly said I had those guys went down a Latin America that was protein to build a company down there the unknown I mean you hear all the stories about kidnappings and how dangerous is down there and here I am six foot That speak Spanish you know going into a lot of these places so everybody always asks well we're scared it's like well no it was more for me it was an adventure I mean I had a bunch of life insurance on me and I had a five million dollars in policies. I really didn't have to worry about anything but it was like go down there and get it done you know I look for people that are adventurous in their soul in wanted wanted US something that they haven't already got you know when you're selling to clients what's your approach well you know it's funny I've taken probably he sticks or seventy oh sales training curriculums of course years the Challenger sale and spin sale ending and you know Barry Ryan selling to curiosity and you know Miller hyman method and all that good have to develop enough credibility where they're like okay you obviously know enough about our world that I can tell you what's really going on here so once you get to the truth of the matter you find that there's opportunity to this every day probably ninety four out of five that that beat something I can do for and so it just a total rethinking of how the how the sales engagement really should work but that's just the way that I believe well I I think it's good if you have that right and

Latin America Nolan Gas Colombia Chile United States Uruguay Sales Training Barry Ryan Miller Hyman Challenger Thirty Five Thousand Dollars Five Million Dollars Eighty Five Percent Million Dollars Million Dollar Eight Months Six Months Six Foot
"sales training" Discussed on OC Talk Radio

OC Talk Radio

03:48 min | 1 year ago

"sales training" Discussed on OC Talk Radio

"Don't want what i go in and work with organizations <unk>. I i'll ask them like what are some of the challenges. They're dealing with 'cause. Everybody doesn't have the same problem. Some people are really good with prospects. It's once once they get them. But how do you engage them and i find that engagement piece is one of the most difficult because it really takes like i said those socks skills you gotta understand how to get through barriers how to navigate these accounts landscapes gapes and how to get a meeting with the right person to know who the right person is so that you're not wasting your time and how to how to start conversations it really is that yeah and how do you interpret the information that you find on your prospect so i know a lot of the work that we do is teaching teams. You know how to read between the lines of what you discover on prospects how to pull something substantial stansel your research that you're doing than those minutes before your calls <hes>. How do you introduce yourself in a way that you're coming off his appear and they're not they're not automatically shutting you down. Because you opened with an apology or you know some something that it isn't getting you the type of access timewasters they all wanted to. They want you to give him twenty minutes and i'll give you a classic example unlinked him in our new. Everybody wants to reach me reach people so they send these little linked in things and it's all like hey this generic sounding thing i you you know really love what you're doing. The flattery you know kiss kiss kiss love to get to know you and let's have coffee. If i had i would drink a million cups of coffee. If i accepted every one of these things i'd be so wired and i couldn't get any my work done as if we all just have endless insure. Let's just get together and spend an hour together now. Tell me why cut to the chase. I just would like to see people get to the point quicker and then we can decide decide. If there's we should go forward but they they wanted to do these exploratory <hes> get to know you. How are you stuff and i just kind of step. Steph is really annoying and i was speaking at lincoln live about once and i used one of those emails about example of engaging with osama. Could somebody sent me this long email and it's it's like you still don't know what they want me to block off time with them and so somebody from the audience said well look at they got you to read. It wasn't that point. I know it. I'm using it as a bad example. So is that a success you know i. I don't thinks i'll give you another example. We whether in podcasts are videos or youtube or elvis sticking in these ads these messages trying to get you to pay attention to us and how many of us really find social saying stop stop. Stop stop. Stop 'cause rant frank. I'm searching for how to change my tire and here's an ad about toilet paper. It has nothing to what i'm looking for us so it it comes down to how to how to develop your thoughts skills how to make sure that you're doing something to develop those every day. How do you not only when you have a an interaction and a conversation with a prospect. Would you take out of that. That actually adds to your knowledge base that you can reuse and so that's a lot of the work that we do is teaching.

youtube Steph osama lincoln twenty minutes million cups
"sales training" Discussed on OC Talk Radio

OC Talk Radio

01:47 min | 1 year ago

"sales training" Discussed on OC Talk Radio

"Function so it it definitely league is a critical component to identifying opportunities and there's really a unique element to having those conversations and outreach outreach is you're. You're able to see where your prospect is in the planning cycle so it's not a bunch of guesswork and scoring based on you know while that's valuable. I'm i'm not saying that it's not valuable to track the digital interactions that your prospects have but you can also glean a ton kind of information just from conversation and then that can enable you to put your prospect in exactly the right content stream of so. You're doing the right thing at the right time so that you're in the right place at the right time when they're gonna start making those final decisions on what they're going to buy and you you know a lot of that. I find is not something that is really taught in sales training and it's a lot of soft skills well. That's really the point of today's. They show is what you didn't learn in sales training and i think there still is a lot of sales training out there. You can certainly go see it online. You can certainly take seminars to read books but i would suspect all the big companies still have like they had a million years ago. The kind of xerox or ibm training sales schools the training process. They want you to follow but what don't they teach you teach you how to close. They teach you how to prospect. They teach you how to ask qualifying questions but i know i know that they teach you a lot of things. You're talking about yeah and when i say soft skills it's more you know. Do you understand the psychology of engagement gauge meant and what happens when you call someone. I had a client wants..

sales training xerox ibm million years
Box plummets on revenue miss and weak guidance

CNBC's Fast Money

01:37 min | 1 year ago

Box plummets on revenue miss and weak guidance

"Back to pass when we've gone earnings alert on box getting crushed in the after our session. Josh San Francisco with more. Hey, Josh, so Melissa reach out to some analysts from quick street reaction to this print spoke to Rashid jewelry from DA Davidson listening says billings fell way short the revenue Atlit was not just below the street, but represented a significant deceleration rish. Making the orchids me that box is still a company with good technology to hinge, this looks like the extended sales execution issues and the bottom line says that turnaround in sales and a reacceleration in growth could take significantly longer. He told me that investors had I expected Brian Peterson over Raymond James. He's telling his clients if you try to look for silver lining. Well, there were solid cost controls in the quarter. But bottom line for him prior indications of growth, accelerating in fiscal twenty clearly in his words off the table. I did the chance to check in briefly with CO Aaron Levy about the corner. As to the guidance weaker-than-expected, he made the point which is making right now in the conference call to that he would point to two broad points of weakness. Few seven figure deals he says did get pushed out in terms of geography told me they continue continued weakness in a mea. He's focused on new sales training and new sales leaders. I did ask him to about competition from dropbox. Remember dropbox drew Howson was just on CNBC last week. He told us he's taking customers from box did ask air Levy about that. He says, that's unreasonable that certainly dropbox desk compete with customers especially in the small business category. But in his words, he is not seeing them show up in the enterprise

Aaron Levy Josh San Francisco Raymond James Sales Training Howson Brian Peterson Cnbc Rashid Atlit Billings Melissa
How to get your ideal client's attention

The Nice Guys on Business Podcast

24:00 min | 2 years ago

How to get your ideal client's attention

"To capture your ideal clients attention, whether it's online on your website on social media, or if you're at a business of dent and you're meeting people, who are your potential clients, you want to use language that is their language. You want to describe. The things you help people do because most entrepreneurs you either help. Someone solve a giant boulder of a problem, right? That's blocking them hats, the rest of their life, right? Or you help them chief this giant dream. That feels like it's as far away as Mars. So when I ask people to get clear on their ideal client, it's really getting down to it's even more than a niche. You've got a target market, you think of his beach fall right now, then you think of a niche market? Well, that's a medicine ball, like a workout, all of its smaller, and that's that's a good start. But I like to say, go further drill down to the diamond in the centre, your perfect ideal client and get to know them better than they know themselves get to know them. Like, you know, your family journal. I recommend journal some people like to write your computer, asked yourself everything about them. Sure. You saw problems for him, that's that's just the beginning. Why do they want to solve the problems? What are their emotional drew. Drivers? What gets them up in the morning? You start with what are they wake up at two AM going God. If I don't fix, you know, ABC problem a my life and my businesses over, right, we'll hold on to help clarify for second because I think you crossed over into a separate area and I want to make sure that I haven't lost anybody that's in our community. We started by talking about things like marketing, and then we started to develop a maybe an idea that might be sales or or there's definitely difference between sales and marketing. So how is it that we can teach ourselves? We have to understand what our market wants, but we also have understand how to present it to our market so that when they come to us as result of our great marketing that we're about to go into, we don't feel like we are being to sales a, you're too pushy for them because isn't that one of the issues that many people have factly feeling. They don't want to throw in horn. They don't wanna feel overly self promotional, but the way around that is to think about marketing number one, you're being of service when you're telling potential clients how you help. Others just like them. You talk about the outcomes. You shove very brief stories about how you help people just like them solve problems just like they have. It's interesting because it's almost like you're educating the people that are coming to you as to the things that you've done that have been good in the past with other clients and all your basically doing sharing the other client story about how you were able to solve their problem thinking. Maybe there's some crossover if you've done it. Right. And your only marketing to a specific niche market, they probably have very similar problems. They probably have the same questions at many. Your other clients have an all you're really doing is solving the problem through sharing the story of how you solve the problem for somebody else.

Cynthia Trevino Partner Pain Lincoln Steve O'brien Marys Consultant Cain Sales Training VAN Diaghilev John Steven Brian Chipper Editor Oliver
"sales training" Discussed on Accelerate!

Accelerate!

02:20 min | 2 years ago

"sales training" Discussed on Accelerate!

"British it's time to accelerate difference this isn't a walk episode 630 of accelerate the sales podcast of records i am honored to be joined by my guest on the show today that is sam coaching sama's founder and ceo of one huddle and author of closing in the red zone twelve principles to finishing the sale when it counts now this episode we're talking about sales training and why that whole industry is in need of disruption and i think this broad consensus that it needs to be disrupted that the current big event oriented oneanddone sales turning models obsolete and unsuitable for the modern sales team sauna conversation today similar i talk about what's next and sales training and his vision of that and he shares what they're doing it his company one huddle with their game based training platform to help companies get the reps upskilled on boarded and ready to work in a shorter period of time and given to others continuous training model you'll get in his training at small bites released a better outcomes than the epa sabic an ad hoc sales turning the that most companies do today so mystery stick around for that if you'd like to see the show notes for the subsequent and appalled i come forward slash six three zero now i've been mentoring training sales professionals for years and one of the most important elements to career success i believe is make sure you're lying yourself the company that develops its employees values their customers and has a portfolio of products that can compete with anyone and that's why fear of top former new current role and you're looking for fresh sales challenge to take your career to the next level then centralink should be at the top of your list with its recent acquisition of level three the new central inc is a world leader in many fields including cloud security realtime communications hybrid it and manage services so if you want the excitement and the challenge of the wards at come come from selling industryleading services to the enterprise then visit central and come forward slash accelerate that centurylink dot com four accelerate and joined their talent community once you joined that community a member of the team will reach out and connect and you'll get a chance to see if a career.

founder and ceo sales training epa central inc