Mon, 27 April 2020
What You Believe Is What You Will Achieve
It’s imperative for salespeople to maintain a positive outlook to make it through this season of unforeseen circumstances. Perception and belief is going to play a big part in how we navigate the unknown so believe that success is still achievable. Donald believes it’s possible and shares his thoughts about how to make it happen and what could potentially hold us back.
In this episode Donald will be discussing limiting beliefs. These beliefs, ideas, and philosophies can come from many influences including a boss, team members, family, and many others. Sometimes, because we’re listening to all these outside influences, we fail to see that everything we hear here doesn’t always reflect the truth. Your actions may reflect what you’ve been told but they don’t always lead to success. We have to be careful of following so blindly that we are no longer true to ourselves.
Let’s go back to the beginning Donald started out his sales career in business development, selling software with zero knowledge about how to sell to corporations. He didn’t know what you weren’t supposed to do. Despite the lack of experience, however, Donald still saw success but there was still so much he needed to learn.
Donald’s performance started to decline when he got wrapped up in all the training and advice people were trying to offer him. He was told when to call and when not to call, how he should conduct his business, and on and on. He did what he was told but eventually stopped doing the activity as it rang true for him.
Stand for your beliefs Donald shares the story of a gentleman named Cliff Young, a 61 year old Australian farmer. Mr Young accomplished an amazing feat which was winning a 544 mile race. He wasn’t an experienced runner but heard about the marathon and decided he wanted to participate. Leading up to the race, Mr. Young didn't eat the proper diet, he didn't have the proper training, and he didn’t have the right clothing or shoes. Cliff Young just showed up at the marathon looking like the farmer he was and was ready to race.
When people asked Mr. Young why he was racing, he told them he’d always wanted to run a race but there had never been a perfect time. That year, at 61 years old, he was finally ready to go.
Cliff Young didn’t know that in ultramarathons runners would typically run for 18 hours and then sleep for six hours. When Cliff Young started to run, it was called the Cliff Young shuffle because he literally just shuffled as he ran. While others were taking their breaks, Cliff Young kept on running. He ran for five and a half days straight and won the race. At 61 years of age, he wasn’t tainted by the beliefs and ideas of the “experts.” He did what he thought was the proper way of doing things and took action. This strong mentality helped him win.
Roger Bannister showed the same spirit. He didn’t listen to the leading medical experts of his time who said he wouldn’t be able to break the four-minute mile. They all thought that if you ran for four minutes straight, the heart would explode. Roger proved them wrong.
Don’t get wrapped up in others’ beliefs We have to be careful that in listening to others, we’re taking on their own limiting beliefs. As a salesperson, it is your job to sift through all the opinions and only take action based on what works for you. Donald’s coach told him he’d get a lot of advice from all the people he would encounter. This group would even include people he loved, respected, and cared about. Despite these relationships, however, the advice offered needed to be treated the same way you’d shop for food at a grocery store. Examine each one and see if it’s something you’re going to put in your own cart. If not, it’s okay to put it back on the shelf. When someone offers advice it’s okay to take the time to see if it’s something that resonates with who you are. If so, use it and apply it. If not, no further action needs to be taken. Do what’s right for you.
Do better in sales Oprah Winfrey said, “You don’t become what you want, you get what you believe.” Belief is an important concept. Let’s consider two definitions.
First: Belief is an acceptance that a statement is true or that something exists.
Second: Belief is trust, faith, or confidence in someone or something.
Without belief, trust, and confidence in yourself, you can easily be swayed by others. If your belief system determines your success and sales, you need to make absolutely sure that what you are absorbing into your belief system is worthy of your goals.
If you see yourself as a sales rep who is never going to hit 100% it is more likely you will consistently fall short. You won’t push yourself for more because you have already limited yourself. On the other hand, if you believe you can do more to increase your commission, you give yourself a better chance of hitting those goals. If you want your actions to be more in line with your goals, consider waking up earlier, reading more books, listening to more podcasts, and doing other focused activity.
Create a positive belief system Many sales reps are saying they can’t get in touch with prospects so they don’t bother making calls. This is not the right perspective.
You can get in touch with people. It just may take longer than it did before. Many prospects are having to re-route their business lines to home phones. Be consistent in creating those contacts because they could eventually lead to a text saying they’re ready to talk. You can now start a dialogue and grow the relationship.
The other idea that many sales people believe is they can’t make phone calls to prospects after a certain time of day. Donald used to work as a sales rep for a software development company and many of the sales veterans he looked up to would finish their day by 4:30 in the afternoon. Donald’s job was to make calls and set appointments after they left. Donald didn’t share the belief to end his day by 430 so while everyone was busy packing up to leave, Donald was making calls. As a result, he was able to talk to an IT Director who became interested in the service that Donald's company was offering. The deal was closed within three months, a record for a process that usually lasted from 18 to 24 months.
Donald wouldn’t have been able to land that deal if he’d bought into the belief that prospects didn’t pick up their phone after 430. Your belief system will change and evolve but it's important you don’t bring limiting beliefs with you.
Believe that you will succeed and have ample faith in your belief. Your mind will adapt to your belief and your body will act upon your beliefs so aim for great results. Most importantly, believe you can do it.
Change your belief system You can find success if you position yourself to see the opportunities. You can succeed, thrive, and find your ideal customer.
Change the way you think. Don’t limit your success. #SalesSuccess
“What You Believe Is What You Will Achieve” episode resources . If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. |
Fri, 7 February 2020
How To Tell A Story That Connects & Sells
In this episode, we are going to talk about how to tell a story that connects and sells. We tell stories to inspire others, show empathy, and more. The problem is, we don’t know how to tell stories in a way that consumers will be compelled to buy our products. This is what Jude Charles is going to teach you in this episode.
Jude Charles is a story-driven filmmaker, brand strategist, and a speaker who’s been running a video production company for the past 13 years. He’s been helping entrepreneurs tell stories effectively to be able to connect with prospects and clients.
What is a story? Stories are universal. There is no difference between a story about your normal day and a story you might tell during a sales meeting. The only difference is the ending and its goal. Stories are about a specific moment in time. It has a beginning, a middle, and an end. What happens at the end will make your story impactful.
When you’re telling a story in sales, you want the listener to buy into the service you’re selling. This story has to matter in a way that by the end, they will want to buy your product or service. Stories can make a connection.
Case Example: Money Heist Storytelling works because it’s relatable. A Netflix show called Money Heist has a story that pulls you in. It includes a group of nine guys that are getting ready to rob a mint in Spain. Although viewers aren’t robbers themselves, as the movie unfolds, the audience begins to relate to these men and become more invested in the characters and the plot. The viewer gets to know these nine guys and sees their reasons for wanting to rob the mint.
The same is true in selling. You want to share a story with your client that he/she can relate to. Instead of just selling your products and services outright, or presenting bullet points of the benefits, share a success story instead. Set the scene by beginning with the problem. You’ll then go into the actual journey that leads to solving the problem. As the story unfolds, the client or prospect should be able to picture themselves in the scenario. By the end, they will see themselves as the one rescued from the problem by the solutions you have to offer.
The basics of presenting a story When forming a story, think about how you will sit with the client and talk to them about what you’re doing. The number one question in your client’s mind is about who you are and why they should do business with you. It’s during this assessment your story telling should be an integral part of the sales process. It will become part of the conversation you’re having with your client. The basic framework of storytelling is pretty much the same:
Jude keeps a story bank and saves story notes throughout the day, from the biggest details down to the minute ones. It’s these pieces that are used to create a story that is meaningful to the client.
Kinds of Stories There are different kinds of stories. When you talk about yourself, then you are telling the Who are you? story. Other stories include Client Success stories. These kinds of stories not only build your credibility but they prove your process has worked for someone else.
There are also Closing Stories and Value Stories. These are your core values. Clients like to see integrity and transparency so you can tell a story that illustrates these values.
To see examples of great stories, a recommended book is The 10 Great Stories That Leaders Tell by Joseph Lalonde.
Raising the stakes Let’s look at Money Heist again. The objective of the movie is for nine robbers to be able to get into the Royal Mint of Spain. The first thing they did was to pose as cops. The story raised the stakes when the police commissioner decided to try to break into the Mint of Spain while the robbers are there. The robbers say they have hostages and that one of them is the daughter of Spain’s ambassador. The police could rescue all the people but the stakes are high because the ambassador’s daughter will die. Raising the stakes is getting to the moment in the story where it looks as though you think the journey is way too hard. A great story will illustrate how the characters overcome.
What happens at the end The end is where you become very strategic about your story. It will include the lesson you want the client to learn. Your goal is for the client to understand that they need to be all in. The important factor at the end of the story is how you frame the lesson. What are the results after the solution? That’s a question you need to answer.
A great way story lets your client know you have an understanding of who they are, what their problems are, and the solutions they need. You want to set the vision of what the future looks like with, or without, your product or service.
Another book called The Story Factor by Annette Simmons also talks about storytelling. While it’s not in the concept of framework, it shows you how to use storytelling in everyday life. It shows you how you can influence the person you are talking to so you can get your message across.
You can get better at telling stories by doing it every single day and observing how people react. It’s a skill worth learning.
The most important thing to know about storytelling is you can use it in everyday life to connect, influence, and get the message to the person you’re sitting across from. #SalesStory
“How To Tell A Story That Connects & Sell” episode resources Connect with Jude Charles via his website, judecharles.co Do you have sales questions? Suggestions? You can also talk to Donald about it via LinkedIn, Instagram, Twitter, and Facebook for any sales concerns. This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. We have a new semester beginning on February 14th and we would love to have you and your team join us. Follow this link to apply to the program. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill. |