2020 Sales Solutions: Recent Episodes
William Eastman
2020 Sales Solutions: Attract The Willing, Solve Their Problems
More Customers, Faster Sales, Better Margins
Our mission is to help business owners and sales professionals increase revenue by improving the quality of customers and create higher margins. Instead of trying to convince prospects to buy, why not just:
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Attract The Willing and Solve Their Problems
- Attract The Willing: find people who want to buy your products and services by making them aware of your offer and raise their hands to start a conversation;
- Solve Their Problems: problem solving is the primary function of sales – you have the solution to their pain. Help them move quickly through the sales funnel to a solution and reduce your cost of sales.
Managing Partner for GrowthWorx - manages media channels.
Show 018 - Selling in the Chaos Guest Host: Patrick McFadden of Indispensable Marketing Start with making 2 lists: hyperconservative and hyperaggressive.
Hyperconservative - what is still working, what is still generating revenue?
Hyperagressive - what small actions can I take immediately, Look at what you sell/service, how you sell/service, whom you sell to or service, build on what skills and capacities you have to do new things.
Show 018 - Selling in the Chaos Guest Host: Patrick McFadden of Indispensable Marketing Start with making 2 lists: hyperconservative and hyperaggressive.
Hyperconservative - what is still working, what is still generating revenue?
Hyperagressive - what small actions can I take immediately, Look at what you sell/service, how you sell/service, whom you sell to or service, build on what skills and capacities you have to do new things.
The Selling Stages to Attract The Willing & Solve Their Problems - by Phone with Potential Customers. Target Surround Close
PLUS Top 5% metrics
The Selling Stages to Attract The Willing & Solve Their Problems - by Phone with Potential Customers. Target Surround Close
PLUS Top 5% metrics
The second third of the show was a discussion on sales techniques in this environment with John Richards of the Barter Authority and we closed with covering the main issues in the show notes.
The first 3rd of the show featured the "Rogues Gallery of Thought Leaders", an article and show we did in September of last year. We covered the concept of fragile by Nassim Taleb to describe where many small businesses find themselves today.
The second third of the show was a discussion on sales techniques in this environment with John Richards of the Barter Authority.
First 1/2 features Brandon Souba, Regional Education & Growth Director with BNI Heartland. Topics: How to ask for referrals, The right to ask for referrals, Effective follow-up, Selling with excitement, Selling is educational.
In the second 1/2 of the hour Host Donna Kunde, Guest Brandon Souba, and IBGR Station Director William Eastman discuss how to use Referrals to replace face to face meetings or attending networking meetings. The CoronaVirus impact on business will last at least 30 days, perhaps through the remainder of the year - why is this an opportunity and a threat to your business? Topics: Are you really an entrepreneur? Thinking out-of-the-box in a Corona world, Reallocating marketing & sales budget, Using yours and others 'Rings of Influence', Out-of-the-box sales and marketing.
First 1/2 features Brandon Souba, Regional Education & Growth Director with BNI Heartland. Topics: How to ask for referrals, The right to ask for referrals, Effective follow-up, Selling with excitement, Selling is educational.
In the second 1/2 of the hour Host Donna Kunde, Guest Brandon Souba, and IBGR Station Director William Eastman discuss how to use Referrals to replace face to face meetings or attending networking meetings. The CoronaVirus impact on business will last at least 30 days, perhaps through the remainder of the year - why is this an opportunity and a threat to your business? Topics: Are you really an entrepreneur? Thinking out-of-the-box in a Corona world, Reallocating marketing & sales budget, Using yours and others 'Rings of Influence', Out-of-the-box sales and marketing.
Show 013 - Facing FEAR or FACTS March 5, 2020|Show Notes
Managing Sales through Public Scares The coronavirus has many business owners fearful of what the future holds. The New York Times recently published an article insinuating that sick workers and “spooked customers” could threaten small businesses. The article was filled with “if” “then” statements of logic. “If the coronavirus causes workers to take sick days or customers to stay home,” then “it will be hard on all American companies.”
The problem with this magic 8-Ball “logic” is that nobody can predict the future. What we can do is make smart decisions based on the facts we have. We might even take lessons learned from similar experiences but applying mass logic to one or two examples is hardly a case for panic...
Show 013 - Facing FEAR or FACTS March 5, 2020|Show Notes
Managing Sales through Public Scares The coronavirus has many business owners fearful of what the future holds. The New York Times recently published an article insinuating that sick workers and “spooked customers” could threaten small businesses. The article was filled with “if” “then” statements of logic. “If the coronavirus causes workers to take sick days or customers to stay home,” then “it will be hard on all American companies.”
The problem with this magic 8-Ball “logic” is that nobody can predict the future. What we can do is make smart decisions based on the facts we have. We might even take lessons learned from similar experiences but applying mass logic to one or two examples is hardly a case for panic...
Show 014 - 2Q Sales Strategies March 12, 2020|Show Notes
Pandemic How do businesses not only survive, but thrive during a time of world panic? There was an eeriness in the air yesterday that I haven’t felt since the terrorist attack of 911. An energy ripple that stretched across the globe.
Typically, a show titled 2Q Sales Strategies would include a lively discussion around Easter, Mother’s Day, Memorial Day, Father’s Day... you know, the usual witty banter around gift baskets and flowers....
Show 014 - 2Q Sales Strategies March 12, 2020|Show Notes
Pandemic How do businesses not only survive, but thrive during a time of world panic? There was an eeriness in the air yesterday that I haven’t felt since the terrorist attack of 911. An energy ripple that stretched across the globe.
Typically, a show titled 2Q Sales Strategies would include a lively discussion around Easter, Mother’s Day, Memorial Day, Father’s Day... you know, the usual witty banter around gift baskets and flowers....
During the month of February 2020 Sales Solutions hosted our first series of expert guests. As each expert shared their sales strategies, there were three themes that came up:
- As a sales professional, you must have BELIEF in yourself, your product & your company
- Expert sales professionals are superb at IMPROV
- Adding NeuroLinguistic Programming (NLP) to sales copy and state management dramatically increases your success rate.
Also join the Mayor of Petersburg VA Sam Parham who is also a small business owner in the conversation.
During the month of February 2020 Sales Solutions hosted our first series of expert guests. As each expert shared their sales strategies, there were three themes that came up:
- As a sales professional, you must have BELIEF in yourself, your product & your company
- Expert sales professionals are superb at IMPROV
- Adding NeuroLinguistic Programming (NLP) to sales copy and state management dramatically increases your success rate.
Also join the Mayor of Petersburg VA Sam Parham who is also a small business owner in the conversation.
Does This Sound Like You You feel like you’ve hit this ceiling on your income because you can’t possibly work any harder and feel there’s no other way to bring in more cash flow....
Does This Sound Like You You are living a lifestyle which others envy, but you are in deep credit card debt and as months go by to keep up your lifestyle you borrow more, work long hours but are unable to get a handle on it...
Close the Sale: Provide all necessary documentation that incorporates your Statement of Work, Proposal, and Contract. Strategically use executive/owner to help close the sale. Schedule the project planning meeting. This is the fifth close.
PROSPECT TO CUSTOMER Demonstrate Understanding: Provide synopsis of previous conversations detailing the root cause of their problem, implications of failure to act, potential solutions you can provide. All of these have been previously discussed and should not surprise. This is the second close....
The How Identify Underlying Problem: Understand the customers pain; ensure you can track the situation from the first instance that came to their attention and the facts gathered to arrive at the decision the status quo is no longer acceptable....
The How Understand the Situation: Identify the facts; the customer has moved from being satisfied through dissatisfaction to taking action. It is critical to understand how they arrived at this decision......
Strategic Offline Networking - Part 2
Who’s in your room and why is that important? Today on mindset, we are going to talk about how to network Strategically to grow your qualified leads list, book appointments and close bigger sales more often.
Strategic Offline Networking
Who’s in your room and why is that important? Today on mindset, we are going to talk about how to network Strategically to grow your qualified leads list, book appointments and close bigger sales more often.
Show 008 - Suspect to Prospect: Navigating Sales Conversations The HOW! Every sale is the same. When I first heard that statement I was incredulous. How could that be? Is it true?
Every sale. It doesn’t matter what you are selling. Every sale is the same.
Qualified Leads > Suspects > Prospects > Customers (cont.) Qualified Leads Suspects Prospects Customers
Qualified Leads > Suspects > Prospects > Customers
Qualified Leads: based on a list of potential buyers, who fits your ‘perfect customer’ profile? Suspects: potential buyers who have become aware of your offer and have expressed interest in learning more. Prospects: suspects that have engaged you with buying questions. They must be PROACTIVE where they take some action to touch you, the relationship is not one-way. Customers: they have made a commitment to purchase your solutions, either at point of sale, within 30 days, or on credit.
9 Metrics to Measure the Performance of Marketing & Sales Actions: Brand Penetration Brand Congruence Competitive Intelligence Impact on Qualified leads Lifetime Value of New Accounts Cost to Acquire New Accounts Percentage of Qualified Leads to Closed Sales Time required to Close Average Sale Price
9 Metrics to Measure the Performance of Marketing & Sales Actions: Brand Penetration Brand Congruence Competitive Intelligence Impact on Qualified leads Lifetime Value of New Accounts Cost to Acquire New Accounts Percentage of Qualified Leads to Closed Sales Time required to Close Average Sale Price
Tools to Attract The Willing, Solve Their Problems Part 2
We use a 6 part model that is a continuous cycle with each component related to the others. If that sounds complicated, its not. Every time you learn something that information is incorporated into all the other pieces. The idea is to get smart fast.
The 6 Components of Effective Marketing
Tools to Attract The Willing, Solve Their Problems Part 1
We use a 6 part model that is a continuous cycle with each component related to the others. If that sounds complicated, its not. Every time you learn something that information is incorporated into all the other pieces. The idea is to get smart fast.
The 6 Components of Effective Marketing
Change Your Thinking CHANGE Your Results - Part 2 As you climb the mountain of success, sales can feel like pushing a boulder uphill. Without sales, there’s no cash flow, and without cash flow….well…
But what if you could stop pushing and start ATTRACTING your ideal clients? That is the topic of today’s show.
There is so much to talk about in this topic that I’m going to have a hard time drilling it down to a one hour show!
Change Your Thinking CHANGE Your Results - Part 1 As you climb the mountain of success, sales can feel like pushing a boulder uphill. Without sales, there’s no cash flow, and without cash flow….well…
But what if you could stop pushing and start ATTRACTING your ideal clients? That is the topic of today’s show.
There is so much to talk about in this topic that I’m going to have a hard time drilling it down to a one hour show!
Part 2: Sheeple don’t grow businesses, Seth Godin says “Stop Sheep Walking”, You can’t build a 2020 business if you’re still following last decade (or even last century) “Ad Men” Sales practices, Open Door FORMULA: Mindset + Marketing = Sales, Open the door - the world is waiting for YOU, Most business owners are good TECHNICIANS.
Part 1: The NEW Science to Grow Your Business, Open the Doors and See all the People, Chess or Checkers - Your Move
This is Show and Podcast #001 of our newest program Sales 2020. We have combined our Monday-Thursday Show Living On Your Terms and the Friday-Sunday Show Solutions On Demand into a single focus - driving sales for your business.
Part 2: However, the real reason for the new show Sales 2020 is to address your concerns and honor the feedback. Donna Kunde, and myself William Eastman as well as a number of subject matter experts will share with you what we are learning and using to drive sales for a marketing agency - GrowSales.Agency. During each show we will discuss what is working and why, or what we have learned and trying right now - in real time.
This is who we are, now who is the ideal listener? Going forward we will be using the term business owner to cover owners, entrepreneurs, and independent contractors. We see our audience comprising 3 groups:
Millennial Startups - entrepreneurs under 40 starting a business who are comfortable with the new technology but need help making it work in a business context,
Boomer Work Outs - owners who have been in business for a long time looking for the best exit strategy and need help making the new technology work.
The third group are those owners Beyond Startup with a 10 year or more time horizon looking for fast and sustainable growth. We offer something that group needs to achieve their goals.
This is Show and Podcast #001 of our newest program Sales 2020. We have combined our Monday-Thursday Show Living On Your Terms and the Friday-Sunday Show Solutions On Demand into a single focus - driving sales for your business.
Part 1: Our decision for the change of format was based on feedback from our prime audience - independent contractors, entrepreneurs, and business owners who asked us to tighten the focus on one subject everybody has in common regardless of the economy - sales.