How to Maximize Sales
It’s exciting and supposed to be actionable when we talk about language to use in sales. It’s incredibly popular to find clips on the right language to use or the words that will be most persuasive. But…What if we said that this is the wrong place to spend your time and energy in sales? That the language you use in sales is the least effective place to grow. What if, instead, we focused our time and energy on the part of sales that led to massive increases in production and didn’t just play on the margins? Chance are you’d see spikes of improvement on a regular basis. Today we’ll discuss where to place your time and energy to maximize your sales. We won’t try to sell you, but we do have a free gift that you may be interested in! We put together a FREE guide identifying the Top 6 reasons businesses fail and give you actionable steps you can take on every one of these to make sure it’s your competition failing and not you! It’s our free gift to you. Access it here! Focus on Prep Most professionals without a serious background in sales misunderstand how important the prep work is to a sales meeting. Sales preparation means being personally prepared from more than a technical standpoint. It means being emotionally and mentally ready to have a sales conversation and to help problem solve for someone. It means fully understanding the most common problems and needs people have but also working towards a clear understanding of the type of person you’re meeting with. Prep time might include searching social media profiles, reviewing website details if it’s a business and mentally preparing ourselves for the meeting. Follow Up is Money After the sales meeting is more important than the meeting itself and the changes, we make to our post meeting routine and process will have way more impact than any language changes we try to put in place. Having a strong follow up routine that we follow consistently is a priority for any sales professional. This means taking an additional 10-20 minutes after EVERY MEETING simply to review notes, cement details and enact whatever plan you have in place to continue your client’s journey. To meet and forget is to fail. The biggest mistake I see professionals make? Back to back meetings with no time to implement follow up. Where do you think you can have the greatest impact? Let us know at info@jbandthedoctor.com Did you know we work with professionals and leaders with 2 on 1 coaching that marries the expertise of a Doctor of Psychology and mindset coach with the business savvy of a former Fortune 50 sales executive. We specialize in helping entrepreneurs and professionals like you master your time, sales, and confidence, to evolve you to your greatest potential. To learn more about our coaching you can contact us here! Feel like you need coaching but not sure you can afford the investment in yourself? That’s ok! We have a scholarship available to diverse candidates of need. You can apply for our scholarship for our coaching and our courses here. Not enough time in the day, we get it. Check out our AYOP course, 2x Your Time, right here. We walk through everything from time management and calendar basics to how you can supercharge your days weeks and months through practices and techniques that are grounded in experience and proven by science.
Sales is a numbers game!
Salespeople are made they aren’t born. Studies have suggested that less than 1 out of 10 people are naturally born salespeople. The rest of us, we are taught, we learn, we grow and we build ourselves into salespeople. What, you’re not a salesperson you say? The numbers disagree. 43% of EVERYONE’S work is sales related, no matter how far away from the sales process you think you are. Today we’re going to look at what numbers really matter to be great at sales! 6 Methods To Make Sure Your Business Doesn’t Fail Before we dial in the numbers around sales, did you know that 70% of businesses will fail? We put together a FREE guide identifying the Top 6 reasons businesses fail and give you actionable steps you can take on every one of these to make sure it’s your competition failing and not you! It’s our free gift to you and you can access it right here. The first sales number that matters How much are you investing in yourself? This is probably not what you’re thinking but it’s a fundamental misunderstanding around sales. Salespeople don’t need a college degree, they don’t need experience. Heck, most entry level jobs are sales related. Yet sales are the key to a business’s success. Most of us have no formal education in sales, so I’ll ask it another way. If you went to school and spent tens of thousands of dollars to become technically qualified to do something, how much have you invested in your sales development? $0? $1,000? $10,000? This is the first number that matters. Treat sales like any other profession and start investing in yourself! The second sales number that matters The number of no’s you get! It’s not the number of Yes’s that you get. It’s the number of No’s. Rejection is real in sales so we need to do whatever we can to turn something deflating into something exciting. How many no’s does it take to get to a yes. Focus on that and you’ll find yourself much more successful at navigating the psychological toll of being in sales! That’s it. When it comes to sales, everyone will have a different number to hit. Everyone has a different expectation of what they want to accomplish and what they need to get done. For some of us it’ll focus on how many relationships do you speak to. For others, how many leads did you develop and how many texts did you send. For others still, how many people clicked on our lead magnets or ads. Every other number will be unique to your business or profession. Are you the type of person that could benefit from investing in yourself and sales development? Let us know in our private Facebook community, the EML! You can join here! Join our community Do you feel like you need help with sales? Our unique 2 on 1 coaching marries the expertise of a Doctor of Psychology and mindset coach with the business savvy of a former Fortune 50 sales executive. We specialize in helping entrepreneurs and professionals like you master your time, sales, and confidence, to evolve you to your greatest potential. To learn more about our coaching you can contact us here! Feel like you need coaching but not sure you can afford the investment in yourself? That’s ok! We have a scholarship available to diverse candidates of need. You can apply for our scholarship for our coaching and our courses here. Not enough time in the day, we get it. Check out our AYOP course, 2x Your Time, right here. We walk through everything from time management and calendar basics to how you can supercharge your days weeks and months through practices and techniques that are grounded in experience and proven by science.
Consistency Makes You Elite, Here’s Why!
Kobe Bryant will go down as one of the most electrifying basketball players of all time. He’s got his own Mamba Mindset which has transcended his death and inspires people daily! Kobe was known for his refusal to quit and his willingness to put in the effort. Although a superstar, Bryant still practiced 6 hours a day and wouldn’t quit practice until he had made 400 shots. He was typically the first player in the gym. Kobe earned his elite status, and he did it through consistency. Consistency will make you elite and in the rest of the blog we’ll explain why! 6 Methods To Make Sure Your Business Doesn’t Fail As always, before we chat consistency, did you know that 70% of businesses will fail? We put together a FREE guide identifying the Top 6 reasons businesses fail and give you actionable steps you can take on every one of these to make sure it’s your competition failing and not you! It’s our free gift to you and you can access it right here. Here’s our top reasons why consistency will make you elite! The Motions Become Second Nature In professional athletes, practice is easy to see. We see the same consistent swings, throws, catches, movements, and we see the results, typically in the moment itself. In business, practice isn’t so easy to see. The truth is, most professionals and businesses don’t practice at all. They just start swinging, throwing, and catching, or the business equivalent. But practice is essential. To knowing your messaging, to your brand, to your presentations and elevator pitches all the way to objection handling. The only way to make these business movements second nature is by consistently practicing. You do this and you’ll never stumble over your value, your services or your prospect objections again. Consistency Sets Expectations and Comfort Do you love Starbucks or Dunkin’ Donuts? Do you find yourself consistently going back? Whether you love them or not, there’s a good chance you go back to one or the other consistently. The reason? They have set your expectations and they consistently meet them! You may not love either of them but chances are, if there is a coffee shop you’re going to stop at you’re likely to choose one over the other. That reason has more to do with consistency than you’d expect. Elite businesses and elite professionals practice consistency to provide a customer experience that customers can depend on. When people can depend on you to do what you say on a regular basis, this creates comfort. What do we all crave and enjoy? Comfort! Want to become more consistent? Come join us if you haven’t already! Join our community Are you trying to figure out how to be consistent and elite in your business and your life? Our unique 2 on 1 coaching marries the expertise of a Doctor of Psychology and mindset coach with the business savvy of a former Fortune 50 sales executive. We specialize in helping entrepreneurs and professionals like you master your time, sales, and confidence, to evolve you to your greatest potential. To learn more about our coaching you can contact us here! Feel like you need coaching but not sure you can afford the investment in yourself? That’s ok! We have a scholarship available to diverse candidates of need. You can apply for our scholarship for our coaching and our courses here. Not enough time in the day, we get it. Check out our AYOP course, 2x Your Time, right here. We walk through everything from time management and calendar basics to how you can supercharge your days weeks and months through practices and techniques that are grounded in experience and proven by science.
Tips to create a positive culture
I’ve never met a business owner that wanted to lead a poor or weak team culture. Yet so many businesses are run with cultures that are far from effective. A bad culture can lead to turnover, HR nightmares, lost revenue, and the demise of a business. With that in mind we thought we’d drop you some tips to create a positive team culture that you can implement right now! Before we discuss our tips, did you know that 70% of businesses will fail? We put together a FREE guide identifying the Top 6 reasons businesses fail and give you actionable steps you can take on every one of these to make sure it’s your competition failing and not you! It’s our free gift to you and you can access it right here. To create a positive culture we need to define it first! Step 1: Define what a positive culture means to you. What does it look like? How does it respond to common challenges and business struggles? How does it handle adversity? How does it celebrate? How does it lift up team members? By defining a positive culture you can start to identify what if anything about your current culture you’d like to change. Step 2: Make it about those that you serve. In business we serve our clients/customers, our employees, our shareholders and then, of course, ourselves. Too often we see business owners focus only on serving one stakeholder. Make sure to take a close look at your culture and try to identify if you fall short of serving any of your stakeholders. If you do, you have a place where you can quickly shift the culture more positively. Having trouble identifying this? If all else fails, make sure you are a customer first oriented business followed very closely by employees as this will solve many business issues. Step 3: Set expectations and hold YOURSELF to them. It’s not easy to set and hold expectations for others and it’s even harder to set and hold them for ourselves. Lead by example, take ownership and accountability for all aspects of your business and never expect an employee or team member to do something you yourself would not. Lead by example and lead with personal accountability. Our tips were inspired by our recent podcast with Guillaume Viatr of MetaHelm, where we discuss strategic narrative and the impact on culture! You can listen in to our podcast here, or if you prefer you can also check it out on our Youtube channel right here! Listen to Podcast Watch on Youtube We love answering your questions from the lab. If you’d like to join us and other professionals that are striving to get better every day, you can access the group here! If you’re working on developing a better team culture, we can help! Our unique 2 on 1 coaching marries the expertise of a Doctor of Psychology and mindset coach with the business savvy of a former Fortune 50 external sales Vice President. We specialize in helping entrepreneurs and professionals like you master your time, sales, and confidence, to evolve you to your greatest potential. To learn more about our coaching you can contact us here! Feel like you need coaching but not sure you can afford the investment in yourself? That’s ok! We have a scholarship available to diverse candidates of need. You can apply for our scholarship for our coaching and our courses here. Not enough time in the day, we get it. Check out our AYOP course, 2x Your Time, right here. We walk through everything from time management and calendar basics to how you can supercharge your days weeks and months through practices and techniques that are grounded in experience and proven by science.
Top Tips To Excel At Active Listening
To listen means we hear the words that are being said to us. To actively listen means we hear the words, the meaning of the words and we seek to understand the why behind the words as well. It’s like the difference between seeing a photo of a mountain and being in the mountains. Photos can capture details, but they can’t capture the experience. Active listening captures the full experience and is important to level up your communication skills. Here are some of our top tips to help you excel at active listening. Before we discuss our tips, did you know that 70% of businesses will fail? We put together a FREE guide identifying the Top 6 reasons businesses fail and give you actionable steps you can take on every one of these to make sure it’s your competition failing and not you! It’s our free gift to you you can access it right here. Tip # 1 – Be Present Sure it sounds simple, but is it? For us to be present means we need to shut down our need to reply. Instead of listening to figure out how we should reply it’s listening to understand. It also means freeing ourselves from the many other distractions that can stop us from really being engaged in the conversation. That means removing the distractions of technology, our own anxieties about the past and future and anything else that get’s in the way of our focus. Tip #2 – Ask and ask again What’s the best reply to what someone says? A lot of times, it’s simply repeating it back and making sure you heard it right. Not only does this help you understand what’s being said, it also helps the speaker clarify what they meant. It’s not uncommon for us to say one thing and mean another. This is one way to make sure both parties are on the same page! Believe it or not, this will not only help with your communication it will actually speed up your conversations! This blog was inspired by our recent podcast of Better Business Brewing, our live conversation where we answer questions and challenges directly from the lab! You can listen in to our podcast here, or if you prefer you can also check it out on our Youtube channel right here! Listen to Podcast Watch on Youtube We love answering your questions from the lab. If you’d like to join us and other professionals that are striving to get better every day, you can access the group here! If you’re working on being more effective with your communication skills, we can help! Our unique 2 on 1 coaching marries the expertise of a Doctor of Psychology and mindset coach with the business savvy of a former Fortune 50 external sales Vice President. We specialize in helping entrepreneurs and professionals like you master your time, sales, and confidence, to evolve you to your greatest potential. To learn more about our coaching you can contact us here! Feel like you need coaching but not sure you can afford the investment in yourself? That’s ok! We have a scholarship available to diverse candidates of need. You can apply for our scholarship for our coaching and our courses here. Not enough time in the day, we get it. Check out our AYOP course, 2x Your Time, right here. We walk through everything from time management and calendar basics to how you can supercharge your days weeks and months through practices and techniques that are grounded in experience and proven by science. Time Mastery With Science Get access now!
3 Viral Tips to Master Post Covid, In Person Networking
Congratulations! You’re ready to get back out there, things are opening back up and it’s time to dust off the shoes and get back to in person networking. There’s only one problem. The rules have changed! Here are 3 Viral tips you can use to master networking in a post-covid world! Before we discuss our tips, did you know that 70% of businesses will fail? We put together a FREE guide identifying the Top 6 reasons businesses fail and give you actionable steps you can take on every one of these to make sure it’s your competition failing and not you! It’s our free gift to you you can access it right here. To catch this blog and more on audio or video you can check out our most recent podcast here where we add some color and detail to our tips below! If you prefer you can also check it out on our Youtube channel right here! 1. Be Prepared There’s more to think about today than in the past. Our first tip is simple but effective, and will protect you against getting shut out or shut down for in person events. Some of the best ways to be prepared are to have a copy of your vaccination card handy, carry a mask (ideally, 2) and consider carrying a travel size purell or anti-bacterial wipes with you. A little preparation will bring you a LONG way when it comes to networking post-covid. 2. Say Hello, the right way In the past if we showed up to a networking event and introduced ourselves to someone without a handshake….you dropped the ball. This would be even worse than a dead-fish handshake. Today, we need to think twice. Plenty of people were, in the closet, privately, against shaking hands PRE covid. Now that we’ve worked through a pandemic there are a ton of people who have no interest in shaking your hand. It’s in our best interest to ask each other how we’d like to be greeted with a handshake, fist bump, elbow bump or simply a polite hello. Following this one tip will help make us all more comfortable together and indicate a sign of respect for the person we’re meeting. 3. Be Strategic One of our favorite aspects of networking post covid is the amount of data we have ahead of time. Nowadays it’s tough to find a networking event that doesn’t have a meet up, social media event, RSVP list, etc. Today more than ever we can find out ahead of time who is going to an event and who is likely to be there. It means we can be more strategic in our goals, our activity and the type of person we want to see at a networking event. Shotgun blast networking isn’t nearly as effective as intentional networking where we walk away with a strong introduction to just a couple to a handful of people that can help us achieve our goals. Be strategic and be more effective! Entrepreneur Mastery Lab We love sharing tips like these in our Entrepreneur Mastery Lab private community. If you’d like to join us and other professionals that are striving to get better every day, you can access the group here! Join group If you’re working on being more effective with your networking, we can help! Our unique 2 on 1 coaching marries the expertise of a Doctor of Psychology and mindset coach with the business savvy of a former Fortune 50 external sales Vice President. We specialize in helping entrepreneurs and professionals like you master your time, sales, and confidence, to evolve you to your greatest potential. To learn more about our coaching you can contact us here! Feel like you need coaching but not sure you can afford the investment in yourself? That’s ok! We have a scholarship available to diverse candidates of need. You can apply for our scholarship for our coaching and our courses here. Not enough time in the day, we get it. Check out our AYOP course, 2x Your Time, right here. We walk through everything from time management and calendar basics to how you can supercharge your days weeks and months through practices and techniques that are grounded in experience and proven by science
Tips For Setting Expectations and Consistent Communication
Go to Disney World and expect magic! Travel to Rome and expect history. Go to an Apple store and expect white, clean tables and crisp technology. The common thread here? We have our expectations set up front. Here are some of the best tips to make sure that you are setting expectations correctly and consistently communicating to your clients and prospects. Expectations are everywhere. Meeting expectations leads to good feelings. We’re comforted that what we anticipated was what we experienced. There is comfort in familiarity and when we have an expectation in our minds, we become familiar with an idea. If that idea, that reality that we are creating in our heads comes to be, we end up being happy! When we exceed expectations and it’s even better than we expected, that’s how you convert people into advocates, raving fans. If you’re a business owner or professional that is trying to refine or even develop your client experience, this article is going to help you identify some top methods you can set expectations and deliver the very best client experiences. Before going any further, did you know that 70% of businesses will fail? We put together an absolutely FREE guide identifying the Top 6 reasons businesses fail and give you actionable steps you can take on every one of these to make sure it’s your competition failing and not you! It’s our gift to you absolutely free and you can access it right here. In our most recent podcast, Release The (Snappy) Kraken, featuring Greg Drozdow, we take a candid look at communication with our clients and prospects. Greg, like so many of us, is working towards providing the very best consumer experience. We encourage you to listen if you’d like to learn how he’s helping other professionals implement better, consistent, communication to their clients to deliver outstanding experiences. You can listen in here! Tip #1: Let Everyone Know When we know something really well, it’s easy to forget that other people might not. This happens in our businesses too! It’s very easy for us to say, hey, this is how we do things (and you can likely throw in an eye roll, duh, obviously, and so on)…the thing is, for something we are so close to, most people are not. By letting all of your clients and prospects know up front exactly what you will provide and how you will provide it you are creating a very clear roadmap. They’ll appreciate this since they won’t have to put any thought into their expectations, they are being relayed up front. Tip #2: Remind People Most of us are poor listeners and we’re distracted. Often, overwhelmed, rarely focused and usually doing our best to multi-task. You can be certain that most people won’t hear something you say until you say it about 5-7 times. We’ve been doing this a long time and the evidence always brings us back to the same results. If you are not consistently reminding people of the expectations and are not clear in this with your communication, often, they will either not hear you or immediately forget. Make sure your process is set up to remind people throughout the entire process on the what and how. Tip # 3: Do exactly what you say you’re going to do…or MORE People today are so overwhelmed by poor service, poorly set expectations and little to no communication that by simply doing as you say will you set you apart tremendously from the competition. The key is to NEVER, NEVER EVER, over promise on your expectations. We rarely use the word NEVER here in the Lab, in this instance, we do. The biggest mistake people make is not failing to set an expectation, it’s failing to keep to the expectation. Keep to your expectation and/or exceed it and you’ll have very happy clients. Tip #4: Overcommunicate, unless your clients tell you not to Yes, we want you to overcommunicate. That doesn’t mean that we want you to blab on. Nor does it mean we believe you should annoy your prospects or clients. What it does mean is that it’s better to start off with more than less. People will let you know if you’re too much. If they do and you tone it down, it means you heard them and listened. People like that. People will not very often tell you if you’re too little. Instead you’re much more likely to have them simply walk away because you already failed to meet an expectation that they had set in their minds. Tip #5: Be consistent People like things they are familiar with and consistency breeds familiarity. Why do you think so many people enjoy Starbucks or McDonalds? Familiar is comfortable and comfortable is comforting. People do business with people they like. Make people feel good by being consistent. By following these 5 tips you’ll find yourself delivering the very best client experiences. You’ll become proficient, if not an expert at setting expectations and you’ll pave the road for a clear, repeatable, and consistent experience for your clients. By doing this you’ll step up your game, and level up your communication and deliverables for your clients and prospects. If you’re working to develop consistency and set expectations or want to master this skill even more, we can help. Our unique 2 on 1 coaching marries the expertise of a Doctor of Psychology and mindset coach with the business savvy of a former Fortune 50 external regional sales manager. We specialize in helping entrepreneurs and professionals like you master your time, sales, and confidence, to evolve you to your greatest potential. To learn more about our coaching you can contact us here! Feel like you need coaching but not sure you can afford the investment in yourself? That’s ok! We have a scholarship available to diverse candidates of need. You can apply for our scholarship for our coaching and our courses here. Not enough time in the day, we get it. Check out our AYOP course, 2x Your Time,
Managing to Results and Betrayal
You’ll hear coaches and sales leader say all the time to separate yourself from the results. In other words; it’s a numbers game, it’s not about you, don’t take it personally, you’re not being rejected only your offer is, remove yourself, distance yourself, etc and etc so on and so on. The personal saying I’ve used for many years is to ‘divorce’ yourself from the results. Truth bomb time. You cannot separate yourself from results, not completely, and you shouldn’t expect to be able to. Instead, you should manage to your results. Betrayal is the same. It’s something you can’t avoid. Sooner or later, you will take something personally and it will feel like a betrayal. If you’re not careful, betrayal can really sink your ship fast, and it’s why it’s so important to learn how to manage your results and betrayal. Before going any further, did you know that 70% of businesses will fail? We put together an absolutely FREE guide identifying the Top 6 reasons businesses fail and give you actionable steps you can take on every one of these to make sure it’s your competition failing and not you! It’s our gift to you absolutely free and you can access it right here. Betrayal was front and center in our podcast, The Entrepreneur Mastery Lab. In our most recent episode featuring Michael Buzinski betrayal came up and it was personal. Michael ended up shutting the doors of a multi-million-dollar company after experiencing epic level betrayal. Instead of letting it sink his ship, or more aptly, crash his plane, Buzz used it as inspiration to build a business more aligned with his values and his employees. Today he enjoys a thriving marketing business and is President and CMO of Buzzworthy Integrated Marketing. To hear more about how Buzz managed his emotions and the impact of betrayal you can listen in to our podcast here and don’t forget to like, subscribe, and give us a 5* review if you enjoy the episode! Why is it so important to manage our results and betrayal? Because we can’t ever separate ourselves from them. We can’t be emotionless when results aren’t what we want them to be. Every rejection is, to an extent, personal. It’s not like someone else is being rejected after all. This is your experience, and it is real. The old advice about divorcing yourself from the results? It’s not that it’s bad advice, we should be figuring out ways to handle negative results, it’s that it’s impossible. It is impossible to fully separate ourselves from negative results. If that is what you’re trying to do, it won’t get you to where you want to be. We need to manage our reaction to results. This is different than removing ourselves from the results. Think of results as data that we need to get better. Every failure, every rejection is an opportunity to learn and tweak what we are doing to achieve more success. As we love to say, it’s all just an experiment and failure is simply a result that we didn’t want or expect. By shifting our perspective here, we can start to manage to rejection. Rejection is something that we’ll still deal with, but we are going to start using tools that will make rejection more helpful. Your emotions will come into play here. Most people, when they experience poor results or rejection will deal with anxiety, imposter syndrome, fear, anger, frustration, and a whole lot of emotions we paint as ‘bad.’ Let’s get this straight. Emotions are neither bad nor good, they just are. We need to be able to acknowledge our emotions, allow ourselves to feel our emotions and then accept our emotions. In this way we can manage to our results and not try to remove ourselves from them. Again, removing ourselves from our results and emotions, that’s impossible. Managing to them is not! Back to betrayal. It will happen. We will feel betrayed. This is a result that nobody will ask for, but we will all experience. Betrayal and our response to it will determine whether we can step forward into our businesses or shrink away. If you experience betrayal, be like Buzz. Step up and out and use it as an inspiration to build something even greater and stronger. You’ll thank yourself later for it! If you’re struggling with your results, we can help. Our unique 2 on 1 coaching marries the expertise of a Doctor of Psychology and mindset coach with the business savvy of a former Fortune 50 external regional sales manager. We specialize in helping entrepreneurs and professionals like you master your time, sales, and confidence, to evolve you to your greatest potential. To learn more about our coaching you can contact us here! Feel like you need coaching but not sure you can afford the investment in yourself? That’s ok! We have a scholarship available to diverse candidates of need. You can apply for our scholarship for our coaching and our courses here. Not enough time in the day, we get it. Check out our AYOP course, 2x Your Time, right here. We walk through everything from time management and calendar basics to how you can supercharge your days weeks and months through practices and techniques that are grounded in experience and proven by science.