Category Archives: Winning

Getting an edge on your competition

The Visual Economy of Sales – Don’t Get Left Behind

“A picture paints a thousand words” We all know it to be true. But, as we move into the Visual Economy of Sales, understanding this truth is vital for the salesperson to compete and earn business in the future.

Marketers have known this for years. Look at TV, billboards, posters, magazine ads, website banners. All visual. All ways to capture your attention to help you buy.

Cavemen knew it. The best way to tell a story is to put pictures on the wall.

Now, more than ever before, salespeople need to be learning, exploring, experimenting, and educating themselves on how to incorporate visual cues into their sales messages. Or, they will get left behind.

What is the Visual Economy of Sales?

The Visual Economy of Sales is a simple concept.

The sales pros who learn how to use visual economy will earn more of their prospects’ mindshare as well as their wallet share – which means more closed deals. Which means more money in their own bank account.

“Economy” has a delightful two-sided meaning that solidly backs up the idea.

First, “economy” can refer to using time and space well. If you tell your sales story in a picture, it means your buyer takes less time to consume the information, or –  economy of time. And, if 1 picture = 1,000 words (almost the length of this article), you have achieved economy of space, too.

Second, “economy” also refers to transactions in a marketplace. More transactions in your market leads to more dollars in your pocket.

Get the picture? (hee hee, See what I did there?)

How do I know this is true?

Look for yourself. Do your prospects respond to your emails more or less often?  “Less”, right?

(If your answer is “more”, don’t be lulled to sleep by your current success. The Visual Economy will soon apply to you, too.)

The brain science

OK. I did that to get your attention. I’m not a brain scientist, but everything I read says that:

  1. My prospect gets a rush of dopamine every time he deletes my email or voicemail
  2. My prospect gets a rush of good feelings when he fills in the blanks on a puzzle, sees an image that engages him, or is tickled pink by a positive image.

So, why are you spending your precious time writing brilliant email messages and leaving fabulous voice mails? Just to give your prospects the joy of deleting?

What a waste of your genius!

Why not find ways to communicate your message that is visually engaging, distracting, and irresistible?

The proof is all around us

Marketers tell us that people engage more frequently with infographics and checklists today than they do with white papers and eBooks.

Snapchat’s got the 25 – 35-year-olds rapt.

Instagram and Pinterest are still fast growing social channels.

YouTube is the most popular search engine.

People who use emojis when they text are more likely to have happy relationships.

It goes on and on.

What to do about it?

I don’t know!

But, we’re about to find out. It’s time to start researching and experimenting. Here are some thoughts:

  • What happens if you include a GIF of your product doing its thing in your next email message?
  • How about using a video service that turns your email into a personal 10 second video?
  • Can you express all the data you want to share with your clients in an infographic? (It costs about $5 to get one made from Fiverr or UpWork).
  • Can you share a bunch of logos of your current customers instead of a laundry list?
  • Can you create a checklist of the pain points your typical customer encounters and send that instead?
  • Send it on Facebook, send it on LinkedIn, send it on text, send it on Snapchat! (Soon, the people who control big budgets will be the same ones who are accustomed to engaging on these platforms).

Join the experiment!

Let’s discover how to get our prospects’ attention visually! Let’s make it personal, engaging, irresistible. Let’s get NOTICED!

I would love to hear the sales wins you are experiencing as you use visuals to outpace your competition. And, I’ll share mine, too.

And, don’t EVER forget to…

Love ‘em ALL UP!

The Irreverent Sales Girl

(By the way, the irony is not lost on me. This blog post is in writing and not pictures. Give me a break! We’re just getting started!)

Negotiate the Sale – Hostage Style!

Join Shawn Karol Sandy and me in our conversation about how to negotiate the sale.

One of the fun moments is the book reveal – how to negotiate like your life depended on it.

This one is all about how to get the deal closed with the best possible outcomes – for you AND your customer! (What????) Yep. For you AND your customer.

It’s the raw and uncut version, so enjoy it like your favorite podcast or glass of wine.

Love the negotiations UP!

The Irreverent Sales Girl

Want to get the juicy stuff – that only my subscribers see? Sign up here!  http://bit.ly/IrreverentTuesday

Guess who’s our awesome SURPRISED Sales Expert Guest? (hint: @No1BestSeller)

Check out our most fun videocast where Shawn Karol Sandy of @SellingAgency and I cold call a BIG DEAL sales expert to see if he’ll come on our SellOut Show.

Besides the SURPRISE shenanigans, we touch on some cool sales themes. Like two things that top performing sellers NEVER DO!

What are you doing still reading this??? Jump on over and check it out for yourself! While you’re at it, why not subscribe to the channel so you don’t miss a single fun moment?

https://www.youtube.com/watch?v=n0qBQt4o9Lk

And, don’t forget to…

…Love ‘em ALL UP!

The Irreverent Sales Girl

#TBT – WATCH YOUR LANGUAGE!

As we conclude the week of “Gatekeeper Relations/Ethics/Methods”, Thanks to Tom Tenseth @smgamesafari https://twitter.com/smgamesafari/status/780440816602845184 – I want to re-publish one of my very favorite articles – this is probably the third time I have re-published! I like it that much!

This one is from June of 2013. Enjoy!

I was giving a cold-calling training yesterday and my participant told me that her boss wants her to come up with two scripts….one for talking to a GATEKEEPER and the other for talking to the DECISION MAKER.

Oh, those words he is using! Gatekeeper? Decision Maker? Seriously?

Let’s talk about Star Wars for a second.

Remember those Storm Troopers – dressed from head to toe in armor and tinted face masks? (If you don’t – be sure to Google the image, you’ll see what I mean).

Know why they dressed them this way? What I’ve HEARD is so that the audience doesn’t HUMANIZE them. So, it was OK to kill them. No one would feel a shred of conscience about rooting for the Rebellion to take them all out! Dead!

 Now look.

What does this have to do with my revulsion to the words GATEKEEPER and DECISION MAKER? 

Yup! It takes the HUMAN out of the mix. So, NOW, when you are talking with one of these people, you sound like a GREAT BIG DORK, because the foul language you are using automatically puts you at cross purposes with the HUMAN on the other end of the phone.

Continue reading #TBT – WATCH YOUR LANGUAGE!

3 Things You MUST Know About the “Gatekeepers”

As many of you know, I despise using the word Gatekeeper when it comes to calling on the assistants of the people I am hoping to reach. Why use language that puts you at war from the start?

But, many of you have asked for more insights about how to deal with this role in your sales efforts, so I will share with you what I have learned and the approaches that have been successful for me.

Here are the top three things I think about when calling on executives who have assistants.

#1 Thing to Know about The Executive Assistant – They have an enormous amount of power!

They are in tune with the entire company and they wield an incredible amount of power. When it comes to knowing what their boss does and doesn’t care about, they are the expert. When it comes to navigating the company, there is no one better. Often, a request from the executive assistant is taken as if the executive made the request themselves!

Continue reading 3 Things You MUST Know About the “Gatekeepers”

The Part of Sales That is Better Than … Well, Almost Anything!

Today we are going to wrap up our exploration of learning from the true greats.

This one has a special place in my heart. In one of my favorite sales gigs, I somehow got nicknamed – “The Closer”!

It was my absolute favorite part of the sales process and it still thrills me to take a deal across the finish line.

Like it’s better than almost anything else I know.

Now, I don’t know about you – or how much you’ve read about closing. There’s tons out there and, frankly, I’m NOT a fan. There is the assumptive close, the trial close, the sharp angle close, the Ben Franklin, The Porcupine… SERIOUSLY?

I have no idea what these horrible techniques are or where they came from. I truly cringe when I come across them (I found these ones on Google).

Most closes you will learn have nothing to do with creating a great customer experience. They are more about getting the deal done no matter what.

Not true with James Muir. I can attest that this guy is the real deal and brings MORE than a dash of dignity to the art of selling!

Want to be a true pro and create a great reputation for yourself with your clients? Want to get the deal done in the most professional and effective manner?

You must get this book. Plus, James’ style of writing makes this an easy and fun read (when did you last hear THAT about a business book?)

The truth is – you can have the best sales processes and the best prospecting techniques, but if you can’t close the deal – you’ve got nothin’!

Do not pass go, do not collect $200, go directly to Amazon and pick up this book for you and another for someone you care about.

James Muir’s The Perfect Close:  http://amzn.to/2dMIFav

(Do NOT send this to your competition! Send them to the Porcupine close instead – you can Google it!)

Invest in yourself and don’t forget to…

Love CLOSING your deals UP!

The Irreverent Sales Girl

Should you be a salesperson? Take the 100% Reliable Mostly Fool-Proof “Should I Be A Salesperson?” QUIZ here: http://bit.ly/TheISGQuiz

Who Loves Prospecting? Can I hear a “NOT ME!”?

I promised this week would be about some of the best in the biz to learn from! Great salespeople are not born – they learned how to be that way!

Thank Goodness, because I am anything BUT a natural.

But, I was committed. I learned, and I learned, and I learned. And I got really good!

But only because I was learning from the greats!

Today, I want you to check out Mark Hunter’s new book – High Profit Prospecting!

It’s a little like the great tips you need for making the most of your workout at the gym.

I mean – who wants to go to the gym and work really hard, just to find that they exercises they are doing are getting them nowhere near to their goal?

Same thing with prospecting. Nobody thinks it is easy or comfortable, but your success as a salesperson depends SOLELY on your ability to prospect and have plenty of the right people to call on!

This book takes you there fast!

Here’s Mark talking about the book: https://www.youtube.com/watch?v=jtaurUelIqQ

And, here’s how to get the book! http://amzn.to/2d901gv

Make an investment in yourself and …

Love your prospecting UP!

The Irreverent Sales Girl

Psssst….want to get the really good stuff? The stuff you can only get in my Totally Irreverent Tuesday newsletter? Sign up here: http://bit.ly/IrreverentTuesday

The Only Sales Guide You’ll Ever Need

I have made a solid career in selling – Not because I was born a great salesperson.

In fact, my first forays into selling were an absolute disaster!

I mean what little girl can actually go door-to-door with fundraisers for school selling Christmas cards or wrapping paper or GIRL SCOUT COOKIES, for Pete’s sake, and FAIL.

I could. That’s who.

But, I was determined. I read every sales book I could get my hands on (even the terrible ones). I listened to tapes of the greats. I made sure I was in the room whenever I could get to a live training.

I learned, learned, learned, learned, learned.

From David Sandler, Brian Tracy, Jim Rohn, Zig Ziglar. And I got better. I had coaches, and mentors, and people who would give me a chance with hands-on training.

And I became one of the best! It turns out that selling IS a learned skill. Thank the heavens!

Today, I learn from the greats and this week I’m going to highlight three of them. If you read these guys’ stuff and apply their teaching, it will elevate your sales game in ways you’ve never imagined!

We’re going to kick off the week with Anthony Iannarino. The guy who gave me one of my first boosts as The Irreverent Sales Girl.

His book, The Only Sales Guide You’ll Ever Need, will of course be terribly mis-named when I finally write my Guide To Wild Success! But, in the meantime, I put my full weight of recommendation behind this book.

Here’s a video about Anthony – you’ll see how exciting he is! (Watch the part about David Coverdale).

http://thesalesblog.com/speaking/

Here’s how to check out his book! http://amzn.to/2dmVwSw

Want to learn from the best. Here’s my first suggestion – read Anthony’s book and …

Love your sales career UP!

The Irreverent Sales Girl

P.S. Should YOU be a salesperson? Take the 100% Reliable Mostly Fool Proof “Should I Be A Salesperson?” QUIZ here: http://TheISGQuiz

Best OUT OF OFFICE Message EVER!

So, I’m emailing the Demand Gen Specialist at Vidyard – great company – and I get this message back. Wow! I wish more people in business would feel free to show their real personality.

It may be business, but we are doing business with people here, after all!

This OOO made my day! Thanks to Wes Bush, he gave me permission to share:

Wes’s Subject Line: You like automated messages right? RE: Your message

Thank you for your message, %%first_name%%. I am currently lost somewhere below with limited access to internet.

How to get in contact (in order of preference)?

  1. Yell at the top of your lungs… 😉
  2. Email my co-worker & demand gen guru, Kim, for anything immediate
  3. Put URGENT in the title if you need me to take care of anything ASAP and I’ll review it when I find internet

Best, 

-Wes Bush

P.S. If you don’t hear back from my EOD by Sept 7th, consider me a goner. 

The good news is that I did hear back from Wes! Phew!

Have a little fun with your peeps and don’t forget to…

Love ‘em UP!

The Irreverent Sales Girl

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B2B is a BUMMER!

I’ve been having a think on this lately.

What is it that bugs me so much about this whole concept of B2B and B2C selling? Something really irks me, but I can’t quite get my arms around it, until today when I realized…

These terrible shorthand terms take the humans right out of the mix! Businesses don’t  sell to businesses. Businesses don’t sell to consumers. PEOPLE sell to PEOPLE – some of them are buyers because their job description makes them buyers. Some of them are buyers because they have a wallet.

But, they are people nonetheless. Would you argue that in a B2B sale, you have 5 decision makers? Making it complex?

Didja ever try to sell a Porsche to a guy with a wife who has three kids under the age of 5? Talk about a complex sale!

Point is. If you continue to remember that there is another HUMAN on the other side of the conversation – with their own needs and values and worries and hopes and expectations – and people to take care of and people to please, you will start to look at your sales in a completely new way.

And you will get farther in all of the work you do.

There will never be a “gatekeeper” on the other end of the phone. There will be someone who knows the way the CEO likes to do business and what they are trying to accomplish in their business right now.

You won’t be calling on a “Suspect”. You will be talking to another human who has hopes, dreams, problems, and concerns. Imagine if you got interested in those hopes, dreams, problems and concerns? All of a sudden you are developing relationships that are much more likely to turn into business.

Do you know I walked into a meeting with a person I was selling to at a Fortune 50 company and she actually gave me a hug?!?! We got business with them year-over-year – it was a huge win!

How about some P2P selling instead?

Don’t forget they’re people and don’t forget to…

Love ‘em ALL UP!

The Irreverent Sales Girl

Should YOU be a salesperson? Take the 100% Reliable Mostly Fool-Proof “Should I Be A Salesperson?” Quiz: bit.ly/TheISGQuiz