Tag Archives: sales training

What to Do When a Gatekeeper Blocks Your Path

By Jeff Beals

During question-and-answer periods, the same issue keeps coming up in my sales workshops: how to deal with gatekeepers. These people are the receptionists and administrative assistants who stand between you and the decision maker you seek.

I’ve probably been asked five times about gatekeepers in just the past three weeks alone.  Why does this issue keep coming up?  It’s probably because cold prospecting is getting harder.  Decision makers keep getting better at insulating themselves from the outside world.  One of their most effective defenses is a diligent gatekeeper.

When it comes to gatekeepers, the biggest mistake you can make is to think of them obstacles or barriers.  Instead, you want to build a relationship and turn them into your advocates.  Yes, it is possible to win over a gatekeeper.

In fact, there have been times in my selling career, that I have landed an appointment only because I had built a relationship with a gatekeeper.  I’ve actually had gatekeepers tell their bosses, “You need to talk to this guy.”

If you sell to business leaders, you may very well come face-to-face with a gatekeeper.  Here are four things you can do to win over gatekeepers and turn them into advocates:

Respect

Treat them with respect. I’m not talking about the patronizing, artificial respect that too many companies show their admin assistants (like telling admins they are the “most important resource in the company” or giving them cheesy titles like “director of first impressions”). I’m talking about real respect, the respect that exists when you see someone as a partner or an equal.

When you reach a gatekeeper, explain what you’re trying to accomplish and why you are calling. Tell them the same things you say to their bosses. See the gatekeeper as a key part of your selling process. That simple show of respect will put you in the most likeable one percent of vendors who call the gatekeeper.  Compared to the vast majority of sales reps who treat gatekeepers as unworthy, lower-class obstacles, you’ll come across as positively different.

Partner Role

Remember to think of gatekeepers as partners in the process – partners to you and their bosses. Many decision makers are so close to their support person that they almost become one person. They can finish each other’s sentences. If the boss sees the gatekeeper as a partner, you should too.

Questions

One of the best things you can do to turn gatekeepers into champions is to ask questions. People like it when other people show genuine, sincere interest in them and their organizations. Asking questions gets the gatekeeper involved in your efforts and the answers they provide help you understand more about the decision maker to whom you will ultimately make your pitch.  What’s another benefit of asking questions? The gatekeeper may realize that they don’t have the answers you need and may just let you talk to the big shot.

Persistence

These days it often takes multiple calls to reach prospecting targets. It might also take several conversations to build a high level of trust with a gatekeeper. Even if the gatekeeper likes you, it still may require several callbacks to the keep the process moving. Remember that gatekeepers and their bosses are extremely busy and often downright overwhelmed. That makes you forgettable if you don’t stay front and center.

Jeff Beals helps you find better prospects, close more deals and capture greater market share. He is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant.  He delivers compelling speeches and sales-training workshops worldwide.  He has spoken in 5 countries and 41 states.  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.

Using Test Closes to Push a Sale Closer to Completion

By Jeff Beals

Remember that closing a sale involves a series of small commitments before you get the big commitment to buy.

These little commitments are sometimes referred to as “miniature closes.”

By simply agreeing to meet you, a prospect makes a mini commitment, and that’s a mini close for you.  Similarly, you complete mini closes when prospects agree to review your proposal, introduce you to a second decision maker at their company or admit that they need to change their current situation.

Similar to mini closes are “test closes,” techniques you use to gauge how interested prospects are and how seriously they are considering doing business with you.  If someone answers a test close in a way that’s desirable to you, they are essentially making a commitment to you.  So not only do test closes indicate whether you’re on the right track or making progress, they also help move the prospect closer to the final buying decision.

How do you do a test close?  Often, they begin with simple words such as:

  • “If you…”
  • “What would happen if…”
  • “Before we move on…”
  • “If I understand you correctly…”
  • “In your opinion…”

Here are some examples of how each of the above language options can be used in actual selling situations:

If you implemented this system, would it be easier to hold your team accountable?”

What would happen if you didn’t make this change?”

Before we move on, if we were to work together, what parts of the program most appeal to you?”

If I understand you correctly, the most beneficial result of using this product would be speeding up your product launches, right?”

In your opinion, would it be worth an extra investment to get 50 percent more performance?”

Instead of crouching ready to pounce on a close, focus on the next step in the process (the next small commitment.)  Each time you get one of these commitments, you’re a little closer to the end prize.  A test close can make the process flow easily.

Just keep working the prospect through all the steps in the selling process in the proper order, with adequate time at each step.

Jeff Beals helps you find better prospects, close more deals and capture greater market share. He is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant.  He delivers compelling speeches and sales-training workshops worldwide.  He has spoken in 5 countries and 41 states.  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.

Consequences of Missing Out on a Sale

By Jeff Beals

I was talking with my brother-in-law last week, and he shared an experience he had at a local chapter meeting of the National Association of Insurance and Financial Advisors.

An insurance executive was delivering a speech about sales success.  During her presentation, she talked about how insurance agents sometimes miss out on a sale.  When that happens, she said, the typical insurance agent just quickly moves on.

“We might not get paid, we miss out on a commission and we’re disappointed,” she said, “but we quickly move on to the next lead.”

But sometimes missing out on a sale is downright tragic.  She used life insurance as an example.

“What happens if you didn’t prepare before the presentation or you don’t come across just right, and you miss that sale?” the speaker asked. “You might find yourself years down the road, having a dreaded conversation with the surviving spouse and the children.”

In other words, missing out on a sale doesn’t necessarily hurt just us.  It could end up hurting your prospect.  The products and services you sell are important.  People need what you offer.

But prospects often don’t know what they don’t know.  They sometimes just don’t understand how your offering can protect them or at least make their lives more enjoyable.

What’s more, prospects often reactively, reflexively say “no,” even when they don’t know all the facts and even when they kind of want your offering.

I’m reminded of book, When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward, by Ben Katt and Tom Hopkins.  The book provides a number of reasons why buyers say “no” even if they’re actually interested in your offering:

  • The prospect has unanswered questions or concerns
  • You haven’t fully figured out what the prospect values and addressed all those values.  That can lead you to offer products and services that aren’t quite right for the prospect
  • It’s possible you haven’t unearthed all the prospect’s objections
  • The prospect might be uncomfortable with how quickly the sales process is going, and he or she simply wants to slow things down.

Now, sometimes, “no” indeed means “no.” You can usually tell when a prospect is resolutely uninterested.  But that’s often not the case after a prospect has taken the time to meet with you and talk at length about your product.

If you sense the prospect might not really mean “no,” the best thing to do is go back into probing-question mode.  And certainly don’t get defensive or start worrying.  Those reactions are counterproductive.

Ask them about their concerns and hesitations.  Chances are good that you misunderstood one of their answers or failed to ask a key question in the first place.  Listen carefully to the answers and truly absorb what the prospect says (instead of going through the motions, making it look like you’re listening).

Katt and Hopkins then recommend you confirm the buyer is ready to take action. At this point, you simply say something like “If I can adequately address your concerns, would you be ready to move forward with the purchase?”

Then you provide an appropriately customized answer and ask for the business again.

When you go the extra step, and make one more effort, you are not just helping yourself.  You could be making a huge difference for your prospective clients.  They just might not initially realize what a big favor you are doing for them.

Lifelong Learning Loop

For the last month, I’ve been sharing my favorite book summaries with you because of my partnership with Readitfor.me.

Between now and the end of the month, my friends at Readitfor.me are offering a Lifetime Membership to their service for only $249. Their founder, Steve Cunningham, has made a video outlining the offer, along with his presentation on The Lifelong Learning Loop: The 7 Practices of Highly Successful Lifelong Learners.

You can watch that video, and take advantage of the Lifetime Membership Offer, here.

Jeff Beals helps you find better prospects, close more deals and capture greater market share. He is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant.  He delivers compelling speeches and sales-training workshops worldwide.  He has spoken in 5 countries and 41 states.  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.

Urgency: A Sales Lesson From the Far Side

By Jeff Beals

I was meeting with one of my coaching clients earlier this week, and he was lamenting that one of his top prospects wouldn’t call him back.  The prospect was a senior decision maker at large company.

As my client shared his frustrations, it reminded me of an old Far Side cartoon.  The Far Side was a syndicated, single-panel cartoon by Gary Larson that ran from 1980 to 1995.  I always loved Larson’s work.

At any rate, one of my favorite Far Side cartoons was captioned, “Same planet, different worlds.”

The cartoon panel is divided in half.  In the top frame, there is a man lying in bed staring at the ceiling with a thought bubble above his head that says, “I wonder if she knows I exist…Should I call her? Maybe she doesn’t even know I exist? Well, maybe she does…I’ll call her. No, wait…I’m not sure if she knows I exist. Dang!”

In the bottom frame, there’s a picture of a woman lying in bed staring at her ceiling with a thought bubble above her head: “You know, I think I really like vanilla.”

That cartoon cracks me up. Aside from aptly describing my teenage dating experience, it’s a metaphor for anyone who sells for a living.

As the cartoon so effectively illustrates, people have different priorities and different levels of urgency. As a sales professional, your level of urgency is often greater than that of your prospects.

Think about it. Your job depends on selling products or services.  You don’t get paid until you close a deal.  Because your livelihood depends on deal making, you have a vested interest in the process moving quickly and the purchase decision made promptly.

But your prospect could (and often does) have a very different timeline for a variety of reasons:

  • Your prospect might have to go through multiple layers of decision making inside his or her company
  • Your prospect might be considering additional options/vendors in addition to you and your offering.
  • In addition to making a decision on your proposed offering, your prospect has a hundred other things to worry about, some of which are more pressing and stressful.
  • Your prospect could be dealing with things in his or her personal life that take priority over a business decision, even an important business decision.
  • Your prospect’s “clock” might be different from yours.  Different people think and move at different speeds.  What’s “fast” to one person might be “slow to another.
  • Perhaps you haven’t done a good enough job of proving that your offering creates so much value that it deserves to be the prospect’s top priority.

If you find yourself in the sales equivalent of The Far Side cartoon, what should you do?

Stick to the basics.  Be persistent and focus on value-led messaging that focuses on the prospect’s outcomes.

When you discover exactly which part of your product or service most closely meets what the prospect most values at the time he or she most needs it, the prospect’s level of urgency suddenly will match and sometimes even exceed yours.

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.  He has spoken in 5 countries and 41 states.  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 this year. 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 next year!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“Jeff Beals is a consummate pro. With short notice, he put together an engaging, fun, sales-focused presentation full of specifics – just what our exec team needed. We’ll ask him back for annual company retreat again next year.” – John Baylor, President, On to College, Lincoln, NE

“In the three months since Jeff Beals became my sales coach, I have signed over 20 top-tier clients and have positioned myself among the top three sales producers in my company nationwide. Jeff has helped me create a beneficial success plan and ensures, through an accountability process, that I’m actively accomplishing my goals. Not only is Jeff an incredible coach, he’s a true friend, mentor and wonderful human being.” – Carter Green, Vice President of Sales & Marketing, Stratus Building Solutions, Oklahoma City, OK

(402) 637-9300

Characteristics of the Most Successful Sales Professionals

By Jeff Beals

You’ve surely heard about the 80/20 rule, which says 20 percent of sales professionals do 80 percent of the business.  I have generally found that to be true.  In fact, at some companies, it’s more of a 90/10 rule.

What does it take to be among the top 10 or 20 percent of producers?

When I look at the top producers with whom I work as a consultant, I see common characteristics that are consistent regardless of industry.  I like to call them “sales success factors.”

Characteristics of Top Producers

1. They are highly goal-oriented and monitor progress throughout the year.

2. They are obsessed with prospecting and disciplined to do it every day.

3. They have balanced personalities: Assertive and competitive but not aggressive or passive. In other words, they have a desire to win but still put clients’ interests first.

4. They tend to be more ethical than mid-level and under-performing reps.  This one might surprise some people, but unethical behavior will eventually bring down an otherwise successful sales practitioner.

5. They are always curious and have amassed extensive knowledge of their local, territory and/or industry marketplaces.  They have deep product knowledge.  They have most key things memorized, but if they’re asked something they don’t know, they can find the answer immediately.

6. They build and maintain relationships with a large, diverse group of people to whom they go for business opportunities, referrals and insider information.

7. They are organized in both their personal and professional lives.  They have a system of good habits.  They treat their time like it’s a precious resource.

8. The have the mindset of success: quickly accept responsibility for their mistakes and graciously accept credit for their successes.  They tend to be me more optimistic than pessimistic.

9. They are unapologetic/unashamed about working in sales and believe that selling is a critically important function in the overall success of the economy.  They are proud of what they do for a living.

10. They’re not afraid to call the question.  When it’s time to close the deal, they don’t hesitate.  They get it done.

As you read through the above list, how do you see yourself?  How many of these 10 success factors describe you?  If you are the leader of a sales team, how many of your reps possess most of the characteristics?

If any of the characteristics are weaknesses for you, now is the time to work on those deficiencies.  It’s never too late to develop better skills, habits and behaviors.  After all, there’s more room at the top than most people think.

IMPROVE YOUR PROSPECTING SKILLS!

Do you sometimes struggle with exactly what to say to get new prospects to engage?

If so, then you absolutely cannot miss our virtual training session on the new sales business language.

Join us, as we share:

  • Exactly what to say to engage a cold prospect
  • How to create value as a though leader
  • The tricks to identify your powerful insights which move clients to engage
  • How to completely differentiate yourself from your competitors.

You do not want to miss this content-heavy webinar on Oct 17th at 10 AM CT, as you will leave with new prospecting business acumen that will get prospects to engage.

You can include your whole sales department for just $99.  You’ll learn the strategies leading-edge companies are using to cut through the commoditization clutter and stand out.

Sign-Up NOW:  Oct 17th at 10 AM CT

Jeff Beals helps you find better prospects, close more deals and capture greater market share. He’s an international award-winning author, sought-after keynote speaker, and accomplished sales consultant.  He delivers compelling speeches and sales-training workshops worldwide.  He has spoken in 5 countries and 41 states.  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.

To discuss booking a presentation, go to JeffBeals.com or send an email to info@jeffbeals.com or call 402-637-9300. 

The Bad Words You Should Never Use in a Sales Call

By Jeff Beals

During the summers in high school and college, I worked as an outbound telemarketer.

I hated it, but because I was a good salesperson, it paid a lot more than the typical summer job.

For four hours each evening, I’d sit in a call center with 150 other college kids (and a few adult “lifers”) selling a vacation membership program to unsuspecting people who made the mistake of answering the phone.

There was a catchy little phrase we telemarketers used to say to each other back in those days:

“Smile, dial and push trial.”

What did that mean?  The vacation membership program came with a 30-day trial.  If you were not completely satisfied, you could get your money back as long as you cancelled in the first 30 days.

Our employer didn’t allow us to push trial, instead preferring us to sell the membership on its merits.  From the telemarketers’ point of view, however, it seemed so much easier to make a sale if we could simply say, “Hey, if you don’t like it, you can always cancel it within 30 days!”

Well, our employer was correct.  It’s never good to put a lot of emphasis on free trials.

In fact, a recent Gong study listed the term “free trial” among the worst words you can use in a sales call.  Uttering the words, “free trial,” to your prospective customer decreases your likelihood of securing the next step in the sales process by five percent.

Here are the other taboo sales-call words:

1. “Show you how”

2. “We provide”

3. “Competitor”

4. “Billion”

5. “Discount”

6. “Roadmap”

7. “Contract”

8. “Absolutely” and “perfect”

9. “Implement” and “implementation”

10. “Payment”

11. “However”

12. “For example”

13. (Your company’s name)

As I consider these worst words, a few observations come to mind.

Prospective clients don’t respond well to anything that demands a commitment, comes across as cheesy, makes them feel overwhelmed or is focused on the seller rather than the buyer.

When choosing the words you’ll say in your next sales call, use collaborative words and focus on what your client values rather than what your company offers.

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.  He has spoken in 5 countries and 41 states.  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 this year. 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 next year!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“Jeff Beals is a consummate pro. With short notice, he put together an engaging, fun, sales-focused presentation full of specifics – just what our exec team needed. We’ll ask him back for annual company retreat again next year.” – John Baylor, President, On to College, Lincoln, NE

“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

(402) 637-9300

How to Make Your Sales Pitches More Persuasive

By Jeff Beals

We all know that certain kind of person who is so persuasive, he could “sell sawdust to a lumber mill” or “charm wallpaper off a wall.”

Some people are so persuasive they can seemingly talk anybody into anything.  How do they do that?  It helps to possess charisma, but persuasive people tend to employ certain techniques, things we can all use to make our personal and professional lives more successful.

In the 1930s, Professor Alan Monroe of Purdue University married the art of presentation with the psychology of persuasion.

The result of his scholarly work became known as Monroe’s Motivated Sequence, a concept that is still pertinent for today’s professionals. The concept was originally intended to help orators structure persuasive speeches, but it’s equally applicable for a variety of other purposes – making a sales presentation, pitching a proposal or trying to talk your boss into making a certain decision.

Whether you’re addressing a large group or a pitching a single decision maker, keep Monroe in mind as you plot your sales presentations. Monroe’s Motivated Sequence advises presenters to build their case using five distinct steps completed in exact order.

First comes the attention-getter in which you introduce a problem by jolting the audience with something bold and unexpected—a story, quote, disturbing statistic or a big “bet-you-didn’t-know” statement.

Step two is need. This is where you prove the problem is significant and worthy of the listener’s attention. You also want to cast the need as something that won’t be solved without the right approach by the right person or organization.

Monroe’s third step is known as satisfaction. Here you prove that you have the solution to the previously mentioned problem.

In step four, visualization, you paint a picture of how wonderful life will look in the future if they accept and implement your solution. You also portray how terrible things will be if they ignore your recommendations.

Finally, in step five, you tell the audience what action they should take. This is the big finish, where you powerfully and motivationally tell them to go do it!

Think about the presentations, pitches and proposals you make.  Ask yourself how they fit into Monroe’s outline. Are you skipping a step or two?  Many salespersons start with step three, the solution, without making the case strongly enough that a solution is necessary in the first place. Structure your persuasive pitch in such a way that makes the targeted listener more acquiescent to what you are pitching. Make them yearn for your solution intensely before you tell them about it.

Your pitches and sales presentations must follow a logical format that feels right to the listener and syncs with their sense of order. The approach needs to build a persuasive case efficiently and effectively. Persuasive presentations must conform to human nature, which has remained static for ages. If you use human nature in your favor, the presentation is more likely to be successful. If you fight human nature, you’re engaging in futility.

As the late Zig Ziglar once said, “People do things for their reasons, not yours.” Focus on what the listener values during the presentation and take time to draw them in by asking clarifying questions and tying things back to what they told you during earlier communications.

In the end, being persuasive really isn’t a matter of “selling ice to an Eskimo” or “talking a bird out of a tree,” rather it’s about finding what people value and then using the right techniques to convince them that you’re capable of delivering that value.

By the way, as I was looking up colloquialisms about persuasiveness for this article, my favorite was, “He could talk a dog off a meat wagon.”  Now, that’s persuasive.

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 this year. 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 next year!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

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

K.I.S.S. for Sales Practitioners

By Jeff Beals

When I was a nine-year-old in 1978, my family went to an air show produced annually by the U.S. Air Force at Offutt Air Force Base. Countless aircraft were on display, and the Air Force even allowed guests to go inside some of the planes.

But there was one displayed aircraft that was roped off, and a couple intimidating security guards stood by making sure no guests went past the rope line. It was the SR-71 “Blackbird,” which just two years prior (in 1976), had set the world record as the fastest manned aircraft. The SR-71 achieved a speed of 3,530 kilometers per hour (2,193 mph). That meant it could travel from Los Angeles to New York City in little more an hour.

The SR-71 served the U.S. Airforce from 1964 to 1998 and not a single one was lost in combat. Ever since that day forty years ago, I’ve been fascinated by an airplane that could move so fast. I’m also fascinated that human beings had the capability of constructing such a thing in the early 1960s without the aid of computers and other current-day technology.

Despite all the detailed technicalities involved when Lockheed built the SR-71 in Burbank, California during that Cold War era, it was a surprising principle that guided the design engineers – simplicity.

Lockheed’s lead engineer was Clarence “Kelly” Johnson, who preached the importance of simplicity even when designing what would become the world’s fastest aircraft. Johnson once gave his designers a handful of ordinary tools, with the challenge that the aircraft they were designing must be repairable by an average mechanic in the field under combat conditions with only those tools.

Additionally, Johnson developed an acronym that we still use today: K.I.S.S., which stands for “Keep It Simple Stupid.”

Ever since that time, U.S. military branches and countless companies and organizations have used that acronym as a reminder to professionals not to over complicated their work. I sometimes tell myself, “Keep It Simple Stupid” when I find myself making projects unnecessarily complicated.

I’m not sure why so many people are tempted to make things more complicated than necessary. Perhaps it’s some subconscious way for us to justify our professional purposes, our highly-paid jobs and our expensive college educations. Whatever the reason, too many of us fail to break it down and get it done.

Sales practitioners are just as guilty as any group of professionals when it comes to unwarranted complication:

How many of us spend copious amounts of time on excessive prospect research instead of just calling the prospect?

How many of us obsess over the perfect sales pitch with all the audio-visual bells and whistles as opposed to figuring out what prospects truly value and proving how our solution perfectly satisfies that value?

How many sales leaders bury themselves in their offices developing complicated systems as opposed to simply sitting down with their sales reps and coaching them one-on-one?

When you find yourself getting bogged down in needless minutiae for no apparent benefit, it’s time to give yourself a K.I.S.S. moment. Be like the legendary aerospace engineer Kelly Johnson and break things down to their simplest, most fundamental level.

If a commitment to simplicity can contribute to the development of the world’s fastest aircraft, what can it do for your sales practice?

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 this year. 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 next year!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

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

Would You Benefit by Having a Coach?

By Jeff Beals

What do Tom Brady, Michael Jordan, Tiger Woods and Wayne Gretzky have in common?

They’re all world-class athletes who have won championships?  Yes.

They’re all incredibly famous?  Yes.

But there’s something else they all have in common.  Each had coaches who helped them reach the pinnacle of their sports.

Not only do athletes benefit from coaching, they probably would never win a championship without it.  Well, if coaching is so advantageous for professional athletes, it makes sense that other professionals would gain similar benefits from coaching.

I would argue that sales professionals benefit more from coaching than your typical professional.  Sales is not necessarily rocket science, but it does require you to master an array of differing skills and attitudes.

Mindset is incredibly important in sales, because the profession requires you to be passionate.  An accountant, for instance, can be bored to tears yet still do an effective job.  In many professions, you can hate your job, and even be turned off by the products your company sells, and still manage to be effective.

That’s not the case in sales where it makes a big difference when you’re excited about the product and a believer in the company.  But sometimes even passionate sales reps become discouraged when things go wrong: you hit a prospecting slump; the economy goes south or deals fall through at the last minute unexpectedly.  A coach can help you with mindset, keeping your energy and enthusiasm flowing when things don’t go your way.

Sales also requires a person to master somewhat dichotomous skills.  You need to be both an attentive listener and compelling presenter.  You need to have strong emotional intelligence skills yet be analytical when determining the profitability of a potential deal.

Should you have a coach?  That’s a personal decision, but the research tells us that those sales professionals who have access to coaching enjoy more success.  And that applies to sales professionals of all levels – from chief sales officer to entry-level sales rep.

Coaches come in a variety of forms, but most are informal coaches.  The typical way to get a coach is to find someone in your company who can advise you and help you grow as a professional.  That can be a boss, an experienced colleague who wants to give back or even a person from a different department or company who enjoys helping people succeed.  Some sales pros will work with a retired sales leader they happen to know.

Of course, you can also hire professional sales coaches.  There are many companies that provide this service.  If you go that route, ask around and find someone who has had a good experience with a sales coach and feels like they got a lot of value for their money.

What do you look for in a coach?  First and foremost, you want a good listener.  You want to find a person who wants to see you succeed but won’t just simply give you all the answers.  A good sales coach will do some teaching and advice sharing but mostly helps you come to your own conclusions about how to build a more successful career.

I recommend you share your goals with your coach and use those as part of your conversations.  Great athletes have goals they’re trying to achieve.  Along with their coaches, those athletes constantly monitor the progress they’re making and push themselves to greater heights.

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 this year. 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 next year!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

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

Is Your Company Recruitment or Retention Focused?

By Jeff Beals

As a sales leader, you need a frank assessment of who you are and what your organization is really all about.

For instance, are you developing sales strategy for a “client-recruitment” or a “client-retention” shop? Some companies operate in industries or markets that are rich in prospective clients. Those are client-recruitment shops. Other companies exist in an environment of client scarcity. Those are client-retention shops.

Of course, you should always have a healthy respect for client retention. As the old saying goes, “It’s cheaper to keep a customer than to find a new one.” That said, some businesses have more opportunity to find and attract a steady stream of new clients. You have to know where you stand and in what arena you compete.

As you prepare your sales strategy, figure out how much of an emphasis you can place on client recruitment versus client retention. Look at your business honestly. Assess your industry, your marketplace and your standing within that marketplace.  The level of competitive pressure directly influences your sales strategy.

Financial resources can also play a role in sales strategy development. If your company is young, you might not have the sales and marketing budget to match that of your competitors.  Some sales leaders work for firms that don’t allocate “enough” resources to marketing and sales support.  In such cases, every client is precious.  You better make sure your client service level is high, because you’re not one of those companies than can count on a steady flow of clients.

If you do operate in an environment of client abundance, it doesn’t mean you can be slovenly – a sales team that is lazy and takes clients for granted.  But it does mean you can take more risks and have more bargaining power in price negotiations.

So, think about your company…Are you a “client-recruitment” company or a “retention-company.”  Adjust your plan accordingly.

Truth be told, you’re probably somewhere in the middle.  Think of it as a continuum with recruitment on one far end and retention on the other.

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