Re-PURPOSE your product & price conversations to PURPOSE Business Conversations

Re-PURPOSE your product & price conversations to PURPOSE Business Conversations

Your objective is to change your typical product or price conversation to a PURPOSE business conversation.

You’ll be amazed at how much more you will learn about your client’s business and the incremental sales opportunities it will generate.  It will enable you to be strategic, proactive and brave – exactly what your client or new prospect is looking for. 

When we asked buyers & customers, we discovered that they felt that less than 10% of sales professionals were following a sales process or consultative framework during their meetings. How do we change this perception? The answer lies within the PURPOSE Conversation.

When we asked buyers & customers, we discovered that they felt that less than 10% of sales professionals were following a sales process or consultative framework during their meetings. How do we change this perception? The answer… Click To Tweet

Consistently applying the PURPOSE consultative framework in your customer conversations will truly distinguish you as a Top Sales Performer in the marketplace.

The PURPOSE Conversation is a simple framework.  It allows you to better focus on your client’s situation and business, thereby uncovering bigger & better opportunities. When you follow these steps in the PURPOSE sequence, you’ll be amazed at how much better your customer conversation will proceed. 

Let’s introduce you to PURPOSE:

Too often, we are preparing for a customer meeting in the client’s parking lot! To have a more effective and productive meeting, prepare at least 1-2 days in advance. Even just 10 minutes of preparation will create a better outcome for you- and leave you with a more satisfied customer!

To have a more effective and productive meeting, prepare at least 1-2 days in advance. Even just 10 minutes of preparation will create a better outcome for you and your customer! Click To Tweet

Say No to Achieve Your Goals

Say No to Achieve Your Goals

We don’t want sales goals to become new year’s resolutions that fizzle within a few weeks of the new year.

To achieve your goals this year, you need to be 100% committed to saying yes, and 110% committed to saying no to the DISTRACTIONS.

What will you say NO to?  Here are the Top 7 Distractions to say no to…

1. High Maintenance Customers who take up a lot of your time but give you very little in sales.

To achieve your goals, be proactive and focus your time on your ideal profitable customers.

Download the Ideal Client Analysis to determine your Ideal Profitable Customers. 

2. Not having a weekly plan that will help you achieve your 3-year and 1-year goals.

It’s Friday. How many meetings do you have scheduled for the next week and the next two weeks? 

Download the Weekly Time Blocking Chart to map out your Ideal Week.

3. Traveling for one client meeting

To maximize your travel time, what can you do to schedule at least 1-2 meetings in the area?  I live over an hour outside of the Toronto area and I do my best to schedule multiple meetings when I travel to a city. Clients and prospects are willing to see you when you are traveling from out of town, and are in their area.

4. Giving your best price quote?

Stop – don’t just send a quick quote or price. Schedule a conversation to better understand your clients’ needs and even more so their goals, outcome and business.

Stop – don’t just send a quick quote or price. Schedule a conversation to better understand your clients' needs and even more so their goals, outcome & business. #Sales #Leadership #Business #Success Click To Tweet

This way, you will be able to provide clients with a purposeful conversation and a 3-Option Solutions Proposal. This will turn the conversation away from price and allow you to focus more on their business.

Download the Option Proposal Template to help develop a stronger proposal solution.

5. Monthly Sales Targets

To be a consultative and brave seller, you must be focused on the bigger picture of your 3-year goals and your 1-year sales goals. Click To Tweet

6. Negative Self-Talk

Your internal dialogue and self-talk will affect your planning.  It’s easy to think, ‘This customer won’t be buying from me,’ or, ‘My price is too high,’ or, ‘They won’t like my solutions better than my competitors’ solutions.’ Say no to negative self-talk in order to improve your business outcomes.

7. Excuses

There is no shortage of excuses you can make as to why you can’t achieve your goals. The economy, the customer not returning your calls/emails, a competitor having a better price. Identify the obstacles, then create strategies to overcome these obstacles in order to stay on course and achieve this year’s goals.

One-year sales goals don’t work – learn this simple strategy to get your team to perform!

One-year sales goals don’t work – learn this simple strategy to get your team to perform!

#1 Reason why salespeople don’t achieve their goals: Their Boss!

According to Forbes Inc., the number of salespeople achieving their sales goals is only 57%. How many of your sellers achieved their goals this past year? Is your team above or below the 57% norm?

Here is what you, as their boss, can do:

Stop being their boss and become their coach!

When a sales professional is provided a goal or given an increased percentage to achieve their next year’s goal it doesn’t work. Why? Because it is the boss’ goal and not their goal – they don’t own it and therefore it’s not meaningful to them.

Ask each of your sales team members individually, what goal they want to achieve. Reality check, it will typically be higher than the goal you set for them!

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The Gift of Referrals

The Gift of Referrals

Asking for referrals is one of the most effective strategies to grow your business.

I recently realized giving the gift of referrals felt even better than receiving a referral…now please don’t stop providing us referrals – we are extremely grateful!

Kudos to Jay Lee – District Manager of FedEx who was strategic, proactive, and brave during our recent Prospecting Power group call. We were discussing the importance of asking for referrals – when Jay asked if I had any clients in the Mississauga area that I could provide a referral introduction. Of course, I was quick to offer AND willing to identify which companies matched his ideal referral type client. As I reviewed all the companies in our Salesforce database – I realized I could provide him with more than just a few names. This process of giving referrals helped me to realize that it felt good to give, rather than just receive.  (more…)

Self-Talk: Do you Stress Too Much in Anticipation?

Self-Talk: Do you Stress Too Much in Anticipation?

Are you the kind of person whose self-talk stresses them out too much in anticipation of the challenge ahead? Or, are you cool, calm and collected?

My daughter, Taylor, and I completed the Las Vegas half-marathon this past week. It was very fun to do this with my daughter – as it was her 1st half marathon and she recently started a marketing and sales role. It was my 10th half marathon.

Taylor and I had lots of discussions comparing running to sales during the training. Taylor realized that preparing and training were more of a mental effort than a physical one – just like in sales. We captured our thoughts before, during and after the race.

One thing we noted right away was how fascinating it was that our before self-talk was far lengthier and stressful than during the race itself. This is just like sales!

Before the Race Self-Talk:

The Las Vegas Half Marathon took place at 5 p.m. in the evening so we could enjoy the lights and nightlife of the Vegas strip. All the other half marathons (and even the one and only marathon I’ve ever completed) started in the early morning.

I have to admit, I was a nervous wreck when I woke up. I wondered how I was going to get through the next 10+ hours before the race started.

Taylor and I captured these thoughts during breakfast, on Race Day:

  • We wish we could run this race sooner.
  • There is too much time to worry and be anxious about this race.
  • It takes lots of work and patience to practice positive self-talk when negative self-talk just keeps pouring into our mindset.
  • A 10km would have been a better option than a half marathon.
  • What do we eat throughout the day to build and preserve our energy for a late day race?
  • We wish this race was on a Saturday night, so we could really party after the race and have Sunday as a recovery day.
  • I’m sleepy… perhaps an afternoon nap would be a good idea – which we did!
  • It’s difficult to be in a different city and time zone.
  • We are over-worrying about possible injuries during the race.

As someone who practices positive self-talk and puts myself into stressful presentation situations – and has already accomplished 9 half marathons – I was amazed at how MY own mindset was playing havoc with my mental-being.

So, we took a nap. When we started to see people gather for the race corrals from our hotel room, we turned the negative self-talk into positive energy and mindset.

During the Race Self-Talk:

At about the 2-mile marker, we got into our groove – starting to enjoy the fun, excitement and the Run Through Wedding! Here were our thoughts:Lisa Leitch and her daughter, Taylor, at the finish line in Las Vegas

  • I wish we dressed up, other than our Canadian jerseys. The sparkly tutus would have been more fun!
  • This is very cool to be in the middle of the strip – running with all the lights and dazzle of the casinos, people and nightlife around us.
  • We just passed the 5-mile marker – We got this!
  • At the 7-mile marker – we are over halfway. We got this! Ugghh – we still have 5 more miles to go though!
  • It’s very cool to be running into the old part of Las Vegas with very tacky motels and wedding chapels.
  • At the 10-mile marker, let’s focus on what we have to left to go – we are getting closer to the finish line.
  • Our bodies don’t hurt too much! No injuries or pain.
  • Start visualizing the finish line, just past Treasure Island and the Michelob Ultra beer.

As we ran the 13.1 miles, we never had any thoughts of giving up – we just kept focusing on putting one foot forward and cheering every time we passed a mile marker.

#Sales is just like running a marathon – don’t give up. Focus on putting one foot forward. And every time you pass a mile marker, make sure you celebrate. #Training #Running Click To Tweet

After the Race – Breakfast on Post Race Day:

While sipping mimosas and enjoying breakfast in the warm sunshine in an outdoor restaurant, we captured these final thoughts:

  • Yes, we did it!
  • We didn’t have our best time/pace – but it doesn’t really matter. We are very proud of our dedication to the training and race day to commit to being healthier.
  • Well worth it. Yet… not sure if we will do it again!
  • Very proud of Taylor who committed to this race, along with her fitness and weight loss goal

Have you noticed what your self-talk and mindset is like in your day-to-day life? What kind of phrases do you have on repeat when you’re gearing up to close a sale or when you’re in the thick of it?

What kind of phrases do you have on repeat when you’re gearing up to close a sale or when you’re in the thick of it? #SelfTalk #Mindset Click To Tweet

Do you stress too much? Do you have overpowering negative thoughts? I challenge you to notice your self-talk, write it down and look it over at the end of the day.

Don’t Set Goals for 2020

Don’t Set Goals for 2020

As we get ready to set goals for the milestone year of 2020, I have some advice that might surprise you… But hear me out.

Do NOT set just one-year goals.

You need to think beyond 2020. First, develop your goals for three years from now. Once you have the vision for the next three years, work backwards to then set your one-year goals. This strategy will help you begin your plan to achieve your long-term business goals now, instead of later.

Think beyond 2020. Develop your goals for three years from now, and THEN work backwards to set your one-year goals. #Selling #GoalSetting #Goals Click To Tweet

For example: you can double your sales goals in the next three years – simply by growing your business by 26% each year. So, your current goal is $1 million dollars. But in three years, you want to double your sales to $2 million.

Here’s how you can do that:

  • Year 1 : $1,000,000 + 26% = $1,260,000
  • Year 2: $1,260,000 + 26% = $1,587,600
  • Year 3: $1,587,600 + 26% = $2,000,376

Three-year goals are your key to success.

Here’s my secret to achieving your 3-year goal: simply set a 7-day activity every Monday – so you know what you’ll do in the coming week to get you closer to achieving your goal.

This method isn’t just about setting sales goals in your business. You can also use this strategy for your personal life as well.

Three years ago, I set a goal to complete 10 half-marathons. Next week, I’ll be crossing the finish line of my 10th half-marathon. To make it even more fun, I’m doing it in Las Vegas with my daughter, Taylor.

What a better place to celebrate this goal accomplishment!?

Take the time to celebrate your goal accomplishment – this matters. It’s the reason New Years Eve exists! Give yourself the opportunity to celebrate your goal success before you start the next fiscal year (and your sales number begins back at 0!).

#SalesLeader, celebrating your accomplishments this year matters. Give yourself the opportunity to celebrate your goal success before you start the next fiscal year (and your sales number begins back at 0!). Click To Tweet

Don’t be 1 of 2 sales professionals who won’t achieve their goals.

Did you know only 57% of sales professionals achieve their goals? Yes, that number is real.

At the beginning of this year, we hosted a few webinars and asked what is the biggest factor that is getting in the way of achieving your goals?

The poll results surprised us:

  • 24% said, “There’s just not enough time in the day.”
  • A few said their boss
  • …But 43% said it was them!

Did you catch that?

The sales leaders in our first webinar admitted that they were their biggest factor getting in the way of achieving sales growth this year. In our 2nd webinar, that number got even higher. Fifty-eight percent of the attendees also admitted that they get in the way of achieving their goals.

Do you get in our own way?

So, where do you land?

If you know you are the reason for not achieving your sales goals, I suggest making a list of all the obstacles that YOU allow to get in the way. In a 2nd column beside this list, identify a strategy for each obstacle to overcome this challenge.

I’m a learning junkie, and when I was attending my 1st session of Strategic Coach – a great program for Entrepreneurs – they had us do a similar exercise to set sales goals and stretch goals.

It was very empowering and encouraging to do this exercise! It improves your own self-talk, builds confidence, along with setting realistic actionable strategies that will help you to realize there is a way to overcome the obstacles and achieve your goals.

Our goal at Teneo is to help you, the Sales leader, do just that– with accountability and sound strategy.

“I was struggling to hit $400,000.  Focusing on ideal profitable clients, setting goals and stretching my vision of what I believe is possible has made the difference.  The results have been amazing! I hit the Million Dollar club then the $2,000,000 Goal with healthy margins and without sacrificing my family and fun!”

Bethany Brevard – Proforma Owner

Which three-year goal will you put into action today? Tell us in the comments below.