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Taking Action with Jack Daly ( June 2018 )

Jun 7, 2019
Newsletter

I tell my audiences every day that the key to success is taking action. Take a minute to look over this weeks featured articles and videos that highlight the different ways you might take action and have it positively benefit your bottom line……

8 Keys to Coming Off as the Expert in Whatever You Sell by Mark Wayshak

Solve their problem instead of simply selling them something.

The most successful salespeople in the world don’t come across as salespeople at all. Instead, they carry themselves as experts in their industry who can solve key challenges for their ideal prospects. Simply put, if you’re in the business of selling, then you’re an expert in whatever you sell. It’s up to you to make sure your prospects know it.

While your prospects only see what’s going on at their own companies, you can offer them a valuable bird’s eye view of trends across the entire industry. But do your customers see it that way? If not, it’s because you’re coming off as salesy instead of as an expert.

The following eight simple keys will help you build a reputation as an expert in whatever you sell, so you can earn prospects’ trust and start to crush your sales goals:

1. Don’t think like a salesperson.

If you want to come across as an expert to your prospects, you must first stop being salesy. That means you have to stop thinking like a salesperson. When you think like a salesperson, you jump at any chance to pitch your product or service. Instead, slow down and listen. Strive to identify if your prospects are a fit in the first place. Thoughtful intentionality is the first step towards being viewed as an expert in the eyes of your customers.

2. Adopt a doctor’s mindset.

Instead of thinking like a salesperson, try adopting the mindset of a doctor. I’ve never met a doctor who used a pitch like, “We have this incredible new procedure that I just can’t wait to tell you about! It’s going to change everything!” Rather, good doctors ask questions to make sure they truly understand your pain before making a diagnosis. Mimic this approach by making it your goal to fully understand your prospects’ deepest frustrations before you ever propose a solution.

Read more……..

Why Are You Having Trouble Closing The Sale? by Caryn Kopp

It’s frustrating when sales don’t close. If deals don’t close as often as you believe they should, assess why and fix it so you can accelerate results. Ask yourself these 6 questions to help pinpoint why sales may not be closing.

1. Is this prospect the right kind of prospect? Perhaps you were too broad in your definition of the best prospects? You may end up with too big a market when you simply consider criteria such as size of company, level of decision maker, and industry. Use these additional filters to narrow prospect groups:

  • Urgency: Which prospect groups have a more urgent need for your products/services? Prospects who feel urgency will close sooner.
  • Willingness to pay: Not every prospect will willingly pay what you want to charge for your products and services. Stop talking to people who are unlikely to pay for your value.
  • Obvious Solution: Your prospects need to see you as the obvious (or only) solution to avoid a lot of time consuming justification.

2. Are you communicating GAP in your Sales Messages? Gap is the difference between what prospects have now from vendors versus what they could have from you. One question which communicates Gap is, “What more would you want from your vendors than you’re currently getting?”

3. Are your questions optimal? You may ask questions but are they optimal questions, the ones which elicit the most useful information? Make time to prepare questions that will help you elicit the best possible information.

Read more………

Educational Opportunities

Register today for one of only three, 2018 Sales and Management Summits. Our workshop calendar is significantly smaller than years past so start planning today to join Jack in one of the cities below……

**NEW 1/2 Day Sales Workshops

AUGUST 1- NASHVILLE, TN – After road testing the concept in Philly, we elected to add a few more. Feedback was that companies could send several more of their team given the lower entry investment, and getting their teams out in the field with “Jack’d Up Energy” and selling tools that same afternoon.

**AUSTRALIA WORKSHOP DATES ANNOUNCED**

We are so excited to be coming back to Australia for my Winning Sales Strategies, Driving Sales Workshop. Register today for the best, early bird pricing:

  • Melbourne – 23 July 2018
  • Sydney-24 July 2018
  • Brisbane- 26 July 2018

The order by Seth Godin

It’s tempting to decide to make a profit first, then invest in training, people, facilities, promotion, customer service and most of all, doing important work.

In general, though, it goes the other way.

The Power in Clarity of Purpose by Anthony Iannarino

Last weekend I was reviewing my projects and tasks when I recognized how many of the projects and tasks had nothing to do with my goals now. I accumulated this list over the course of the last seven or eight years, and many of the tasks and projects are no longer relevant, and some of them belonged to issues that had been resolved over time. A good portion of them were things I am no longer interested in nor are they worth the investment of my time. Many of them are ideas and projects I would love to work on, but I haven’t touched since they went on the list.

Even though it is critical to capture everything you want or need to do in a place where you can track those projects, ideas, and tasks, not everything can be substantial enough to command your time and energy. Deciding to release myself from the obligation I had to what was no longer relevant, I exported the entire list to a Microsoft Excel spreadsheet (so I could be sure to have a record to review later) and pushed the delete button. All the tasks and projects disappeared, along with the power they held over me.

I started over, typing in the major projects and outcomes that I genuinely care about and that are going to move me closer to my goals and aligned with my purpose. I added in the commitments I owe to other people, of which there were far fewer than I imagined. The list I deleted had 298 tasks, and the new list consists of 50 in 22 projects. About 15 of those tasks are routine maintenance, the things that I do every week, including things like emptying all my electronic inboxes and physical inboxes, and reviewing my lists and transferring the stuff I need to do into my analog sales planner.

Read more….

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