Nail The Sale: Recent Episodes
nancy@nailthesales.com, Nancy Monsipapa
Rick and Nancy developed Nail the Sale sales training for entrepreneurs that struggle with making enough sales to sustain their business. We provide training, tools and resources to help anyone gain the skills necessary to succeed in selling. The podcast is broken down into ten to twenty minutes segments on topics that you can apply right away. One on one sales consulting is available for the entrepreneur or their sales team that would like personalized consulting.
Calling from his base in Portland, listen in as Nancy interviews Tom Williams about the advantages of using Deal Point, how Tom identifies and solves issues in businesses, and how he works through his own sales process.
How can one letter help you improve your work cycle? Listen in as Rick and Nancy discuss how the four D's (Do It, Delegate it, Delay it, and Delete it) can aid you in increasing productivity and sales.
With the world constantly changing around us, how will you react? Listen in as Rick and Nancy discuss the four tendencies of reaction so that you can gain a clearer understanding of your thought process.
1) Upholder
2) Obligator
3) Questioner
4) Questioning Rebel
In a new era of COVID-19, listen in as Rick and Nancy go over 12 improvements that a business can make to find the new normal in sales.
1) Improvements to virtual meetings and written word
2) Better social media presence
3) Focus on less travel and more productivity
4) Improving the buying signs radar
5) Make it easier for the buyer to say yes
With their powers combined, listen in as Rick and Nancy discuss the 15 features that make up a successful power couple.
1) They have a couple's vision
2) Everything needs to be out in the open
3) When conflict arises, you have to compromise
4) They help each other reach success
5) They work hard and play hard...
As the world continues to struggle for a new norm, listen in as Rick and Nancy discuss the state of sales in relation to social distancing by covering,
1) Relations between you and your potential clients.
2) How social distancing causes a shift in resources.
3) Focus on positivity rather than a focus on negativity.
Calling in all the way from Barcelona, listen in as Rick interviews Billy Keels about his understanding of clients, building relationships and solutions, and how to find the formula for success in any deal.
"Sales, as a profession, is the greatest way to understand what someone needs, build a relationship, and ultimately, be able to solve their problem with a solution."
-Billy Keels
Listen in as Rick and Nancy discuss five tips for learning life's lessons.
1) Don't beat yourself up.
2) Observe your thoughts and emotions.
3) Shift the focus back to you.
4) Accept what you cannot change.
5) Celebrate your growth.
"When we can no longer change the situation - we are challenged to change ourselves"
-Viktor Frankl
Listen in as Rick interviews Rob Thomas from RobThomasUSA.com an author, speaker, and business trainer. Rob walks us through how he ended up working at Disney, a funny story about perseverance and the need for something on his resume. Then Rob digs into the 4 steps to understanding who you need to meet with to grow your business of any kind.
1) Identify
2) Maximize
3) Refine
4) Nurture
Don't miss the end where he explains why he always meets clients out at a restaurant instead of the office to earn their business.
Listen in as Rick and Nancy discuss the 6 things NOT to do to be an annoying salesperson.
1) Wasting time on empty niceties
2) Telling any kind of fib
3) Making assumptions
4) Failing to follow-up
5) Playing cat and mouse
6) Creating false urgency
Don't miss the end of the show where Rick gives you the tips you need to be endearing!
What are the 7 key questions that you need to know about your customers' business? Listen in as Nancy and Rick discuss:
1) How They Go To Market?
2) How Are Decisions Made?
3) How Quickly Do They Move On New Ideas?
4) What is Their Culture?
5) What Are Their Growth Plans?
6) What is THEIR Biggest Sales Challenge
7) What is their #1 Problem?
Traditional marketing teaches the four P's: Product, Price, Promotion, and Place. In today's podcast, Rick and Nancy discuss Place or Placement and how to get full scalability.
Make sure you are asking yourself these questions:
1) Where are your target customers shopping?
2) Are they shopping online and on what device?
3) Are they engaging on social media asking questions?
If you aren't content with single-digit sales growth then it's time to add another sales channel or change channels altogether.
Staying true to your faith and listening to that direction takes you on the path to amazing success. But in this crazy time of COVID-19 don't forget where you came from and what got you here. Listen in as Nancy interviews CEO and owner Lennise Germany of Livy O's Catering. Lennise shares how to stay focused by refocusing daily on the needs of those you serve. When every event you had canceled, how do you stay afloat?! Create a strategy around your strengths and fill the needs of your community. These are the kind of times that create an entirely new vertical for you and your business. Don't focus on what you don't have or what you can't do! Focus on what you do have and what you CAN do!
Anyone and everyone can write a book and you can do it in 30 days! Listen in as Rick and Nancy discuss the normal fears associated with why we don't think we can write a book but most importantly they explain how to get past those fears and why it is so vital. A book becomes an inexpensive marketing tool. It is much cheaper than a glossy tri-fold that you'll pass out and people throw away. They won't throw away a book. Rick and Nancy give you five reasons:
1) You'll be recognized as an authority
2) It raises you above your competition
3) Separates you in the market
4) It builds your personal brand
5) It will help get you speaking engagements
Listen in as Nancy interviews Scott Ingram, the host of 2 podcasts, the author of 2 books as well as the creator of the event Sales Success Summit. Scott provides great tips on how habits can replace goals and goal setting and the importance of having a "cadence" with your clients. He explains how the cadence creates an anticipation of the clients' needs so that you are always serving and caring about their results vs. your own. Don't miss when Scott passionately explains the fundamental foundation of every sale, that if you don't have this the sale will be impossible to close. But the best part of the show? When Scott details how to plan for the unexpected obstacles in every presentation.
What does a perfect pitch (not talking about singing) sound like? Do you have a perfect pitch format? You have to have a winning formula even if it is an outline that you follow every single time. If you don't have one, you may want to use the S.W.O.T. process.
No matter what, you should be presenting your value and constantly be looking for ways to highlight what it is costing them not to fix the problems you've uncovered. Listen in as Rick and Nancy discuss how to present YOUR perfect pitch.
Connecting is more than just having a conversation. Anyone can carry on a conversation for an hour with someone they don't like about stuff that doesn't matter and walk away and not care about that person. That doesn't work if you truly want to exponentially grow your business. Connecting is different than networking. Listen in as Rick and Nancy give you the steps you need to take in order to truly connect and take your business to the next level.
There is a plethora of scientific research about the power of a smile. Everyone has one, but not everyone uses it. Listen in as Rick and Nancy discuss the power of your smile and how smiling can increase your income.
What do you do when someone wants references? 92% of people actually want to be able to read references online. Listen in as Rick and Nancy discuss 6 ways for you to provide references.
1) Written testimonies
2) Video testimonies
3) Ask for Yelp recommendations
4) Ask for LinkedIn recommendations
5) Ask a customer to post a recommendation on their social media pages
6) Ask if potential customers can call
True freedom is when you believe that you, and you alone are responsible for where you are today. Have some of us been dealt a bad hand? Yes! Can you change that tomorrow? YES!!! You can't change the past, but you can change the future. Listen in as Rick and Nancy discuss the mindset it takes to be successful in your life as an entrepreneur. Have you heard the saying "you only live once"? Well, that isn't true. You live every day, you only die once.
There are 4 ways to increase revenue in any business, 5 if you include reducing overhead. Raise prices, Upsell current customers, Increase the frequency of use, reactivate past lost customers. Listen in as Rick and Nancy discuss in depth the power of the upsell and how you know when it's time to make that call to a valuable customer. Don't miss at the end when Rick helps you analyze your opportunities.
If you're feeling called to do something bigger than yourself listen in as Nancy interviews Shannon Carlton author of Manifest Your Vision with Grace, Gratitude, and Growth and entrepreneur. Shannon also shares why market research is so important BEFORE you launch your business and how to get the feedback you need to have a closing ratio near 100%. She passionately digs into how you can use vision boards and habits with a weekly agenda to hold yourself accountable to get where it is you want to go. Don't miss towards the end of the show where Shannon adds, "There are times you're not going to feel like it, and you have to make shifts and pivots."
In this two part series Rick and Nancy dig into the Upsell. In this podcast, share with you the 8 steps you need to do inorder to set yourself up for upselling a current customer.
1) Handwritten note the day after the first sale
2) Day 7 - phone call to check in
3) Day 14 - email them valuable information about their industry
4) Day 21 - send them a referral or potential customer
5) Day 31 - Schedule a breakfast, lunch or dinner
6) Day 38 - Schedule an appointment and ask them for a testimony
7) Day 45 - Another thank you note for the appointment
8) Day - 52 - Present your upsell
In order for you to take your business and your income to the next level, it is critical to stop being judgmental. People can sense your expectations. Listen in as Rick and Nancy give you 3 simple steps to becoming a non-judgmental professional
Closing a whale client can drastically change your business overnight. Are you hunting them? Do you have a goal set to catch one or two this year? Or do you fear hunting the whale? Listen in as Rick and Nancy provide you a 5 step process of catching whales in your industry.
Listen in as Rick and Nancy discuss the dos and don'ts of using sarcasm. The occasional sarcastic remark might seem harmless, but is it? The person using sarcasm thinks they are being funny, but the person who the sarcasm is directed at doesn't at all. People judge you every day by what you say and how you act. Know how sarcasm makes someone else feel before you use it with a customer or prospect.
Listen in as Rick and Nancy discuss 9 elements of a successful negotiator so you can hear two of the most important words in negotiations "THAT'S RIGHT!".
Listen in as Rick interviews Anthony Ippolito a true Bootstrapper who has multiple companies under one umbrella. Anthony shares what it takes to get the Research and Development done to get your widget off the ground as well as a 4 point marketing plan to follow. Don't miss the end of the show where Anthony talks about the importance of walking slowly before you run.
How do you know when you need a RE-SET? Listen in as Rick and Nancy discuss the symptoms that show you that you may need to do a Re-set. In today's show, they discuss 8 symptoms that give you the hint that you need to re-set what it is that you do, or the direction you're going.
1) Frozen on prospecting
2) Don't feel connected to your goals
3) Everything feels routine
4) Your day ends earlier and earlier
5) No passion
6) Everything seems like a struggle and a grind
7) People are constantly asking you, "are you ok?"
8) You can't see your dreams becoming a reality
Listen in as Rick and Nancy discuss 10 tips to ensuring you are getting the absolute MOST from a sales training session.
1) Be 100% Present
2) Take Notes
3) Ask Questions
4) Role-Play With The Trainer
5) Apply A Nugget You Learned Right Away
6) Ask Others To Be Quiet
7) Add Value
8) Participate In Breakouts
9) Ask For Examples To Better Understand
10) Ask Others For Input
Listen in as Nancy interviews Eleanor Saunders from ECHO, a life long entrepreneur who calls herself a "Social Entrepreneur". Eleanor shares timeless wisdom about a 4 step process for strategic planning and project management. "There is nothing inspiring about the status quo. People want to be pushed, to think bigger and have a vision" Eleanor insists. Don't miss the end of the show when Eleanor shares with us the importance of mentorship and how to surround yourself with the right kind of people to make sure you WIN! "WHY NOT YOU?!"
Listen in as Rick and Nancy share recent examples of mistakes peers have made and continue to make.
• Sarcasm
• "I" statements
• Talk about Fantasy Football
• Overtalking
• Look at your phone during an appointment
• Be a Know It All
• Answering a question when you have no idea what the answer is
• Talk BIG and NEVER deliver
• Get out your laptop and work on your email
Today, Rick talks with Greg from ShareSpaceAds.com, also one of our clients about how he and his brother grew a business from scratch to sustainability in just 12 months. Greg shares the importance of sales training via books and audios as well as fine-tuning his sales process. "If you are thinking about starting a business it's all about mindset", Greg says. Don't miss the big nugget at the end of the show when Greg talks about the importance of belief.
We have all heard the phrase "you have to visualize your dreams", but how do you conquer and actually achieve them and use them to move your business forward? Listen in as Rick and Nancy give you 6 steps of how to put this into practice.
Oscar Wilde said, "Love what you do and you will never work a day in your life". So what is business balance and how do you get it? You do what you have to do to move your business forward or to get a deal done, but it also isn't about neglecting your family. Listen in as Rick and Nancy share trying to take a day off and what to do when business gets in the way.
Listen in as Rick and Nancy discuss the 10 things mentally strong people do:
1) Do not feel sorry for themselves
2) Do not listen to critics
3) Do not give away their power
4) Do not resent others success
5) Do have a high level of discipline
6) Do major on the majors
7) Do understand failure is a must
8) Do embrace change
9) Do have a HIGH EQ
10) Do attract other eagles
email us your ideas or questions: Nancy@NailTheSales.com
Your number one concern should be "How Can I help you grow your business?" Be their consultant! Take the time to fully understand their business and how they are trying to grow. Listen in as Rick and Nancy discuss how to uncover your potential customer's blindspots.
Do you have a chink in your armor and you don't know it? Listen in as Rick and Nancy discuss why it usually doesn't help for someone to point it out but why it's better to self-discover the issue. This is a lifelong process that doesn't stop with one thing that is fixed but rather is more like stepping stones - you should be on to the next issue. Analyzing your wins and losses will bring you the best perspective so you can have massive growth in the coming year.
Have you ever thought about doing some type of free trial or sampling program to drive sales? Giving your product or service away for free allows your target market to try your product without any risk and actually increase trust with you and your brand. It is a proven method for increasing sales. Listen in as Rick and Nancy discuss their experiences with free trials and samplings as sales professionals, entrepreneurs, and customers.
aka - Mr. Rogers Selling (see Mr. Rogers TV show 1968 - 1970).
Bad manners are just bad business. Being polite is not old school it's good school. Listen in as Rick and Nancy discuss the 7 things you MUST or MUST NOT do!
1) Be kind and polite
2) Be transparent and honest
3) Say please and thank you
4) Don't lose your cool
5) Don't over talk
6) Don't bad mouth your competition
7) Consider every potential client is your grandmother
It's not about what you do, but what do you do that's different or simply put, as Rick says, WHY YOU? Listen in as Rick and Nancy discuss what USP's are, as they help you discover what your USP is!
After getting so much feedback on Episode 127, we were asked for the things we have to do to move from the bottom of the pack to the top. Here it is!
1) You have goals set
2) You are doing money-making activities daily
3) You have an eye on your entire pipeline and are doing what it takes to keep it even
4) You respond to inbound leads within a few minutes
5) You own your results
6) You have systems in place
7) You talk less and act more
8) You have great time management skills
9) You have a closing conversation daily
10) You know your competition
How many stages do you have in your sales pipeline and how long should a lead stay in each stage? Is your pipeline stale or is it fresh? Think of your sales pipeline as a funnel, if it gets clogged at any one stage, and you're trying to pour gasoline into the top, it's going to start spilling out and you're going to crash and burn. Listen in as Rick and Nancy discuss the importance of moving leads through each stage and how to decide to toss a lead out or keep in flowing through that pipeline.
Top producers have the choice of any job, anywhere at any time. That's quite the difference from those who are the bottom 20% of sales professionals or entrepreneurs. The bottom dwellers are constantly changing companies or changing their product offerings. In 2016 Objective Management Group did a study of 1,100,000 sales professionals from 11,000 different companies and they published the data across 21 criteria. Today, Rick and Nancy discuss the top 5 differences from those at the top, versus those at the bottom.
We are in sales or in business for ourselves to make money and to have a lifestyle that we wanted to create unlike the majority of folks who have typical 9 to 5 jobs. Are you ever really told what numbers you need to hit? Or are you truly focused on creating a lifestyle that the majority of people will never ever experience?
Listen in as Rick and Nancy dig into the differences and the details.
All sales people have been played at some point in their career. What does being played mean? It means you're being used to get a better deal OR maybe they are never going to buy what you're selling but they lead you on that they will eventually. Listen in as Rick and Nancy give you tips to know when you're being played and what to do to make sure that you don't.
What does it mean to be relentless? Listen in as Rick and Nancy discuss GOOD, GREAT AND UNSTOPPABLE and the common attributes associated with each. Is this the year that you're willing to be driven, never satisfied with good or great and always willing to grow? Let Rick and Nancy guide you to the next level with this episode of Nail The Sale.
This episode is about the power of the ask! The power of the questions. If people approach you about your product or service as in a retail environment or a referral.
1) Happy Greeting including a smile
2) Small Talk - use the weather, everyone can talk about the weather
3) Find Something in Common
4) Start With Either OR Questions
5) Use Open-Ended Questions - How, What or Help me understand?
SPIN stands for Situation, Problem, Implication, and Needs Payoff. Listen in as Rick and Nancy discuss each of these stages and why certain techniques work for smaller sales but fail miserably in larger sales. This episode truly digs into the questions needed at each of these stages and why you need to ask them.
Getting past the receptionist is a skill that every sales professional and entrepreneur must have. Listen in as Rick and Nancy provide you 10 ways to get past the receptionist to get to the person that you really need to talk to.
If you provide a service as an entrepreneur or sales professional, how do you sell your service? How do you get past just selling the minimums? How do you get paid what your service is truly worth? Listen in as Rick and Nancy address these questions and many more in this episode dedicated to service providers.
Role-playing is way more practical than you think and it is important for ongoing skill set development. If you want your paycheck to increase, make sure you are taking time to role-play. Listen in as Rick and Nancy discuss the 7 Tips on how and why to make this a priority.
Being on the road isn't easy, but it's definitely not the time to shut down and relax. This isn't a vacation. Listen in as Rick and Nancy give you 8 tips to maximize your time and be productive while you're traveling for work.
To be a sales professional today in this technology-driven age you have to be even better than anyone had to be 10 years ago. Listen in as Rick and Nancy discuss why the Sales Profession will never disappear but also how to be one of those that are always needed.
Have you developed relationships enough with your clients that they call you for advice when something is happening in your industry? There is a huge pay increase when you move from sales hack to sales resource. Listen in as Rick and Nancy give you tips on how to become a true consultative sales professional.
If you never add new people to your sales pipeline, what you have will get very stale and sales will decline. Listen in as Rick and Nancy discuss how to turn strangers into possibilities from networking events OR social media.
Listen in as Rick and Nancy dig into why conflict pops up and how to deal with it during the sales cycle. Don't miss the end where Rick shares the 5 styles of dealing with conflict and helps you choose the right one.
If you think of the Hall of Fame, what characteristics do you think it took for those elite athletes to get in? What did they have to do, day in and day out? What did they have to do every month and every year, year after year? Listen in as Rick and Nancy give you 11 criteria to help you get into the Sales Hall of Fame.
Today, Rick and Nancy dig into the importance of having a personal branding strategy. This isn't just about your logo. This is about what people think about when they hear your name or your company's name. Listen in as Rick and Nancy walk you through 6 easy steps to creating your personal brand.
What would be compelling enough for someone to pick up the phone and call you about your product or service?
Listen in as Rick and Nancy walk you through how to create this type of messaging.
Are you positioning yourself as an Industry expert? Do you want your clients and potential customers to see you as a resource? Listen in as Rick and Nancy provide you with 9 solutions to do just that.
There are always times in a sales career that we get into a slump and just talking to a warm body, someone who can fog a mirror makes our day. But getting out of the slump is important and to do that we all need to be speaking to the right person. Listen in as Rick and Nancy dig into making sure you've got the right person who can actually make a decision about what it is you have to offer.
Have you heard the old adage it is easier and less expensive to keep a customer than to find a new customer? The same is true in adding an additional sale to an existing customer. Listen in as Rick and Nancy discuss how to do an effective upsell.
When you are going in cold and you don't know who you are speaking to, how do you find information out about that person or company? What questions do you ask once you get an appointment and what do you need to know before you walk in the door? Listen in as Rick and Nancy dig into this topic.
Should you leave a message or not? If you do leave a message should it be a long message or a short message? Listen in as Rick and Nancy discuss the pros and cons of leaving messages and give you tips on what to say and how to say it.
In today's day and age with more and more people buying things online, becoming a professional salesperson has never been more important. Being able to tell a story to sell your product or service is the ultimate skill that you need to develop. You can ensure you are telling the right story make by asking great questions that pull that person in. Listen in as Rick and Nancy discuss how to create an authentic conversation to close your next deal.
These are basic concepts that everyone should follow no matter your profession. In this day and age when we are inundated with electronic communication especially emails, this guideline applies: be bright, be brief and be gone. Want to stand out? Listen in as Rick and Nancy provide the tips you need to get your emails read and responded to.
Every once in a while Monday's seem like drudgery. Here are 5 habits to keep that from happening.
1) Get up 1/2 hour earlier on Monday's
2) Map out your schedule the Friday before
3) Master Your CRM
4) Know Your ONE BIG Goal for the week
5) Stop making excuses and start making calls
Call To Action: Plan out your week the Friday before
Book of the Week: The Compound Effect by Darran Hardy
What would change in your life if you made 6 figures? Here are the steps that we used to get there and beyond:
1) Read - Give yourself a fresh perspective.
2) Evaluate Your Inner Circle - Who are the 5 people you hang out with the most and do you have a mentor?
3) Passion - Are you selling something you are passionate about?
4) Master Salesmanship! Behaviors & Techniques
5) Own Your Stuff - Don't be a victim and give yourself permission to be successful
Call To Action: Read Malcolm Gladwell's book: Outliers
Understanding your metrics can help you identify the issues if you aren't closing enough deals. What should you be measuring? Listen in as Rick and Nancy discuss different metrics that you should be keeping track of and hear them dissect why your closing metric is the most important factor you could ever measure. But how do you get there? Tune in until the end.
There are important steps you need to follow when selling to the C-Suite. Listen in as Rick and Nancy share the details you need to know as you call on the upper levels of any organization.
This might be the hardest skill to do the first time in sales, but once accomplished your confidence will go through the roof. Listen in as Rick and Nancy share these 5 tips:
1) Focus all of your questions and attention on them
2) Plan all of your questions in advance.
3) Don't follow any scripts
4) Keep your prospect relaxed
5) Make a second appointment if necessary
Other than that... Besides, that is there anything else... Can we agree? Listen in as Rick and Nancy give you GOLD to overcoming any and all objections.
Assumptive Closing is an art form, actually takes pressure off of your client. When done correctly will do one of two things. First, it will help you identify the objections that you missed during your presentation. Second, it will make the sale official and get them started with your product or service. Listen in as Rick and Nancy discuss the assumptive closing technique and how to add this to your arsenal of selling skills.
Choices! We all love having options and either or choices are vital to increasing your sales. Listen in as Rick and Nancy discuss the importance of giving your client options as well as the psychology behind why more is actually less.
This might sound like an old school technique, but it's actually something you are probably using every day in all of your conversations and don't even realize it. This is a critical tool. A must-have in your quiver for closing a deal. A tie-down is just a periodic check in with your potential client to see if they are in agreement with you at a particular point in your presentation. Getting several small yes's during your conversation with your prospect will help you get the BIG YES at the end. Listen in as Rick and Nancy give you several to use and tell you how and how often to use them.
Listen in as Ricky shares timeless principals that will work in any industry. This episode is all about mindset, work ethic, and adapting. Business is completely unlimited and you can't do all the business that's available to you. Once you realize that it all comes down to how bad do you want it, how much can you handle and how much work are you really willing to put in. Put the relationship before the deal. Less than 1% of people will do a deal with you the first time they meet you. There's 20% - 30% of people that want to do a deal with you, just not right now. "You have to not go after the deal, to get the deal," Ricky says.
The future is about adapting. Put in as much work as you can. Keep moving forward until you crack the code for your industry. Most of it is through social media. It isn't easy. Find what works but don't stop trying new things.
Listen in as Rick and Nancy provide the exact questions they ask themselves in all areas of their business and personal lives to set the new year up for success. They even go into how to evaluate the previous year to ensure the up and coming year is the best year EVER!
Today's episode is a discussion about the book Fearless: The Adam Brown story. Listen in as Rick and Nancy discuss the life of Adam as written by Eric Blehm. Adam's life represented overcoming, courage, and faith in spite of so many obstacles including his bad decisions early on that led to an addiction that haunted him his entire life. His determination should be an example for us as we go about our days that we too should live FEARLESS!
Each of us believes certain things about money that more than likely came from our childhood. Listen in as Rick and Nancy discuss the difference between Accumulation Theory and Utilization Theory. If we are an accumulator, our security is derived by gathering things including money and just watching it. If we are a utilizer, we focus on lowering our risks but having a potential of a higher return by focusing on how fast our money can move. Nancy asks Rick some great questions so we can really understand what all of this means.
We all enjoy being entertained but is that the reason we go to seminars? Usually, our intentions are to improve ourselves and our businesses. Listen in as Rick and Nancy give you tools and tips to truly get the most out of your next event.
Why?! Many times we ask ourselves why once. What if we would ask ourselves why enough times that we could get deep enough to elicit lasting change. Listen in as Rick and Nancy take us through a practical exercise to do just that.
If you want to stand head and shoulders above others in your industry all you have to do is be an over communicator. After meeting with a potential customer, find ways to thank them for their time by sending a handwritten note, an email or even a short text. If you've had a phone conversation with someone and you set up a meeting time, follow it up with a calendar invite or even a text to confirm. Listen in as Rick and Nancy discuss the importance of over communicating so that you will be seen as a professional and win more business.
6 Ways to Overcome Procrastination
1) Plan every day in advance
2) Do the worst or most important item first
3) Practice the Law of Three
4) Abandon Multi-Tasking
5) Turn off social media
6) Block off time on your calendar for the BIG projects
When it's all said and done, you want the impact you have had to go on like ripples in a pond after a pebble is thrown. Listen in as Rick and Nancy discuss what it means to intentionally go about your day not for business's sake, but for serving others. It's all about mindset
A traditional job is a linear way to make income. But what does it mean to exponentially grow your sales or your business? Imagine the choice of either getting a thousand dollars a day or a penny doubled every day! What would you choose? Listen in for the answer, it will shock you. And don't miss as Rick and Nancy discuss how to create leverage and stay away from average.
6 Point to Ponder1) No matter the size of the ticket, big or small the work is the same.2) If the profit margin is the same, you need fewer sales if you sell the bigger ticketed items.3) Increase your sales by stacking4) Consider reverse stacking5) What are your profit margins on every item that you sell?6) Have confidence in your big-ticket items, it's just a number!
Listen in as Rick and Nancy discuss the sales skills needed to be a successful Real Estate Agent. Being a Real Estate agent is so much more than just liking people. Learning how to sell and lead your customers is imperative. Get mentorship from a senior agent, a broker with a training program or a coach like Ricky Carruth. Read books! Read as many books on Sales and Selling that you can.
Join us today as Rick and Nancy use humor to discuss the most important habit to have in selling, LISTENING. What a great visual they give us to remember every time we meet someone - DUCT TAPE over our mouths.
How do you get past thinking "I just need to make a buck"? Listen in as Rick and Nancy discuss seven steps to become an empire thinker and empire builder in your space. 1) Can you dominate a space that's not filled already?2) Think deeper into your own skill sets3) What are the benchmarks you need to set?4) Think it, see it, and talk about it5) Evaluate those who are in your inner circle6) Attend mastermind groups in your area7) Invite someone you admire to lunch Podcasts that were referenced: Interview with Mel Myer: http://nailthesales.com/content/special-interview-mel-myer-episode-70Interview with Derek Woryn: http://nailthesales.com/content/be-problem-solver-and-youll-get-paid-interview-derek-woryn-episode-79
Listen in as Nancy and Rick discuss the article from The Wall Street Journal from September 14, 2018, on leadership and life lessons from Jeff Bezos.1. Never have a meeting before 10 am2. Eat breakfast with your family3. Tune in to vital News4. Make tough decisions by 5 pm5. Only make 3 or 4 big decisions a day6. Sleep 8 hours a day7. Give back
Listen in as Rick interviews Dr. David Berring, a serial entrepreneur who came out of college thinking of changing the Chiropractic industry by having a nationwide practice. Doc gives us so many nuggets for those already running a successful business but the wisdom he shares for an entrepreneur just getting started or adding a new channel is priceless. He gives us 5 key things to do:1) Find a system that you beleve in and work that system. Don't reinvent the wheel.2) Make decisions quick and stay persistent3) Review the process. Whatever isn't working cut it out or find an expert or mentor to assist you in the tweaking4) Don't quit too soon. Many would have succeeded if they would have just hung in there.5) Change SlowlyBook David recommends: 7 Habits of Highly Successful People. Reach out to David: DoctorBerring@gmail.com
Listen in as Derek Woryn shares his wisdom and lessons of being an entrepreneur for the last 18 years. Anytime you can solve a problem and do it well it's a win. The bigger the problem you solve the more you'll be compensated. If you really want to win and win big spend 80% of your time building your mental strength and 20% on the mechanics, Derek says. Developing yourself mentally with fortitude is the number one skill that will help you succeed over the long haul. This mental capacity will help you solve the challenges that come your way. Never forget rule #13: Don't sweat the small stuff and 99% of everything is small stuff that can be solved with either time or money. If you won't remember it a year from now, it should have no bearing or influence on your life today. Only surround yourself with people that support your goals, vision and believe in winning and success.
Listen in as Jenn Paul of JennPaulFit.com gives us 6 tips to increase your sales. Most importantly she says, it's about selling throughout the appointment and closing the appointment by selling the next appointment. Notice that Jenn is always edifying the decisions and courage her clients have by taking control of their health. Alternative Natural Health Care can be a tough sell, but Jenn tells us that when we are on the path of our purpose there's nothing tough about it! Don't miss the end of the show when Jenn shares a most unexpected book recommendation of "Girl Wash Your Face" by Rachel Hollis.
On today's show, listen in as Rick interviews Rob Sloan from The Contemporary Agency who is an expert in Marketing. Rob gives us the top 5 things you must do to have a brand presence, and the tasks associated with each. 1) Understand Your Sales Process 2) Have an Actual Online Strategy3) Your Digital Presence4) Analytics of Your Digital Presence5) Search Engine OptimizationDon't miss the three nuggets at the end when Rick asks Rob what are the extras you should do if you can!
Listen in as Rick interviews the co-host of “The Waves of Tech,” David Lee, who with his father have been three-time finalists of The Podcast Awards, produced over 400 shows, and created International Podcast Day. In its fifth year, the latter is a day-long celebration of the power of podcasts and will launch on September 29th at 4pm then travel around the world and hear from 50 to 60 podcasters from places like Australia, Germany, India, Mexico, and Hong Kong, just to name a few. This will be a marathon of 30-plus hours of great content for podcast listeners, podcasters, and the like. Don’t miss the nuggets when David tells us why they have been so successful, which can translate into any industry: acknowledge your skill set and know what you should focus on. Understand where you can excel and play to your strengths. Life is about investing in others and you will naturally get a return for that investment.
Are you spending all of your time creating content for blogs, classes, webinars, etc? Listen in as Terri Levine from HeartrepreneurAcademy.com teaches us to focus on ONE thing and automate your marketing and scheduling so we aren't spending all of our time on business but instead, spending time on what matters most. Get lifelong clients using authenticity and transparency instead of the upsell or the down sell Terri insists. "Imagine your clients are a parade, and the ones in the front are screaming me, me, me. The ones in the middle aren't ready, but let them tell you when they are." Terri shares. Don't miss the nugget at the end when Terri tells us how to get hot paying clients.
Don't miss this episode as Rick interviews Chris Krimitsos, a serial entrepreneur since he was a child who has had more than 20 businesses and has run over 2000 successful events. Listen in as Chris explains his ability to "see around the corner" of the next up and coming BIG shift in how a business will be created, promoted and managed. "Sometimes people are looking for too much advice. At the end of the day, you have to put your time in and listen to your audience and watch what they want" Chris explains. The next consumer cycle is coming and Chris tells us just how to prepare.
Imagine getting started in Real Estate in 2008 as the market was crashing! But that's exactly what Char McPherson did and her discipline, tenacity as well as her willingness to look at her failures as a chance to change and succeed helped her win during that tough economic time. Char's recommendations, get over yourself, it's not about you. Someone needs you TODAY. To go from average to amazing it takes structure and discipline. Plan your activities and hold yourself accountable. "If you only put in a partial effort, you're going to say it doesn't work", Char adds. Listen for the nugget towards the end when Char tells you how to hire the right person to help you grow exponentially. "As an entrepreneur, it's not an easy road and there will be times that you question your decision and the Vision you had" persevere. Char's book recommendation: Fail UP: 20 Lessons on Building Success from Failure by Tavis Smiley (https://g.co/kgs/dLQFpS)Char's call to action: Be naturally curious about Change.
On this episode, Rick interviews Dr. Harold Shinitzky, who works with Olympians, Pros & Junior athletes, parents, coaches, and professionals from every kind of industry imaginable. Listen in as "Doc" tells us about mental conditioning steps that will help you reach your optimal performance during the most important moments. "If you're not doing everything you could or should then you're actually sabotaging yourself from being your best" Doc mentions. Don't miss when Doc explains the 3 ways we waste our energy and the key to increasing your probability of success!