Dec 31

20 Sales Quotes to Kick Start 2016

success-wideI don’t know about you, but 2015 flew by!! I am celebrating an amazing year, and getting ready for next!

Here are 20 great quotes to keep you motivated as you start 2016 with a bang! Some of these came from our fabulous guests, and some were coined by greats like Zig Ziglar, Og Mandino and Jeffrey Gitomer. Let these inspire your greatness for 2016!

  1. Motivation is what gets you started. Habit is what keeps you going. ~ Jim Rohn
  2. Attitude is a little thing that makes a big difference. ~ Winston Churchill
  3. The best way to sell something: don’t sell anything. Earn awareness, respect and trust of those who might buy. ~ Rand Fishkin
  4. If people like you, they’ll listen to you, but if they trust you, they’ll buy from you. ~ Zig Ziglar
  5. The best way to get where you want to go is to PRACTICE, … PRACTICE … PRACTICE. ~ Christopher Robins
  6. You create your own opportunities. ~ Eric Lofholm
  7. All you need to be a master closer is your mind, … and that thing called heart. ~ Ben Gay III
  8. People want to buy, not be sold. Stephanie Scheller
  9. Pretend everyone you meet has a sign around their neck saying, “Make me feel important.” Not only will you succeed in sales, you will succeed in life. ~ Mary Kay Ash
  10. If you don’t see yourself as a winner, you can’t performs as a winner. ~ Zig Ziglar
  11. A man who will see how much he can give for a dollar instead of how little is bound to succeed. ~ Henry Ford
  12. The difference between try and triumph is just a little umph! ~ Marvin Phillips
  13. Most people think “selling” is the same as “talking”, But the most effective sales people know that listening is the most important part of their job. ~ Roy Bartell
  14. Obstacles can’t stop you.
    Problems can’t stop you.
    Most of all, other people can’t stop you.
    Only you can stop you.
    ~ Jeffrey Gitomer
  15. Leadership is doing what is right when no one is watching. George Van Valkenburg
  16. Failure will never overtake me if my determination to succeed is strong enough. ~ Og Mandino
  17. Opportunities are usually disguised as hard work, so most people don’t recognize them. ~ Ann Landers
  18. The best sales questions have your expertise wrapped in them. ~ Jill Kronrath
  19. Don’t wish it were easier. Wish you were better. ~ Jim Rohn
  20. Remember, you only have to succeed the last time! ~ Brian Tracy

Do you want to close more sales? Do you want to close more sales now? Look here for my new book, “Black Belt Selling: Closing with Confidence” soon to be available on Amazon! I’ll keep you posted!

Dec 23

3 Lessons You can Learn from My Failed Quilt Raffle

I held the fish bowl up so my pastor wouldn’t see the winning ticket he was about to draw. The truth is, he had to reach to the bottom of the bowl for the tickets because there were so few. How embarrassing! I felt like a failure.raffle tickets

Back in September, a kind lady in our church came up to me after we announced that a team from our church was going to Asia to work with university students. She offered to donate a quilt as a fund raiser. Last year, she donated a beautiful blue Christmas quilt for another project. It had a picture of the nativity and a brilliant star in the corner. So I was thrilled at her offer. When she asked what kind of quilt I wanted, I said, “A Christmas quilt.”

“A Christmas quilt?” she asked.

“Yes. A Christmas quilt,” I confirmed. I thought her question odd, but didn’t think much about it until she produced a red and green Santa Claus quilt a month later. I assumed she knew I wanted a quilt like the blue one she donated last year. Though I was a little disappointed, I thanked her for the quilt and took it home.

I put some pictures on Facebook,created a Facebook event, and in the month before the drawing, I displayed the quilt every Sunday morning to entice people to buy tickets. Yet, last Sunday, we only had about 75 tickets to choose from for the drawing. What painful lessons did the Santa quilt teach me?

1. Wing-it presentations get wing-it results.

When we started to sell tickets, I wasn’t prepared to conduct a raffle. I relied on Facebook and pulpit announcements to market the raffle. Had I spend just half an hour in preparation, I would have created clear goals and a marketing strategy to achieve those goals and raise more money. As Eric Lofholm says, “When you wing it, you get wing it results!” Lesson to learn: Take time to clarify your goals and map out a strategy to achieve them.

2. If you don’t promote, you won’t sell.

Getting back to the marketing strategy, I relied on one or two avenues of publicity to reach my target market.  Had I distributed flyers and called businesses, I could have reached more people than just the ones in the church congregation. Lesson to learn: Promote, promote promote!

3. Know your target market.

Many people in our conservative congregation have trouble with Santa, and therefore would not buy tickets to win the quilt. This was shared with me after the raffle was over. I needed to know what people would buy. Lesson to learn: Find out what your target market wants, and give it to them.

What other lessons can you think of? Have you tried something and failed? What lessons did you learn?

Comment in the space below. I’d love to hear your thoughts.

 

Dec 17

5 Ways to Set Up for Success in 2016

Parties, gift giving, travel. Is this how we spend our holidays? Do you ever feel like Christmas was no holiday at all? When the new year comes, are you overwhelmed at the prospect of all that you need to do for the new year?

Taking time to re-energize is part of setting up for success in 2016.

Taking time to re-energize is part of setting up for success in 2016.

In this blog I usually write sales success tips. In truth, as much as we need to stay goal focused and taking massive action, we have to take care of the other areas of our lives, to achieve true success in life. Consider making time for the following during these busy holidays to improve all areas of your life.

Make time for rest.
Rest is more than getting 8 hours of sleep. It is giving your body and mind a break from the constant demands that surround you. Recharging your immune system and sharpening your creativity are just some of the benefits that rest provides. During the holidays, activities and travel can override your best intentions to be still. So be intentional and set firm boundaries so that you give your mind and body a chance to recharge.

Journal everyday.
Journaling is a powerful tool to relieve stress and strengthen your immune system (yes, it does!) Writing can help you come to terms with a stressful situation , and it frees the mind to find creative solutions. Commit to spending 20 minutes a day writing to more fully enjoy it’s benefits.

Spend time with loved ones.
Studies have shown that people who spend time with loved ones live longer. (Did we really need a study for that?) Plus supportive people fuel us to believe that our goals and dreams are achievable! To be most effective, set aside distractions while you are with friends and family this holiday, and really be present with them. As you practice being present with those you love, you may find that spill over into your client relationships, too.

Give to charity.
Volunteering and donating money are great ways to spend the holiday. They boost the immune system (especially vounteering), evoke gratitude and make you feel happier. Giving also reminds us that a life spent serving others is the happiest life of all.

Plan for the new year.
Remember, in all our holiday party and vacation, we want to be ready to start 2016 with a bang. Planning helps you stay focused, stay motivated and prepare for the unexpected. Whatever system you use, schedule some time setting up your success  for the new year. Don’t worry if it’s not perfect. Get started!

Tell me what you do will do for the holidays to recharge and start the new year. I’d love to hear! Comment in the space below. And don’t forget to sign up for my newsletter. Click here to receive this and other tips to grow your business in your mailbox every week!

I look forward to helping you master your sales and achieve your success in 2016.

Dec 04

How to Make Sure Money

We all want to make money or we wouldn’t be in business. In our quest for success, we often bypass this very important focus to get to closing. The only problem is, that ignoring this one idea, makes it harder to close more sales.

Listen to this short recording about how make sure money using social media.

If you want to know more, then listen to our radio show, on BlogTalkRadio as Stephanie Scheller and I go into depth on this very important topic. Click here to listen to the episode.

Nov 25

13 Things You Can Do NOW to Make 2015 Memorable!

During the holidays, it’s easy to slip into busy mode. We finish one task only to start another.  By the time New Year’s arrives, we are just grateful for a little rest before launching into the new year.Make 2015 Memorable

Now is a good time to do something to make 2015 memorable. Look over this list, or come up with your own!

  1. Call a friend you haven’t seen in a while. Reconnect.
  2. Paint a picture.
  3. Dance with your children!
  4. Spend  Thanksgiving working at a soup kitchen.
  5. Buy a toy for a child and give it to the Marine Corps’  “Toys for Tots”
  6. Visit the residents at a nursing home
  7. Open your home for 3 hours to your neighbors and offer light refreshments.
  8. Read a good book.
  9. Visit a children’s hospital and read a book to a sick child.
  10. Commit to journaling for 30 days, only writing about the things you are thankful for.
  11. Write a thank you note to your pastor or rabbi or minister, letting them know how they have made a difference in  your life.
  12. Give your spouse or significant other 15 minutes of your undivided attention.
  13. List your successes for the year and write thank you notes to the people who helped you achieve that success.

Does that get you started?  Hopefully, this list is gets your juices going.  2015 is nearly over, so do something to make it a year to remember!

Nov 19

The Fortune is in the Follow Up!

Have you ever heard that saying? The fortune is in the follow up. If that is the case, then what is holding us back? In this blogpost, I will talk about 3 ways you can improve your follow up so that you can move toward your fortune!

The fortune is in the follow up!

The fortune is in the follow up!

Inner Game
Sales is 90% what we think, and 10 % everything else. Our thoughts and our beliefs determine our actions. So let’s examine our thoughts that hold us back when it comes to following up with a client.

Most people are reluctant to follow up because they tell them selves, “If the person wanted to buy, they would have called me back.” The other reason people tell me they don’t want to follow up is the fear of being a pest.

Let me dispel those myths right away!
Myth #1: “If the person wanted to buy, they would have called me back.”
TRUTH: We are all very busy! Everyone has good intentions of getting back with you, and they may very well want your product. Life gets in the way. Not only that, but they may have an illness or an unexpected expense. Or they may just be waiting to see if you remembered talking to them. Don’t assume they will call if they want to buy. They will want to buy when you call, so call them back!

Myth #2: “I’m being a pest”
Truth: No one wants to be a pest! Right? So how do we follow up with a client gracefully? While I was visiting a friend in a car dealership, he once told me what a wise car salesman told him. He said, “I tell people, ‘I want to stay on your radar but off your back.'” The key to follow up without pestering is to have a script that you have prepared in advance. When you are following up, remember to reestablish rapport when you call. Rapport reduces any sales resistance your prospect may have, and establishes that this is a friendly call.

Myth #3: “What if they tell me they are not interested?”

Truth: That could be true today. However, ask if it would be alright to call in another 3 months. Ask them for a good time and day to check back with them. Or offer to send them a free gift for their time. There are a number of ways to stay in contact, and lots of people will accept free gifts.

The key to making this happen is to create a follow up system. Using a system, you can track who you have called, what you said and anything you need to get back with them about. Do you have a follow up system? Would you like help? That’s what I am here for! Comment below and ask for my free “Contact Follow Up” form. I will be happy to send it to you. Remember the Fortune is in the Follow up!

 

Nov 11

How To Close Before You Ask for the Order! Tips from Ben Gay III

When you think of closing a sale, what comes to mind? Word battles? Mud wrestling? In the martial arts, Sparring matches are won within the first 30 seconds of the round. If you wait to the end to win, you usually lose.  In the same way, most sales are made or lost in the first 10 to 15 seconds. Sales legend Ben Gay III shares the following story to illustrate this concept.Setting Appointments

Early in his career, Ben consulted with companies and wrote scripts for them. In one instance,  he went in the field to test some sales scripts he had written for a well know funeral company. To handle the particulars of the sale once the customer agreed to move forward, Ben brought a young employee with him to take care of the paperwork. As they were headed out the door, the company asked Ben to train the young man. “Of course,” Ben replied. “You’re paying me, I’ll do whatever you want me to do”.  They called on five customers that day.

After closing 4 of the sales that day, On the way back to the office, the young man said , “Mr. Gay, I really appreciate you taking me around today. I would have learned so much more if your sales hadn’t all been so laid back.”

So he pulled over to the curb, and politely explained to him that he was closing the sale! “In a couple of cases, I had closed the sale before he figured out where he was going to sit in the living room!” Ben shares.  The young clerk thought that Ben waited until the end for the mud wrestling to begin. By then it’s too late. . You can wrestle your customers for the sale, but according to Ben, you have messed up the presentationeason to do it. I’m closing.

You close in the way you walk, the way you conduct yourself, the way you look in them in the eye and greet them when they open the door. You’re closing on the phone when you say “Hello! . This is so and So, how may I help you?”  You are closing throughout by asking questions and  listening to the responses.

Three things to remember:

  1. Closing starts within the first 10 to 15 seconds of the presentation.
  2. Remember that everything you do is influencing your customer.
  3. Ask questions and listen to what the customer says.

No tricks or magic words. No mud wrestling or manipulative phrases. Just honest relationship building from the start. That is how you close before you ask for the order!

Want to know more? Then join me and my co-host Stephanie Scheller on Black Belt Selling as we welcome back, Ben Gay III to our studio. Click here for more information.

You can join us in our Facebook Group, Black Belt Selling. Here’s the link to request to join!

Your sales coach,

Anna Scheller

 

 

 

Nov 06

3 Greatest Hacks To Turn Leads into Hot Prospects

So your killer opt in page worked! You have more leads than you know what to do with. Now what?

Consider this question: How many of those leads will buy from you right now? Right now you might be staring at your screen thinking, “Are you crazy? I want all of them to buy right now!” Truthfully, though, if you give this some serious thought, you know that only a small fraction purchase on the spot. The actual number is 3%. You read that correctly, 3%. That means you have 97% of leads who will potentially buy from you in the future. That’s good news!! So how do you convert the 97% into buyers? That’s what this blogpost is all about!

Here are 3 hacks for you to convert leads into hot prospects.Email_Silk.svg

1. Follow up with your prospects using a variety of media.
A car salesman once told me, “I want to stay on your radar, but off your back.” Most salespeople and business owners are afraid follow up with clients because they don’t want to pester their prospects. The fact is we live in a busy world. What isn’t a need today may be a need tomorrow. You can keep in touch with the 97% through an effective drip campaign to educate your prospects about the value you bring. In effect, you are staying on their radar. When the need arises, you are set up as the expert they can go to to solve their problem.

2. Create value to demand a higher price.
Consumers today are looking for solutions to problems they have. To be able to command a higher price, you must show the value you provide in the marketplace that distinguishes you from your competitors. In my housing business, I provide fully furnished apartments for those who are looking for accommodations other than a hotel. We handle all the details for our clients in setting up and vacating an apartment so they can move in with a suitcase and leave without a care. No one else in our market does that with a personal touch. That is our distinction. Consider what distinguishes you from your competition, and use your drip campaign to educate your client on the unique way you give value.

3. NEVER Sell to your prospects.
What? Are you crazy, Anna? I thought this was about selling! It is! But people want to buy, not be sold. When new students start in a dojo, they often miss their target by turning their body or overreaching with a punch. They believe that the overreach gives them power, but it only makes them more vulnerable to attack. And going after a target head on is not always the best strategy to win a fight. In the same manner, a drip campaign educates the client on the added value you bring to the marketplace. Through regular communication about your distinctive value, when they need your help, they will reach out to you!

Want to know more? Then click here to listen to this week’s episode of Black Belt Selling to hear 5 elements to include in your email campaign that your prospect will open!

If you want an indepth look at how you can be more effective, contact me for a FREE 30 minute consult.

Source: Ted Leithart at www.businessincomeacademy.com

Oct 27

Do You REALLY Need Sales Scripting?

Probably one of the most powerful tools we need to master sales, yet one people resist the most is sales scripting. Studies in the 1990’s revealed that sales masters had several characteristics in common. The ability to use language persuasively made the list. Some of those same studies revealed that even as good as these pros were, they closed less frequently when they did not consult a script book! Script books are that important!

Recently, I spoke about this very important topic. Watch this broadcast of my scope on the importance of sales scripting to close more sales!

So what do you think? What areas of your sales process do you need to improve? Do you think scripts could help you become more consistent? Remember that the best movies have to have scripts. Scripts don’t constrain. They free you to know what you are going to say, be more confident, and close sales with language patterns that work!

All this week on Periscope, I am talking about what Eric Lofholm call, the elegant dance of objection handling. Follow me on Periscope at @SchellerAnna, and learn how scripting can help you handle objections and close more sales.

Oct 12

Make Your Sales Presentation Irresistible

Sitting in a dealership, I weighed whether I should even talk to a car salesman. My 10 year old minivan rested on the hydraulic lift for the second time in as many weeks. The last time I brought it in, it cost $900. Was it time to buy a new car? Would that save me money?

When I sat in front of the sales consultant, we went through the niceties of building trust and rapport. After asking a few questions, the young man parked the SUV he thought would be perfect for me in the service breezeway. Leather seats, a DVD player, extra room in the back, great gas mileage. He laid out all the features of the car as if rehearsed. I have to admit it was a nice car, but I decided to schedule the appointment to bring the van back for repairs.

What happened? Why did I not buy the new car?

Eric Lofholm, in his book, The System, states that the way to build value in your presentation is to share benefits that your prospect will love and enjoy! Sharing the benefits is different than presenting the features. Benefits are based on your customer’s needs. Often we tell the customer about what our product can do, but we fail to link those features to a benefit that our client is interested in.

In the example above, the young man showed me some great features. The more features he showed me however, the more concerns I had about monthly payments. He focused on the nice features he was interested in, not the ones I was. Had he shown me how this would fit in my budget, I would not be able to say no!

Sales is about service. Share the benefits (notice I didn’t say features) that your prospect will enjoy. That is service! When you take the time to identify the customer’s true needs, and share benefits that they will love, your presentation will be almost irresistible!

In a recent Periscope broadcast, I shared 5 benefits to include in your presentation to have your customer wanting your product before you ask for the order. To find out what kinds of benefits your customer is looking for, click here to listen to the broadcast

Do your customers want your product before you ask for the order? Then you must make your presentations irresistible before you ask for the money. Master this step in the sales process and you will close more sales!

Want feedback to make your sales presentations irresistible? I’m here for you! Email me and we will set up a 30 minute, no obligation, FREE discovery session.  Let me help you make more sales!

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