Sales Is King

Are you stuck in your head? Many of us are left frustrated when deals don't go our way and we sometimes get into bad habits in our sales game. Dan explains that while it is normal to experience frustration once in a while, we run the risk of a prolonged slump if we don't get out of our heads and back onto the 'field.' Dan explains how the book, UnF*ck Yourself by Gary John Bishop was a game changer for him in 2018 and he takes us through some of the book's key points including: People spend their lives waiting for the cavalry all the while never realizing they are the cavalry You have the life you are willing to put up with Your brain is wired to win You shouldn’t let what happens in one area of your life affect your outlook on the whole Uncertainty is where things happen Certainty is a complete illusion Doing is the quickest way to change your thoughts You can always change something when you take ownership and responsibility for it Don’t expect victory or defeat. Plan for victory, learn from defeat Love the life you have, not the one you expected to have Successful people don’t wait Stop blaming your past

You simply can't rely on your company to deliver all of the training, coaching and mentoring required for you to achieve massive success. You CANNOT. You must INVEST in yourself. Real money. Decide which areas of your game you need to improve and then hire a coach, immerse yourself in sales content, attend conferences, subscribe to ongoing learning/courses, learn from those who already play on the field on which you want to play. Lastly, you need to create a personal brand and not only that you need to build audience. Yes, the elite sellers have personal brands and leverage these brands to market themselves and grow their audience. The larger your audience, the more influence you have. The more people you can help, the more money you will make. LEARN to EARN, my friends.

Winning in Sales requires deploying some old school techniques, tried and true for decades and combining them with newer school approaches; those that reflect the way buyers want to buy and that work in the Digital Economy.  In this new lively episode, Dan takes us through this approach. Are you back on autopilot? Or are you ahead of last year by a lot? Old School: positive mindset/foundation determination confidence  hustle follow up building rapport/connection ask for the business New School: deep subject matter expertise detailed research available now to us in digital economy curiosity being able to ask thoughtful questions empathize  tell a story follow a process- what is the approval process, who has the budget, how do you get a champion to promote you in the org and how to come right out and ask that individual if he or she will support you leverage the right folks in your organization and prepare them properly sell the value /focused on the prospects challenges or initiatives or opportunities show them the money/ROI Do IT!!!!  💰

Where is the best path to connect with your prospects or customers? Via phone? email? text? Video email? Video text? Linkedin? Twitter? Facebook? Instagram? Snapchat, maybe? The answer is: all of the above and it's on you to find in which channel or channels your prospects like to hang out! Today's digital selling approach gives you more opportunity than ever to learn about your prospects and to develop an e-relationship based on what you learn about them.  Dan describes the 4 keys for multi-channel connection mastery: 1. Creating Engaging and Interesting Social Profiles which includes producing original content 2. Conducting detailed research on your prospect and customer targets across all channels 3. Delivering a 'diversified portfolio' approach to prospecting 4. Consistently executing this approach EVERY DAY Grab your boombox and turn this episode up LOUD :) 🎙

Modern Sellers leverage these three critical traits in creating deeper connections with their prospects and customers. These traits are being leveraged by Sellers to effectively differentiate, deliver a top notch customer experience and win more business. Dan walks us through a new book by Ted McGrath, "Never Be Closing" and his fresh and unique approach to Sales which touches on some of this new philosophy. Admiration- do you know your prospect so well from your research and through your discovery that you actually admire what he or she has accomplished. After all, your prospects want to be respected and liked just as much as you do. Appreciation-As part of your connection development, do you demonstrate a true understanding of your prospect, an appreciation for what they are working towards? Their goals, visions, dreams? Similarly, are you appreciative of the opportunity to connect and become a valued member of their team-co creating value, co -creating a solution, a plan of action. Inspiration- Do you inspire prospects and customers to take action? Are they so moved by your understanding of their goals and desires, and your ability to get creative and collaborate, that they are driven to move forward and become a client?

Elite Sellers are gifted storytellers and that doesn't mean they spin a yarn about the good ole days, college exploits or last night's ballgame. They follow a well thought out approach to selling that connects emotionally with their prospects and customers. Dan walks us through the formula used by sales expert John Livesay.  A Few Highlights: Your happy client, the one whose problems you solved, is the hero of the story(not you). What do you solve? Paint a picture "And what this means to you is...." "Does that sound like the type of journey you'd like to go on with me?" Check in moments Creating Intrigue Tune in for groundbreaking tactics to telling compelling stories and making selling easier than it has ever been before 🎧

Dan switches it up and reads his popular new LinkedIn article which implores reps to stop complaining about a lack of leads and to take on greater accountability- in short, transforming themselves into modern sellers. This episode focuses on the following key areas: 1. Personal Brand/POV 2. Giving a sh*t/Empathy 3. Always Adding Value 4. Creating Your OWN Demand Don't miss this new spin on modern selling 🎙

Are you capable of making millions as an elite seller? Are you a Wolf? Or a lamb? Dan puts a bow on 2018 with a killer program which details the motivation and tactics in step by step fashion of Jordan Belfort, the Wolf Of Wall Street's Straight Line Selling methodology. Don't miss the last episode of the season! 🤟

Dan is interviewed by Mari Anne Vanella on her program "Outstanding Outbound" and comes out swinging in a harsh criticism of sales leaders and later outlines the 3 steps required to maximize sales leaders' success in 2019: 1. Decide which skills are important and hire the right sales reps that demonstrate those skills 2. Learn how to COACH 3. Hold yourself accountable Grab your popcorn, get comfy and hit PLAY.

While 74% of the wins in B2B Sales go to those reps that engage early and helping to set the buying agenda(vs only 26% occur in the late stage RFP/bake off/feature fight), many sales execs struggle with asking the right questions and uncovering a reason for the prospect to move along the sales cycle. Thus only 17% of reps get invited to a second meeting. Dan takes a look at the reasons why people BUY, their motivations from a psychological perspective which is key to understanding what drives decision-making. There are dozens of reasons why a buyer will pull the trigger on a purchase. If, as a modern seller, you can engage and uncover one or more of these motivations, there is a great chance you are going to be in the drivers seat. But you need to be skilled to unlock this path to success. Tune your dial to the latest Sales Is King and learn how to CONVERT more meetings into $$$. 🎙