The Power of Gratitude

Most of us get caught up in our daily frustrations and or sales deals not closing. However, if we take a moment to sit in gratitude for the things in our life that we usually take for granted, amazing things happen. Take a moment to listen to this quick video where Melissa talks about The Power of Gratitude, Giving and Receiving, and The Law of Energy!

Have a great week!

Melissa D. Whitaker

Scale 1-10 Strategy in Sales

Happy New Year!

Click the video below to hear about The Scale of 1-10 Strategy:

Since most people try to avoid confrontation, sales people have the challenge of continually moving the sales forward even in awkward situations.  When deals stall out or are dragging on, try the “Scale of 1-10 Strategy” we talk about here to give clients a doorway to open up and keep moving the deal forward.

73 Mind-Blowing Sales Statistics That Will Help You Sell Smarter in 2019

Just read this article by Aja Frost on HubSpot.  Loved the insights.  I can see where a lot of these Stats are valid for outside sales and some are more focused on inside sales.  However, here are a handful that stuck out to me that shows things keep shifting and we need to keep our pulse on the market as we head into 2019:

Sales Prospecting Statistics

#10  It takes an average of 18 calls to actually connect with a buyer.

Sales Email Statistics

#19  The average person deletes 48% of the emails they receive every day. This task takes them just five minutes.

#27  Don’t just provide information — request some, too. Emails that contain one to three questions are 50% likelier to get replies than emails without any questions.

Sales Call Statistics

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Networking is a Sales Professional’s Bread and Butter

By RJ Sales & Leadership Reports

Much of your success in sales is based on your ability to network effectively. Without connections, it’s not just your client base that will be limited, but also prospective partners, marketplace competitors, and intra-organizational individuals with whom you can exchange insights. Networking goes beyond the simple act of handing out calling cards or fliers nor is it just about filling up your contact list in a shorter amount of time. This business strategy of cultivating relationships with people or groups that matter is a powerful tool for a sales professional.

Here are some of the reasons why your career in sales could be enriched by networking:

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What Makes a Successful Salesperson?

I came across this article recently that is called “What Makes a Successful Salesperson?”  This is a great reminder – check the list and see how you are doing in these categories.

Check out the article here.

Great reminder on the following 8 Points:

To recap, here are what successful salesperson has as traits:

1. Business acumen

67 percent of surveyed salespeople say that knowing client’s business wins more business. It’s imperative that you should know how your prospects’ and clients’ business work so that you can tailor your pitch, as well as your actual products and services according to their needs.

2. Drive and determination

Did you know that, just like entrepreneurs, salespeople are actually living in fear of failure? A salesperson needs the mindset, grit and work ethic to succeed, beyond their actual sales skills.

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Struggle with Closing More Deals?

The real reason sales people struggle to close more deals . . . .

I hear weekly from sales people that they need help in doing a better job closing deals and my first question to them is how did they start the conversation?  Did they do every step of a thorough sales process that we have talked about?  or Did they take short cuts hoping that they could close faster?

I came across this article by Bob Apollo and he nails it on the head for what I consult, train and coach sales reps around this topic.  Take a moment to read this article and ask yourself, are you slowing down enough to speed up the sale?

http://www.inflexion-point.com/Blog/bid/93588/The-real-reason-sales-people-struggle-to-close-opportunities

Make it a great day!

Melissa D. Whitaker

MWI Summer Prospecting

It’s summer. No one is around.  Why prospect?  WRONG!!

It is summer – get out there and prospect even more!  Summertime is the perfect opportunity to fill your pipeline FULL of ideal clients.  Watch the video below where I share with you “10 Ideas for prospecting in the summer.”

  1. Attend local events
  2. Potential Prospects – Attend their sponsored events to learn about their company.
  3. Friday Afternoons – Great time to make connections with decision makers.
  4. Use social media to make more connections.
  5. Research ideal clients – make a targeted list of prospects.
  6. Do a Customer Survey – Touch current accounts and go “deeper, wider, broader.”
  7. Re-connect with Leads that went cold – Take a look at past leads where the timing was not right.  Make an effort to re-connect, now may just be the right time.
  8. Have a growth mindset – Think positive about all the great connections and ideal clients you will come in contact with this summer.
  9. It is about them – not YOU.  Remember to always create value for your prospects and show the ways you can expand their business.
  10. Have FUN!  Summer is a great time to meet new people.

 

Also, download our “NEW Free Resource” called 51 Tips to Connecting with More People:  https://qr199.infusionsoft.com/app/page/connectmore  

 

5 Traits of Excellent Salespeople

Do you have the FIVE Traits of an Excellent Salesperson?

Click the article below to read what Colleen Stanley defines those as, and if you have them! . . .

“They are competitive AND collaborative. . . “

Five Traits of Excellent Salespeople

Jim Rohn quote: “Don’t join an easy crowd; you won’t grow. Go where the expectations and the demands to perform are high.”

“This quote always reminds me of the differences between excellent salespeople and average ones. I’ve had the great privilege of working with some of the top salespeople in the business. It’s no surprise that the best keep trying to get better, which is why they invest in training.” – Colleen Stanley

Let us know what your thoughts are regarding this article.