Tag Archives: Business development

How to Stay Motivated in Sales

By Jeff Beals

Leading a sales team is not easy. Consider these scenarios based on true stories:

Scenario #1

Your sales team is in the running for what would be the biggest contract in company history. You invest countless staff hours and other resources to win the business. For a while, it looks promising.  You build a trusting relationship with the primary decision maker and have demonstrated how your offering perfectly fits their need.  The prospect starts using phrases like “When we work together…” and “You will be responsible for…” and “We really need you…”  You now consider that decision maker to be a friend.

Then suddenly your main contact starts being vague and evasive and is slow in returning calls. Two weeks later, the decision maker, your new “buddy,” sheepishly tells you they chose a different provider. It makes no sense to you that the other company was chosen, because they don’t provide the things that the prospective client originally told you were the biggest priorities.  You feel frustrated, defeated and misled. Worse yet, you were counting on that business and it vanished.  You’re incredulous and wonder, “Why did they lie to me?”

Scenario #2 

It’s never easy to attract an elite sales rep from a competing company despite your  non-stop recruiting efforts.  You need a couple more sales reps but at least the ones you have are good especially, your top producer, Jim.  It seems like there’s nothing Jim can’t do. Year after year, he breaks records. And he has such a great attitude!

Then one day without warning, Jim resigns to take a new sales position elsewhere.  He thanks you for being a good leader and for providing the resources he needed to succeed over the past 10 years but says he needs a change. His decision is final.  You never had a chance to make a case for him to stay.  The pit in your stomach feels terrible. You and the rest of the leadership team talk and act as if there was a death in the family.

*****

If you have been leading sales teams for any significant amount of time, these scenarios likely ring true.  While sales is not rocket science, it’s not easy.  One of the most important skills a sales leader can possess is the ability to bounce back when life punches you in the gut.

With all the emotional, high-risk/high-reward scenarios playing out each year and with so much riding on your ability to lead the sales process, how do you cope with disappointment?  How do you cope with the pressure?  How do you avoid burnout and stay motivated?

These ideas will help you keep it fresh and keep the completed deals flowing:

1. To cope with the inevitable rejection in a sales career, concentrate on your victories. Celebrate each one of them in your own way. Some people will tell you that if you simply expect success, you don’t need to celebrate victories.  I disagree.  Appreciate everything.

2. Keep in mind that selling is a noble profession. Without sales activity, the wheels of commerce grind to a halt.  Your work creates jobs and feeds families. Sales is the lifeblood of your company.  Without you and your team, there would be no company.

3. Remember that character is king. Focus on people – the hopes and dreams of the clients you serve and the real needs of the team members you lead.  Draw inspiration and motivation from the people who surround you.  When you remember that the things you sell have real impacts on real people, it helps you ride through the rough patches.

4. Embrace the competitive side of sales.  Do you enjoy sports?  If so, you probably love competing and watching other people compete.  Sales is game.  Try to accumulate little (and sometimes big) victories each day.  Playing to win removes the drudgery of day-to-day work.

5. Take pride in your resilience. It feels good once you have successfully persevered through difficult times.  Remember that feeling anytime you feel hopelessness and then do what it takes to feel that way again.  Great leaders are resilient. Three of my favorite quotes from former British prime minister Winston Churchill will help your bolster your resilience:

  • “Never give up on something that you can’t go a day without thinking about.”
  • “If you’re going through hell, keep going.”
  • “Success is the ability to go from failure to failure without losing your enthusiasm”

6. Make it fun for both your team and yourself.  Those who don’t find ways to enjoy their work typically don’t survive long in a brutally competitive industry. Find the joyful and positive aspects of your work and focus on them.

7. Tell the truth even when it hurts.  Integrity leads to success. You will be rewarded with high levels of client and employee retention.

8. And finally, as you sell today, imagine what your legacy will be years down the road.  Your work in leading a sales team literally shapes the future.  Isn’t that pretty important?

ATTENTION SALES LEADERS:

If you hold a leadership position in sales, I have the perfect resource to help you become even more successful!

It’s called the “Sales Leader Mastermind Group,” and it kicks off this fall.  I will personally lead and facilitate this group along with my partner Beth Mastre.  I’m recruiting members for it right now.  There are four in-person meetings per year – All the other meetings are virtual, so you can join in no matter where in the world you might be.  My mastermind group members will also have their own personal discussion forum.

Sales leadership can be a lonely existence.  Joining this group will help you create a stronger sales culture, attract talented sales reps and drive more revenue while you better manage both your personal and professional life. Click here to see an info piece about this mastermind or contact me personally at (402) 510-7468.

4 Ways to Figure Out Exactly What Your Prospective Clients Want

By Jeff Beals

I’m at the stage in life when I’m surrounded by kiddos – my siblings, my friends and I all have kids at home. To me, it seems like kids are omnipresent. My family is a rather close-knit group and we get together fairly often. As a dad and uncle, I enjoy watching all the kids interact and build bonds with each other as they grow up and develop into the adults they will someday become.

In any group of kids there are typically a small percentage of them who are particularly gregarious. These kids are blessed with charisma, personality and are more advanced in their communication skills. They stand out. People are drawn to them.

What do adults say about such kids?

  •  “I just know he’ll grow up to be a politician!”
  • “She’ll be running a company someday!!”
  • “You should go into sales when you grow up!!!”

I get why people say such things. I’ve uttered these statements myself. But would you like to hear something that may come as a surprise?

Gregarious, outgoing people don’t automatically make good salespeople.

Sure, they’re more apt to pick up the phone and call a stranger. They may be better suited to deliver sales presentations. They may be more aggressive pushing prospects to close at the end.

But the “talking” part of sales comprises only one-third of the sales process. The other two-thirds of the process are very quiet. The majority of the sales process is comprised of researching, listening and determining exactly what the prospect values without any assumption or ambiguity.

If you want to be successful in sales, there’s something far more important than an outgoing personality. It’s the ability to determine exactly what your prospect values. Here are four ways to do just that:

Listen & Truly Hear

Too often we pretend like we’re listening or even think we’re doing a good job of listening, but in reality, we don’t retain what the other person is telling us. If you sell things for a living, you need to listen with the same intensity and attention to detail that a detective uses when he or she is interviewing a suspected criminal. Tell yourself that the person in front of you will say something at some point in the conversation that can directly lead to a closed deal. You can’t afford to miss it simply because you’re having a second conversation with yourself inside your mind when you need to be focused on the other person.

Never Assume

Our own biases often get in the way of our efforts to figure out what our prospects truly value. Look, you know your products and services better than the prospects do especially if you’ve been in your current selling role for a long time. Talented, experienced and knowledgeable sales professionals can be vulnerable to assuming what clients value because they’ve seen so many other clients and know so much about the product. Don’t succumb to temptation and start assuming you know everything you need to know about your prospect. I call it the “sin of assumption,” and it just might be the deadliest sin in business.

Ask Probing Questions

When we first sit down with a prospect, we engage in small talk or idle chit-chat. That’s a great way to warm up the conversation and make everyone comfortable. But don’t spend too much time on chit-chat. Start asking questions that help you uncover value. The best questions are probing in nature. Start questions with “Why?” “How?” “What if…?” “What would happen if you…?”

Don’t Talk Too Soon

I don’t intend to sound rude, but be quiet! Don’t start talking until you are sure you know what your prospect values. If you’re not 100 percent convinced, keep asking probing questions and keep listening intently to the answers. When you do talk, your sales pitch should be customized based on what the prospective client told you during the value discovery process. Portray your products or services in such a way that they satisfy exactly what the prospect wants and needs.

As you consider the four ways to determine value mentioned above, it should become patently obvious that there is plenty of room for introverts in the sales business. As long as they can muster the gumption to approach prospects in the first place and turn on the charm when it’s time to present, introverts might actually be better at sales than extroverts. When it’s all said and done, the deal typically goes to the person who most closely provides what each unique client really wants.

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff is sure to deliver an engaging and motivating speech! He cleverly ties together his stories and makes the speech end with a punch. Being the closing speaker is tough, but he stepped-up to the challenge and hit a home-run. Due to the high ratings and overwhelming response to re-watch his speech, we are planning on using his video during our NextGen watch party.”  – Megan Dotson, Senior Client Success Consultant & Event Director, GovLoop.com, Washington, DC

“Your workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and
building long-term partnerships.” – Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

“If you are considering hiring Jeff, I will only say this: do it now. His ability to connect with an audience and explain the importance of telling the story is nothing short of extraordinary. The true litmus of any great speaker is authenticity. And when authenticity is coupled with an incredibly high amount of energy, humor, and engagement – you get Jeff.  I would highly recommend him to anyone who needs a speaker attendees will talk about for a long time to come.” – Alison Cody, Executive Director, Manufacturers’ Agents Association for the Foodservice Industry, Atlanta, GA

“I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

+1-402-917-5730

info@jeffbeals.com

Book Review: Everything You Need to Know about Sales Prospecting

High Profit Prospecting

By Jeff Beals

Prospecting is not something you do when you don’t have anything else to do. It is not something you do when you suddenly find yourself without enough customers. Prospecting is perpetual.

So says globe-trotting sales expert Mark Hunter in his new book on prospecting set to be released September 20th.

“View prospecting the same way you do taking a shower,” Hunter writes. “You take a shower daily, and you should be prospecting daily. Failing to prospect on a regular basis is putting yourself in a situation where your sales will constantly be in a peak/valley syndrome.”

Whether you’re a rookie salesperson hoping for a head start or a grizzled veteran looking to stay sharp, I highly recommend High-Profit Prospecting. (AMACOM, 2017). I’m a connoisseur of sales books, and this one ranks among the best.

Hunter, known by his epithet, “The Sales Hunter,” defines prospecting as “an activity performed by sales and marketing departments to identify and qualify potential buyers.” It’s the most fundamental task in a salesperson’s job description, but vast numbers of underperforming salespeople are so uncomfortable with prospecting, they dread the thought of it.

Perhaps that’s why so many salespeople fall for snake-oil messages that “prospecting is dead” and “telephone selling is history.” Hunter recalls sitting in the back of a room during an educational conference while a so-called sales expert explained how his social media-based prospecting system had rendered telephone prospecting extinct. The notion was ridiculous but that didn’t stop audience members from being mesmerized, enthusiastically nodding in agreement with everything the charlatan on stage was saying.

Hunter was not surprised that the audience of salespersons was unreservedly lapping up the message; they were tired of being rejected, having phone calls ignored and not being able to generate good prospects. If someone promises a struggling salesperson a panacea, no matter how pie-in-the-sky it might be, the temptation to embrace it can be irresistible.

No doubt prospecting is hard work. It can make you feel uncomfortable, but it has to be done. If prospecting was easy, salespeople wouldn’t be so well compensated. If you make a commitment to prospecting, you will grow as a salesperson and eventually be that person who makes so much money your friends and colleagues marvel at you.

Hunter’s prospecting philosophy essentially boils down to five components:

1.     A Positive Attitude – You need a can-do mentality and a healthy respect for prospecting. Believe you will succeed!

2.     Preparation – Prospecting is inefficient if you don’t do the necessary background work before making the call.

3.     Execution – Top-producing sales professionals are action-oriented. They resist procrastination, the biggest thing separating poor prospectors from good ones.

4.     Discipline – Prospecting is a daily activity. You need to do it even when there are a hundred things you’d rather do and dozens of things that seem more urgent. Prospecting is an investment in your future production.

5.     Time management – Don’t allow your time to be wasted by prospects who will never buy from you.

So what are some of Hunter’s pearls of wisdom? Here are a few:

Making Initial Contact

Ultimately, your prospects really don’t care about you. They care about themselves and their goals. Too many salespeople start the first email or phone call wasting everyone’s time by introducing themselves and their company. As Hunter says, “You can permanently delete the ‘capabilities presentation’ the marketing department built for you five years ago.” Cut to the chase and explain why the two of you need to connect quickly.

Does Anybody Listen to Voicemails?

Voicemail might feel like a black hole, but if you leave the right messages, voicemail is your friend. The key is leave messages that expresses a value you could give the recipient. But you don’t have much time. Hunter says voice mails should never exceed 18 seconds. Twelve seconds is ideal. What’s more, a single voice mail rarely leads to a call-back. Craft a series of voicemails periodically leaving them for prospects over an extended time.

The Lazy Way Out

Sales reps who always choose email instead of picking up the phone are lazy prospectors. Hunter says email is a fine prospecting tool but not if your reason for using it is to avoid having to call someone. Make email one part of your prospecting plan, not your crutch. The same thing applies to social media. It’s a good tool but just one tool. You can’t depend on it exclusively.

Getting Past the Gatekeeper

When your prospects are major decision-makers, you’ll encounter gatekeepers – administrative assistants whose jobs are to protect the boss from interruptions. Hunter recommends you see the gatekeeper as a partner. Ask them the same questions you would ask the boss. That will win their respect, plus if the gatekeeper realizes they don’t have the answer, they just may pass you on to the senior person you seek. Don’t back down too quickly if a gatekeeper puts up barricades. “If it’s hard for you to get in,” Hunter says, “then it’s hard for your competition.”

I could go on and on recounting Hunter’s salient advice, but you’ll have to read the book for yourself.

It’s rare for a book to deliver so much actionable advice chapter after chapter, but that’s exactly what Hunter provides. Similarly, it’s unusual for a content-heavy book to be such a quick-and-easy read.  Upon finishing it, you’ll be ready to roll up your sleeves, pick up the phone and hit the streets.

As Hunter likes to say, “Great selling!”

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff is sure to deliver an engaging and motivating speech! He cleverly ties together his stories and makes the speech end with a punch. Being the closing speaker is tough, but he stepped-up to the challenge and hit a home-run. Due to the high ratings and overwhelming response to re-watch his speech, we are planning on using his video during our NextGen watch party.”  – Megan Dotson, Senior Client Success Consultant & Event Director, GovLoop.com, Washington, DC

“Your workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and
building long-term partnerships.” – Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

“If you are considering hiring Jeff, I will only say this: do it now. His ability to connect with an audience and explain the importance of telling the story is nothing short of extraordinary. The true litmus of any great speaker is authenticity. And when authenticity is coupled with an incredibly high amount of energy, humor, and engagement – you get Jeff.  I would highly recommend him to anyone who needs a speaker attendees will talk about for a long time to come.” – Alison Cody, Executive Director, Manufacturers’ Agents Association for the Foodservice Industry, Atlanta, GA

“I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

+1-402-917-5730

info@jeffbeals.com

How to Get Glowing Testimonials from Your Current Clients

By Jeff Beals

Allow me to lift the curtain and give you a behind-the-scenes look at the world of book writing.

You know those endorsements by celebrities, other authors and industry experts that appear at the beginning of a book and on the back cover?  They are rarely written by the actual endorser. Instead, they are often written by the authors themselves or someone who works at a publishing company.

Here’s how it works:

You write a book. You feel good about it.  You understand that readers will be more apt to buy your book if respected people have endorsed it.  You make a list of industry experts and other authors who have written similar books.  You contact those respected people and ask them to write an endorsement or testimonial for your book.  If those potential endorsers know you or have heard of you, they’ll likely say “yes.”

But there’s a problem.  The endorsers are busy, which leads to a couple of scenarios: 1. They intend to read the book and write an endorsement but they never get around to it; or 2. They ask you to draft the endorsement language and send it to them for their approval.

Scenario #2 is quite common, so authors write up a proposed endorsement and email it to the big-named endorser.  If that person is comfortable with the wording, he or she will approve it, and presto! the book has an impressive endorsement.

The same thing happens every day in your industry.

As a sales professional, you need testimonials from past and current clients attesting to your outstanding service and product value.

A long list of client testimonials makes it easier to get new business. In an era of social media reviews, clients expect would-be vendors to have proof that they provide great service and high-quality products. One of the ways you show that is by providing glowing testimonials from highly satisfied clients.  Strong testimonials make you a safe choice.

But be prepared; you might have to do much of the work yourself. Just like the book-promotion world, your happy clients would love to write a testimonial for you, but they’re stressed out and short on time.

What makes a good testimonial?

  1. Make it specific to you, your product and your company.
  1. It should be obvious who the testimonial writer is and why he or she is relevant to your business.
  1. The testimonial clearly states what problem you solved and what unique value you brought. It should show that you deliver on promises, go above and beyond and get results for your clients!
  1. It should not be fluffy or overly wordy.
  1. Testimonials are particularly powerful when they show how you made someone money, made someone look good in front of other people, made someone’s life easier or reduced someone’s stress.
  1. If you have ever helped a client overcome adversity, include that in the testimonial.
  1. Testimonials should put the reader in the testimonial writer’s shoes. Readers should imagine themselves benefiting from your products and services just like the testimonial writer did.
  1. Make it positive but not obnoxiously gushing.

How do you get testimonials?

  1. Be prepared to write it yourself and ask if they would be willing to attach their name to it. Don’t offer this right away, because some people take pride in writing their own testimonials.
  1. If they do want to write it themselves, stand ready to coach and guide them. Let them know what purpose the testimonial has in your sales efforts and what messages would be particularly effective for you.
  1. Plant a seed and make it easy. Remind them of how you served them. It’s okay to ask them to highlight certain things.
  1. Think of interesting stories you have experienced with the client and suggest they highlight one of those stories as part of the testimonial.
  1. Ask existing or past clients a few questions about your products and services. If the answers are positive, you could say, “You know, it would be so helpful if my prospective customers could hear what you said. Would you consider writing a short testimonial for me that I could use in my future sales efforts?”
  1. Send clients a written survey. Some of the responses could be fodder for a strong testimonial. Of course, get their permission before you publicly quote them.
  1. Don’t be bashful! If you are confident you made the client happy, ask them to be bold and positive.
  1. Give in order to receive. Write an unsolicited testimonial for your client and then ask them to do the same for you.

In many cases, one competitor beats another because he or she has better testimonials.  I have personally witnessed it.

Gather those testimonials!

Make sure they are well written and clearly show how you provide differentiated value. Then, put them into your prospects hands.  Publish them on your website and social media platforms and hand them out as leave-behinds during sales presentations.

Clients want social proof.  Powerful testimonials get the job done.

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff is sure to deliver an engaging and motivating speech! He cleverly ties together his stories and makes the speech end with a punch. Being the closing speaker is tough, but he stepped-up to the challenge and hit a home-run. Due to the high ratings and overwhelming response to re-watch his speech, we are planning on using his video during our NextGen watch party.”  – Megan Dotson, Senior Client Success Consultant & Event Director, GovLoop.com, Washington, DC

“Your workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and
building long-term partnerships.” – Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

“If you are considering hiring Jeff, I will only say this: do it now. His ability to connect with an audience and explain the importance of telling the story is nothing short of extraordinary. The true litmus of any great speaker is authenticity. And when authenticity is coupled with an incredibly high amount of energy, humor, and engagement – you get Jeff.  I would highly recommend him to anyone who needs a speaker attendees will talk about for a long time to come.” – Alison Cody, Executive Director, Manufacturers’ Agents Association for the Foodservice Industry, Atlanta, GA

“I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

+1-402-917-5730

info@jeffbeals.com

Do Storytellers Really Close More Deals?

By Jeff Beals

As a person who has long believed in the power of storytelling, a recent Wall Street Journal headline caught my attention: “Why Good Storytellers Are Happier in Life and in Love.”

In the article, writer Elizabeth Bernstein writes that since the dawn of language, people have shared stories with others to entertain, persuade, make sense of what happened to them and bond. Research shows that the way people construct their individual stories has a large impact on their physical and mental health. People who frame their personal narratives in a positive way have more life satisfaction.

But it gets even better – good storytellers are considered more attractive. Bernstein mentions three studies in which women rated men who were good storytellers as more attractive and more desirable as long-term partners.

Storytelling is not just good for your social life; it can boost your sales effectiveness as well.

Stories pack a punch. They’re powerful. They paint pictures. They work, because our human brains are conditioned to listen to and be receptive to stories. Long before the written word, and long before Gutenberg invented the printing press, people used stories to communicate histories and traditions as well as norms and expectations. Our ancestors sat around the fire every night and told stories. The propensity to tell and listen to stories is essentially a part of our DNA.

So, if people are so receptive to storytelling, you and I would be foolish not to use stories in our sales work. If you manage a sales team, teach your reps and motivate them by conveying important information through stories. When selling products and services, use a story to paint a picture in your prospect’s mind. By making the product or service part of a story, prospective clients mentally project themselves into the story. Once someone makes that kind of psychological commitment, they’re much more likely to buy.

Let’s say we asked the same prospective client to sit through two sales presentations for competing products. Both salespersons touched on features and benefits. Salesperson A was very straightforward and focused on delivering factual content. Salesperson B was accurate but explained the features and benefits using stories. A couple of the stories were about previous clients who enjoyed positive results from using the product. I guarantee the second salesperson has a higher likelihood of landing the client.

One of the most important skills in sales is the ability to overcome objections. Well, if you get an objection, tell a story to keep the deal alive. Are you ready to deliver your close? Make it more desirable by couching it inside a story. Has the process become mired? Advance it by telling a story.

As you make a commitment to including more stories in your daily work, keep a couple things in mind:

1. Stories must be relative to the situation at hand.

2. Know when to shut up. If a story goes on too long, it loses its effectiveness

3. Think about the work you do and determine what kinds of stories could be effective in certain situations.

4. Catalog stories in your mind. Look back on your own experiences as well as the experiences of your colleagues. Make a list of stories to have at your disposal, so you can use them whenever it’s expedient.

Every product, service, business and individual sales professional has a story, probably multiple stories. The trick is to pull out these stories and use them to your benefit at the appropriate times. After all, if storytelling can make you appear more attractive and desirable at a party, you would be wise to use stories to build relationships with clients and close more deals.

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff is sure to deliver an engaging and motivating speech! He cleverly ties together his stories and makes the speech end with a punch. Being the closing speaker is tough, but he stepped-up to the challenge and hit a home-run. Due to the high ratings and overwhelming response to re-watch his speech, we are planning on using his video during our NextGen watch party.”  – Megan Dotson, Senior Client Success Consultant & Event Director, GovLoop.com, Washington, DC

“Your workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and
building long-term partnerships.” – Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

“If you are considering hiring Jeff, I will only say this: do it now. His ability to connect with an audience and explain the importance of telling the story is nothing short of extraordinary. The true litmus of any great speaker is authenticity. And when authenticity is coupled with an incredibly high amount of energy, humor, and engagement – you get Jeff.  I would highly recommend him to anyone who needs a speaker attendees will talk about for a long time to come.” – Alison Cody, Executive Director, Manufacturers’ Agents Association for the Foodservice Industry, Atlanta, GA

“I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us down here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

+1-402-917-5730

info@jeffbeals.com

Stop Wasting Your Time at Networking Events! (Here’s Something that Actually Works)

By Jeff Beals

Most professionals know they must network in order to achieve long-term business success. I remember as far back as high school being told by my guidance counselor that I needed to “meet a lot of people and build a network.” That was great advice back then and even better advice today.

It’s critically important to participate in the public arena and interact with the people who could become your clients, provide you with valuable information or help you further your causes and beliefs.

Download your copy of the brand-new ebook, “Goal-Based Networking: Turning Your Socializing into Profitable Relationships!

While they understand the importance of networking, many professionals do a lousy job of it. It’s easy to show up at an event, grab a drink, eat some free hors d’oeuvres, say “hi” to a couple people, then go home and pat yourself on the back for being “involved outside the office.”

Unfortunately, that’s not networking. It’s merely socializing.

There’s nothing wrong with socializing. In fact, it’s generally a good thing, but it’s not efficient. In order to convert socializing into networking, you need to have a three-tiered goal planted in your mind before you even enter the venue where networking will take place.

I call it “goal-based networking,” and here’s how it works:

Goal #1

“I will get a direct opportunity”

This could be a new client, an invitation to join a prestigious organization, a job offer, a promise to donate money to your pet cause. While Goal #1 is ideal, it unfortunately doesn’t happen at most networking events.

Goal #2

“I will get a solid lead on a direct opportunity”

This is almost as good as the first goal, because it moves you closer to what you really want. Goal #2 should happen at the vast majority of networking events you attend. If it doesn’t, you’re not meeting enough people or not asking the right questions.

Goal #3

“I will meet new people and learn valuable information”

This is the bare-bones minimum goal that you should achieve at every single networking event you attend.

Make a commitment to network more and remember to think about these three goals before walking into your next networking event. Setting these goals consistently over a long period of time will maximize the return from your investments in networking. That means you increase your public profile, connect with the right people, find new business and become that person who always seems to know about business happenings long before your colleagues do.

Surprise ending: This article is actually Chapter Two of my brand-new ebook, “Goal-Based Networking: Turning Your Socializing into Profitable Relationships.”  The ebook is FREE, so download your copy now by clicking here:  https://jeffbeals.com/free-ebook2.php

Jeff Beals is a professional speaker, sales consultant and award-winning author, who helps professionals enjoy greater success through effective sales, marketing and personal branding techniques. He delivers energetic and humorous keynote speeches and workshops to audiences worldwide. To discuss booking a presentation, go to JeffBeals.com or email at info@jeffbeals.com or call us at (402) 637-9300.

Click here to subscribe to Jeff’s weekly articles!

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff is sure to deliver an engaging and motivating speech! He cleverly ties together his stories and makes the speech end with a punch. Being the closing speaker is tough, but he stepped-up to the challenge and hit a home-run. Due to the high ratings and overwhelming response to re-watch his speech, we are planning on using his video during our NextGen watch party.”  – Megan Dotson, Senior Client Success Consultant & Event Director, GovLoop, Washington, DC

“You brought great value to our event. The workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

“A couple of my Dean’s Fellows recently said your presentation two years ago about building your personal brand was their best experience at Creighton.” – Dr. Anthony R. Hendrickson, Dean, Heider College of Business, Creighton University 

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and building long-term partnerships.”
– Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

Click here to see sample videos of Jeff speaking to live audiences!

Goal-Based Networking: Turn Your Socializing into Profitable Relationships (New eBook Available)

By Jeff Beals

The American philosopher Henry David Thoreau once said, “I went to the woods, because I wanted to live deliberately. I wanted to love deep and suck out all the marrow of life.”

As professionals we need “to suck out the marrow” of our business lives. We must lead active, deliberate careers that are externally focused. That means you turn off the laptop, step out of your cubical and get involved outside the office.

As long as you don’t over-commit yourself – burning the candle at both ends, so to speak – being involved actually makes you better at your core work.

People who join professional associations, who get involved in their place of worship, or who engage in community service learn more and meet more prospective clients.

In any given office, there is at least one person who is active in the community or profession and seemingly knows everyone. It is no coincidence that such a person brings in a lot of business, finds great publicity opportunities for the organization and, in turn, earns job promotions.

Simply put, involvement leads to success. You must be out there seeing and being seen. You have to do it perpetually, so that your personal target audience knows about you and remembers you.

Use your time wisely. If you have family or other commitments in the evening, use your lunch hour for networking and personal branding activities. Ambitious professionals should not eat lunch by themselves more than once or twice a week; it’s simply too important of a networking opportunity to waste.

The fact is, in order to stand out, you need to be seemingly “everywhere.” As much as you may desire to go home and watch television after work, you need to spend a little more time working, showing up at events. While you don’t have to drink until your liver gives out, you do need to be a man or woman about town. Sometimes you have to stay out late at a cocktail party where important prospects have gathered. Sometimes you need to get up early and meet a member of your personal target audience for coffee before you both start work.

It’s not easy, and it comes with a price, but successful professionals are seemingly everywhere.

But being everywhere does not just mean showing up and socializing with people you already know. There’s a difference between socializing and networking, and this ebook is designed to explain that and show you how to turn your socializing into networking, which is far more valuable.

Just like anything else in life, you need to network deliberately with discipline and a defined purpose. If you do that, you will be much more effective.

Remember, if your commitment to networking is half-hearted, your results will be only half-baked!

NOTE: This article is actually the first chapter of my brand-new ebook, “Goal-Based Networking: Turning Your Socializing into Profitable Relationships.”  It’s free, so download your copy now by clicking here:  https://jeffbeals.com/free-ebook2.php

Jeff Beals is a professional speaker, sales consultant and award-winning author, who helps professionals enjoy greater success through effective sales, marketing and personal branding techniques. He delivers energetic and humorous keynote speeches and workshops to audiences worldwide. To discuss booking a presentation, go to JeffBeals.com or email at info@jeffbeals.com or call us at (402) 637-9300.

Click here to subscribe to Jeff’s weekly articles!

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff is sure to deliver an engaging and motivating speech! He cleverly ties together his stories and makes the speech end with a punch. Being the closing speaker is tough, but he stepped-up to the challenge and hit a home-run. Due to the high ratings and overwhelming response to re-watch his speech, we are planning on using his video during our NextGen watch party.”  – Megan Dotson, Senior Client Success Consultant & Event Director, GovLoop, Washington, DC

“You brought great value to our event. The workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

“A couple of my Dean’s Fellows recently said your presentation two years ago about building your personal brand was their best experience at Creighton.” – Dr. Anthony R. Hendrickson, Dean, Heider College of Business, Creighton University 

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and building long-term partnerships.”
– Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

Click here to see sample videos of Jeff speaking to live audiences!