How To Be Great At Sales

Most entrepreneurs hate doing Sales work.

But have you ever asked yourself why you don’t like it?

I think there is one main reason that entrepreneurs dislike Sales so much:

They don’t think they are good at it.

Think about it. If you were absolutely amazing at Sales, and you had lines of people wanting to buy from you, do you think you’d hate it then?

No way. You’d love doing Sales!

So the solution is simple.

You need to get really, really good at Sales.

Then two things will happen:

  1. You’ll enjoy it.
  2. You’ll be rich.

And how do you get good at Sales?

Well firstly, you have to make the choice to get good at Sales.

Surprisingly, almost no entrepreneurs even seek to be excellent at getting Sales. Even though they know it is absolutely key to their company’s future success.

Next, you have to learn an organized, systematic and effective way to consistently bring in leads and convert them into clients.

Most entrepreneurs do not have such a Sales system – they wing it. 

Thirdly, you have to devote significant amounts of time each week to doing your Sales system. 

Once gain, the majority of entrepreneurs do not do this. They only do occasional Sales activity.

So in a nutshell, those are the three things you must do to be great at Sales and start loving Sales.

Commit to be excellent at it. Learn an organized Sales system that works. And make it one of your primary work activities each week.

Be honest with yourself. Which of these three do you do well?

Your answer will determine not only how much you enjoy doing Sales.

But also how big your company will grow.

The Co-founder Of Microsoft Just Died. Here’s What We Can Learn From Him.

Paul Allen the co-founder of Microsoft, died today.

He’d fought Lymphoma for many years, and only in the last few weeks did it return to take him.

As my blog is for entrepreneurs and business people, I wanted to briefly write down some of the things Paul exemplified to me.

He may be dead, but how he lived his life is a lesson to all of us in business.

1. He aimed big.

As a 22 year old, he didn’t just aim to build a tech company, he and Bill wanted to put  “A computer on every desk and in every home”.

2. He lived a life of adventure.

Paul wasn’t all work. He not only was passionately involved in two sports teams, the Seattle Seahawks and the Portland Trail Blazers, he also was hugely involved in music and the arts. ( Both as a participant and a financial supporter).

3. He cared deeply about helping society.

His donations to charities and scientists dedicated to improving the human condition were massive.

In my view he did what every great entrepreneur should do- use the wealth and influence gained from business to help make the world a better one for all of us.

These 3 things most stand out for me when I think of Paul Allen.

And they are three things that we can all focus on and increase in our own lives.

Aiming big.

Living a life of adventure.

Caring deeply about society.

Vale Paul.

How To Get Potential Clients To Like You

Surely one of the greatest marketing psychologists of all time is Dr Robert Cialdini.

He and his team have been responsible for more great research on Persuasion than anyone else in history.

But deep in his research is a strategy that few entrepreneurs have acted upon:

How to get potential clients to like you.

It’s very important. Cialdini has shown that one of the primary reasons someone chooses a company over others is that they like the people at the company.

Now think about that.

Right up there with having an amazing product, a great price, a perfect fit to their needs, etc, customers are moved to hire you based upon likability.

Now what Cialdini found is that there is something you can do to greatly increase the chance that somebody will like you enough to buy from you.

And what is that?

Frequency of contact.

Yep, how often you communicate with someone – in person, by phone, email or direct mail, has a major influence on whether they feel good about you. Trust you. Respect you. Like you.

(Obviously that contact has to be a non offensive one for this to work).

The bottom-line is this:

If you are not happy with how many clients you are getting, you must increase your frequency of contact with your leads.

That, friends, is priceless information.

Your Key To Winning The Final Quarter Of The Year

Can you believe we are into the last quarter of the year?

Ouch. For many company owners, that hurts.

At the start of the year you probably set some major business goals.

How are they going?

If you’re not happy with your company’s progress, don’t worry, you can turn it around quickly and end the year really powerfully and profitably. You really can.

But you’ll need to do these 3 things to have an excellent last 3 months:

1. Get Somebody To Help You With Low Impact Admin.
When I’m coaching entrepreneurs, I see this as one of their biggest blocks to growth.

They get so caught up in daily administration tasks they simply don’t have enough time to find and develop new client leads.

When the low importance jobs are put in front of the high importance jobs, a poor performing company is certain.

2. Radically Streamline Your Work Flow Systems.
Complexity kills profitability. You must ruthlessly reduce complexity in every way you can.

When you fulfill a job for a client, how can you simplify it?

How can you speed it up? How can you get less people to work on it?

Could you outsource some or all of it?

As your company gets bigger, work systems can become unwieldy and inefficient. This creates a large amount of almost invisible friction that sucks the elegance and efficiency out of your business.

Make the decision to search out and kill work flow complexity now.

3. Work With Monetary Desperation.
A lot of business owners are just too damn comfortable.

Sometimes it’s precisely because you are earning quite a good living that you are not driving yourself hard to take your profits to the next level.

An attitudinal change is crucial if you want to your profit levels to rise up significantly.

Develop what I call ‘Positive Desperation’ when it comes to your company’s income.

Cultivate in your mind a seething, fiery, desperate focus on bringing money in- but do so in a positive, upbeat manner.

Very few people aim to do both at once, but when you do you will get stunning financial results and feel good simultaneously.

This last 3 months can either be a misery inducing disappointment or a mighty financial triumph.

It really is up to you.

Focus on these 3 areas and your company’s future is assured.

Your Checklist For A High Profit Company

I’ve created 5 million dollar+ companies in a row.

And one of them was so big it had 6000 staff.

It’s not luck.

There’s a specific procedure that I follow, and that I teach to all the company owners who I mentor.

Keep this checklist on how to create a high profit, scaleable company. It can make you a fortune:

1. Put Profit First.
I know this is uncomfortable, but unless you put money making number one, it will always be a problem for you. You get what you urgently focus on.

2. Run A Disciplined Business Development System.
Stop waiting for new clients to contact you. And stop doing new business efforts sporadically.

You must develop and follow a system where you spend a specific amount of time on growing your company every single work day.

3. Get Serious About Your Points Of Difference.
Your industry is probably massively saturated with competitors. It’s really hard to stand out.
But the good news is almost every one of your competitors is usually saying the same thing.
You need to brainstorm your unique points of difference to have a hope of winning a lot of clients.

4. Map Out The Entire Pitch Process.
Don’t wing it when you’re trying to pitch for clients. Have every step of the process carefully mapped out and followed. It makes a huge difference to how many clients you win.

5. Become A Master Of Follow Up.
Almost no company owners do this well.

You need to endlessly stay in touch with at least a hundred potential clients, in a time effective way.

People buy from people they get to know over time.

6. Maximize Your Current Client Profitability.
Don’t spend all your time thinking about new clients.

Spend major blocks of time designing ways to get your current clients to spend more with you.

It’s an easier and quicker path to increase your income.

Okay, so that’s my checklist for entrepreneurial greatness.

Keep it. And regularly monitor yourself on how many of these 6 steps you are doing really well.

It’s time to grow your company fast. It’s time you made some serious money.

Follow the checklist above and it will help you enormously.

Why Should Someone Choose Your Company Over Others?

Growing a highly successful business is not luck.

There are actually numerous, highly predictable ways you can make it happen.

Today I’d like to focus on one simple method that can make a real difference to how much income your company makes:

Get super clear about why a customer should choose you over your competition.

Most entrepreneurs don’t really know.

Oh sure, they can give you a bit of a sales pitch for their company, but they’ don’t usually have a powerful, highly persuasive, carefully articulated list of reasons why their company is better than most of their direct competitors.

Do you?

To formulate a compelling point of difference for your company you must do 5 things:

1. Get to know your competitor’s sales pitch.
Most entrepreneurs never bother to do this. And because they don’t know what their competition does to sell themselves, they can’t adequately defend themselves from it.

2. Get clear on what makes your company different. Or what could make you different.
If you discover that you are just like every other company, how could you change or improve your selling proposition?

3. Build your sales presentation around that.
Too many companies just give you a quick and basic list of their advantages, rather than carefully crafting their sell.

4. Build all of your marketing around these points of difference.
Hammer it home at every opportunity

5. Train every one of your staff to be able to explain exactly why someone should choose your company.
Every one of your employees can be potent sales enablers if trained well.

Most companies do not do all five of these things.

Most don’t even do three.

If you do, you’ll dramatically increase how many customers you win.

You must make it absolutely clear why you are better than your competition.

Do it well and you won’t have much competition.

The Incredible Power Of Staying In Touch

Too often in business, we think the answer has to be complicated.

This is particularly the case when it comes to getting more clients.

There are all sorts of advanced systems for finding and converting clients, and you could spend 20 years studying the field and still not know half of them.

Many of these sales systems are brilliant. And can genuinely make you a fortune.

(In fact I teach highly advanced sales systems myself, and have made literally millions of dollars using them in my own companies.)

But all this sales knowledge and complexity can be a danger too.

Because the complex methods are so seductive, they can cause us to ignore the simple ones.

The reality is, there are some super simple ways you can greatly increase how much money you make in your business.

One of these is so basic, so elementary, that most entrepreneurs ignore it:

Endlessly stay in touch with potential customers.

A call every couple of months. An email newsletter every few weeks. An occasional gift. A regular reach out to offer something new, or to tell the person news in your company that may be relevant to them.

It’s really simple stuff. And it works enormously well.

But hardly any entrepreneurs do it. Even fewer do it well.

So before you invest in some ultra slick CRM system or begin studying the latest cutting edge Jedi sales persuasion tricks, take a moment to ask yourself this:

Am I staying in touch with at least a hundred potential clients?

Because that one, exceedingly simple sales strategy alone can make you rich.

Stop Wanting To Be Problem Free

If you want to be happy in business, you need to make one important change to how you think.

You have to stop wanting to be problem free.

If you dislike problems, then most days of the week you will be frustrated, angry or unhappy.

Every business is full of problems- constantly.

Even the so-called ‘successful’ businesses.

In fact the faster growing a business is, the more problems it experiences.

Therefore you must train yourself to love problems, to seek problems, to see solving problems as the only way you can ever grow a grow a great business and achieve your dreams.

To think this way is not easy, but it’s doable. And it’s compulsory if you want to excel.

One of the best mental models you can take on is to see yourself as a ‘Master Problem Solver.’

To see yourself as an unstoppable problem solving machine.

That way when the inevitable problems arise they don’t disconcert or worry you. They actually excite you.

You become a business person that attacks problems.

Aggressively, proactively and with genuine ‘Bring it on’ enthusiasm.

This type of business person is not just 10 times more effective and successful than the average ones.

They are also much, much happier.

The Importance Of Keeping Your Belief Strong

Growing a business is very tough mentally.

You sometimes doubt whether you’ll succeed.

You often blame yourself for mistakes.

You regularly get frustrated by slow progress.

And then there’s the boredom – running a business week in and week out can get really tedious at times.

No wonder entrepreneurs feel down on many occasions.

And that’s why it’s so crucial to keep your self belief strong – to do the mental work each day that keeps you motivated, inspired, persistent and effective.

(Please remember, that self belief doesn’t just happen – you have to work at it to maintain it).

When I coach entrepreneurs, I teach them a whole arsenal of cutting edge mental techniques to keep their confidence and belief uplifted, but today I want to talk about just one:

Daily reading of your Supporting Reasons.

Here’s how this mental technique works.

  1. You write down every valid reason that you can achieve your business goals. (For example: ‘I have ten years experience in this industry. I am excellent at selling. I really understand my field’, etc.).
  2. Then every morning before you start work, you read this list and remember why you are so good at what you do.

It’s such a simple technique, but it’s incredibly powerful at keeping your self belief strong.

If we only just remind ourselves of all the genuine reasons we can achieve something, we are far less likely to lose confidence, get unmotivated or give up.

But we have to do this regularly or we’ll forget – and self doubt can creep in.

I challenge you to do this technique every morning for the next 7 days.

You will be amazed at how much more confident you will become.

Do You Treat Your Clients Too Well?

There are thousands of books about great customer service.

And I’m sure you believe in treating clients well.

But are you going too far?

When you are with your clients, do you behave as if they are the boss, and you are below them?

Be careful doing that.

It’s an easy mistake to make – because we want to please clients, and retain them.

But in the end, most clients want you to lead them. They want your expertise – for you to know the exact right direction they should go and to have total confidence in telling them so.

To be the sage, that solves their issues and clears the clouds in their minds.

Don’t position yourself below them, in the name of ‘good customer service.’

Take charge.