In a recent social media post, I shared an experience where I asked salespeople to share their goals with the group. What I didn’t share with you was the number of people who couldn’t tell me what they’d need to do – specifically – to achieve their goal. As powerful as it might be to set a goal and share it with the team, your ability to achieve that result, your ability to grow your sales, comes from you being laser focused on two areas. Listen... Sponsored by ...
I'm a big fan of Jeffery Gitomer who taught me that sales are made emotionally and justified logically. This simple yet power statement had a profound effect on the way I sell and this episode speak to the reasons why. We''l talk about the importance of building an emotional connection, the reasons why, and also explore some the recommended best practices to help you build that connection. Sponsored by ProFund
If we want to sell our price, we need to stop looking for excuses and start looking for results. Your sales success is not a function of your selling price, the market, the competition, or the customer. Your sales success is a of YOU and your commitment to the activities. You can continue to make excuses and blame the things you can’t control, or you can focus on you and identify your best next steps to overcome those challenges. Sponsored by ProFund
Research suggests that more than 60% of sales people will cut their price if the prospect requests it – even if the prospect acknowledges the solution is better and worth more. Think about that. In our world, this equates to the prospect telling you they believe you’re the better choice and you deciding to give them a discount anyway. And to be clear, the prospect knows this will happen – that’s why they ask for the discount. Experience has taught them to apply pressu...
Stop spending money on sales training. It's a complete waste of money and time. Study suggest that 90% of sales training has no lasting impact on professional behavior. The data tells us that salespeople forget at least 50% of what they learned within the first five weeks and 87% of the new skills are lost within 90 days of receiving the sales training. The reason is doesn't work is because there's no one holding the team accountable to applying what they've been taught. ...
If you’re in sales, you’ve probably heard people tell you that sales is a numbers game. They try to support this claim by telling you how every “no” you hear brings you one-step closer to a “yes”. And while that may be true on some level, I want you to know that sales is not a numbers game – sales is a performance game. The “numbers game” myth was probably started by amateur salespeople who lacked the skills necessary to close the deal. Or maybe it was off...
This episode features Tycie Forbes, the Director of Talent Acquisition for SRS Distribution. Tycie brings a wealth of knowledge on the subject of recruiting and answers questions specific to: where contractors can find talenthow to attract new talent and be the "employer of choice"how to write a job post that gets people's attentionWant to learn more about Roof Hub, click on the link to schedule a demo: RoofHub.pro Be sure to join our Facebook group at SRS Sale...
So, with this podcast, we're going to shift gears a little bit. I normally speak about sales and selling but during a recent training session, I had a few salespeople tell me they needed some help managing their time - and this actually comes up alot. So here's my take time management and what it takes to gain control over your life. Sponsored by ProFund
I was recently asked if I had any training that speaks to the basics – they wanted me to try and break the training down to sales 100, sales 200 and sales 300 level course. I’ve got to be honest that I struggled with the idea because I think sales success comes when you master the fundamentals. That being said, I do believe there’s a few things beginner salespeople must master if they want to put themselves in the best position for sales success. So, with this podcast, I'm ...
Salespeople are the engine that drives the business, and the business cannot survive without them. They are the hunters who seek out and bring back the revenue the company needs to survive and grow. They are the farmers who cultivate and nurture the customer relationships we all depend on. This is why I’ve said, there is no place in today’s selling world for anyone who is too timid to provide his customers with obvious and beneficial solutions. This podcast speaks to the min...
In today's podcast, we highlight a very simple way contractors can grow their sales, shorten the sales cycle, improve the buying experience for their prospect, and protect their profitability. I’ve been working with home improvement professionals for more than 20 years and I can honestly say that this topic is arguably one of the single greatest opportunities for contractors to move the sales and profit needle. Sponsored by ProFund
Some salespeople will be quick to lower their price because it's easy to do and they don't have to feel guilty about doing it. Some salespeople feel guilty about selling because they have a negative image of sales and they've been conditioned to believe that selling is dirty and to be successful, salespeople need to lie or use tricks to make the sale. By doing or saying anything that would be said or done by a salesperson, the salesperson believes he or she is guilty by associa...
Business leaders and managers must recognize that there isn’t just one leadership style that works for all conditions. The situational leadership theory includes four leadership styles that helps leaders direct, coach, support and delegate – which are adaptive to the employee’s range of developmental behavior. Successful leaders have the ability to look at situations with different perspectives. They assess the situation and behaviors of the team members and use their assessment to determine ...
We're joined by Matt Coats who serve as the Sr. Director, Organizational Development & Talent Management for SRS Distribution. Matt brings a wealth of knowledge on the subject of management, leadership and what manager can do to get the best their people have to offer. In this talk Matt, challenges us to answer two questions: What kind of a leader am I going to be, today?Why would anybody want to follow you?Want to learn more about Roof Hub, click on the link to schedul...