What percentage of my market is buying right now?

At any given moment… in any given territory…

3% of the market is buying, 40% are almost ready to buy, and 56% aren’t ready.

Yet, here’s what’s happening… (too often)

The majority of sellers are getting caught off guard… in last minute street fights for a teeny tiny piece of that 3%.

Wouldn’t it make better sense to put more focus on the 96 percent?

Because this is a huge underserved market.

And going upstream early has its privileges.

Just a few:

Sellers “first in” can build value over time.

Sellers “first in” have time to do proper discovery.

Sellers “first in” can customize their decks.

Sellers “first in” have time to win over 5.4 decision makers.

Sellers “first in” enjoy pre-existing relationships.

Sellers “first in” win big deals and RFPs by default.

Best of all…

When you apply ridiculous focus to the 96 you’ll win a bigger chunk of the 3.

Some sellers practice instant gratification. Others don’t seek it at all.

Be the latter.

P.S: Never have another quarter without hitting quota. Check out the stoic sales minds blog – Click Here.

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PLUS: Whenever you’re ready, here are 3 ways I can help boost your sales very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast

This is where you and I get on a 30 minute call to talk about you, your company, and the business problem you solve. It’s a killer way to position yourself as the industry expert. Then share your quotes with prospects to nurture them from demo to close. To be a guest on the show connect with me on LinkedIn.

2. Join the Stoic Selling Masterclass

My favourite thing to do is empower sales reps to get new clients for life. This is done by helping them apply the 7 stoic selling mindsets to their businesses. Enterprise businesses, Mid-Market businesses, SMBs –  Click Here.

3. Hire a Stoic Sales Rep for your business

If your business is scaling and you’re ready to hire a sales rep, but WON’T settle for a dabbler, an unrealistic optimist, or an empty suit… then let’s connect. 

4. Scout for Us. If you’re looking for a new way to earn a part time/ full time income that allows you to work from anywhere in the world, and live on your own time schedule… I may have the perfect opportunity for you. Click Here to get all the details.

Should I text my sales prospects?

Texting is a killer tactic to add into your sales cadence. Here’s why:

20% of prospects open emails let alone respond

5% of prospects respond to voicemail.

98% of people in general open texts within 3 minutes

Rules for texting:

Ask permission to text early in the sales cycle.

Use texts sparingly. Imagine you’ve only got 3 text credits per quarter per client.

Never, ever pitch your product in a text.

Reasons for texting:

Checking if your prospect is open for a call

Confirming a call or meeting

Sending a helpful resource

Quickly answering a question they’d asked earlier

Format for texting:

Keep it short or it won’t get read =<60 characters

Include a call to action with only a Y/N required

Identify yourself with your first and last name. They won’t recognize your phone number.

Emergency situation for a text:

When your customer goes dark at the 11th hour at end of quarter.

Ask…

“Had a chance to review the offer yet, Mark? (trevor hefford)”

That’s 60 characters.

Texting is intimate.

Texting is powerful.

Texting is a privilege.

How to text to sell

P.S: Never have another quarter without hitting quota. Check out the stoic sales minds blog – Click Here.

View original question on quora

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PLUS: Whenever you’re ready, here are 3 ways I can help boost your sales very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast

This is where you and I get on a 30 minute call to talk about you, your company, and the business problem you solve. It’s a killer way to position yourself as the industry expert. Then share your quotes with prospects to nurture them from demo to close. To be a guest on the show connect with me on LinkedIn.

2. Join the Stoic Selling Masterclass

My favourite thing to do is empower sales reps to get new clients for life. This is done by helping them apply the 7 stoic selling mindsets to their businesses. Enterprise businesses, Mid-Market businesses, SMBs –  Click Here.

3. Hire a Stoic Sales Rep for your business

If your business is scaling and you’re ready to hire a sales rep, but WON’T settle for a dabbler, an unrealistic optimist, or an empty suit… then let’s connect. 

4. Scout for Us. If you’re looking for a new way to earn a part time/ full time income that allows you to work from anywhere in the world, and live on your own time schedule… I may have the perfect opportunity for you. Click Here to get all the details.

What is one trick I can use to communicate better with prospects?

25% of salespeople majored in business.The second most popular major? The college of life. 17% never attended college.

This leaves 58% of sales reps with degrees in things like History, Psychology, Sociology, and Poly Science.

If you fall into the 58% category realize this…

For four straight years you wrote term papers, listened to lectures, and were force-fed four syllable words.

Yes, you earned your piece of paper, but you’re a seller now, not a scholar.

That same piece of writing that earned you an A on your college midterm…

Would now get flagged as spam or deleted by your prospect.

So ditch the academic words and retrain your brain to communicate like a 10 year old.

Email prospects like you’re texting your buddy (without the profanities).

Because here’s the thing…

Prospects understand a whopping 90% of what they’re reading… when you speak in 14 words or less.

Or worse…

Prospects understand less than 10% when your sentences go up to 43 words.

Yes 10%.

If you expect to sell, then quell. (words that is)

A trick to communicate with prospects

P.S: Never have another quarter without hitting quota. Check out the stoic sales minds blog – Click Here.

View original question on quora

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PLUS: Whenever you’re ready, here are 3 ways I can help boost your sales very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast

This is where you and I get on a 30 minute call to talk about you, your company, and the business problem you solve. It’s a killer way to position yourself as the industry expert. Then share your quotes with prospects to nurture them from demo to close. To be a guest on the show connect with me on LinkedIn.

2. Join the Stoic Selling Masterclass

My favourite thing to do is empower sales reps to get new clients for life. This is done by helping them apply the 7 stoic selling mindsets to their businesses. Enterprise businesses, Mid-Market businesses, SMBs –  Click Here.

3. Hire a Stoic Sales Rep for your business

If your business is scaling and you’re ready to hire a sales rep, but WON’T settle for a dabbler, an unrealistic optimist, or an empty suit… then let’s connect. 

4. Scout for Us. If you’re looking for a new way to earn a part time/ full time income that allows you to work from anywhere in the world, and live on your own time schedule… I may have the perfect opportunity for you. Click Here to get all the details.

When should I send a breakup letter to a prospect?

Never send a breakup letter to a prospect.

It reveals that you’re ONLY interested in them meeting YOUR buying timelines, not THEIRS.

And that’s a bad message to send.

Do this instead:

First, add value by sharing insights and making tiny little invites and offers until your prospect asks you to stop.

Second, if they ask you to stop… humbly, slowly, and ever so politely say…

“Understood and thanks, Jake. Would this content perhaps be more relevant with someone different in your company?”

This question gets straight to the truth.

Often they won’t be shy about telling you why it’s not relevant since they’ve already told you to stop. They have nothing to lose by being honest. It may even open up a meaningful dialogue.

Third, if your prospect still wants you to stop contacting them or anyone else in the company… the moment this person moves to a new department or leaves the company, restart with their replacement.

Rinse and repeat.

What is to give light… must endure burning.

Why you should keep following up with a prospect

P.S. Never have another quarter without hitting quota. Check out the stoic sales minds blog – Click Here.

View original question on quora

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PLUS: Whenever you’re ready, here are 3 ways I can help boost your sales very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast

This is where you and I get on a 30 minute call to talk about you, your company, and the business problem you solve. It’s a killer way to position yourself as the industry expert. Then share your quotes with prospects to nurture them from demo to close. To be a guest on the show connect with me on LinkedIn.

2. Join the Stoic Selling Masterclass

My favourite thing to do is empower sales reps to get new clients for life. This is done by helping them apply the 7 stoic selling mindsets to their businesses. Enterprise businesses, Mid-Market businesses, SMBs –  Click Here.

3. Hire a Stoic Sales Rep for your business

If your business is scaling and you’re ready to hire a sales rep, but WON’T settle for a dabbler, an unrealistic optimist, or an empty suit… then let’s connect. 

4. Scout for Us. If you’re looking for a new way to earn a part time/ full time income that allows you to work from anywhere in the world, and live on your own time schedule… I may have the perfect opportunity for you. Click Here to get all the details.

How should I respond if my prospect asks me to send them some information?

When a prospect says.. “send me some information” I never respond with…

“Just so I don’t waste your time, what exactly would you like me to send?”

This is because…

By asking them this kind of closing question, I AM wasting their time…

They don’t know what they want yet. They’ve just met me. The last thing they want is to burn brain calories thinking about it.

I always GIVE to GET. Not the other way around. Or, sales resistance rears its ugly head.

Give them what they want early without interrogation. Even if you think it’s a brush off. Don’t test their sincerity.

Then…

When you email them information, include one question about the result or benefit you’ve shared. Because now you’ve earned it.

For instance…

“Mr. Prospect. How do you feel about X, Y, or Z?”

Understand: in sales as in war, nothing ever happens just as you expect it to.

The ask for information sales close

View original question on quora

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P.S: Whenever you’re ready, here are 3 ways I can help boost your sales very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast

This is where you and I get on a 30 minute call to talk about you, your company, and the business problem you solve. It’s a killer way to position yourself as the industry expert. Then share your quotes with prospects to nurture them from demo to close. To be a guest on the show connect with me on LinkedIn.

2. Join the Stoic Selling Masterclass

My favourite thing to do is empower sales reps to get new clients for life. This is done by helping them apply the 7 stoic selling mindsets to their businesses. Enterprise businesses, Mid-Market businesses, SMBs –  Click Here.

3. Hire a Stoic Sales Rep for your business

If your business is scaling and you’re ready to hire a sales rep, but WON’T settle for a dabbler, an unrealistic optimist, or an empty suit… then let’s connect. 

Should I Send Prospecting Emails on Friday?

Should I Send Prospecting Emails on Friday?

Here’s the thing:

Friday is never a great day to email a prospect.

Call yes. Send email no.

When your prospect doesn’t reply Friday, they’re less likely to Monday.

This is because last week is over. Their moving forward. Not checking history.

So binge-type messages Friday.

Just don’t send until Monday.

Tuesday’s even better. (if you expect a response)

Avoid the ridiculous resends.

Avoid sending emails on Friday to customers

View original question on quora

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P.S: Whenever you’re ready, here are 3 ways I can help boost your sales very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast

This is where we get on a 30 minute ‘recorded’ call to talk about you, your company, and your value prop. It’s a great way to position yourself as an industry expert and then share quotes from the podcast on LinkedIn or with prospects. To be a guest on the show connect with me on LinkedIn.

2. Join the Stoic Selling Masterclass

My favourite thing to do is empower sales reps to get new clients for life. This is done by helping them apply the 7 stoic selling mindsets to their businesses. Enterprise businesses, Mid-Market businesses, SMBs –  Click Here.

3. Hire a Stoic Sales Rep for your business

If your business is scaling and you’re ready to hire a sales rep, but WON’T settle for a dabbler, an unrealistic optimist, or an empty suit… then let’s connect. 

How Do I Stay Top Of Mind After Presenting To My Prospect?

One hour after you present, your prospect will forget 50% of what you said.

In 24 hours 70%.

In 1 week 90%.

How to stay relevant?

First, before you demo, ask permission to record it, so they have a souvenir.

Second, send your souvenir to them 24 hours later so they know you keep your promises and they have the entire demo for easy reference.

Third, take every single question they asked during the demo and create separate single question FAQ emails.

Do this so you have valuable content to nurture them with from demo to close. What’s more valuable to them than feeding back the questions they asked in the demo via email with richer answers?

In a little while you will have forgotten everything. In a little while your prospect will have forgotten everything about you.

how to nurture prospects naturally

View original question on quora

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P.S: Whenever you’re ready, here are 3 ways I can help boost your sales very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast

This is where you and I get on a 30 minute call to talk about you, your company, and the business problem you solve. It’s a killer way to position yourself as the industry expert. Then share your quotes with prospects to nurture them from demo to close. To be a guest on the show connect with me on LinkedIn.

2. Join the Stoic Selling Masterclass

My favourite thing to do is empower sales reps to get new clients for life. This is done by helping them apply the 7 stoic selling mindsets to their businesses. Enterprise businesses, Mid-Market businesses, SMBs –  Click Here.

3. Hire a Stoic Sales Rep for your business

If your business is scaling and you’re ready to hire a sales rep, but WON’T settle for a dabbler, an unrealistic optimist, or an empty suit… then let’s connect. 

How Do I Write a Sales Email That Sounds Natural?

When emailing prospects I kill intellectual words.

Instead I use emotional words.

Here’s the difference:

Don’t say, difficult. Say, tough.

Don’t say, immediately. Say, right now.

Don’t say, “the software is provided with,” say, “the software has.”

Imagine your talking with a friend in the bar. Would you ever say…

“Kim. Would you be interested in an alcoholic beverage?”

Never.

You will always say….

“ Wanna nother Corona?”

Sound like a seller, not a scholar.

Write like a seller not a scholar

View original question on quora

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P.S: Whenever you’re ready, here are 3 ways I can help boost your sales very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast

This is where we get on a 30 minute ‘recorded’ call to talk about you, your company, and your value proposition. It’s a great way to position yourself as the expert in your industry. To be a guest on the show connect with me on LinkedIn.

2. Join the Stoic Selling Masterclass

My favourite thing to do is empower sales reps to get new clients for life. This is done by helping them apply the 7 stoic selling mindsets to their businesses. Enterprise businesses, Mid-Market businesses, SMBs –  Click Here.

3. Hire a Stoic Sales Rep for your business

If your business is scaling and you’re ready to hire a sales rep, but WON’T settle for a dabbler, an unrealistic optimist, or an empty suit… then let’s connect. 

How Can I Win Back The Customer I’ve Lost?

We’ve all been there… at the start of a new quarter.

Scrolling through accounts in Salesforce.

Looking at ones we’ve lost.

Wondering…

“How can I win them back?”

Losing customers is catastrophic and costly, isn’t it?

Three questions to ask yourself:

1. What specific chain of events led to the break-up?

2. How much revenue am I losing per month because of the break-up?

3. How do I feel knowing my competitor is stealing my commissions?

Then ask…

Are they worth winning back?

If so…

What will you do to motivate them to change their current vendor?

Better price. Better terms. Better service?

You need a “mafia” offer.

Meaning…

Creating an offer so strong, they can’t refuse it and their current vendor can’t, or won’t offer the same.

Then…

Reach out to them in an honest and humble way.

Be prepared to:

1. Review the chain of events which led to the break-up.

2. Propose your irresistible win-back offer.

3. Swallow your pride and take it on the chin.

Still uncomfortable with win-backs?

Know this:

It’s not because a win-back is difficult that we don’t try…

It’s because we don’t try that a win-back is difficult.

View this original question in quora

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P.S: Whenever you’re ready… here’s how I can help you hire stoic sales reps so your business grows.

What’s the difference between asking and inviting?

Ever think about how much we “ask” when we’re doing outbound sales calls?

The problem with asking too soon is it creates sales friction…

For instance…

“Could I ask you a few questions about your business?” (intrusive)

“Would you like a demo of our software?” (assumptive)

“When is the best day to get 15 minutes on your calendar?” (aggressive)

Asking puts demands on our prospects to open up, or give us a specific answer. (without a relationship being built first)

Instead of an ASK, start with an INVITE…

Here’s why:

Inviting is a friendly request for them to read, listen, watch, attend, or participate in something free and specific to their business.

When you invite you won’t be seen as that pushy sales rep trying to pin them down for an answer.

For instance…

“I’m doing a demo next week to show how to solve problem ABC. Could I send you the invite?” (including)

“I have a case study about problem CDE. Possible to email it to you? (including)

There’s a video we created about problem FGH. Could I share the link?” (sharing)

When you call prospects to invite instead of to ask, you naturally create value instead of inadvertently creating friction.

You’d be surprised how much your prospects open up too.

think about how much you ask versus invite when cold calling

P.S: Whenever you’re ready… here’s how I can help you hire stoic sales reps so your business grows.

View original question on quora

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P.S: Whenever you’re ready, here are 3 ways I can help boost your sales very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast

This is where we get on a 30 minute ‘recorded’ call to talk about you, your company, and your value proposition. It’s a great way to position yourself as the expert in your industry. To be a guest on the show connect with me on LinkedIn.

2. Join the Stoic Selling Masterclass

My favourite thing to do is empower sales reps to get new clients for life. This is done by helping them apply the 7 stoic selling mindsets to their businesses. Enterprise businesses, Mid-Market businesses, SMBs –  Click Here.

3. Hire a Stoic Sales Rep for your business

If your business is scaling and you’re ready to hire a sales rep, but WON’T settle for a dabbler, an unrealistic optimist, or an empty suit… then let’s connect.