by Mike Brunel | Apr 23, 2023 | Sales
How to Develop a Winning Mindset for Sales Success.
In my book “Selling is not optional”, I outline the essential steps needed to navigate the sales journey successfully.
However, before delving deeper into these steps, it’s crucial to examine how our perception of sales influences our understanding of that journey.
Overcoming Negative Beliefs:
Sales are shaped more by how you think about it than by what you do.
We are talking about your mindset, your core beliefs about yourself as a salesperson, and about selling itself. Unfortunately, all too often, these beliefs are negative and limiting. However, when you change your perspective, you also change your results.
People often think selling is hard and assume that the ability to sell is an inborn trait.
They tell themselves, “I can’t sell. I tried it once and it didn’t work. I will look really stupid if I don’t close the deal.”
These limiting beliefs lead many talented people to conclude that they hate sales and will never be any good at it.
In contrast, people who have a more productive mindset around sales tend to think, “Sales is easy.
Salespeople aren’t born with something I don’t have. I can actually do this stuff.
If I have a great product and provide excellent service, then I should be able to make a sale.
After all, the customer gets a real solution to their problem from me.” A positive sales mindset always comes from understanding that a customer is a person with needs, wants, and desires that you can help them fulfil.
When you think about a sale that way, it becomes much easier to talk to that person about their problems and ask how you can make those problems disappear. The trick is to talk yourself out of the limited mindset and into a more expansive perspective.
In conclusion, having the right mindset is critical to success in sales.
It’s essential to view the customer as a person with unique needs, wants, and desires, and to approach every interaction with empathy and a problem-solving mindset.
By doing so, you can build stronger relationships with your clients and achieve better results in your sales journey.
Have a great week, everyone.
PLUS: WHENEVER YOU’RE READY…
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by Mike Brunel | Apr 17, 2023 | Sales
The Fast and the Furious: Sales Edition
Have you heard of Speed Selling?
It’s a great way to launch a company, and I have participated in it several times.
Over the years, it has become more sophisticated, and my old company, NRS Media, (since sold) has fine-tuned it to launch a brand new media company into profit from day one. I’ll delve more into that idea later.
How a small town radio station became the birthplace of Speed Selling.
My first experience with Speed Selling was at a part-time radio station in a small town with a population of 15,000 people.
As FM radio developed in my country, many potential operators were given temporary licenses to run 90-day radio stations, usually in tourist towns.
The potential bidder who was proposing a full-time license used this temporary 90-day station concept to build credibility and see if a format they used would be accepted by the community. If they did, they were granted a full-time FM license.
Each salesperson was given a specific “show to sell,” such as the “Top Ten at Ten,” the “American Top 40 with Rick Dees,” sponsorships, and any generic music program that could be sold off for 90 days.
The trick was that there was no set price on the program, just a guideline.
The sales rep could not go below the number, but they could go above it. The highest price got the sale, and the sales manager was the final judge.
The competition was held for an hour for each show, and each rep had to go out and cold call, sell the product, and get the client to sign an agreement with the time and price they were prepared to pay. If the price was acceptable to the sales manager, the rep got the next sale, and off they went with a 15-minute bonus.
The other reps had to sit around for 15 minutes before they could go out and sell the next program. It proved very successful and loads of fun.
How Bootcamps Helped NRS Media salespeople become confident and Effective.
One to Many is another tool for Speed Sell.
This idea built my previous company NRS Media from zero sales to $350 million annually.
It was a seminar-based model where business owners were invited to a hotel to hear the latest trends and ideas on advertising.
Usually, there were groups of 15-20 advertisers. At the end of the presentation, every attendee was offered an advertising package, usually a 12-month investment. On average, we could generate $600-$1 million in sales using this model over a week!
Taking action and speed in selling is very important.
How Bootcamps Helped NRS Media Salespeople Become Confident and Effective.
Often the one ingredient missing is training, which cannot be ignored.
I wrote all the sales and marketing manuals (playbooks) at NRS Media and perfected the execution, but without our famous Bootcamps, our people would never have had the success they achieved.
(I am going to expand on the power of Bootcamps in a future blog. )
Training is the one neglected tool that gets you the most sales.
Many companies ignore it because it takes time, but as the saying goes, “We could not afford not to do it.”
In conclusion, Speed Selling is an effective way to sell products and launch a company. It can be adapted to any business if you have a product launch that requires speed. There are a few more Speed Selling ideas that I would love to share, so find a way to sell more of your stuff.
As always.
Find a way to sell more of your stuff….
Mike (speed sell ) Brunel
PLUS, whenever you are ready…here are four ways I can help you grow YOUR business.
My favourite thing to do is show you what’s working right now. It’s not as good as being a client, but it’s close.
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If you are wanting to take your product or service from face-to-face to virtual selling, then I have a product that may be able to help you. You can get started for as little as $250 a month. If you’re interested then email mike@mikebrunel.com and put ‘Virtual Selling’ in the subject line…tell me a little about your business and I’ll get you all the details.
Mike
Mike Brunel started mikebrunel.com after being a successful entrepreneur and founder of NRS Media. He co-founded NRS Media in Wellington, New Zealand, expanded it into a global powerhouse in media sales and training, and was eventually responsible for opening offices in London, Atlanta, Toronto, Sydney, Capetown, and Bogota. His products and services are now sold in 23 countries and in 11 languages generating $350 million annually in sales for his clients. Mike sold the company in 2015 and now spends his time following his passions which include rugby, travel. His promise: “I can find thousands of dollars in your business within minutes – GUARANTEED” TRY ME
by Mike Brunel | Apr 11, 2023 | Strategy
In 1963, meteorologist Edward Lorenz made a stunning discovery that changed the way we view the universe.
For years, people believed that the universe operated like a machine where causes had corresponding effects.
This idea is commonly referred to as “cause and effect” or “what you reap you sow.”
Lorenz introduced the concept of the Butterfly Effect, which suggests that small actions can have significant impacts.
I recall a few years back my daughter asked me if I had heard of the Butterfly Effect.
I told her at the time that it was about cause and effect, but she corrected me, saying, “Dad, it’s about a butterfly flapping its wings in Sydney and creating a hurricane in Atlanta.” She was right, and I was reminded of the power of this theory.
Lorenz’s Butterfly Effect specifically refers to the idea that a butterfly flapping its wings in Beijing in March could cause hurricane patterns in the Atlantic to be completely different by August.
Here’s an example to illustrate this theory:
If a butterfly in Beijing flaps its wings, it creates tiny wind patterns that could impact a passing breeze. This passing breeze could then affect local wind patterns, which might alter the course of a storm.
If the storm’s original path was two degrees more to the south, it would not hit a particular mountain range and dissipate. Instead, it would continue in a different direction and last longer than it otherwise might have, causing more weather events to happen.
The Butterfly Effect shows that small adjustments can lead to significant outcomes.
Understanding this simple theory means that every idea you implement could cause an effect somewhere.
As you sell your products this week, keep in mind the power of the Butterfly Effect.
Every small action you take could have a significant impact.
Mike Brunel started mikebrunel.com after being a successful entrepreneur and founder of NRS Media. He co-founded NRS Media in Wellington, New Zealand, expanded it into a global powerhouse in media sales and training, and was eventually responsible for opening offices in London, Atlanta, Toronto, Sydney, Capetown, and Bogota. His products and services are now sold in 23 countries and in 11 languages generating $350 million annually in sales for his clients. Mike sold the company in 2015 and now spends his time following his passions which include rugby, and travel. His promise: “I can find thousands of dollars in your business within minutes – GUARANTEED” TRY ME
by Mike Brunel | Apr 3, 2023 | Leadership, Sales
A Valuable Lesson.
I learned many valuable lessons throughout my 30 years of selling advertising to companies of all sizes. I began as a door-to-door stationary salesperson in Sydney, selling everything from pencils to exercise books.
I then started selling carpet services in London, utilizing promotional brochures to generate leads. It was during this time that I realized the importance of face-to-face sales.
Direct media selling was my next endeavour, where I discovered the challenge of selling something invisible – a service rather than a physical product.
Selling the Invisible
Advertising is intangible, existing as airtime or a gap in a TV program. Building trust became critical to my success, and I quickly learned the value of meeting clients in person to establish a relationship.
As my career progressed, I discovered the power of selling to many.
When I started NRS Media, my partner Doug Gold introduced me to the concept of a “membership program.” Advertisers could purchase advertising time at a discounted rate, but only if they committed to a 12-month automatic debit payment plan.
This approach generated over $1 million in advertising commitment before the media company launched.
I developed a sales system around this model, generating over $1 billion in revenue for our media partners worldwide.
Using a “one-to-many” presentation model, our seminars boasted attendance rates of 70-80%, with closing rates as high as 50%.
The key to success lies in developing a process for your product, which can be easily accomplished digitally. Many companies are already excellently utilizing the one-to-many approach to distributing their information.
In conclusion, while face-to-face sales remain essential, selling to many through a free seminar or digital process has become increasingly crucial.
I encourage you to have fun selling your products this week, utilizing the power of technology and personal relationships to build lasting connections with your clients.
Mike
Mike Brunel started mikebrunel.com after being a successful entrepreneur and founder of NRS Media. He co-founded NRS Media in Wellington, New Zealand, and expanded it into a global media sales and training powerhouse. He was eventually responsible for opening offices in London, Atlanta, Toronto, Sydney, Capetown, and Bogota. His products and services are now sold in 23 countries and 11 languages, generating $350 million annually in sales for his clients. Mike sold the company in 2015 and now spends his time following his passions, including rugby and travel. His promise: “I can find thousands of dollars in your business within minutes – GUARANTEED” TRY ME
