Sell the Sizzle: Recent Episodes
Mick Holly
Mick Holly has a 40 year sales career helping to build a $100 million business across two continents. He has coached hundreds of sales people and has identified the essence of success and can help you avoid the pathology of failure. He shares his sales secrets and interviews other sales mentors to help you sell your idea, product or service. The podcast shows how to sell the sizzle (benefits) versus the steak (features) so you can be a sizzling success
🔥 Unleash the power within! In this electrifying episode of Sell the Sizzle, we dive deep into the art of motivation and unveil the secrets to creating your own motivational on/off switch. Imagine having the ability to ignite your drive at will, propelling yourself towards success with unwavering determination.Join Mick Holly as he explores actionable strategies and mindset shifts that will empower you to harness unstoppable motivational impetus. Discover how to flip the switch, turning your motivation on when needed and dialing it down when it's time to recharge.(0:00) Introduction and Opening Remarks(3:50) Harnessing Stored Energy and Understanding Human Behavior(7:28) The Power of the Mind and Dispelling Myths about Motivation(10:17) Visualization, Goal Setting, and Tips to Release Energy(14:13) Finding a Profound Purpose and Setting High Targets(16:28) Embracing Fear and Overcoming Challenges(18:43) Avoiding Negative Influences and Focusing on Positive Activities(20:21) Starting the Day with Gratitude and the Importance of Knowledge(21:35) Visualizing Success and Achieving Your Goals(22:04) Conclusion and Invitation for Reviews(22:42) Promoting the Website and its Features
🎙️ Welcome,Sizzlers, to a power-packed episode that's about to revolutionize the way you present your ideas! Today, I have the honor of hosting the maestro of the stage, the virtuoso of the microphone, the one and only Steve Lowell! 🌟 With a jaw-dropping record of over 3,500 keynotes under his belt and a trophy case bursting with speaking accolades, Steve is here to spill the secrets on how to turn your presentations into captivating performances that not only sell your ideas but leave your audience craving for more. This episode is your backstage pass to presentation mastery! 🚀Get a FREE copy of Steve's award winning bets seller: Stage Fright to Spotlight here: stevelowell.com/free-book
(0:00) Introduction and guest Steve Lowell, professional speaker(1:59) Steve Lowell's journey to professional speaking(6:04) The difference between professional speaking and business speaking(10:32) Position yourself as someone they need not someone they don't need(14:43) Introduction to Steve's book "Deep Thought Strategy"(16:44) Positioning yourself as a solution to a customer's problem(20:33) Three outcomes to achieve for successful sales(25:21) The role of storytelling in sales(29:57) The importance of preparation in professional pursuits(30:36) Go through your content until your content goes through you(35:07) Steve Lowell's coaching services and offering to the audience(43:17) Show conclusion and call to action(44:00) How to use the AI search bar at sellthesizzle.net
Comfortable is a would I would choose to describe an old sofa. Sadly many people consider it a business destination. In this show my guest Nicky Billou wants to wrestle you from comfort and embrace challenges. He shows how we can be thought leaders to inspire others to grow.(0:00) Introduction and guest Nicky Billou's backstory(6:30) Reflection on the importance of freedom and ambition(10:03) Discussion on comfort, ambition, and transformation through thought leadership(15:01) The impact of thought leadership on work-life balance and financial freedom(16:22) Selling value over time: traits of successful professionals(20:59) Overcoming self-doubt and adversity: embracing the thought leader within(24:33) Applying personal adversities to business growth and the importance of belief in success(28:44) Persistence, commitment, and overcoming challenges in business and personal life(32:30) Becoming a known thought leader: value of podcasting and being a podcast guest(38:19) Key takeaways from the conversation with Nicky Billou and closing remarks
Why do some ideas and phrases stick in our minds? I talk to James Bond author of Brain Glue on the science behind making your ads and marketing campaigns stick like glue so you stand out and are never forgotten. Don't miss this oneFind James's book Brain Glue here: https://cf.fasterbuyer.com/brain-glue
Or go to Amazon and click this link: https://a.co/d/cpE8gjS
(0:00) Introduction to the episode and guest - James I Bond(3:24) James I Bond's background and selling strategy (5:54) Winning Seagrams and the role of brain patterns(11:20) Resonating with the audience and importance of compelling business names(18:16) Understanding your target customer and powerful persuasion techniques(26:08) Hiring James I Bond and growing your business(31:32) Steps to creating a successful sales pitch(39:16) Emotional side of selling and quality explanation(41:01) First seller vs. second seller and closing a sale(44:22) Using customer testimonials and purchasing "Brain Glue"(46:28) Use of artificial intelligence in sales and closing remarks.
In this episode, Mick Holly chats with guest Jake Stahl about the psychology of sales and overcoming cold-calling fears. They discuss empathy in sales, common pitfalls, and AI's role in customer service. Stahl introduces his book, "The 2/10 Rule: Why Cadence Trumps Content," and its application in sales. They weigh sales scripts, the power of silence, and share Stahl's first sale and most creative customer acquisition strategy.(0:00) Introduction and welcome to guest Jake Stahl(5:09) Understanding the psychological approach to sales and overcoming the fear of cold calling(13:15) The importance of establishing empathy in sales and common pitfalls in sales processes(16:25) Mention of Grant Cardone's 10X coaching program and the role of AI in customer service(20:26) Jake Stahl's upcoming book, "The 2/10 Rule: Why Cadence Trumps Content" and its application in sales(26:11) Pros and cons of sales scripts and incorporating the 2/10 rule into them(32:15) The power of silence in sales and its psychological impact(33:31) Jake Stahl's first sale and his most creative customer acquisition strategy(36:40) Connecting with Jake Stahl and wrapping up the conversation(37:47) Jake Stahl's closing remarks and upcoming book
In this episode, Mick Holly chats with Roy Osing author of Be Different or Be Dead. Roy shares how he took a business from startup to $1billion is sales through Audacious Unheard of Marketing. He also reveals how to craft your ONLY STATEMENT - how to position yourself as truly unique. Don't miss this episode!You can contact Roy at:
roy.osing@gmail.com
or go to his website:
https://www.bedifferentorbedead.com/
(0:00) Introduction and welcoming remarks(2:23) Building a successful internet business with Roy Osing(7:00) Marketing to cravings instead of needs(10:24) Targeting specific customer groups for business growth(14:57) Delivering a unique customer experience(21:13) Differentiation vs. Distancing: The power of the 'only statement'(27:25) Developing a strategic plan: Declaring growth intent and defining customer groups(31:00) The structure of business objectives and the importance of review(35:50) Audacious leadership in business growth(40:51) From selling to serving: The power of building relationships(49:32) Getting the sales compensation plan right(55:13) Closing thoughts, advice and promotion for Apple Podcasts reviews and 'Sell the Sizzle' website
Get ready to dive deep into the world of sales on the 'Sell the Sizzle' podcast! In our latest episode, we unravel the fine line between authentic sales skill and cringe-worthy sales spiel. Ever encountered a pitch that felt oily and insincere? We break down the key differences and share tips on how to evolve from a scripted salesperson to a genuine rainmaker. Join us as we cut through the bull and explore the art of selling with confidence, authenticity, and a touch of edginess. Stay tuned for valuable insights that will transform your approach and make you a true sizzle-selling sensation!"(0:00) Introduction and the dichotomy between sales skill and sales spiel(3:04) Discussion on "With Winning in Mind" by Lanie Bassham and the role of subconscious mind in sales skill(7:04) Exploring the nuances involved in sales skill and the negative elements of sales spiel(10:37) The importance of a sales script and imprinting it into the subconscious mind(14:01) The role of brain's plasticity, negative thoughts, and quality training in sales skill(18:23) Perfecting your sales skills with practice and consistency(20:01) The importance of role play and training in sales(24:31) Selling the sizzle, not the steak(26:46) The power of persistence in sales(28:31) Closing thoughts and preview of the next episode
In this episode, Mick Holly shows how by time warping your prospect into the future you can overcome any sales barriers. He delves into future-visioning and collaborative exploration with prospects, discusses emergent thinking's impact on sales conversations, and considers the role of emotion and imagination in sales. The episode concludes with thoughts on differentiating oneself from competitors through future-visioning.(0:00) Introduction to the episode(1:15) Relevance of Albert Einstein's quote to sales(2:44) Analogy on selling benefits over features(4:11) Schrodinger's cat experiment and its relevance in sales(5:40) Future-visioning and collaborative exploration with prospects(7:08) Emergent thinking and its impact on sales conversations(8:09) Role of emotion and imagination in sales(10:12) Differentiating yourself from competitors through future-visioning(10:41) Conclusion and final thoughts on time travel in sales
Hey there, izzlers! Ever feel like your business graveyard is expanding, tombstones engraved with "Lost Opportunities" and "Missed Conversions"? Well, it's time to step into the role of the Lead Whisperer. In this podcast, we'll unveil the magic elixir: speed. Picture yourself as a caffeine-fueled cheetah sprinting towards follow-up, leaving the competition in the dust. Why? Because in the sales world, prompt action is the key to converting those leads and preventing them from becoming lifeless bodies in someone else's graveyard.(0:00) Introduction and episode overview(1:56) Challenges with lead follow-up and the problem with lead graveyards(3:42) Becoming a 'lead whisperer' and the importance of follow-up(6:31) Introduction to 'Felix Felicis Vendicio' potion and the magic elixir of speed in sales(8:38) The power of being the first to respond and the importance of quick response in lead conversion(10:11) Persistence in sales and the importance of presenting multiple offers(12:46) The role of AI in sales follow-ups(14:37) Conclusion and final thoughts(15:18) End of episode and outro
How to turn sweaty palms into powerful handshakes!If the mere thought of sealing the deal makes you break into a cold sweat, fear not – you're in the right place. I'm your host Mick Holly, and in today's episode, we're diving deep into the art of closing, demystifying the process, and transforming it from a nerve-wracking moment to a rewarding service for your clients. Get ready to bid farewell to hesitation and welcome the payday you deserve. So, whether you're a seasoned pro or just dipping your toes into the sales waters, join me as we explore the secrets of closing with confidence. Don't just reach the end of your sales process; own it! 🚀 #ClosingConfidently #SalesSuccess #SealTheDeal(0:00) Introduction to the episode(1:20) Discussing the role of closing in sales(3:29) Understanding the difference between closing and selling(5:38) Exploring the discomfort around closing and its root causes(7:19) Viewing closing as a service to customers(9:08) Becoming a great closer: Learning through experiences(11:30) The importance and value of closing the transaction.
If you are a sales professional who finds themselves in a frustrating slump, struggling to close deals without knowing where you are falling short. If you're yearning for a breakthrough but can't quite pinpoint the problem, this episode is your compass to success. Join me as I provide easy yet powerful diagnostics to identify and elevate your sales game. Discover actionable insights and expert advice to propel you out of the slump and into a realm of consistent, game-changing success.(0:00) Introduction to the episode and discussion on the week's topic: diagnosing sales performance(2:00) Introduction of the 3 A's for diagnosing sales performance: Attitude, Approach, and Activity(2:38) Deep dive into the importance of Attitude in sales(7:17) Detailed analysis of the Approach aspect in sales(10:20) Discussion on the role of Activity in sales success(12:37) Self-evaluation tips using the 3 A's(13:30) Additional strategies for debugging sales performance issues(15:22) Advice on managing unfinished tasks and maintaining a clear mind in sales(15:33) The significance of conviction as a salesperson(16:52) Episode conclusion and recap on the 3 A's and the importance of conviction in sales
Strap in for this podcast as Mick Holly drops truth bombs on why networking is the key to success. Forget the old-school cash-is-king mentality—Mick spills the beans that "your net worth is equal to your network." He dishes out gritty personal tales, hypes up rubbing shoulders with visionaries, and serves up street-smart tips on crafting a powerhouse network. Mick's laying down the law: connect or get left in the dust.(0:00) Introduction to the episode(1:09) The power of LinkedIn and networking(2:20) Impact of your closest circle on your net worth(3:32) Networking vs. academic qualifications(5:47) Joining networking groups and their benefits(7:34) Crafting your network and post-Covid networking(9:30) Surrounding yourself with positive, visionary people(11:38) Correlation between your network and future net worth(12:52) Growing your LinkedIn network and conclusion
Welcome to the most unconventional podcast on sales and marketing, where we're here to shatter the myth that underpromising and overdelivering is the path to success. In this episode, we'll show you how to break free from the monotony, grab attention in a world flooded with ads, and make bold promises that drive your business forward.We've got the four B's to turn your business into a booming success. So, get ready to challenge the status quo, because being bland is not an option here. It's time to be bold and stand out from the crowd.(0:00) Introduction and episode overview(0:55) Impact of underpromising on sales(3:37) Importance of a bold promise in sales(4:15) Comfort vs success in sales(5:03) Capturing attention with a bold promise(7:52) Introduction to the 4 B's to create business boom(12:52) Concluding thoughts and episode summary(13:33) Next episode preview.
In a world that often celebrates flawless outcomes, we're here to remind you that it's the journey, the lessons learned, and the small steps forward that truly matter. Better to stumble than not begin. Here are some tips you can use to make daily progress to your sales and life goals.(0:00) Introduction and Topic Reveal: Progress is better than perfection(0:53) Exploration of fear and perfectionism in sales (1:52) Tips for moving forward in sales(2:26) Living in your calendar, not your email: A key strategy for salespeople(3:12) Revenue-generating tasks: The secret to a productive sales day(4:45) Distinguishing between sales and customer service roles(5:09) The role of a 'rainmaker' in sales(5:57) Conclusion and episode wrap up
In today's episode is nothing short of thrilling. We're diving into the elusive world of securing a meeting with the top brass, the big cheese, the CEO.In the vast realm of sales, it's often the ultimate decision-maker, the CEO, who holds the keys to success. But reaching this elusive figure can be as challenging as hunting a lion in the African savannah. They're highly protected by gatekeepers, hidden contact information, and a relentless schedule.(0:00) Introduction by Mick Holly(1:02) The importance and challenge of reaching the CEO(3:02) Strategies and approaches to reach the CEO(6:13) 5-step strategy to get a meeting with the CEO(9:12) Detailed explanation of Steps 1 to 3: Research, Trojan Horse, and WIFM Radio(14:42) Steps 4 and 5: Roleplaying the conversation and securing the meeting(16:30) Tips on reaching the CEO outside normal hours(17:06) Follow-up strategy and leveraging research(18:18) Rehearsing the pitch and making the offer(19:03) Recap and conclusion: Securing the meeting with the CEO
If you can't master objections you cannot start or advance the sale. If objections derail your ability to build value with the prospect you can't close the deal. In this episode I reveal 5 secrets that will pave the way to mastery. (0:00) Introduction to the episode: Mastering Objections(1:18) Understanding and handling common objections in sales(3:27) The 5 secrets to handling objections: An in-depth discussion(6:56) Unspoken objections: The silent killer in sales(9:42) Interpreting objections as signposts leading to a sale(13:12) Case Study: Handling objections in a pressure washing business(16:29) Resilience in sales: Pressing forward despite objections(17:01) Homework: Steps to identify and categorize objections(17:22) Role play exercise: Practice and mastery of handling objections
How can you be a sizzling rainmaker when you have no leads? Where are they and why isn't your organization delivering them to you so you can close them? In this episode I will clarify where your leads are slipping through the cracks and how to ensure they reach you, the killer closer!(0:00) Introduction(1:37) Misaligned Messaging in Lead Generation(3:17) Your Website vs Successful Online Marketplaces(5:22) The Downfall of Poor Lead Follow-up(6:18) Engineering Your Own Lead Flow(8:06) Five-Step Formula for Successful Lead Conversion(11:04) Role of Automation in Lead Conversion(12:06) Making Compelling Offers and Closing Deals(12:57) Conclusion and Final Thoughts
Welcome to the future of sales! In a world where business moves at the speed of thought, you need more than just strategies; you need a revolution. Get ready to unlock the secrets of skyrocketing your sales with cutting-edge technology as your ally. This episode unleashes AI," I'm your host, Mick Holly, and I've brought my extensive experience in sales and marketing to the forefront. Together, we'll explore the game-changing power of Artificial Intelligence, diving deep into real-world examples, success stories, and actionable tips that will propel your business to new heights. Buckle up, sales pros, because the AI revolution is here, and it's time to seize the future.(0:00) Introduction and Significance of AI in Businesses(3:40) Leveraging Visibility and AI for Business Growth(7:34) AI in Lead Generation and Prospecting(12:47) Websites as Magnets or Force Fields for Lead Nurturing(15:26) Overcoming Spam Fears and the Power of Email Marketing(18:36) Proactive Marketing Campaigns and Call Returns in Business(21:40) Importance of Responsiveness and Managing Missed Calls with AI(23:50) AI in Customer Communication and Scheduling Sales Meetings(25:13) AI in Reconnecting with Past Customers and Lead Generation(27:41) AI in Streamlining Sales Processes and Future of AI in Sales
In the world of sales, where every conversation, every negotiation, and every decision can make or break a deal, the power to control the process is like a hidden treasure chest waiting to be discovered.
We've all been there—the uncertainty, the doubts, the dance of persuasion. But here's the secret: you can take the reins and steer the sales process with confidence and finesse.
In this podcast, we'll unlock the strategies, tactics, and mindset shifts that will empower you to become the master of your sales destiny.
We'll explore the psychology behind buyer behavior, uncover the hidden fears that can derail a sale, and provide you with the tools you need to address them head-on.
Prospects search for features, but they buy advantages and benefits.
They equate features with price perception, thinking more features mean a heftier price tag and complexity. On the flip side, they associate benefits with value.
In this episode, we're going to be your bartenders, mixing up the perfect cocktail of sales success. Join us as we reveal the secret recipe, the right proportions of features, advantages, and benefits that will have your prospects raising their glasses to your pitch. Get ready to stir up your sales game like never before!
"🎙️ Uncover the Hidden Pitfall: Too Many Choices in B2B Sales! 🛒
Are too many options drowning your sales deals? Dive into the surprising science behind buyer overload. Join us as we reveal real-world case studies and expert insights that show how trimming down choices can supercharge your B2B flooring business. Discover the power of a prescriptive approach that guides clients confidently to the perfect solution.
🏢🛋️ Tune in now to transform your sales strategy! 🚀 #SalesMastery #PrescriptiveSelling"
This is the episode you've all been waiting for: "How to Get More Money." And let's be real, who doesn't want more money? Especially if you're a sales dynamo, craving more excitement, more experiences, and more cash to splash.
You've set your sights on a million-dollar commission, but here's the kicker: how do you transform that goal into reality?
Let's shatter the myth. This ain't about money; it's about people. Money isn't hiding under a rock somewhere. It's in the hands of people, the ones who need what you offer. The problem isn't a cash shortage—it's obscurity. Your prospects are out there, wallets bulging with green, but they don't know you exist.
Learn how to get in front of the people with fat wallets!
Join me in this captivating episode as we draw parallels between the intriguing world of Sherlock Holmes and the high-stakes realm of sales.
Just like Holmes meticulously unravels mysteries, salespeople navigate the enigmatic landscape of prospects and negotiations. Discover how the techniques that make Holmes a master detective can be metaphorically applied to supercharge your sales game.
Explore the power of keen observation, and learn how to decode body language, uncover hidden cues, and tailor your pitch with surgical precision. Dive into the art of deductive reasoning, where seemingly unrelated data points are connected to create a compelling sales narrative. Unearth the secrets of asking the right questions to unveil your prospect's true needs and challenges.
We'll delve into the world of data analysis, revealing how you can harness market trends, competitor strategies, and prospect insights to your advantage. Tune in to gain insights into effective communication techniques that help you articulate your value proposition with clarity and impact. Embrace a problem-solving mindset that transforms you into a solution-oriented sales professional.
From building authentic relationships with your prospects to mastering the art of presentation, this episode will equip you with the tools to become the Sherlock Holmes of sales. Unleash your inner detective and embark on a journey to solve sales mysteries, guiding your prospects towards solutions that make them feel truly understood. Don't miss this episode packed with actionable strategies that will elevate your sales game to new heights.
No-one ever achieved anything spectacular in life or business on their own.
The most successful athletes and business moguls all had great coaches or mentors.
Today I discuss the power of having a grate coach and what it can do to raise your game
You can have all the sales talent in the world, charisma, gift if the gab, silver tongue. But you will be beaten by those who take more action--the hustlers, the fighters, the Sizzlers.
Today I discuss why sales is a verb and the actions necessary to succeed
Are you frustrated you don't have enough opportunities in your pipeline. In this episode I reveal how you can get spectacular results by putting on new spectacles!
Incremental improvement wont help you achieve success. Real progress only comes when you set goals to tenfold your sales, finance and life.
In this episode I'll bring the power of 10X goal setting to life through my own personal ambition.
At any point in time only 3% of your audience are ready to buy. 7% are open but the other 90% are not listening.
The trick to doubling sales is for you to be the person they think of when they are ready to buy.
In this episode I'll show you how to appeal to more of your audience through a strategic education based approach
As a salesperson you will need to take your prospect on a sales journey that goes from No yo Yes.
In between is an abyss. We often fear the abyss as it is filled with emotion--your prospects are not robots they are people and they make emotional decisions.
You have to navigate emotional discomfort to reach your goal. This podcast shares ideas on how you can do that so you will never fera picking up the phone or getting a sales meeting as you know you can deal with the abyss
Great salespeople don't do different things.
They do things, differently.
One of those thing is they don't give sale presentations, they create great sales performances.
They entrance, engage and enchant through powerful stories that compel their prospects to action.
Let's talk about building your stories!
Creating a first impression is crucial. It used to be formed when you made eye contact and shook hands.
Today your first impression is made on social media.
In this episode I give you 5 ways to improve your first impression on the most important business to business medium, LinkedIn
Whether it is in sales or life, you can aspire to greatness. First, to exceed your wildest expectations, you need to have wild expectations!
In this episode I contrast a life of "being comfortable" to one of growth and achievement and I share some techniques to help you unlock your full potential
I reveal my real life experience trying to get my air conditioning unit repaired. I went with a great company, a talented and engaging technician yet a couple of missteps had me go with a competitor.
They lost the deal they had already won. Some key lessons here. Make sure you don't commit the same errors and wrestle defeat from the jaws of success!
I've watched and listened to hundreds os sales calls. I've noticed in 90% of those that the seller gets uncomfortable in talking price.
They make 3 big mistakes:
- They don't talk about the price at all (and you can't close without a price)
- They introduce price too late
- Price is introduced as a negotiation resulting in discounting and margin erosion.
In this episode I teach you how to have price confidence and give you techniques to introduce it early to allow you to close more deals at higher margins
You can't close a deal in sales or in life if there is conflict or disagreement. If there are two people in a conversation and one is in agreement there can be no conflict.
This episode discusses how to build your "agreement muscle" or your "agreement reflex". It will allow you to bond with your prospect and move to a successful close.
This principle is a game changer and separate the amateur sales people from the Sizzling Superstar professionals
Often selling is one to one. Marketing can help you sell to many.
The first job in marketing is getting attention. No-one will can buy from you if they don't know you.
In this episode I'll show you how to get attention so more leads come into your sales funnel so you can close more deals
Cadence is rhythm and flow. It is how you can literally sing to your prospects so your sales melody becomes locked in their consciousness and will play when they are ready to buy.
I show you how to create a follow up cadence for 90 days that will double or 10X your sales
The job of the salesperson is to deliver the decision maker to the sales process, engage with them and close the deal.
In this episode I share 4 ways to engage with the decision maker so you can close more deals
What behavior do you or your salespeople exhibit?
Cannibals tend to feed off existing accounts
Carnivores are the T-Rex of sales They hunt and kill. They bring in new logos.
Learn how to activate your carnivorous DNA!
The best product, service or person never beats the product, service or person who is best known.
Emerge from obscurity. You must grab attention to get known. Money follows attention.
This episode discusses the importance of promotion and ways to capture attention so you can sell to more people
One of the keys to closing the deal I headlined last week is following up.
The average salesperson makes two calls. 80% of deals are made on the 5th to 12th call.
In this episode I give you 7 ways to easily and effectively follow up so you can be a sizzling success
Sales Closers are not born. They are made. They learn the sales process and hone their craft.
In this episode I ;ay out the 6 step sales process and then the 7 reasons why people fail to close the deal
Good salespeople set goals. Many of them write them down. Rainmakers go a step further. They setup systems that ensure their goals are met and/or exceeded.
We'll touch on 4 essential systems with an emphasi son the first one--Your Lead generation System.
- Lead Generation System
- Sales Pipeline Management System
- Daily Work Execution System
- Belief System
Win First and Fight later is an axiom from Sun Tzu, the author of the Art of War.
Sizzling sales rainmakers win deals in the discovery phase, and don't claw and fight late in the battle with the only weapon left which is lowering the price.
In this episode we discuss the importance of getting involved early and how to accomplish that
Executive Presence is exuded by some people. In this episode I explain it is not a genetic gift. It is a capability you can build.
Here are 5 ways to build it so you can be more confident, more assured and win more deals
Great salespeople don't do different things.
They do things differently.
In this episode I share two things all salespeople do but do them in a different way to deliver greater success
Objections are not an evil to be avoided!
They are signposts for your sale.
To be a sizzling sales success you need to have objection handling skills in your arsenal.
In this episode I'll give you ways to effectively disarm objections and suggest the key reasons why you might seed objections you want your prospect to voice
Finding and acquiring new customers is critical for your business.
In this episode I share the 5 pitfalls I most frequently see commercial contractors making when trying to attract new business.
I'll also share techniques to overcome these shortcomings so you can dramatically improve your lead generations and customer acquisition
Sales is a lagging indicator.
Belief is THE leading indicator.
Top sales sizzlers exude total conviction in themselves, their service sand their company. This compels their prospects to buy from them.
This conviction comes from their inner belief system, Today's show emphasizes that your mind shapes your beliefs and you can program it for failure or for sizzling success. You won't want to miss this episode.
To produce consistent sales even in economic downturns, you need to prospect for new business.
The most effective prospecting tool is the telephone. Many are scared of picking up the phone to call new prospects. Thye fear rejection.
In this episode we show how to overcome those fears and to make phone prospecting a core discipline on the road to sizzling sales success.
Specifically we will discuss how to leave voicemails that get returned
Growing sales is always challenging particularly in a competitive bid environment.
In this episode we look at 4 Ways to Grow Sales via the 4 R's:
Reconnect: Awakening Past Relationships
Reap: Harvesting the Bids already in Your Sales Pipeline
Reach: How to Get the First "Hello" --getting new prospects
Referral: How to Convert One Job into many.
One of the biggest reasons we fail to make the sale is we don't get to the decision maker early enough or at all.
The job of you the salesperson is to deliver the decision maker to the sales process.
In this episode I'll talk about when and how to engage the decision maker and the consequences of not doing so.
After analyzing over 1,000 competitive sales campaigns I've discovered they fall into three types:
- The Bake-Off--the salesperson believes their product has the best product features. The best looking pie wins. Typically there is an over reliance on product features and relationships are overlooked
- The Trade-Off -- the salesman swoops in at the 11th hour and trades away their margins and tries to secure the deal on price alone.
- The Lift-Off -- Rainmakers start their selling process before the bid goes public. They act as advisors and often have won the deal at high margins before the Bakers and the Traders have woken up!
This episode dissects the pros and cons of each and shares tips on how you can win. Check the show notes at www.for a downloadable PDF that compares these different sales behaviors at Sellthesizzle.net
Luke Canup VP Cherokee Commercial Floors is our guest today.
He has a storied career in construction and commercial flooring. '
In one year he increased his company's sales by 20% and raised gross profit margins by 20%
In this episode he shares some of the ways he did it and you can take away some tips to increase your own margins!
Many salespeople focus on what they do or how they do it. Your prospect is less interested in the what and the how. They have a problem or need. And they want to know you understand and empathize with that problem or need and can address it.
Whn you show your prospect you intimately understand their problem and know how to solve it your credibility and authority will expand. That means you can win more delas and command a price premium
I explore the difference between value and price. When a prospect tells you "you are too expensive" you may be tempted to reduce price. DON'T! Reducing price does not create a more valuable product or solution. It only means you and your compnay will make less money! The answer for our Sizzlers is to show the VALUE you can bring. This episode will give you ways to sell your product/service even if you are wildly more expensive than your competition.
To win the sale you must fervently believe your solution will benefit the client. You must present your case so confidently that you will stand out. The outcome will be you are so compelling the client cannot resist working with you. Or they will say no --your offer is so clear that it does not fit. Either way they understand your offer and will repsect your conviction. What I've found is that many of these clinets who dont buy the first time around will often call you because they felt you really believe in the value you bring.