Master one new sales technique a week and soon you will be a Master of Sales and the Master of your Game! If you are struggling in your sales career, and really want to improve your experience and your client’s experience, start here. It only takes 10 minutes a week...
Today I am talking about the how the know, like and trust factor may be limiting your success.
The actual quote from Bob Burg is slightly more substantial than what everyone else says, and I am going to share the secret phrase that seems to be missing, and why that seemingly small, 4- word phrase is so important to your success.
I am super excited to bring this episode to you, where FOUR Female Sales Pros of Facebook answer a question of Why it can be so hard for so many women to ask for the sale? ... and give their top ways of how to overcome and succeed!
The answers are similar, but each one seems to build upon the one before it, and I was so impressed with the value each guest brought to the table.
I know this episode will give you the courage and confidence to Ask For the Sale - because if you don't ask, the answer will always be "no".
If you've been a listener for a while, you know how important I think it is to take control of your income by understanding your numbers - like how many calls you need to make to set an appointment, and how much you need to sell to earn the income you want.
This week, we are going to reset 2020 and get you back on track so you can finish the. year strong. 2020 isn't over yet!
I will also give you the exact simple formula to use to get off of the "sales roller coaster" and become consistent with your daily, weekly, and monthly income.
Last week I gave you the top ten things every salesperson needs to know, IMO, and I created a checklist of the TOP 25!! that went out to everyone on my newsletter.
This week I explain why it is super important to have these skills, as well as how to identify your strengths and weaknesses so that you will be ready to sell when you create those big opportunities, and even the not-so-big opportunities, so that you are READY TO SELL!
Listen to learn the top 10 things that every salesperson should know to succeed in a long-term sales career.
I have also listed the original episode that I have covered each topic in, so you can go back and listen to the complete podcast episode about it.
Thanks for listening!
I have wanted to do an episode about gratitude and appreciation for almost 9 months now, but I wasn't sure how it would go over, even though it is proven that having an attitude of gratitude will increase your sales.
This week seems like the perfect week to share this with you, and we are appreciating each other and our struggles, while going through our own struggles with the current situations we must find our way through.
And sometimes it can be a bit overwhelming, can't it?
I hope that taking these few minutes to understand how a daily gratitude of attitude review can help you feel more in control and happier.
Is there a difference between value selling and benefit selling, or are they the same thing?
Today I will explain the differences between the two, and give you 8 tips on how to sell
based on value instead of how to sell based on price, and how to use offering a discount in a way to get more sales.
Sales friction - those things in your sales process that create confusion or resistance and slow down your sales process.
This week we talk about how to identify and reduce or eliminate these sales friction points for a better customer experience and faster closing sales!
How are you doing with setting realistic and achievable sales goals right now?
It's a little different than it used to be, isn't it. And this week I am sharing 4 quick tips for a simpler way to set those goals, reach those goals, and still keep your sanity.
There's also an update on one of the tips I gave you last week, and it's working like a charm to help me set more appointments.
The old, boring ways of writing a sales email are exactly that, ... old and boring.
When you take a couple of additional steps to improve your emails and make them stand out, your open rates, response rate, and ultimately your sales will also improve.
Listen to find out the 6 steps to writing an effective sales prospecting email.
Are you challenged with the ever-changing sales world?
Being adaptable is the key to staying relevant ... being able to change quickly, whether it's adopting a new selling technique or adapting to a prospect's personality.
Lately, not only have I had to adapt almost every day, I've had to reprogram my brain to do things I have always said "never sell like that". Never say never, right?
But one thing is for certain, if you are not adapting to sell your product or service, even in a difficult time, someone else will be.
I've pivoted, because life has pivoted, hasn't it?
Some of the sales tips and tools we used to use just two months ago are kind of irrelevant, at least for now. How can you see hand and leg posture on a WebEx, right?
This week I talk about the psychological tools that YOU can use to be a better salesperson in this virtual world, as well as the new behaviors are prospects are exhibiting and how to work through them.
Staying relevant in today's selling environment will determine where you three months from now. So hop on board, get used to the tech, and sell!
People are making sales work - embracing the tech, using any and all of the resources we have to keep our jobs and provide for our families.
In this episode, I share a story with you about a man that is embracing the tech, staying relevant, keeping a can-do attitude, and winning. Let's all be like Nick and shine through this difficult, but not impossible, time.
You are all in for a sales treat this week! My guest is Tess Ball, founder of Heart Driven Business Academy, and we are talking about Treating Sales as an Entrepreneurial Adventure.
In my opinion, Tess is a systems guru, and she takes things that seem so difficult and simplifies them...what a great thing to do!
I find it interesting that each of my guests shares tips about what has worked for them, depending on their different backgrounds and areas of expertise, so that you can take that information and make it work for you.
If you go back into the other episodes here, you will find similarity in so many of these tips...because they work.
I was trying my hardest to stay away from the Pandemic topic, but because you all emailed me and DM’d me, I will do my best to attack it by sharing what has been working for me now, including the new psychology of your prospects and customers.
My podcasts are all about what has worked for me, and not...but I always feel I have years of experience to draw on. And I have sold through some tough situations. I was selling in New York City back between 1991 and 2001, so you can imagine some of the times I’ve sold through and adapted to.
But this one is unprecedented. This is different. I honestly think that some amazing selling tools will have become available to us much faster that they would have been — up to two years faster.
Our companies got things together in unprecedented time to help us continue to sell. So take advantage of those tools, and I hope that this episode helps you to keep your momentum and continue to sell through this challenging time.
Welcome to the Anniversary Special of the Sales Made Simple Podcast!!
This week I have 9 guests, all sharing their top sales tips or business advice with us.
What I have done for you is to take all of the "best of" from each of my amazing guests over the past year, and put it together in this episode - jam-packed with great sales tips to help you stay motivated, move forward, and remember to us these top sales tips as you continue to help people by selling them your product or service.
I am grateful to each of these guests, and to you, my listeners. Thank you all so much for making this journey so fantastic!
This week I am going to talk about two things, staying calm in the storm, and making sure that you stay ready, so that when we get through this you are ready to push forward full steam, succeed, and grow.
It may not seem possible right now, as we are going through this, but what I have found in my career is that after every setback, there is a time of extreme abundance and opportunity.
I am super excited to share my guest with you this week, Christina Mendelson of Travel Forward Consulting.
When I connect with another salesperson with a true love and understanding of Sales, and the struggles we all have, I find it so inspiring.
After all, when you are in a sales position, and in some capacity we ALL are, we all have the same struggles, day after day and week after week, and we can learn so much from each other, if you just open yourself up to the opportunity.
We don't just teach this stuff, we live it every day, just like you!
This week, Christina shares with us 3 tips to build instant rapport with your prospects.
Sometimes it can be so hard to do this...
Does the prospect like me?
Do they understand the conversation?
What can I do to make they feel more comfortable and make that connection?
She also shares some things NOT to do!
You don't always have to feel confident, but you do have to act confident. Even if you are nervous or unsure, adapt to the situation and show your best self.
A prospect is buying so much more than your product or service ... they are buying into you.
When you can take your confidence and share it with a prospect to help them overcome their doubts - sale made.
So, you've determined that your sales meetings are not turning into $. In this episode we explore what might be happening.
I'm going to be asking you some tough questions to help you. Be honest with yourself, no one is judging you.
This is so you can see how to get better and and close more sales.
One of the best ways to take back control of your day and your time is to make sure you are getting the best return on investment (ROI) for how you spend your time prospecting.
In this episode, we talk about your prospecting strategy, and how to make sure you
are spending your time wisely on the things that will lead to a sale, and ultimately make your more money.
This week my guest is J. Michael Smith of The Handbook Guide to Consultative Sales. We discuss how sales is and has changed,...the experience your buyer is craving is a buying experience much different than even 10 years ago.
I love when I find a name for a technique that I use every day in my sales presentations.
This week's technique is The Ransberger Pivot, a debating technique where the speaker attempts to find a common ground with the person they are trying to convince of their point of view.
Listen to see how you, too, can easily use this technique to help close more sales.
Are you asking your customers to do your job? By letting a prospect who is NOT the decision maker take your proposal and try to explain it to the decision makers themselves, you ARE allowing them to do your job.
This week, we discuss how to use the Forgetting Curve Theory to help you prospects remember more of what you say.
Today my guest is a friend, sales leader, and podcaster - Alex B. Sheridan. We had so much fun talking sales that we went on long after we actually "finished" recording the podcast.
Have you found that, too? When you find someone that you share an interest or a passion on a particular topic with that you could just talk forever?
Don't just tell your customer about the value of your product or service, appeal to their subconscious desire of wanting the best,...or the newest, and bring their subconscious thoughts and feelings to the surface by showing connections with what they want, or what they fear, and how buying your product or service will make their lives better.
If you would like to start a podcast of your own, but don't know where to begin, join us in the Podcasting 101 free 5-day Workshop and learn the roadmap to launching a podcast. Click here to register. The workshop starts January 13th inside the Podcasts Made Simple Facebook Group. See you inside!
Reviewing your sales numbers and goals is an important part of sales. I recommend doing it quarterly, and in this week's episode, we discuss why it's important, and how it can help you stay motivated in your sales to reach your highest level as we approach 2020. A goal without a plan is just a dream.
This week I have a friend, Jessica Haines of Jessica Haines Design as a guest. We talk about working through unexpected glitches, websites, motherhood, and designing for yourself a career and a life that you love.
Every day we are surrounded by things that distract us from our job...selling. It is only when we are actually selling that we are earning our livings and paying our bills. So why do we let so many other things distract us?
Learn to identify the time-suckers, and how to take control of your time and income.
As salespeople, our main goal, and our job, is to sell. Most of us work on commission, and don’t get paid unless we sell. So why do we allow ourselves to get sucked up into so many other things? Why not start off the day with intention?
Do you ever wonder why your prospect seems to have a confused look on his or her face, or they are just nodding their head politely at the very important thing you just said? Maybe,...just maybe, you a victim of one of the 7 ways you can totally confuse your customer and create chaos in your sales.
No worries...I also give you the ways to avoid the effect of confusion and chaos, and make your customer's (and your) sales experience easy and clear.
I am so excited for this episode with Rebecca Neale. She is a holistic health and life coach, business mentor, creative entrepreneur and your online bestie.
This week we talk about everything - from tips for busy working women and moms to find a little time to themselves, to sales tips, to living your best life.
Rebecca has an honest and up-front way of telling you the truth, and motivating you to create and live the life you desire.
Setting boundaries with your clients, and your co-workers, requires patience and strength. It’s something you have to decide ahead of time, and plan for. Stick to your decision or your will find yourself lost, frustrated, or even resentful with people calling you early in the morning, late at night, on weekends, or on your days off.
This week, I welcome Doug Golinski of Kick in the Butt Motivation. He is the best at helping people find ways to staying motivated, completing goals and tasks, and taking action even when you really don't feel like it.
So sit back and listen to the tips he shares with us...tips that you can use today to stay motivated!
When you are getting to the end of your sales presentation, do you remember to tell your prospects what the next step is to work with you?
I know, it sounds simple, but it’s an important step that many sales people miss...
My grandmother did so many things to make me feel special. We baked cookies together, she smother me with love, and I couldn’t wait to spend time with her.
What if your customers felt the same way about you?
This week is...being confident in what you are offering, and being comfortable and confident when it comes to asking the difficult questions in your sales presentation to help your prospects get their desired outcome.
This week, we talk about sales objections and sales excuses.
Just like your customers have excuses to not buy from you, salespeople have excuses to not sell. Ouch.
Sorry, had to say that. But most of what this episode is about is excuses and objections the customer will give you, and how to overcome them.
I am super excited this week to have Brenna McGowan of the The Social Rescue on the Podcast. I feel very blessed to share her with you, as she has so much going on, and she took the time to record this episode with me for you. She is bringing to us email tips to help improve your email skills, particularly, getting your emails opened by potential clients. We all spend a lot of our day emailing prospects and clients, but how many of your emails actually get opened? Or lead to a sale? Brenna will be sharing her knowledge about what actually works to help get your prospects and clients to pay attention to your emails, and to you, and to take action. You won’t want to miss this one, and bring a pad and paper, because you will definitely want to take notes. And be sure to take a look at the show notes this week, where I will post all of the links that we talk about in the episode, and so that you can check out Brenna and her work for yourself!
It’s that time of year again. Racing to reach your sales goals for 2019. This week I’m giving you a head start and showing you how to break your sales down into manageable parts to destress your sales by creating a weekly action plan.
We’ll talk about how your sales numbers are a great way to get motivated to finish the year strong, because wouldn’t you be motivated if you found it’s not as hard as you think it is?? I know sales numbers are not a popular topic...
It’s not necessarily fun, but it is necessary. Because winners keep score, and you are a winner. Ready, set, go!! Get that trip, sales bonus, or just hit your own personal sales goal this year!
One of the biggest challenges I hear every week, whether it’s direct sales or online sales is, “How do I get in front of more people?” This week, I will give you my answer. And it might surprise you.
I know it surprised me! Sometimes, when I am putting together a podcast episode or a class, things may take a turn of events that I didn’t plan out. Maybe it’s a new insight on a way I used to look at something.
And that is exactly what happened this week. So listen this week, whether you are a solopreneur or a small business, anyone in sales...because I believe this episode will make a difference in the way you are currently doing business
Do you know that recognizing and understanding the personality type of your potential client has a great impact on whether you will make the sale or not?
This week we discuss the 4 types of personalities, how to recognize them, and the best way to work with each one so that you can make the sale and give your customer the best experience.
This week I am welcoming my first guest, Toni Chowdhury, a success strategist and YouTube host. We are going to talk about running a business as a parent, and the challenges and guilt we all go through.
Toni adds an extra aspect to her story, the insights from another culture, as she is originally from India. Talk about a challenge!
If you would like to see more guest hosts, please shoot me an email at email@example.com and let me know your thoughts, as well as well as the topics you would like to learn more about.
In any business or sales situation, YOU want to be the authority figure 🌟.Do you agree that the people that take their time and focus on listening to you are the people you consider to be the wisest people?
⁉️That they give the wise solutions because they really get you and understand what you are trying to accomplish?
This week I discuss the 3 types of silence that you can master to use in your business and sales presentations to close more sales‼️
Try using one or all of these this week. They require practice, and sometimes nerves of steel. But in the end you will find yourself closing more sales and getting more referrals because you will become the “go to” authority in your field.
This week on the Sales Made Simple Podcast we will discuss non verbal clues that your potential client is giving you, so you can learn and recognize them, because sometimes what someone is saying is not really what they are telling you!
When you learn these subtle signs and combine them with your sales presentation techniques, you will be more effective at closing the sale because...actions speak louder than words.
Sales can be predictable! If you learn how you spend your time at work, you can learn how to use your time more wisely by spending it on the things that will make you more productive. And ultimately increase your sales!
This week we focus on the Pareto Principle, and how you can use it to improve your own paycheck by focusing on the most profitable activities.
Do you invest in your education, development, and motivation? You can’t just keep giving and giving without ever stopping to fill yourself back up. And fill yourself up consistently, every week, even every day!
If you don’t, you will soon become frustrated, tired, and unmotivated.
This week we discuss the benefits of investing in yourself - it’s all about YOU!
How do you stay excited, inspired, focused, creative and driven where you can wake up in the morning without even using an alarm? What keeps you up late because you are so excited about tomorrow that you can’t sleep?
This is the difference between being average and being exceptional at whatever career you choose. This week I have several tips for keeping your motivational level up, even when you feel you have nothing left to give.
And how to catch yourself before you go too far down that black hole that is so hard to crawl out of?
That’s what we are discussing in this week’s episode.
If you have been encouraged, motivated, or learned something from today’s episode, please subscribe to this podcast and leave a comment. Thanks for listening!
The Pomodoro Technique, simply said, is a 5-step system designed to help people use their time more effectively and be more productive.
And it works for everyone and any task, not just for salespeople (but of course I had to put my “sales twist” on it!)
So please join me today for about 10 minutes to learn how to make any task more manageable. It may change your life - not exaggerating!
Do you take the time at the end of each client meeting to evaluate what just happened? I know we all run through the sale, or non sale over and over in our minds, or at least that’s what I do. But I have found is serves me even better to actually have a process in place, where I can score and keep track of my strengths and weaknesses, and that is what I will talk about on this week’s Sales Made Simple Podcast. I have created for you a printable self-evaluation worksheet. Just go to the Sales Made Simple Facebook Community in the files section to access and download it. You can find the link in show notes! If you are finding my podcast helpful in growing you sales, please subscribe, leave a comment, and tell a friend! Thanks for listening.
We all have them, right? Whether they have a justified complaint, they are just playing around with you and your time, or they just want to bitch a little and vent, this week I discuss 8 ways and tips I have found useful to handle those difficult clients.
I am sure you have your own ways, or a nightmare client story of your own, so email me at nancycartersalestraining.com and I might feature your story in a future episode!
Do you get stuck during your sales conversations about what questions to ask and when to ask them? Or how to ask them without being salesy?
This week I will give you simple questions to ask to get the job done, by finding out where your customer is, where they want to be, and showing them how to get there, and how you can comfortably ask for the money.
This week on the Sales Made Simple Podcast, I will be sharing my 8-step system for your perfect meeting. By having a system in place, you can insure you “get it all in” while being conversational and non-salesy.
Have you ever sat down with a customer and didn’t know what to say? As salespeople, we all like to talk, but “stage fright” is a thing that many of us have experienced.
When you have an outline, or a plan, or a system in place, even if you get “stage fright”, you can follow your system and still feel comfortable knowing you will be able to serve your potential customer, no matter how nervous you are.
This week I discuss the three important steps to Qualify Your Potential Clients and how qualifying increases your odds of closing a sale and closing it faster. Have you ever been in a meeting with a prospective client, only to find that someone else needs to be there to make the decision? What are the odds of you closing that sale today? How do you handle this situation? In this episode, I share my ideas to help you get the sale by having the right prospects sitting in front of you.
Non-Negotiables - what you do for every customer, every time, and why that is so important.
You may not even recognize that you already have your own non-Negotiables, but you do. Think about that. Because once you recognize it, and know what they are, you will be able to keep your client presentation “fresh” every time, while making sure you ALWAYS in your Non Negotiables.
Today we start part 1 of a 7-part series, to bring you through a sales from getting the client to asking for the money to evaluating your presentation.
In this week’s episode, we’ll do a fun excercise...designing your perfect client. It’s a little law of attraction, and a lot of knowing what you want.
There is a worksheet download, and a bonus episode about who you need to be for your perfect client. Click on the link and join the Sales Made Simple Facebook group to access this bonus training, as well as additional weekly training every Thursday night at 7:30 pm.
Ah...the Elevator Speech, your verbal “calling card” to quickly make a connection and be memorable.
In this episode, I have included a formula to help you make yours. When you have your elevator speech completed, you will be prepared for those impromptu meetings with people in any setting that may turn into clients, if you do it right.
So, grab a pen and a piece of paper, and let’s get to work!
This episode became very personal because it made me rethink my “Why”.
Your why is what makes you get up in the morning and keep going, even when you feel like you have nothing left to give.
I hope this episode will help you find the reason, and the energy, to keep on pushing to accomplish your goals and dreams, and to find (or discover) YOUR WHY...
With all we have to do every day, how can we possibly find more time to actually sell?
In this episode, I share ways you can focus on the important “selling hours” and batch the other things into time frames that will not cut into your money time, allowing you to be more productive.
Prospecting is something we all need to do, and we are all very good at finding ways not to do! In part, because we don’t know who to call...
In this episode of the Sales Made Simple podcast, we discuss 2 groups to focus on, and how to insure that, when they finally do need your product or service, they call you!
Your prospecting time is sacred!!
In this episode of Sales Made Simple, I discuss why scheduling time to prospect is so important, and how you can make sure that you and everyone around you understands that Prospecting Time is Sacred.
I also talk about two things you can do to make your sales appointments more valuable to your customer, and more profitable for you!