Tag Archives: sales enablement

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.

Important Differences Between Sales Leaders and Sales Managers

By Jeff Beals

A sales manager is the person responsible for making sure the sales staff is in place, equipped to succeed and motivated to compete. Good sales managers think quickly on their feet and take immediate, decisive actions to mitigate any threat to the organization’s ability to sell.

Sales managers facilitate the sales process and protect the organization’s ability to do deals. While the term “sales manager” is the typical, generally accepted title of the person in charge of sales, the term “sales leader” is more appropriate. A manager supervises details. He or she makes sure tactical work is accomplished in an efficient manner. A leader makes sure those tactical tasks are completed but sees the business from a broader, more global perspective.

Even if your company is a small one, with only one person in charge of the sales staff, sales leadership is more important than sales management. The sales leader empowers the sales staff to carry out their work and rewards them for deals completed. Anyone who serves as a company’s sales manager would be wise to see himself or herself as a leader and behave accordingly.

As the sales leader, you need to carefully analyze employees’ personalities and push the right buttons to help them succeed at the highest levels. Urge them to accomplish more while still setting them up for success.

“It’s putting people in stretch assignments,” said Joe Moglia, former CEO of TD Ameritrade.

Moglia believes two primary things are critically important when choosing people for a job and when assigning new goals to an existing employee: alignment and listening. You can’t succeed with one and not the other. The leader must thoroughly understand the assignment and the people being considered for it. The most talented people in the world will fail if their personalities and abilities are not in alignment with the job. When it comes to listening, the leader must ask the right questions and then focus on what employees say and what body language they exhibit. Listen to find out whether the staff member is really excited about the assignment.

Effective sales managers accept responsibility. They realize that they are in charge and accountable for what happens, but they don’t see themselves as bosses. A leader is not a foreman. As a leader, you must depend on the abilities and hard work of your staff members. A successful sales leader is one who establishes interdependence. He or she trusts and depends on the staff while the staff trusts the sales leader to guide, provide resources and create a safe, pro-selling atmosphere.

Sales leaders have so many responsibilities – recruiting reps, training them, keeping them motivated, forecasting/budgeting, working closely with marketing, etc. – but there is one area of a sales leader’s job that is crucially important but often underrated: resource acquisition.

The most effective sales leaders do what it takes to make sure their sales teams have the tools and budget they need to close deals.

Attracting new clients is so important that every organization should devote considerable resources. That said, not all do. Leaders of various organizational departments in a company jockey and position for resources. Some are better at it than others. If the sales leader isn’t good at playing corporate politics, the sales staff might be at a resource disadvantage against the competition.

If you’re a sales leader, do not let this happen. One of your most important duties is to provide your sales team with everything it needs to succeed. You don’t ever want to give your salespersons an excuse for not performing. Lack of resources is a convenient excuse for a sales person but should not be an excuse for a sales leader.

One of the best ways to ensure abundant sales resources is to establish your personal clout inside your organization. This is accomplished by doing good work and practicing good internal politics.

Clout is affected by timing. Make a pitch for greater sales resources right after you score a high-profile victory. Make the pitch when the higher-ups most value you and believe they could least afford to lose you.

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.

Is Your Buyer a Liar? Here’s How to Find Out

By Jeff Beals

 “Buyers are liars.”

That’s an age-old saying in the sales profession, and I hear salespeople use it from time to time.

I’m not a fan of the saying, because using it can emotionally pull you apart from a client, but there have been times when I too have thought “buyers are liars.”

Why do sales pros feel compelled to utter these words? Is it because grizzled veterans get cynical and jaded after years of sales trench warfare?

Perhaps that’s the case for some burned-out old timers, but it’s not the main reason.

Is it because sales reps harbor feelings of hostility toward their clients?

No, it’s not that either. Most professionals are grateful they have clients.

Sales pros like to use the term “buyers are liars,” because sometimes they’ll work hard trying to find the perfect solution for a client only to have that client later say they want something completely different. It happens a lot in some industries.

Is that the buyer’s fault?

Occasionally, but not usually.

While some people choose to mislead a salesperson for whatever reason, blame is usually placed at the foot of the sales pro.  We sometimes think “buyers are liars” because we are not really listening. More significantly, we’re not listening as intensely and studiously as we should.

The key is to listen like a detective.  Think like a detective.  Act like a detective.

Ask questions and carefully listen. You need to listen as intently and actively as a detective listens while interrogating a suspect in a homicide or some other serious crime.

I have often thought that many of the activities professionals (of any industry) do each day are analogous to the work done by detectives.

Whether you are selling, negotiating, proposing or convincing, your success depends on conveying information and getting information out of somebody else. There are times when your clients, colleagues and vendors do not want you to know the whole story. Other times, they may accidentally omit important parts of the information.

As a “detective,” you need to keep digging. Turn over the rocks. Scratch the dirt. Use your Sherlock Holmes magnifying glass. Don’t take things at face value. If you have any doubts or feel like there is even the slightest hole in the information you are receiving, you need to keep questioning – and listening – like a detective.

During interrogation, criminal suspects have a vested interest in the outcome, which is why they lie, withhold, mislead and evade. Detectives look for inconsistencies in their stories and take cues from suspects’ body language. When detectives get the sense that they might be making progress in an interrogation, they start to go deeper, asking more detailed and intricate questions.

Hopefully, your professional interactions are not as grave and adversarial as a criminal interrogation. Nevertheless, you must know that many of the people with whom you interact feel compelled to withhold information. You need to get that information out of them, because it has a direct impact on your success.

Even when the other person and you have a mutual interest, it’s not uncommon for the truth to lie beneath the surface. Keep questioning and listening intently until you are convinced you have unearthed the whole story.

ATTENTION SALES PROS:

I want to make you aware of a unique prospecting resource available to you. My colleague Beth Mastre and I are offering the “Sales Prospecting Masterclass” on Tuesday, August 29th in my hometown of Omaha, Nebraska.  It’s sponsored by the Greater Omaha Chamber of Commerce, but anyone, regardless of whether they are a chamber member, is welcome to register.

This class will change the way you prospect.  It’s a “deep dive.”  We’ll spend the whole day covering what actually works in today’s challenging sales environment.  Every participant will leave with a step-by-step, personalized prospecting plan and actual language you can use to engage prospects the very next day. Click here for information or to register!

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 Beals has presented four different topics at five of our internal events in 2016. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events in 2017!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“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

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

“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

+1-402-637-9300

info@jeffbeals.com

Video: Buyers’ 8 Most Common Concerns

Click here to watch this week’s video!

As a sales professional, your job is to figure out exactly what prospective clients care about. How do you do that? It’s easy — ask your prospects questions based on the eight things that buyers typically care about.

All eight of those buyer concerns are revealed in this week’s Blue Chip Sales Tip Video!

How to Overcome the 4 Biggest Prospecting Challenges

Sales Prospecting Class Logo NARROW

By Jeff Beals

Prospecting is not just something sales professionals do to fill their pipelines. Prospecting is a mindset, and for the most successful sales pros, it’s a way of life.

If you work in sales, nobody has to tell you that prospecting today is exponentially harder than at any other time in history.  Why is that?  Here are four reasons:

  1. Prospects are busier than ever, making them distracted and difficult to reach.
  2. Products are services are now commonly considered to be mere commodities.
  3. Salespeople all sound and act the same. Too many of us utter the same meaningless jargon and gimmicky sales lines.
  4. Prospects have access to unprecedented information about products and services. They can find out anything they want about your company through a simple Google search. In many cases, they can find online reviews about your offerings.  They can go onto a discussion forum and solicit opinions about you and your products. The problem with all this information, however, is that it tends to be overwhelming, unfiltered and often taken out of context.  Prospects are highly informed but not necessarily accurately informed.

The combination of these four challenges has turned prospects into price-sensitive buyers who are hesitant to engage with salespeople.

So, what can we do to rise above the fracas and succeed in an highly competitive selling environment?

Prospect like “your hair’s on fire” – Because prospecting is harder than ever, you need to be more diligent.  Like I mentioned earlier, prospecting is a mindset, a way of life.  You could even call is a “lifestyle.”  Embrace it. Welcome it.  Do it every single day of the week.  While prospecting can be nerve-wracking and frustrating, push through it.  If you are positive about it, you’ve won half the battle.

It’s not about you – Always focus on what the prospects value, not what you care about.  It’s never about you. It’s not about your company. It’s not about your product’s features and benefits.  Think of yourself as a detective assigned to figure out how you can best help the mysterious person known as your prospect.

Apply discipline to your prospecting – Even though there are more enjoyable things to do as a sales professional, you have to make prospecting one of your top daily activities.  You even have to do it on days you’re closing other deals.  Top producers reserve blocks of time for prospecting and they don’t allow any distractions during those times. I know of no other use of your time that is more likely to lead to long-term sales success than being a dedicated, disciplined prospector.

Value-based language – When emailing prospects, leaving them voicemails or talking to them face-to-face, ask questions that determine what they value and then explain things in a way that shows how you deliver that value.  Good prospectors research and test language they can use when engaging potential customers.  Ultimately, you want language that captures a prospect’s attention, conveys value, makes them feel comfortable sharing sensitive information with you and then compels them to make some sort of a commitment.

Make a plan – While you need to be an exuberant and disciplined prospector, you do need a plan. If you run to the nearest phone and start dialing cold prospects haphazardly, you’re wasting your time.  Your plan should include what types of people you target, where you get leads, how you do pre-call research, the language you use to establish value and the tactics you use to push them further down your pipeline.

This comes as a surprise to a lot of people, but did you know that prospecting is the number-one deficiency among salespeople and sales departments?  It’s true. Most of the problems that salespeople complain about are ultimately caused by poor prospecting methods or a lack of prospecting discipline.

I want to make you aware of a unique prospecting resource available to you. My colleague Beth Mastre and I are offering the “Sales Prospecting Masterclass” on Tuesday, August 29th in my hometown of Omaha, Nebraska.  It’s sponsored by the Greater Omaha Chamber of Commerce, but anyone, regardless of whether they are a chamber member, is welcome to register.

This class will change the way you prospect.  It’s a “deep dive.”  We’ll spend the whole day covering what actually works in today’s challenging sales environment.  Every participant will leave with a step-by-step, personalized prospecting plan and actual language you can use to engage prospects the very next day. Click here for information or to register!

PROSPECTING: Sales Pros Should Be Seemingly Everywhere

By Jeff Beals

The most successful sales professionals tend to work long and hard.  A significant chunk of those hours is typically dedicated to prospecting activities: networking, making phone calls, placing outbound emails, responding to emails, hosting guests, visiting people who refer/recommend them to clients and developing raving fans who champion their cause.

Prospecting must be perpetual. No matter how busy you may be, you need to get out of the office and show up at networking events. We need to reach out and engage the world around us. As a rule of thumb, you need to have meaningful encounters with people in your network every day—including weekends.

I admit that’s a demanding standard.

The good news is that these encounters don’t necessarily have to be at formal functions held in formal venues. Your sphere of interest is ubiquitous. Strike up conversations with people around you. Reach out to people and get to know those who might refer a desirable prospect to you some day.

Many prestigious, big-time clients in the typical industry can only be reached through relationships. They do not commonly walk into your office asking to be your customer. They are not amenable to cold calls, and they won’t respond to your direct mail piece no matter how pretty it is. You have to go out and meet them face-to-face in the places where they live, work and play.

“Big elephant” clients know they are important, and they expect to be wined and dined, so to speak. They are big deals and expect to be treated like a big deal.  That requires sales professionals to go out into the world and actively communicate. Getting access to the highly desirable clients requires you to be among your sphere of interest on a regular basis (or get a referral from someone they trust).

Get out there and meet everyone you can. Ask questions. Be like a detective turning over every stone, looking for any shred of evidence that can help you make the sale.

Great salespersons are seemingly “everywhere.” They live their lives so actively that other people feel as if they see them everywhere.

If someone ever says to you, “I see you everywhere,” you know you’re doing something right.

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 Beals has presented four different topics at five of our internal events in 2016. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events in 2017!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“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

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

“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

+1-402-637-9300

info@jeffbeals.com

The Agenda: Part II of “How Can You Get People to Show Up for Your Sales Meetings?”

By Jeff Beals

Why do so many salespeople avoid sales meetings?  Why do some reps consider sales meetings to be just one step above pain, suffering and disease?  Part of the problem might be the structure of your meetings.

Too many sales meetings meander haphazardly from one topic to another without much purpose. Too many sales leaders wing it, showing up without a thoughtful agenda, and even worse, no real justification for holding the meeting.

During such meetings, attendees are generally disengaged until someone brings up a controversial subject. Only then, as the meeting becomes a gripe-fest, do people perk up and pay attention.

Never hold a sales meeting just for the sake of holding a meeting.  If the meeting doesn’t improve skills, encourage communication and foster trust, you’re wasting everybody’s time.

Last week, I wrote about some ways you could entice people to show up for your sales meetings. This week, I’m going to talk about the essential components of a meeting agenda.  You don’t have time for all of these agenda items at each meeting, so pick and choose which ones are best for you at any given time:

Celebrations of Success – In this part of the meeting, highlight the major sales that have been closed in the past week.  Discussing these completed deals boosts morale and also provides an opportunity for other sales reps to learn from the experience.

Pending Deals – Highlight transactions that are in the queue but not yet closed.  This will give everyone an idea of what business/revenue is on its way. Be careful about this section, however, as some sales reps are superstitious and don’t like to count their chickens before they hatch.

Announcements – Every sales meeting should have a “housekeeping” section in which you inform attendees about important details and events in the company.  Communication (or lack thereof) is a major complaint of salespeople and a big cause of their discontent.  While this agenda item is quite important, only spend the minimum amount of time necessary on it during the meeting. I’ve seen way too many sales meetings get sidetracked by unnecessary discussion related to simple announcements.  Read the announcements quickly then move on! Send an announcement summary email immediately following the meeting in which you reiterate the important announcement details.

Rumors in the Marketplace – Open the floor for attendees to share what they’ve heard about competitors, potential clients and about macro issues that could have an impact on your company.  Your sales force is out and about in the field every day, so they are collectively a tremendous source of intel.

Sales Training – No matter how long you’ve been in the sales game, you can always get better.  You probably won’t have time to do this at every meeting, but periodically bring in an expert speaker to help your team improve its prospecting, qualifying and closing skills.

Lessons of the Week – Here is a chance for one or more of your sales reps to share their experiences. Use it as a way to educate the entire group about the pitfalls and barriers sales reps encountered and how they either successfully overcame them or failed because of them.  This type of learning is immeasurably valuable and ultimately develops a set of best practices for your company’s sales department.

Internal Guest Speakers – Invite a key person from one your company’s operating units. Have him or her provide updates on important products or services.  It is obviously important that sales reps are up on all the important aspects of what they sell.

Marketing Demonstrations – Regularly invite representatives from the marketing department to go over new campaigns. Ask the marketing rep to show new ads, videos, mailings, social media posts, websites, etc.  Life is easier when salespeople and marketing employees work hand in glove.

Group Counseling – One way to get sales reps to bond with each other is to have them help each other out.  During this segment of the meeting, ask a rep to bring up a problem he or she is having with a difficult client or prospect. Invite the rest of the group to give input, ideas and advice. This can be immensely beneficial for the person with the client issue and educational for everyone else. Perhaps most importantly, it brings the sales reps together as a team.

Discussion Time – Some sales leaders ask their reps to read an article before the meeting and then have the group discuss it. It could be an industry-related article or a sales-and-marketing article.  If you do this, choose an article that is short, reads easily and has valuable content. An article that provides a new way of looking at a common problem tends to be received the most enthusiastically.

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 Beals has presented four different topics at five of our internal events in 2016. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events in 2017!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“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

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

“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

+1-402-637-9300

info@jeffbeals.com

How Can You Become a Top Producer?

By Jeff Beals

Take a moment and think back to your college days.

Whether you studied business, public administration, the social sciences, or any number of other academic disciplines, chances are good you read about Maslow’s Hierarchy of Needs.  Psychologist Abraham Maslow (1908-1970) argued that in order for a person to achieve greatness, he or she must have certain needs met. The needs can be ranked or organized into a hierarchical pyramid.

After a person has satisfied simpler needs, he or she is ready to pursue higher-level behavior until eventually reaching “self-actualization,” the pinnacle of human existence. Self-actualized people pursue intellectual curiosities. They are focused on personal growth, achievement and advancement. They constantly seek new challenges and although they thoroughly enjoy their victories, the joy of success only motivates them to conquer something grander.

Self-actualized individuals not only enjoy life more, they are typically more successful than everyone else.  If you want to experience life at the top of the pyramid, here are a few top-producer characteristics, in the spirit of Maslow, you might want to adopt:

Autonomy – They are independent, and despite having healthy relationships with other people, they tend to be self reliant.

Acceptance – They accept other people as they are and the surrounding world as it is.  In other words, self-actualized people don’t waste time on things outside their control. They find beauty and wonderment in our everyday world.

Privacy – They have a strong appreciation for privacy. Self-actualized people want time to think and contemplate. They focus heavily on their most significant personal relationships and “go deep” with a few people instead of having lots of superficial friends.  That said, they are often well known and admired by many people. They have deep feelings of empathy for humanity but they are often undisturbed by things that upset ordinary folks. They can help other people without getting too emotionally involved and allowing themselves to get pulled down.

Creativity – They are good at coming up with new ideas and place great importance on new ways of looking at existing things.

Action – They like to get things done once the decision is made. When you have so much going on in life and so many exciting things in your head, you don’t want to waste your precious time on this earth as a procrastinator.

Realistic – They see things as they are.  They’re not easily fooled or unrealistically idealistic.  They are also very good at seeing through phony and dishonest people.

Humor – Their sense of humor is spontaneous, thoughtful and intrinsic to the situation. Their humor steers away from hostility, superiority, and sarcasm.  In addition to a philosophical sense of humor, self-actualized people have a great deal of spontaneity.

Ethics – They are highly ethical. They clearly distinguish between means and ends and subordinate means to ends.

Open Minded – They have a fresh appreciation for alternative ideas and avoid stereotypes. Their decision making is more democratic than autocratic, and they are not likely to discriminate against people from different backgrounds. Self-actualized people resist mindless conformity to popular culture or temporary political passions.

Spirituality – They are not always religious in a classic denomination sense, but they tend to be spiritual people.

Transcendence – Perhaps most important, they transcend their environment rather than simply coping with it. Self-actualized people shape the world rather than becoming victims of the world.

While Maslow says only 2 percent of the population will ever experience self-actualization, there’s no law that says the percentage can’t be higher.  And there’s no reason you can’t be one of the lucky few.

This message is a liberating one. Self-actualization, or however else you may define success, is always within your grasp. You can manufacture it out of seemingly nothing. To reach Maslow’s pinnacle, you need to adopt certain behaviors and beliefs and make them part of your daily life. You have total control of your life. Success starts with you and ends with you.

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 Beals has presented four different topics at five of our internal events in 2016. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events in 2017!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“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

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

“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

+1-402-637-9300

info@jeffbeals.com

Referrals: The Best Way to Get New Business

By Jeff Beals

You want to know the quickest path to prospecting success?

Use referrals.

It’s getting harder and harder to cut through the clutter and reach influential decision makers. That’s why referrals have never been more valuable than they are today.

In an era when buyers are jealously protective of their time, a referral from a trusted source is your ticket to the show. The higher up a prospect is in a company, the more important referrals are.

Reaching busy decision makers is not the only reason you should ask past/current clients for referrals.  By asking for business leads, you could find out about prospects who otherwise would remain hidden from your view.  There are essentially thousands of prospective clients out there who you do not yet know and who have not heard of you.  A referral is your ice breaker, a chance to know someone who could someday become one of your best clients.

Additionally, referrals can get prospects thinking about making a change even when the thought of changing hadn’t previously entered their minds.

For example, let’s say there’s a client who is marginally happy with their current vendor.  They’re happy enough that they don’t feel compelled to look around but they’re not so satisfied that they wouldn’t consider an unexpected solicitation from someone who referred you.  A referral could be just enough of a catalyst to make them consider a new provider. Referrals are catalysts.

Have No Fear

Despite the power of referrals, some sales professionals are hesitant to ask their current/past clients.  Perhaps they are worried the request will be an unwanted interruption in the client’s busy day.  Perhaps they’re worried they didn’t do a good enough job for the client.  Perhaps they fear “going to the well one too many times” — they already took time from the client when doing the deal, so they feel guilty taking more of the client’s time now.

If you have done a good job of serving the client while at the same time building trust, have no fear or hesitation asking for a referral.  In fact, you could make the argument that the referral actually strengthens your relationship with them.  It’s kind of flattering when a vendor wants me to make referrals on their behalf.  It shows me that I was an important and prestigious client.

Asking for a referral puts you and the client on the “same team” and creates more of a friendship between the two of you.  Furthermore, saying nice things about you to others reinforces and reminds your client why you’re so awesome.

Some clients might actually be a bit offended if you don’t ask for a referral. I once had a client with whom I worked a long time and built a nice friendship. After a couple years, I finally asked for a referral and testimonial.  Her response?  “I was wondering why you never asked me for that!”

Who Should You Ask for Referrals?

  • A person whose name, title and profile make you look impressive
  • Someone who will say great things about you
  • Someone who is very pleased with your product or service
  • Someone with whom you have mutual trust
  • Someone who has a large number of valuable contacts

When Should You Ask?

There’s no set time in the sales process when you are supposed to ask for a referral. That said, it’s probably best right after you have done a great job and your client is basking in your good work. Some sales pros are hesitant to ask a client from long ago.  Don’t fret if time has gone by.

Simply call and say something reminded you of them and how much you enjoyed working with them.  Then ask for a referral.

Referral Process

If prospects agree to give you referral, the best option is to have the referrer connect you directly They could make a coffee or lunch appointment for the three of you or perhaps send an email introducing you (“There’s someone you NEED to meet!”). If this isn’t an option, perhaps the referral giver could arrange a three-way phone call.

The second-best option is for the referral giver to send an email or make a phone call letting the targeted person know you’ll be calling and why they should talk to you.

If the referral giver isn’t willing to do either of the first two options, you will have to initiate the contact with the targeted person mentioning the referral giver’s name.  Before making this call, make sure you have referral giver’s blessing to go ahead and make the call.

Before you talk to referred targets, learn all you can by asking the referral giver about them and by researching them online.

Follow Up

Keep the referral giver informed throughout the sales process. It’s simply a matter of courtesy and is especially important if the referral giver is due a commission or referral fee.

I once gave a referral to an affiliated office in a different city. The sales rep who received the referral was excited and thanked me profusely. I thought, “Well, I chose a great guy to do this deal!”

But that turned out to be the last time I heard from him.

Six months later, I ran into the client I had referred, and he told me he ended up doing a deal in that city. I asked how the rep at my partner office did. My client’s response was troubling: “I actually never heard from him, so I used someone else.”

I was incensed. I called the sales rep and asked what had happened. He stammered a bit and basically told me he let the client “slip through the cracks.”  Not good!

He should have given the client extra attention simply because it was a client referred by someone within his industry. He should have sent me a short email each month during the deal keeping me up to date or at least notifying me each time the deal passed a milestone. I entrusted him with one of my precious clients, and he let me down.

Always be grateful for any referrals you receive. When clients allow you to use their names to seek business from their cherished contacts, they are putting their reputations on the line just to help you.  That means you have an obligation to treat those referrals with the utmost care and respect.  Caring for referrals is a sacred trust in the sales world, so take your job seriously.

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 Beals has presented four different topics at five of our internal events in 2016. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events in 2017!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“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

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

“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

+1-402-917-5730

info@jeffbeals.com

How Sales Professionals Can Harness the Power of Persuasion

By Jeff Beals

Some people are blessed with a natural ability to get what they want.

They have an innate ability to influence people, sway opinions and win arguments.  While such “mind powers” are instinctive to some, most of us have to work hard to persuade people to our way of thinking.  Fortunately, persuasion and influence cannot only be learned; they can be mastered.

Have you ever read Robert Cialdini?  He’s the “Godfather of Influence” and the author of Influence: The Psychology of Persuasion, one of the most influential business books of the past 30 years.  More recently, he authored Pre-Suasion: A Revolutionary Way to Influence and Persuade.

Much of Cialdini’s work is focused on helping people master “leadership’s greatest challenge – getting things done through others.”  But the skills employed by accomplished leaders are quite similar to those needed in sales.  Let’s look at Cialdini’s Six Principles of Influence through a sales lens:

Liking

The principle of liking says that people like those who are like them.  You should “uncover real similarities and offer genuine praise.”

Cialdini uses the example of a Tupperware party to illustrate how liking works. The hostess invites friends and family members. Because the attendees like the hostess, they’re far more willing to buy Tupperware products.  For example, my wife finds herself at a handful of parties each year for multi-level marketing products such as Tuppperware.  Inevitably, she ends up buying something just to please her friend (the hostess).

The two most significant factors affecting liking are similarity and praise. People are more apt to like people who are similar to them.  If you praise other people – even if that praise isn’t terribly merited – they are much more likely to like you.

What does that tell us?

Sales managers should sales representatives who have similar interests and backgrounds as the targeted prospects. Sales reps should take time after meeting new prospects to establish common ground.  Find excuses to compliment your prospects on their companies, products, careers and accomplishments.

Reciprocity

According to the principle of reciprocity, people have a tendency to repay in kind.

Do unto others as you would have them do unto you – The Golden Rule has been scientifically proven to be true.  Cialdini says any manager can be the beneficiary of good behavior by displaying the same behavior to others first.

The same applies to sales professionals.

Gift giving is a somewhat primitive example of reciprocity, but I have had success reaching prospects by first sending them a little gift.  Simply because I mailed them a copy of my books or a unique gift that relates to their company, I am much more likely to reach them on the phone.

Social Proof

This is my favorite of Cialdini’s principles because it relates directly to sales: “People follow the lead of similar others.”  We should “use peer power whenever it’s available.”

Cialdini cites a study in which researchers went door-to-door collecting donations for a charity.  When people answered the door, the researchers showed them a list of neighborhood residents who had already donated to the charity. The longer the donor list, the more likely prospective donors were to contribute.

Social proof is why references, testimonials and referrals are so important in sales.  Take time to collect testimonials and make them available to prospective clients.  Get a referral from a respected source before making a prospecting call.  Your success rate should rise dramatically.

Consistency

“People align with their clear commitments,” Cialdini says. “Make their commitments active, public and voluntary.”

Cialdini says if you supervise an employee who should submit reports on time, get that understanding in writing (such as a memo or email); make the commitment public (perhaps by sharing it with people in other affected departments); and link the commitment to the employee’s values (such as the impact of timely reports on team spirit).

This is why winning mini commitments is so effective in selling. If your prospective client agrees to something up front, you are more likely to close a sale with them. Perhaps you could summarize the outcome of a meeting in an email and ask the prospect to email you back confirming that everything you said is accurate.

Authority

The principle of authority says that “people defer to experts,” and Cialdini advises you to “expose your expertise; don’t assume it’s self-evident.”

While it is critically important for sales people to listen more than they talk when sitting in front of prospective clients, you do need to take at least a little bit of time to demonstrate your credentials and backgrounds.

Scarcity

People naturally want more of what they can have less of, Cialdini says, so highlight unique benefits and exclusive information.”

Cialdini writes about a time when wholesale beef buyers’ orders jumped 600 percent when they alone received information on a possible beef shortage.  Provide exclusive information to persuade.  When you tell people they are getting information before everyone else, they are more interested.  If people know they have access to something that is closed to others, they value it more.

Sales professionals might want to make special offers or upgrades available to the best clients first, or in some cases, only to the best clients.

In the end, sales professionals can gain a clear advantage by employing  Cialdini’s six principles, but keep a few things in mind – Trust is one of the most important components to completing a sale especially a complex, high-ticket-price B2B transaction. If you use these principles with an exploitative and manipulative heart, you will hurt your chances of creating a recurring client.

The other key to selling is value. You must discover exactly what prospective clients value and then deliver products and services which deliver that value exactly. If you fail to do that, the principles of influence will ultimately be ineffective.

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 Beals has presented four different topics at five of our internal events in 2016. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events in 2017!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“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

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

“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

+1-402-917-5730

info@jeffbeals.com