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Taking Action with Jack Daly ( March 2017 Vol.2 )

Mar 29, 2017
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……

Richard Branson Just Sent an Extraordinary Farewell Letter to Virgin America

By Justin Bariso

Instead of focusing on the negative, the Virgin founder used an open letter to praise his people–and look to the future.

“With a lot of things in life, there is a point where we have to let go and appreciate the fact that we had this ride at all.”

That’s how Richard Branson begins his remarkable open letter to Virgin America, a company his Virgin Group founded in 2004. In the years it’s operated, Virgin America has won several “best airline” awards and developed an extremely loyal and enthusiastic following–so much so that last year Alaska Airlines agreed to pay $2.6 billion to purchase the airline ($4 billion including debt and aircraft leases).

“I would be lying if I didn’t admit sadness that our wonderful airline is merging with another,” admitted Branson in a blog post when the company was sold last year. “Because I’m not American, the U.S. Department of Transportation stipulated I take some of my shares in Virgin America as non-voting shares, reducing my influence over any takeover. So there was sadly nothing I could do to stop it.”

Now, it seems Branson’s worst fears have come true, as Alaska Airlines announced it has decided to retire the Virgin America brand. Comparing this to the fateful day many years ago when Virgin Records was sold, Branson said that “many tears” have been shed.

What made Branson’s letter to Virgin America so extra special?

Here are just two major highlights:

He sings praises to his people.

By evoking memories of all they’ve accomplished together, Branson’s message reads more like a love letter than something you’d get from your employer.

  • Notice how he focuses on his people and their accomplishments (italics mine):
  • “It was a long and hard journey but in the end you are the best consumer airline in America.”
  • You invented concepts like ‘moodlighting’ and ‘on-demand food,’ you reinvented cabin amenities from seat-to-seat chat to Netflix in the sky.”
  • You proved it is possible to run a business with a strategy that does not rely on low fares and a dominant position alone: you attracted

READ MORE

SALES MANAGERS FORUM

Limited to max 20. Taking applications now.

Here’s the overview. Over the past year I’ve heard this question from several folks: “Is there an organization where Sales Managers can meet together for ongoing, high-level learning opportunity and challenges that also provide an outside mechanism for enhanced accountability?” The answer is “THERE IS NOW”. Benefits include:

  • Three, 2-day sessions annually. Max group of 20 with only one person from a company and industry.
  • 2017 meeting schedule is June 29-30; Aug 30-31; Nov 30-Dec 1 in Orange County California.
  • Group Facilitator will be Jack Daly.
  • Peer group interactions year round.
  • Ongoing direct email access to Jack Daly.
  • Monthly group one-hour phone check-in with key opportunity/challenges.
  • Complimentary Hyper Sales Group Membership Club.
  • Participation is by application/qualification, inquire through [email protected] or 888-298-6868.
  • Investment $15,000 per year (air/hotel not included).

The time to act is now. Be prepared to take your Sales Management skills to the next level, and enjoy the benefits of Hyper Growth of your top and bottom lines. Contact [email protected] or 888-298-6868 for more information.

UPCOMING WORKSHOP DATES

Full 2017 Schedule

    • Apr 6, 2017– Smart Selling Workshop – Ft. Lauderdale, FL
    • May 3, 2017– Smart Selling Workshop – Nashville, TN
    • Jun 1, 2017 – Jun 2, 2017- 2-Day Sales & Management Success Summit – Chicago, IL
    • Jun 1, 2017– Management Success Workshop – Chicago, IL
    • Jun 2, 2017– Smart Selling Workshop – Chicago, IL
  • Jun 16, 2017– Smart Selling Workshop – Los Angeles, CA

Questions? Call Gabriel Clift at 855-733-7378 or [email protected]

10 Objection Handling Techniques Every B2B Salesperson Should Know. by Steli Efti

Nothing defeats an inexperienced salesperson faster than an unexpected objection.

Most salespeople invest hours perfecting their pitch without a second thought to what comes afterwards. But even a perfect pitch can be ruined by poor objection handling.

If you’re tired of losing deals to responses like, “Your price is too high,” “Now isn’t a good time,” or, “We’ll buy if you add these features,” it’s time to get serious about overcoming objections.

Instead of hoping your prospects won’t have objections (they always will), spend some time preparing for them in advance.

Use our list below to start overcoming sales objections and closing more deals.

1. “Your product/service is too expensive.”

When a prospect says your product is too expensive, it isn’t always about price. In many cases, they have the budget for your product, but you haven’t demonstrated enough value to justify your price.

But sometimes it isn’t about price or value. Sometimes your prospects will use the pricing objection to hide their real concerns. The first thing you need to do when you hear the pricing objection is find out what’s really going on.

2. “We’ll buy if you add these features.”

Feature demands are common when selling to enterprise customers. They’re used to getting what they want, and what they want is for you to customize your software to their needs.

When prospects demand features that aren’t aligned with your vision, the best thing you can do is walk away. You may lose some accounts over this, but that’s better than compromising the integrity of your product. Besides, you’ll be surprised how often taking the deal away is all it takes to close on your terms.

READ MORE

The Sales Playbook for Hyper Sales Growth

** Creating a Sales Playbook is important. But other sales drivers need to change along with it.

  • Changing the heads, hearts, attitude, drive and focus of your people on the right HPAs that drive results.
  • The sales manager’s focus needs to be raising Quality and Quantity. Train, grow and develop a team of higher performers.
  • The Playbook maps your proven People, Processes, and Practices so your people do the right things consistently. And you make it repeatable and trainable.

** Every Sales Playbook should have 2 important parts:

    • 1) Sales – Key areas and content needed to increase focused sales execution
  • 2) Sales Management – Key areas to improve how sales managers develop their team in Quality & Quantity and implement it consistently through systems and processes.

UNSELLING by Seth Godin

Getting someone to switch to you is totally different from getting someone who’s new to the market to start using the solution you offer.

Switching means:

Admitting I was wrong, and, in many cases, leaving behind some of my identity, because my tribe (as I see them) is using what I used to use.

So, if you want to get a BMW motorcycle owner to buy a Harley as his next bike, you have your work cut out for you.

He’s not eager to say, “well, I got emotionally involved with something, but I realized that there’s a better choice so I switched, I was wrong and now I’m right.”

And he’s certainly not looking forward to walking away from his own self-defined circle and enduring the loneliness as he finds a new circle.

Which leads to three things to think about:

    1. If you seek to grow quickly, realize that your best shot is to get in early, before people have made a commitment, built allegiances and started to engage in cognitive dissonance (since I picked this one, it must be good).
    1. If you are marketing to people who will have to switch to engage with you, do it with intention. Your pitch of, “this is very very good” is insufficient. Your pitch of, “you need something in this category” makes no sense, because I’m already buying in that category. Instead, you must spend the time, the effort and the money to teach me new information that allows me to make a new decision. Not that I was wrong before, but that I was under-informed.
  1. Ignore the tribal links at your peril. Without a doubt, “people like us do things like this,” is the most powerful marketing mantra available. Make it true, then share the news.

We invent a status quo every time we settle on something, because we’d rather tell ourselves that we made a good decision than live with the feeling that we didn’t.

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