Up next in 10
7 Deal Killers Your Sales Team is Making by Kim Orlesky
5K views
Nov 6, 2023
Leadership Conference 2022 Conference website: https://leadershipconference.live Speaker's Profile: https://www.linkedin.com/in/kimorlesky/ ✔ How to lead vs manage ✔ How to best connect with your top clients and prospects ✔ Must-have skills to thrive and survive in sales management ✔ How to improve your Firms culture ✔ How to improve the way you eat, move and sleep. C# Corner - Community of Software and Data Developers https://www.c-sharpcorner.com #CSharpCorner #live #csharptv
View Video Transcript
0:00
All right, so seven deal killers your sales team is making, or maybe you are the sales team. Hey
0:08
listen, I also love hearing lots of people as they go forward. So don't forget to also include this
0:13
on the chat. As we're going, let me know like, oh, I am guilty of this or thank goodness, I'm not one
0:21
of those people because the more you're going ahead and letting us know and interacting, the easier it
0:26
is for me to ensure that I'm applying the information specifically to you. So I love
0:31
starting off with a great little story. Okay, this happened probably around, you know, just at the
0:37
somewhere around the middle of COVID, right? So COVID had already happened, all the companies
0:42
had gone ahead. But then this digital marketing company actually said, like, we lost so much of
0:47
our business overnight. And I know we're talking to a lot of insurance companies, a lot of real
0:51
estate agents, a lot of people that are in that service-based industry were selling an intangible
0:57
In this case, the digital marketing was also selling an intangible. And it was really difficult
1:02
for them to say, how do we continue to go through? And they were scared. They were scared because
1:09
lots and lots of their clients were starting to pull back. They were looking for cheaper solutions
1:13
They were saying, well, maybe I just pulled back on this right now. What if I don't go forward
1:18
And this ended up having massive impacts in their company. Maybe some of you have felt this
1:24
Maybe some of you have already gone through this. Go ahead in the chat and be like, you know, we just went through this or I'm also scared
1:31
So let's talk about what they did and how we're going to change this. But I'm going to give you a little bit of my sales background
1:36
So thank you so much. We got a little bit of an intro on everything I did. But even before I went ahead and wrote my own book, went ahead and started building some
1:45
virtual sales training. I worked in the trenches. I was a salesperson and I ended up working for
1:51
companies like Xerox and American Express logistics companies and medical device companies
1:57
And what I learned was that sales is a process. Sales is something that you follow step by step
2:06
as you go forward. And as long as you're following that process, you will always get there. Because
2:11
what I am doing was as long as I followed it, I ended up becoming sales rep of the year. My first
2:17
year working for Xerox out of 131 reps across the country. And I sold to international companies and
2:24
small businesses and individuals. All the process is, is the exact same. This is me today. You're
2:31
like, Oh, which one? They look like twins. I know that's me on the left. I had like a little bit of
2:35
darker hair back then. Right. I, that is, that's my best friend. Oprah. She doesn't know she's my
2:40
best friend, but I grew up with her. So I get to say that. I am also LinkedIn's most influential
2:45
sales leader to follow. Please go check me out. Go follow me, connect with me even, right? You'll
2:51
have to do a little extra step to connect with me, but let me know that you followed me or you
2:54
saw my presentation today and I will definitely accept you. Success Magazine's most inspirational
2:59
blogger. I showed you my third book. You can buy that on Amazon or wherever your favorite books are
3:04
sold, I highly recommend that you go ahead and talk to a small bookstore owner as opposed to
3:10
just going online. Go to the barnesandnoble.com as opposed to Amazon. Help them out. And yes
3:16
I am Startup Canada. And my company is KO Advantage, and we specialize in virtual selling
3:23
We're going to talk about all of the steps that you need to take specifically for when we can't
3:29
be in person with our clients. This is a good thing. Okay. Not that I'm asking you to move away
3:36
from all of your faith, your in person, like those belly to belly conversations, as they used to say
3:41
but rather give yourself the opportunity that if you can't meet them in person, what is the
3:48
alternative? And this is really getting you to a point where you're doing sales with you
3:52
And this is primarily for those that are having consulting boutique service spaces
3:56
businesses. You should be a premium in your market. If you're selling based on transactional
4:03
not everything is going to apply to you, but that's okay. Ask yourself, what can I take that
4:07
will apply to me? And how do I build on that? But if for those of you that are like, Kim
4:12
we offer the best service, we offer the best quality, and therefore we also have to have the
4:17
best price. This I'm speaking to you, right? This is exactly who this is for. So let's talk about
4:25
the first deal killer is measuring the wrong activities. I'd love to see in the chat
4:33
when you go ahead and measure sales success, what is it that you're actually measuring
4:39
What are the things that you're looking for to say, yeah, we were successful. Yes
4:43
we're going forward. For most of us, sales success is measured by revenue, right? Well
4:50
of course, revenue, sales, income, like how else would you measure sales success, Kim
4:57
Absolutely not. Revenue only tells you the things that you've already done. That does not measure
5:07
the effectiveness of a salesperson. That is a lagging indicator for those of you that understand
5:13
economic terms. Economists look at leading indicators and lagging indicators when it
5:19
comes to the economy. We look at, you know, what is the price of inflation? What is what is the value
5:24
of gold? What is like, you know, housing starts, they look at all these little indicators. And in
5:29
your own business, in your own micro economy, we shouldn't only be looking at the things that tell
5:35
us what the work we've done, we need to be looking at the beginning portion of that, which means that
5:41
you need to start looking at the right activity. What is the thing that we need to actually be
5:47
looking at because clients at the bottom of that funnel, revenue at the bottom of that funnel
5:52
leaves out all of the beginning steps at the very top. How many proposals, how many conversations
5:59
how many meetings, how many prospects were you talking about? Now, I don't want you to think
6:04
about, well, Kim, we measure the number of prospects we talk about because that's also
6:08
the wrong indicator. The reason why prospects is the wrong indicator is because I don't want to
6:13
know how many conversations you have, but how you're converting initial conversations into the
6:19
one thing that matters, which is meetings. Revenue lags and meetings lead. The only thing that you
6:29
need to start measuring is how many meetings, how many conversations, how many calendar invites do
6:35
you have in a calendar? And if you're leading a team, this needs to be a Monday morning metric
6:41
for all of those sales meetings. You need to go around and look at every single member
6:45
of your team and say, how many meetings do you have? How many meetings do you have? How many meetings do you have
6:50
Because this will tell you the work that has yet to come through the door
6:53
and ultimately lead to success. The revenue that you closed today wasn't necessarily built
7:00
because of the activities you did yesterday. It was probably the activities you were doing a month ago
7:05
three months ago, six months ago, a year ago. Today, we need to make sure that we're building our pipeline
7:13
We're building the activities so that we will see revenue in the future
7:17
A month, three months, six months from now. Measure meetings. So your take action for this is number one calculate that sales funnel Figure out how many meetings do you actually need And one of the things I showed in that sales funnel was that there was the ratios
7:35
I like to have about a four to one. Every company in every industry is going to be different
7:40
Maybe yours is 10 to one. Maybe yours is 12 to one. Maybe yours is two to one. But whatever that metric is, start with a four to one as kind of a rule of thumb, a guideline as you're going forward
7:50
And the number of clients you need every week, sorry, every month, I apologize
7:55
The number of clients you need every month must be equal to the number of clients that
8:01
you are meeting with every week, right? Four weeks in a month, four times four, divide by four, blah, blah, blah, blah, blah
8:08
Make it simple, right? Number of clients you need every month equals the number of meetings you have to have every
8:14
week and more, okay? All right. Number two. How many of you are guilty of this
8:23
Sending emails that receive no response. Oh no, she's personally offending me
8:30
I'm talking about me. I know, I know, right? You're sending these emails and you're like
8:36
I hope the world has allowed that email to receive and receive a response
8:43
And yet it never happens, right? Take a look at the number of emails
8:48
that you're ultimately sending. and ask yourself, if I sent, look at your sense box
8:54
How many emails have you sent? 10 emails, 20 emails in the last week
8:58
Maybe even more than that? What percentage of those actually received a response
9:04
And if you're not getting a response from that, if that response is less than 20, less than 10
9:10
less than five, less than one, does it tell you that you just need to send more emails
9:16
Or do you need to get better at the emails that you're sending? And there's lots of information when it comes to emails and how we're going to be creating that
9:24
Because the number one thing that determines whether your email is going to get a response or not is how lengthy is the email
9:34
LinkedIn did a study in their state of sales study back last year
9:39
And they determined that the biggest response of emails are 400 characters or less
9:48
400 characters. For those of you that are active on Twitter, that is less than two tweets. They increase the tweet
9:54
limit on, or the character limit on Twitter to 280. Is your email less than two tweets long
10:02
If it is not less than two tweets long, if it is more than that, you're seeing this massive
10:07
decline. Like that is a significant decline. And look at this person, 1400 characters. This is a
10:13
mini blog post almost. And you would be surprised by how quickly we have this, right? Even if you
10:18
divide this by about four. I mean, that's less than a hundred words. Are you sending emails that
10:24
are less than 100 words? If you're not, you have to start getting more effective with this
10:32
One of the other things that will help you increase your email response rate is asking
10:36
more questions. And I see far too many emails that are asking zero, zero questions
10:46
take a look at your last 5, 10, 20 emails and ask yourself how many questions did I ask in that
10:55
email? And I'm sure you think you're asking a question, but likely you're closing the conversation
11:00
off with, I, if you would like to discuss this further, I would be happy to meet period, right
11:07
Let me know if you find this information valuable. I'd be happy to send you more period, right
11:12
That's not a question. A question is, do you find this interesting? Would you like to find out more
11:19
The moment you start to ask even one question and hi, how are you is not a question. Let's be very
11:26
clear with that. That's rhetorical. Nobody's going to respond to that. We're not grade eight pen pals
11:30
writing to each other looking for hi, how are you? Good. How are you doing really good? That's
11:36
garbage. Okay. We just get right to the meat and potatoes. We get right to the crux of what you
11:42
want to say and ask some follow-up questions. Asking even one question dramatically increases
11:48
your response rate by 50%. You go from 40 to now more than 60. And don't think the number of
11:55
questions you ask in an email must be limited because it doesn't. It turns out even if you
12:00
ask eight or more, like if your entire email was only questions, you would still get a better
12:05
response than what you're currently sending. So shorten those emails, ask more questions
12:13
right? Work on that email formula, ask yourself, how do I ask better questions? And we provide this
12:20
as you go forward, there is a great formula, we have we go into a hook, we go into a problem
12:25
question, we go into a solution question. And then we ask for a call to action question. That
12:31
And that is how you should start writing your emails. And if you're writing too much information, if you're talking too much about yourself
12:39
no good. I'm going to give you an opportunity at the end of this presentation to connect with us
12:45
and be able to really get your emails even better. But you need to start by going using Google Docs, using Word, writing your email out and
12:53
checking how many words is that. And if it's over 100, start eliminating
12:57
If you're not asking more than one question, start asking questions. All right
13:03
Number three, you're not using social to sell. So first of all, I know all of you
13:11
All of you are on social because you've more than likely found out about this event through
13:17
LinkedIn or through Twitter, right? That was the biggest area that most of us were promoting it and talking about it
13:23
Hey, come to this event. Come to this event. You found out about it. So you're already on social media, but are you using it effectively
13:32
Because too many people, we see one of two things with the vast majority of people on
13:37
social media. The first ones are those that are flogging goods. Bam, bam, bam, bam, bam, bam, bam
13:43
I got a service. I got a product. I got a solution. You need to contact me
13:48
And what ends up happening? They end up falling themselves all the way down to the bottom of the field
13:56
because the algorithms are saying, this isn't engaging content. Why should we continue to
14:01
promote it? Why should we put it on top of feed for somebody if nobody's really interested in it
14:05
anyway? So that's the first thing. The other thing is you're quiet. You're just, I don't want anyone
14:11
to know about me. I don't want to share what I'm doing. And so we just, we sit there quietly and
14:16
you're like, oh, well, I'm going to like that one and I'll like that one. And that's good
14:21
You need to comment. You need to post polls. You need to be part of the conversation. Social media is not a fair ground of wares. We're not talking about a flea market. We are talking about a water cooler, a conference trade show where we're having lots of conversation. How many conversations are you having
14:43
So what we end up seeing is just by using by being actively involved in social media you can immediately outperform your peers by 23 right Just by engaging on social media go ahead and build yourself out some great conversations have these conversations Because the thing about social media unlike traditional
15:09
cold outreaches, cold calls is one of the ones, right? Cold calls relies on synchronicity
15:18
I rely on you to be, if I am going to call you, I am relying on you to be sitting at your phone
15:24
fully available at the time that I call you and being able to pick up. There's too many things
15:30
that are involved in that entire equation that leaves us up for failure. Whereas social media
15:37
allows us to have asynchronous communication. I send you a message, I wait till you're available
15:44
and you respond back. I send you a message, I wait till you're available and you send something back
15:49
We're allowed to have conversations outside of hours. We're allowed to have conversations while
15:54
I'm in a meeting. Chances are, and tell me in the chat, if this is you, chances are you're probably
15:59
even watching this presentation and you're sitting there and you're scrolling on your own LinkedIn
16:03
And that's okay because that's what social selling is supposed to be about. So what you want to do
16:10
in order to build this bigger is that you need to write, you need to share, and you need to interact
16:17
Now LinkedIn, when they did this poll, they found vast majority of people are like, I'm definitely
16:22
going to write more. I am definitely going to share more. And that's great. I am so glad with
16:27
the intentions. But what I, what I want you to take notice in here is the 34% that will interact
16:34
What we see from an algorithm and what we see from an interaction, and you can actually see
16:39
this as your own proof, is that the interactions, the comments, and robust comments, I'm responding
16:48
to you with a few sentences. I'm responding to you because I believe pineapple belongs on pizza
16:56
And these are the reasons why not just yes, it does. Right? I'm going to give you some insight
17:02
some opinions, some thoughts behind that. That is going to start that is going to increase your
17:08
view rate. I promise you, if you made a commitment today, today, to comment on three posts, or even
17:17
just write one more post. Next week, when you look at the number of people that have viewed your
17:23
profile, you comment on three per day, and you write one post, write your post right now, take a
17:28
quick screenshot of what you're seeing. Go ahead, post this on LinkedIn and say, I'm at the leadership
17:34
conference, go ahead and tag us in there. We will share, we will interact with you, you are going to
17:40
see an increase in the number of people that are viewing your profile. Profile views will translate
17:46
into people connecting with you, will translate to people direct messaging you, will have an
17:52
impact on your sales. This needs to be part of your daily cadence. Your first things that you
17:59
should do every single day is open up Gmail, open up Calendar, open up your CRM, open up LinkedIn
18:05
and immediately start commenting on three LinkedIn's every single day. It'll take you 10 minutes
18:10
If it takes you more than 10 minutes, you're doing it wrong, right? But you're going to see
18:14
that increase in interaction. So your take action, okay? Use LinkedIn, right
18:21
Take a look at it, explore the features on it. And if you're not using all the different features
18:27
they have polls, they have images, they have slide shares, create a PDF on canva.com
18:32
and allow people to scroll through the information. Write an article or don't
18:38
Share an article that you found newsworthy or you found interesting. Put a comment on what it is
18:44
Comment on three updates every single day with robustness. Challenge yourself for three comments of at least three sentences per comment
18:53
It won't take a lot of time. It does have to be part of your daily habit
18:57
And then you can start connecting with more prospects immediately. They'll check you out
19:02
You check them out. Remember how I said social media is not meant to be a flea market of wares
19:08
Your profile is allowed to. that is where you give people a chance to interact with you on the main news feed and then if they're
19:15
interested in finding out more they will go and check you out so make sure you take a look at your
19:20
profile as well do you have a brochure on there do you have links you have ways of people to interact
19:24
with you do you have a calendly link if you don't have those types of minimums get that started
19:30
but start with the comments comments comments comments number four oh sales people oh they talk too much am i right am i right right one of the things that
19:46
we're seeing i do a lot of presentations for a lot of big ceo groups and almost unanimously when i
19:53
ask them how much time should a salesperson be talking when they're meeting with you
19:58
overwhelmingly i want to see you here in the chats i want to hear in the comments what we're
20:02
having as we're going through. And I want to see if we can go ahead and get those answers
20:08
because overwhelmingly, what we end up seeing from clients or those CEOs, when they say how
20:14
much time they want a salesperson chatting with them, you'll get the answer. You'll probably be
20:20
way too high. Is it 50%, 70%? It comes actually closer to 20%. 20% on average is what they say
20:29
Now, I'll give you a little bit of wiggle room here. I'll give you 20%, 30%, maybe as much as 50%, but definitely not more. Which means that if the person is spending so much time talking, they're not doing what they should be doing, asking questions
20:47
I do not give you a statement and expect you to respond back with a single statement
20:53
Too many of your clients will sit there and be like, yeah, yeah, okay, yeah, scroll, scroll
21:00
scroll. Oh, yeah, this is really interesting. Sounds good. Okay, sounds good. They're not doing
21:04
that, right? You need to engage with them. And if you want to gain information from your clients
21:09
you need to ask more questions, questions, questions, questions. okay so how much time do the buyers want sales people it is 20 20 20 30 percent if you're a
21:25
sales leader watching this right now i want you to challenge yourself listen to every one of your
21:30
sales reps calls and at the end of that call ask the sales rep who did more of the talking
21:35
and if the sales rep says oh it was the client awesome if they immediately look sheepish and be
21:42
like, it was me. The next question should be like, well, who should be doing majority of the talking
21:48
If you did the majority of the talking, who should have been doing the majority of the talking
21:52
The client. Okay, well, then what are you going to do to change that? You need to get yourself
21:57
more engaged. So how many questions should you start asking? Gong.io did a study on this. And
22:04
what they, thankfully, they have these little bots that sit there and listen to all the calls
22:09
and they go ahead and they yze them. Now, one of the best things about Gong is that they can
22:13
actually take all of this information and start to microyze it as entire industry or sweeping
22:19
statistics And what they found was that there was a direct correlation between the closing rate and the number of questions that were asked in a call And what they found out was that in a sales meeting in a sales call and it doesn have to be a long one
22:37
Most of the sales meetings that we teach our students to have are 20 minutes long
22:42
On the red side, it actually says the high, which is 11 to 14 questions
22:47
This low side, which gives you a less than 40% chance of closing, is less than six questions
22:57
Six questions. That's not enough. That's not enough to find out about the client
23:03
And the quality of questions is just as important as the quantity of the question
23:10
Asking someone, do you have an insurance provider? Are you looking to save money
23:14
Do you have a home, auto, and life ability? Are you located in your city or do you have any vacation properties and how many children
23:21
do you have? That's not questions. Okay. You might think they are
23:25
You're like, check, check, check, check, check, check, that's awesome. But it's not right
23:29
Asking how many, when, where, how, why are more valuable questions because they force
23:37
the client to give us more information. So take action. Okay. If you're asking too few questions or you're not allowing your client to spend enough time talking, this is your take action, is that you have to prepare a proper list of 20 questions
23:55
And this, if you're working with a team, I would have everyone sit down and provide you one or two questions
24:01
Create this list. There should be, and then when you get to a point where you say, okay, how many questions have we asked
24:08
Now it gets to a point where there's no reason why somebody couldn't think of a new question
24:12
We had this list. Why are you not following it? We don't need them to follow every single question
24:18
but we do need them to ask them and see if you can take some of those questions and shrink them down
24:25
Shorter questions are more clear to the person listening. The shorter the question, the easier
24:33
it is for me as the listener to discern the information and be able to give you a proper
24:38
response. Stay away from long and lengthy questions. You don't need them. Amateurs ask long
24:47
lengthy questions because they keep talking and talking and talking. Well, I have to give background information to the client. Why? Are you assuming the client doesn't understand in the
24:56
recent economic terms, right? Are you assuming the client doesn't understand the reasons why
25:01
they're meeting with you? Just get a clearer question, a shorter question and build it and
25:07
make sure all of your questions are asking those open-ended who, what, where, when, how, or why
25:15
responses. Number five, your proposals, when you're delivering proposals, talk all about you
25:25
and not about the one person that really matters, the client. I see far too many proposals. I had a
25:34
gentleman come up to me one day. He says, Kim, would you mind taking a look at my proposals
25:38
I'm just not getting the close ratio I want out of my proposals. And I said, yeah, fair enough
25:43
Pete. Like I'll take a look. And he goes through this 32 page slide deck, 32 pages. He's just going
25:54
breezing through it with me because I already have an idea, but I can only imagine some poor client
26:01
that had to sit for probably 45 minutes or an hour as he's talking about the history of his company
26:06
the impact that they've had, the companies they've worked for in the past, their philanthropic efforts
26:12
Like there was so much information in there. And I'm just like, okay
26:17
And I said, so at what point in the proposal do you start talking about the client
26:21
And after 18 pages later, he says, okay, well now here's the solution
26:27
I'm like, you're expecting the client to sit through 30 minutes as you talk all about yourself before they finally start to hear about
26:35
a solution? I said, where's the impact of that solution? What are the reasons why they're even
26:40
talking to you begin with? He goes, well, I just assume that they already know that. Don't assume that the client doesn't want to hear about themselves. Stephen Covey talked about this
26:51
in How to Win Friends, or sorry, that was Dale Carnegie in How to Win Friends and Influence people. It was Stephen Covey in, um, in seven, seven habits of highly effective people. He said
27:00
seek first to understand then to be understood yet too many proposals are trying to ask the client to
27:08
understand me. Let me tell you about me. Let me tell you about my history. Let me tell you all
27:12
about me. Imagine being on a first date with somebody and all they did was talk about themselves
27:20
like you would never join another first date you never go on a second date with this person
27:25
get to the one thing your client cares about which is all about them get rid of everything else
27:31
if your client is is not fine because they need to find out what other clients you've worked with
27:37
what are your philanthropic efforts how long have you been in business for what are some of your solution suites include then okay fine you have those slides already prepared but they do not need
27:46
to be in every single proposal going forward. What your client truly cares about needs to be
27:54
in the proposal. And the only things your client cares about are what are you going to solve
28:00
What is the problem I'm saving, facing? And where will we be together when this is solved? Oh
28:07
yeah. And then what's the solution? And what's the price? But the solution is part of just a
28:12
smaller picture. I need to see what the big picture is. What impact are we going to make together
28:20
So your proposal has to address these questions. And if it doesn't address these questions
28:26
honestly, we do a six-slide proposal, but you could easily do this in four slides if you really
28:32
want to. What does the client want? What are their goals? Where are their ambitions? Where do they
28:37
want to be after this is going forward? What happens if they don't get it? Right? What will
28:42
they where will they be after working with you? What will that look like in six months, three
28:47
months time after they're finished working with you? And then how long will this all take? Time
28:51
is of the essence. And if I don't know where I'm going to be by the end of this, why would I engage
28:57
your take action create this as a proposal template we built ours to be six slides like
29:07
i said i go goals and aspirations current state ideal state solution timing pricing that is it
29:17
those are the only six slides that you really need to build out a proper proposal whether you
29:22
choose to use that as your template or something else, less is more. Talk on it. Present it with
29:30
your client. Don't just send some information and hope it goes. Number six. Oh, you need those
29:39
referrals. But we haven't built it into our sales process, have we? Right? We talk about how much we
29:45
want referrals. And there's a good reason for that. Salesforce.com did a study that actually
29:51
said, you have an 89% chance of closing business when it starts from a referral. We all believe in
29:59
the value of referrals. because if it comes from a referral, it is more likely to close the deal
30:04
You get a 70% higher conversion when B2B companies start with a referral. And maybe you're a B2C
30:11
company. I imagine that's even more. How many times, even from your own buying experiences
30:17
how many times have you chosen to buy or not buy because Google reviews have been either good or
30:24
bad, right? Amazon reviews have been good or bad. Or you've had somebody who said like
30:29
you should just see this person. You should see my dentist. You should see my mechanic. You should
30:33
see my insurance broker. Referrals are a transfer of trust. I trust you and I will trust anything
30:43
that you recommend to me. So therefore, because we ourselves are more likely to buy when someone
30:51
we trust gives us a referral, you need to build this into your sales process. Absolutely hands
30:58
down non-negotiable. This has to be a conversation that must be had. How do you go ahead and engage
31:05
people so they're able to go forward? And this is all about asking better questions. Who else do you
31:12
know? Who do you golf with at the country club? Who else would you love to see get returns the
31:19
same way you do? Who else? Who else? Who else? Would you mind introducing us via email asking for that
31:27
call to action, but it must be done and it must be done the moment a client buys because that is
31:35
when they were emotionally the highest and people that are emotionally the highest are more receptive
31:41
to new information and they're more willing to help. Whereas once they start working with you
31:45
they're happy and they're satisfied, but they're not as excited and as happy as the moment they
31:50
signed that agreement. So immediately after getting the agreement, build it into the sales process
31:56
The first thing, if you're moving from a salesperson to maybe client success, you want to move it and then immediately have someone on client success ask, we're so excited to have like work with you, right
32:06
Maybe they go through the onboarding. Hey who else would be a great person that you know someone on our team could contact Would you mind putting us in touch via email Ask ask ask remind remind remind There was a study by Texas Tech and it said something along the lines of 70 of clients
32:26
were willing to provide a referral after a positive experience, but only 30% do
32:33
We're not asking. Build it into your sales process. Do a blitz with your team. Ask them
32:40
this week, we're only going to ask for referrals. Go to every one of your clients and ask them
32:45
who can we put in touch with? Who can we put in touch with? And create a leaderboard, right? Check
32:49
check, check, check, check, check, check. I can guarantee you, you will three times your pipeline
32:54
only by asking for referrals. Okay. And your last point, you understand all of this
33:01
but you don't take time to practice it. Practice makes perfect, right? Fail to prepare and prepare
33:09
to fail. You would never see an elite athlete go ahead and be like, listen, coach, I know the game
33:18
I've been playing it for 10, 12 years, right? That's awesome. I don't need to show up to the
33:23
practices. I only need to show up on game day. The coach would be like, like hell you are
33:30
You're showing up to practice. We're going through this. We're going to do this. You're
33:34
going to try some new plays, you're going to like work on the fundamentals. So if an elite athlete
33:41
someone who is getting paid to perform at the highest level, will can can not get away without
33:48
practicing? Why? Why are you allowing your salespeople to try to perform at the highest level
33:55
but they don't need time to practice? I only want them to be in gameplay. I only want them to be
34:01
meeting with clients, but I don't care what they do before they get there. Practice, practice
34:08
practice. We are in a new world of sales. And for those of us that aren't already experts on social
34:13
selling, those of us that aren't already experts in 20 minute meetings, those of us that are
34:18
writing proposals that are more than six slides long, we need to take time to practice role play
34:24
and go forward So your take action is spend time practicing I gave you six tips even before this on things you need to practice How many meetings are we doing and what are we doing to get more meetings How many email how are we sending our emails And are we practicing sending better emails Are we practicing asking more questions and spending less time
34:44
talking in our meetings? Are we practicing creating proposals and delivering them online in a way that
34:52
is done in 20 minutes or less? There are so many things that we need to practice and try and fumble
34:59
and do something different, but you need to provide your people with a safe environment to do it
35:05
Otherwise, they will revert back to old habits and they will ask you
35:10
the economy is just really bad. There's no one buying, right? That's not the case. There's always
35:16
money to be found. There are always clients out there. You need to be the coach that helps them
35:22
to find all of the experience and the practice that they need going forward
35:29
when you get all of this, you're going to be able to move clients in mysterious ways
35:35
We worked with a client just on asking better questions. We actually built in more emotional
35:41
intelligent questions, asking questions such as how do you feel about this? How do you feel about
35:46
the solution? As opposed to what do you think about the solution? It seems simple, but there's
35:51
a psychological component on how we interact with certain phrasing versus others. And when Cameron
35:58
in his case, as an engineer started asking his clients, how do you feel about what we've discussed
36:04
He says, it was like magic. He moved a client from a five to a nine out of 10
36:12
Oh, imagine that with one question. How many of your clients are sitting there just on the
36:17
final threshold and we're trying to push them over the edge? Ask a better question
36:24
Now I gave you a little story at the beginning, what ended up happening with those clients? We
36:28
We worked with them. We worked with them on those seven deal killers
36:31
And what they found was last year, so last March, they started it in March, 2021
36:37
And before they graduated our program, they had two new deals in the pipeline
36:43
two new clients that weren't even on their radar. And they were able to get clearer on being able to close them They were also working on their biggest deal ever They went from a place of scared and I can go bankrupt to all of a sudden saying this is incredible
36:58
We're able to do this. We couldn't have done this without you. So how do we get you started? Right
37:04
I want to give you one more story. And this is from Doug who ended up taking the same conversations
37:08
And he says, not only did he, was he able to close the six figure deal, he built so much value with
37:14
his clients, that they paid more as a bonus. Now, don't get me wrong here. This isn't them saying
37:20
Doug, you did amazing. We want to give you more money. It was like, Doug, this is incredible
37:25
Listen, some of the things that you also discussed were this and this and this. What would it look like if you were to do that for us as well
37:35
So starting this Friday for four weeks, right? Minus the Good Friday weekend. But for four weeks
37:42
we're going to be working just on social selling with you or your team. There's the QR code. Go
37:50
ahead, get a snapshot of that. Go check it out. But for an hour and a half, you will work with us
37:55
and we're going to build better on that LinkedIn. Number three, you're not using LinkedIn enough
38:01
If you're struggling with meetings, get better at LinkedIn. If you're struggling to get those
38:06
conversations going, get better at LinkedIn. And we're going to work with you specifically on
38:11
LinkedIn engagement with our social selling Friday. Go ahead and get connected
38:21
Thank you. I hope number one, get that hand cramp off of there, that it's not too much that you have
38:30
some great takeaways. I also want to hear in the chat, what is one thing that you're taken away
38:36
from, right? If you did one thing at the end of this presentation, what is that one thing that
38:40
you are going to do immediately. Maybe it's connecting with me on LinkedIn. Maybe it's
38:45
doing your own social media posting. Maybe it's joining us for social selling Fridays
38:49
I would love to hear from you. Thank you. It was an honor to be here. I know you had other things
38:55
to do today, and I am grateful that you took the time to help improve your sales
39:00
your client engagements as you continue to go forward
#Advertising & Marketing
#DVD & Video Shopping
#Photo & Video Services
#Retail Equipment & Technology
#Sales
#Video Game Retailers