Keep Evolving, Keep Trending!

#TRENDING

Facebook is ever evolving:

1.     Facebook has made several changes in the past year. The success of a page is no longer measured on the amount of "Likes" a page has. Facebook made this change so small businesses could compete with larger businesses who had millions of likes.

2.     Facebook is no longer concerned with the amount of likes a page has. We always want to help the page grow and get a larger audience, but we need to focus on getting engagement to the page and in turn we will get that audience. The more engagement a post gets, the more often Facebook will show their updates on their follower's newsfeed. If no one is engaging with the posts, Facebook won't show their updates as often on people's newsfeed.

3.     Facebook wants to show people what they WANT to see, which are posts that are NOT promotional sounding or asking someone to "Call Now" or "Buy Now", etc. We want to feel out what kind of posts will spark engagement so we can start growing that reach per post, so when we do post about the business directly, we have a good chance of getting it in front of people.

4.     Post content that is industry related, cater it to what is trending online, what people are interested with on Facebook and Twitter at the moment, and what the target audience is most likely to engage with. That way, they will see a Facebook page as a resource for information, and have the business name in mind when they do need a certain product or service.

5.     Overall - Facebook wants to give their customers what they want so people continue to use Facebook. Because Facebook is making it harder for an audience to see posts from business pages, so we need to alter our strategy as well. The good news is that the amount of likes on a page isn't relevant anymore.  A page can have 400 likes but if no one is interacting with their page, then Facebook is more likely to show posts form a page that only has 50 likes and more engagement. It's important to follow Facebook's guidelines of posting relevant and timely content that doesn't sound promotional, so we can get as much reach as possible on a page.

What type of salesperson are you?? Hammer vs. Swiss Army Knife

Hammer vs. Swiss Army Knife

Good morning,

Is it better to be a “Hammer”, or a “Swiss Army Knife”?

The Hammer:

A hammer is only good for hammering nails.  Many sales professionals take on the persona of a bulldog, pitbull, hammer, or various other analogies such as this.  I relate this to a one way approach, a lack of flexibility, and a singular focus on aggression.  The customers usually feels their interests, opinions, and goals are not taken into consideration in these instances.  Although a hammer is ideal for, hammering nails, a hammer is a one way approach to providing value.

The Swiss Army Knife:

A swiss army knife can be used for many situations.  These sales professional take on the persona of a problem solver, consultant, or expert.  I relate this to a multi-faceted approach, flexibility, and a singular focus on providing a desired resolution.  The customer usually feels their interests, opinions, and goals are taken into consideration.  This sales professional will ask questions rather than telling their client what they should do.  This approach enables the customer to TRUST the sales professional, and this is the keystone to commitment.  The swiss army knife is the preferred tool in survival situations because it provides the most value.

Consider being a better resource.  Consider being a Swiss Army Knife.  

What can a white label partnership do for your marketing firm?

1. Free up time and resources to focus on revenue-generating task and design task that you absolutely love and prefer to focus on. 

2. Instantly have access to grow your business exponentially without the large investment into new resources, employees, technology, training, insurances, taxes, etc.…

3. The ability to have constant SEO updates, and seamless Google algorithm updates each time they update 500-600 times a year for an endless number of clients. 

4. Create a stronger product for your clients! Create a new and scaleable cash flow stream, while freeing up time and resources to focus your business and its revenue generating tasks! 

#1 Reason you are not Closing

Author: Bradley B. Watkins

http://linkedin.com/in/bradleybwatkins

https://twitter.com/bradleybwatkins

Fear is the #1 reason Sales Reps do not close.

Most are so fearful of rejection they never attempt an actual close.

The best way to overcome the fear of closing is to train and prepare. 

A great resource to learn 100+ basic and more advanced closes is listed below. 

http://www.grantcardone.com/close-the-sale-app/

 I recommend downloading the Grant Cardone "Close the Sale" App.

Establish a mental library of closing material so you can attempt a close in every situation.

Sales is not merely talking to people, Sales is the art of influencing others.  

Be prepared. 

Do your clients hear you?

Do your clients hear you?

Sensual Selling

Author: Bradley B. Watkins

http://linkedin.com/in/bradleybwatkins

https://twitter.com/bradleybwatkins

"The 1^st step is to sound wonderful"

As humans we are Visual, Auditory, or Kinesthetic learners.

The quickest way to make rapport with a new customer and gain new business is to be attentive to your customer’s speech patterns and the “sensual” words they use.

Visual Ques:

Picture this, looks like, imagine this, or any other words that illustrate an image.

Tempo:

Speak very quickly to keep up with the images in their mind.

Sample phrases these clients use:

“I can’t see a way out of this.”

“We are looking into using your services.”

“Can you see what I mean?”

Auditory Ques:

Sounds like, listen, heard

Audio learners will verbally express their interest and enthusiasm!

Tempo:

Typically slower and more melodic than visual learners.

Sample phrases these clients use:

“It sounds like this would help me.”

“I heard what you said.”

Kinesthetic Ques:

Feeling, instinct, use of emotional words

You must appeal to the emotional motivations of these customers!

Tempo:

Varies depending on the emotional state of the customer.  This client lives in the world of emotion.

Sample phrases these clients use:

“I go on my gut feeling.”

“This feels right.”

“I’m just so nervous.”

Use this information to understand the deeper meaning of “putting yourself in the customer’s shoes”.

Sensual Selling

Sensual Selling

Author: Bradley B. Watkins

http://linkedin.com/in/bradleybwatkins

https://twitter.com/bradleybwatkins

"If they hear it, see it, and feel it, you will close it".

Great Sales Executives stimulate multiple senses to create the highest closing percentage on Qualified Leads.

Sales is a business built on relationships and commitments. The more senses you stimulate, the more deals you will close.

What this means in simple terms: 

1. They Hear the pitch 

2. They Hear the pitch, and See the paperwork that supports the pitch. 

3. They Hear the pitch, See the paperwork that supports the pitch, and Feel the positive benefits they would receive from your product or service!!

Follow my sales blog to receive automatic updates on next week's articles detailing strategies to successfully accomplish "Sensual Selling".  

Be The Resolution

Be the Resolution

Author: Bradley B. Watkins

http://linkedin.com/in/bradleybwatkins

https://twitter.com/bradleybwatkins

Don’t find fault, find a remedy.

- Henry Ford

Be a walking talking example for others.

1.  The team’s quality is determined by the quality of the team members.

2.  See the issue, provide a remedy. This is how you create value. The most valuable team members provide the most valuable resolutions.

3.  Walk the Walk. Hit your production goals, promote positive team building, be a “Shining Beacon of Positivity” for all of your team in times a stormy weather.

3 Tips to Increase Value Perception(VP)

3 Tips to Increase Value Perception(VP)

Value Perception(VP) 

A customer’s opinion of a product’s value to him or her.  It may have little or nothing to do with the product’s market price, and depends on the product’s ability to satisfy his or her needs or requirements.

Tip #1:    Solve a Problem

-  Value Perception is created by providing a massive resolution to the buyer’s problem, communicating  the resolution in a way the buyer understands, and closing.

-         The greater the problem, the greater the opportunity to create a High Value Perception.

Tip #2:    Create a Sense of Urgency

-         Creating a sense of urgency is REQUIRED

-         We as a society love, “Instant Gratification”, so even if your product/service offers a long time payoff, you must create an IMMEDIATE benefit to buyer.

-       Massive resolutions with immediate benefits = fast sales cycles

Tip #3:    Close

-         Nothing creates a higher Value Perception(VP) than a sales executive confident enough to relentlessly close on their product/service.

-         Understand that the pinnacle of Value Perception is closing the buyer.

-         Value your product/service high enough that you will unreasonably close on its benefits to the buyer. (This is deal magic, do this and your numbers will explode)

Author: Bradley B. Watkins

http://linkedin.com/in/bradleybwatkins

https://twitter.com/bradleybwatkins

3 Habits of Top Performers

3 Habits of Top Performers

Author: Bradley B. Watkins

http://linkedin.com/in/bradleybwatkins

https://twitter.com/bradleybwatkins

1.  First to Show Up, Last to Leave

-         Top Performers are the first to show up, and the last to leave.

-        Being “first to show and last to go” will create an advantage in ANY task.  

-        If you want to be a top performer, be the first to show up and the last to leave. 

-        The old sports adage of “Be the first and last off the field” applies directly to being a Top Performer in a sales office!

2.  Work with an Overwhelming Pace and Focus

-        Top Performers work at a Pace and Focus that is INTIMIDATING to average performers.

-         This is when average performers may say things like:

“Slow down, there will be more leads tomorrow”

“You are already at your call quota for the day”

-        Non Focused Chit-Chat takes $$THOUSANDS$$ from Inside Sales Employees, so talk, but talk about work.

-        The more Decision Makers, the more Presentations, The more Deals. So smile and dial.

3.  Superb Product Knowledge

-        Top Performers know what they are selling, and how it benefits their target client.

-        Top Performers know what Problems their target clients face, and they know how their product provides the Resolution.

-        Top Performers use this Product Knowledge to Create a Sense of Urgency for their target client. 

I.E. Why you should buy, and why you should buy NOW!

3 Tips to Get Through Gatekeepers

Author: Bradley B. Watkins

http://linkedin.com/in/bradleybwatkins

https://twitter.com/bradleybwatkins

Gatekeeper- an attendant at a gate who is employed to control who goes through it. a person or thing that controls access to Decision Makers.

Now that we have defined the role of a gatekeeper, here are 3 tips to move through them:

1. Introduce yourself and get the gatekeeper’s name before you ask for anything else.

-       Most sales reps will skip this step and directly ask for the Decision Maker.  Addressing gatekeepers by name will build professional rapport and allow easier access to Decision Makers.

-       If the first point of contact IS the Decision Maker, you will be able to address them by first name.

i.e. “Good morning, my name is (your name) with (your company), who am I speaking with this morning?”

2. Assume the 1^st point of contact to be the Decision Maker.

-       Many sales calls reach a Decision Maker without even knowing it.

-       Assuming the 1^st point of contact IS the Decision Maker will increase Right Party Contact(RPC) significantly.

i.e. “Who am I speaking with this morning? “

Once the name is provided……

“(Their Name), are you the (insert title) i.e. business owner, CFO, Sales Director, etc…?”

3.  Have a purpose and make it known!

-       Create a purpose statement and use it!

-       A gatekeeper should NEVER have to ask, “Why are you calling again?”

-       Be ASSERTIVE and CONFIDENT! State the purpose of your call with all the CERTAINTY in your bones!