by Mike Brunel | Sep 25, 2023 | Leadership
A Simple Solution that Saved a Quarter of a Million Dollars.
“Cost-Saving Success:
A Lesson in Business Efficiency and Sales Optimization”A leading manufacturing company headquartered in Japan managed to trim a whopping quarter of a million dollars from its expenses, and the secret to their success was surprisingly straightforward – they turned off the lights.
In an effort to uncover innovative ways to save money without disrupting their day-to-day operations, the company organized a competition.
The question posed to its employees was deceptively simple: “How can we save money in our company without compromising our daily operations?”
The company’s workforce, ranging from senior management to factory workers, embarked on a week-long brainstorming journey. When all the ideas were gathered and assessed, a suggestion from one of the lowest-paid workers emerged as the winning solution.
Saving money is right in front of you.
The winning proposal was elegantly simple: switch off the lights in the computer room and the factory where automated robots tirelessly assembled vital components. The employee received 20 per cent of the initial savings as a reward for this brilliant cost-saving idea.
This story underscores a valuable lesson: sometimes, the most effective solutions to complex problems are right in front of us all along.
Not every solution needs to be intricate; often, simplicity reigns supreme.
Moreover, it highlights that the answers to your business challenges may not exclusively reside within the upper echelons of management.
Encouraging employee input across all departments can yield surprising and innovative solutions that may significantly benefit your company’s bottom line.
What does this story teaches me about sales?
As a salesperson, you can apply this lesson in several ways to boost your performance and contribute to your organization’s success:
- Seek Cost-Efficient Sales Approaches: Consider how you can optimise your sales process without increasing expenses. Sometimes, a streamlined approach can lead to significant savings, such as cutting unnecessary travel or marketing costs.
- Collaborate with Colleagues: Don’t hesitate to tap into the collective wisdom of your colleagues. Engage in brainstorming sessions with your sales team to discover innovative techniques and cost-effective strategies for achieving sales targets.
- Incentive Ideas: Encourage creative thinking among your sales team by rewarding innovative cost-saving or revenue-enhancing ideas. Recognize that valuable insights can come from anyone, regardless of their position or experience.
- Simplicity Sells: When presenting solutions to potential clients, remember that simplicity often resonates more effectively than complexity. Highlight how your product or service can streamline processes or reduce costs for the customer.
By embracing these principles and adapting the story’s essence to your role as a salesperson, you can contribute to your company’s profitability while delivering outstanding results to your clients.
Have a great week selling your stuff.
Mike
PLUS: WHENEVER YOU’RE READY…Here are 4 ways I can help you make more sales in your business – big or small.
1. Want to become a Sales Mindset Blueprint Member? You get access to an exclusive coaching session with me and full access to my sales programme every month. Get the deets here.
2. Try the new ‘7 Days to Sales Success’ framework. Make more sales in 7 days—the framework of everything you need to start making more sales in your business. The Sales Success Framework is based on a simple 7-day challenge. Click here to learn how to grow your business by making more sales.
3. Join our private Facebook group – The Sales Mindset Inner Circle. Get all the latest up-to-date sales ideas. Every week, we do Facebook Live updates on all things sales. Tips, ideas, free coaching, and much more. Join me by clicking here
4. Could you work with me one-on-one? If you’re a small or large business owner or in professional services, you might have a few strategies, tactics and tools away from doubling your lead flow, revenue and impact. Please jump on a FREE 30-minute brainstorming call with me by clicking here.
by Mike Brunel | Sep 12, 2023 | Leadership, Presentation
“Want to Nail Presentations?
What if I told you that you only needed to know four simple words to create an outstanding presentation?
What if these four words could effectively communicate your message to your audience every single time?
Well, not only can you learn these four words, but I’ll also provide you with a practical framework that you can apply whenever you’re planning a presentation, a promotion, or sharing an idea.
But before we dive into the framework and workbook, let’s focus on the first word:
“Why.”
Did you know that 35% of your audience needs to understand why they should take a particular action or why they should pay attention to the information you’re about to share?
This portion of your audience truly engages with your content when you provide them with a compelling reason for why they need this information and how it can benefit them.
If you’ve ever noticed your audience losing interest early in your presentation, the solution might be as simple as incorporating a clear “why” right at the beginning.
Why not explore the various learning styles further with the help of my free workbook?
Sincerely, Mike (Your Guide to Better Presentations) Brunel
PLUS: WHENEVER YOU’RE READY…Here are 4 ways I can help you make more sales in your business – whether your business is big or small.
1. Want to become a Sales Mindset Blueprint Member? You get access to an exclusive coaching session with me and full access to my sales programme every month. Get the deets here.
2. Try the new ‘7 Days to Sales Success’ framework. Make more sales in 7 days—the framework of everything you need to start making more sales in your business. The Sales Success Framework is based on a simple 7-day challenge. Click here to learn how to grow your business by making more sales.
3. Join our private Facebook group – The Sales Mindset Inner Circle. Get all the latest up-to-date sales ideas. Every week we do Facebook Live updates on all things sales. Tips, ideas, free coaching, and much more. Join me by clicking here
4. Could you work with me one-on-one? If you’re a small or large business owner or in professional services, you might have a few strategies, tactics and tools away from doubling your lead flow, revenue and impact. Please jump on a FREE 30-minute brainstorming call with me by clicking here.
by Mike Brunel | Aug 28, 2023 | Leadership, Sales
“Unconventional Lessons from a Rugby Loss: Humorous Insights and Unexpected Wisdom”
This past weekend, my national sports team suffered a major defeat in a rugby match against their arch-rivals, South Africa.
In fact, it marked the most significant loss the All Blacks (my rugby team) have faced in their century-long history.
Every conceivable mishap unfolded on the field—dropped passes, failed team plays, missed tackles, questionable decisions under pressure—it was akin to witnessing a disastrous train wreck in real-time.
So, what’s the approach when your team experiences such a failure?
I proposed to a few friends the idea of inviting the entire team to watch a horror movie together, a concise 90-minute experience. The stipulations? No mobile phones, no audience beyond themselves.
In this analogy, that horror movie represents the game itself. And they have the distinct privilege of re-watching it.
Anticipating this, the team knows it’s coming. This concept serves as an invaluable lesson for me, compelling me to review my own missed opportunities, lost sales, and neglected contacts.
We all stumble; it’s an inevitable part of our journeys.
For my part, I ensured that I took complete ownership of my team’s errors, offered constructive feedback, and looked ahead.
Sports often mirror life, embodying both victory and defeat.
But I prefer to reinterpret that dichotomy as “winners” and “learners.”
We’re left to ponder—what did we glean from this experience, and how will we apply those lessons in the future?
Wishing you a productive week ahead.
Best regards,
Mike (A Devoted All Blacks Rugby Fan Forever ) Brunel
by Mike Brunel | Aug 7, 2023 | Leadership
Welcome to this week’s article where we will explore valuable advice from some influential figures in my business and life. The wisdom shared by Doug Gold, Brian Duffy, Lance Dias, and Robert Kiyosaki—remarkable individuals who have left a profound impact on my life.
Overcoming skepticism: Embracing your beliefs and thinking outside the norm.
Doug Gold, the mastermind behind More FM and a business partner at NRS Media, imparts an essential lesson: the majority of people you encounter may have counter-views to your ideas and ambitions. Even close friends and family might consider your financial endeavours or ventures outside your comfort zone as crazy. However, Doug’s advice is to believe in yourself, trust your instincts, and be flexible in your thinking.
Surrounding yourself with success: The importance of choosing supportive friends and mentors.
Next, we have Brian Duffy, a former sales coach and partner at NRS Media. Brian emphasises that there are real limits and self-imposed limits. He challenges his mentees to envision their “full potential without being constrained by their past. ” As they achieve success, he encourages them to reconsider their circle of friends and surround themselves with like-minded individuals.
The leopard analogy: Recognizing unchangeable traits in individuals.
Lance Dias, the CFO of NRS Media, offers a valuable analogy to consider. He presents the notion that people, much like leopards, rarely change their spots. During executive and board meetings, Lance would bring a soft toy leopard, symbolising the unchangeable nature of certain team members. His advice highlights the importance of recognising when change is required and making informed decisions accordingly.
Power of leverage: Understanding its impact on business growth and success.
Lastly, we turn to Robert Kiyosaki, a renowned author, who challenges us to identify our “4-foot line.” This refers to creating a sales process that generates passive income without constant personal involvement. I experienced this firsthand well before Robert created his Rich Dad Poor Dad series of books.
NRS Media’s success story owes much to Robert’s teachings, particularly the power of leverage demonstrated through “The Ring Toss Game,” which propelled the company to generate a staggering $250 million annually year upon year for our clients.
These valuable life lessons I learnt from trusted partners, executives, and mentors. As you embark on your journey, why not join me on Facebook, where we can explore more insights from these masters together?
With warm regards,
Mike Brunel- the sales expert.
PLUS: WHENEVER YOU’RE READY…Here are 4 ways I can help you make more sales in your business – whether your business is big or small.
1. Want to become a Sales Mindset Blueprint Member? You get access to an exclusive coaching session with me and full access to my sales programme every month. Get the deets here.
2. Try the new ‘7 Days to Sales Success’ framework. Make more sales in 7 days—the framework of everything you need to start making more sales in your business. The Sales Success Framework is based on a simple 7-day challenge. Click here to learn how to grow your business by making more sales.
3. Join our private Facebook group – The Sales Mindset Inner Circle. Get all the latest up-to-date sales ideas. Every week we do Facebook Live updates on all things sales. Tips, ideas, free coaching, and much more. Join me by clicking here
4. Could you work with me one-on-one? If you’re a small or large business owner or in professional services, you might have a few strategies, tactics and tools away from doubling your lead flow, revenue and impact. Please jump on a FREE 30-minute brainstorming call with me by clicking here.
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
by Mike Brunel | Mar 7, 2023 | Leadership, Sales, Strategy
If you’ve read my last few posts. You’ll see that I’ve been discussing the mistakes business owners make ( I have made every one of them- no kidding!) when it comes to getting the right salesperson on your team.
I want to give you as much value as possible, so here are three essential hoops (as I call them) that you might want to consider when it comes to employing new salespeople.
Structure Not Gut
Hoop 1- Company Culture Fit
Company Culture– While we believe that fitting in with the company culture is essential, as demonstrated in the graph on our FREE report, it makes up only 10%.
Don’t get too caught up in ensuring this is a significant part of recruiting.
Create a good job description.
This is a critical factor in hiring good salespeople. When you advertise for a salesperson, what do you ask?
How do you define the role? What are you looking for? What is the remuneration?
*Chet Holmes, one of my early mentors, always did this exercise when advertising for super salespeople.
Write down three initiatives that you would love to hire someone to do in your business.
Three only. Next to each one, do this:
What would it mean to your business?
How would it change your business?
Now list what you could afford to pay such people if they performed.
Do the exercise. This forms the foundation of a good job description.
Hoop 2- Structuring an interview – History of Success.
Once you get the CV’s for the position, look for a history of success. Somewhere, you can see a challenge, a life experience they overcame.
Structuring an interview- A structured interview process makes up 30% or a third of the process (FREE report). That’s a lot. In your structured interview, you should have some questions to ask after reading the CV. Here are a few to start with.
How do you function as a team?
How do you feel about operating in a team environment?
Do you like working on your outside of that team?
Can you tell me when you were asked to do a project independently? What was it?
These questions might get the process moving.
Challenge the candidate– You are hiring salespeople to do a specific job. Human beings inherently will do anything to avoid pain. However, in the business of selling, rejection is part of what selling is, and it can be painful.
If everyone got 100% of the business every time they presented a product, the salesperson would be out of business.
If you are hiring a salesperson to sell your product and prospecting is part of that, would you not at least ask them, “What happens when you get a ‘ No!’ – How do you react?”
Ask them this, and see what happens: “ You know what, I’m not convinced you are the right person for this job.” Observe their reaction. Do they sit there? Or do they do something that indicates they might do the same with a client?
Hoop 3- Assessment Tools
This also makes up 30% of the job evaluation- We take a lot of guidance from these types of assessments and go into more detail here: Download my FREE report. We used to call these the B.S. detector.
We carried these assessments out in my company specifically for the roles we were looking for, in salary and performance-based positions.
Our salespeople had to work alone. We had salespeople sprinkled worldwide, usually unmanaged, working in an unstructured environment.
We had to be clear on what we were looking for. That’s where traits/ behaviours come into play. We knew we had to hire for the task, not just the attitude.
In my next post, I explain what I look for in a salesperson and how I came to that.
Download my FREE report to learn more, or email me… mike@mikebrunel.com
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!
