by Mike Brunel | Oct 23, 2023 | Motivation and Mindfulness, Sales
Start a Conversation with Yourself
Introduction:
A successful sales relationship relies heavily on the continuous dialogue you maintain with your customers.
Interestingly, this dialogue begins with the conversation you have with yourself.
When you understand how to communicate with yourself, your ability to listen to others improves significantly.
Think about your own “self-conversation in sales”
I realized this crucial lesson years ago during my tenure at a media company.
I was sent to a conference in Houston, Texas, shortly after ending a long-term relationship.
I’ll admit, I felt somewhat disoriented at the time.
The Catalyst: Discovering Personal Power.
In my hotel room, I stumbled upon an infomercial featuring a remarkably youthful Tony Robbins, who introduced something he called “Personal Power.”
Curiosity piqued, and I made the purchase.
Upon my return to New Zealand, a box bearing Tony’s signature awaited me.
Embracing Knowledge and Self Improvement.
I eagerly consumed the material, reigniting my passion for learning and providing tools to enhance my mindset and internal dialogue.
I diligently completed all the exercises and maintained a journal.
One invaluable skill I acquired was the art of asking myself meaningful questions.
This practice began with journal entries and eventually led to a transformative focus, yielding significantly improved results.
I am a great believer that one’s life often correlates with the nature of the questions one consistently poses to themselves.
When you prime your mental faculties to seek specific types of answers, your perspective shifts accordingly.
Asking, “What’s wrong with me?” may lead you to conclude that you are inadequate or undeserving of success.
Conversely, questions like “How can I use this experience to positively impact others?” encourage more constructive and empowering responses.
This shift in questioning enables you to discern a way forward, as opposed to feeling trapped at a dead end.
The Art of Asking Quality Questions.
Here are some examples from my past journal entries:
- What am I currently happy about in my life?
- Why does this particular aspect bring me joy, and how does it make me feel?
- What excites me the most in my life right now?
- What is the source of this excitement?
- For what am I most grateful in my life?
- To what am I currently devoted in my life?
Conclusion: Enjoying the Journey of Self conversation.
These questions illuminated the fact that positive inquiries foster a growth mindset, ultimately leading to more favourable outcomes.
By focusing on constructive and positive questions, your brain actively works on finding answers, even when you’re not consciously thinking about them.
Consider the vast difference between asking, “Why does this always happen to me?” versus “How can I learn from this experience?” These two questions set entirely different courses for the steps you take next.
Develop a list of empowering questions and integrate them into your daily routine, especially if you’re seeking a significant change in your life.
Over time, this practice not only transforms your self-dialogue but also the way you engage with your clients.
Enjoy the journey of selling, and remember the power of having the right conversation with yourself.
Have a good week
PLUS, whenever you are ready…here are four ways I can help you grow YOUR business.
1. Join my free Facebook group – Sales Mindset Inner Circle
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.
2. Take advantage of a FREE 45-minute consultation
Need some sales support? Make an appointment, and let me take you through the past, present, and future templates.
3. Work with me one-on-one
If you want 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.
4. Finally, grab my new digital book on ‘How to get a predictable sales system into your business without coming across as salesy’
Click the link: https://www.salesblueprintbook.com/book
Cheers
Mike
by Mike Brunel | Oct 17, 2023 | Sales
Is Sales Success Dependent on the Attitude of the Salesperson or the Prospect?
Across the globe, I’ve been privy to inspiring tales of how salespeople are genuinely transforming lives.
Many businesses worldwide confess to feeling the weight of not meeting their targets.
“The market has become challenging”, “It’s not what it used to be”, “People just aren’t spending like before”—the list of reasons seems endless.
However, I firmly believe this perception is flawed.
Offering genuine value and demonstrating a commitment to your customers will invariably lead to sales.
THE MONEY IS STILL OUT THERE.
While monetary flow might vary, the truth remains that money is always in circulation.
It might shift from one business to another, but records indicate that retail revenue is surging in countries like NZ and Australia with some categories.
Businesses need to adapt and reconsider the channels and methods their clients use to make purchases.
It’s undeniable: traditional media like television no longer dominate our lives. The internet reigns supreme.
Potential customers often research your products—and those of your competitors—long before they set foot in your store or establishment.
Information is Power.
I’ve observed a common trend among thriving businesses during my interactions across the world.
They consistently train their employees, keeping them informed about new products or services, and empowering them to make decisions. Regular training sessions, often weekly, are the norm.
A lack of product knowledge can be detrimental.
Consider the experience of walking into a store and encountering an employee who seems clueless about their products. Such encounters erode trust and confidence, prompting customers to look elsewhere.
The Secret to Amplified Sales?
Being informed about a product not only provides tangible knowledge but also confers an intangible benefit to the salesperson: a boost in attitude and confidence. This newfound confidence is palpable to customers.
Boost Your Team’s Product Knowledge with These Exercises:
- Pop Quiz: Jot down 10 benefits of your top-selling products and identify what you believe is the most crucial advantage for customers.
- Knowledge Test (One-on-One or Team Meeting): Quiz each team member on those products. This can be a written examination or part of their regular performance reviews.
Implementing these straightforward exercises can provide your business with a competitive edge and potentially increase your share of the market revenue.
Wishing you a successful day in sales!
by Mike Brunel | Oct 9, 2023 | Presentation, Sales
This week, I want to share a story about a father and son and the importance of having an open mind.
It is an excerpt from my book.
The Newspaper Story
In a fictional scenario, a man is busy working at home when his young 5-year-old child enters his study with the enthusiasm that children have in abundance.
The child asks his Dad if they can go to the park.
The Dad, in the middle of his work, tries to resist his son’s requests, but the child persists.
With frustration, the Dad looks around him and lifts up a newspaper, opening it to a double-page picture of a map of the world.
A Map with a Secret
He then pulls out the map, tears it up into handfuls of small pieces, and gives them to his son.
He says, “After you put together this map of the world, then we will go to the park.”
His son takes the pieces of the newspaper in both hands and scurries eagerly over to the other side of the room, setting to work without delay.
The Dad knows that his son has no idea what a map of the world looks like and thinks it will take him ages to complete the task.
So, he gets back to his work.
Five minutes later, his son runs across to his Dad and says, “I finished! Can we go to the park now?”
It Was Easy
The Dad thinks his son is making it up, but on the floor is the finished makeshift jigsaw of the map of the world.
“How did you finish this so quickly?” he asks his son.
“It was easy, Daddy,” says the boy as he turns over the pieces of the jigsaw one at a time.
On the other side of the world map is a photograph of a man.
“You see, when you put the man back together, the whole world falls into place.”
The Moral of the Story
The moral of the story is that it is how you look at things.
You see what you want to see, and sometimes you have to open up (Growth Mindset).
I challenge myself every day to approach the sales profession with a different perspective.
Have a great time selling your stuff.
Mike
Chicken Soup for the Soul – Jack Canfield – Mark Victor Hansen
P.S.
If you would like a FREE Download of my book “Selling is not optional”- How to Master the Most Important Skill in Business and Life.
Click on the link and it’s yours.https://products.mikebrunel.com/selling-is-not-optional-digital-download
by Mike Brunel | Oct 2, 2023 | Sales, Strategy
“Size Does Matter when it comes to selling.
For valuable insights into distinguishing between small and large sales, consider reading Neil Rackman’s best-selling book, ‘Spin Selling.’ Several years ago I was introduced to it and found it very useful when selling larger offers.
“Distinguishing Between Big and Small Sales”
Rackman emphasises the fundamental differences between a large sale and a big sale.
He believes each requires distinct closing techniques.
Recognising these differences can save you significant time and increase your chances of success when approaching prospects.
What Defines a Small Sale?
In ‘Spin Selling,’ Rackman shares an illustrative anecdote. While waiting for a connecting flight at an airport store, he spontaneously purchases a versatile Swiss Army knife for just $15.
The time elapsed between recognising the need and making the purchase was mere seconds, highlighting a characteristic of small sales – swift transaction times.
Additionally, small sales typically involve minimal risk.
Rackman’s $15 expenditure on the army knife presented minimal financial exposure.
Small sales often stem from impulsive decisions driven by emotional motives.
In Rackman’s case, practical necessity did not drive the purchase; it was an emotional impulse.
How Does a Large Sale Differ?
Now, consider a different scenario: meeting a prospective client who may potentially invest several thousand dollars in your company.
To secure such a substantial sale on the first call, you must exercise patience and anticipate a more extended sales process.
Large sales usually entail a longer transaction timeline, as the need develops over time.
To help you recognise the difference, here are some key indicators:
- Multiple Decision Makers: In larger sales, there are typically more decision-makers involved. Be prepared to engage with a team of more than one decision-maker.
- In-Depth Problem Solving: Large sales require you to ask more specific questions about the customer’s problems and collaborate on finding comprehensive solutions.
- Rational Decision-Making: The decision-making process for larger sales tends to be more rational and deliberative on the part of the customer or client.
Understanding the way your customers think, the impact of their decisions on their own career
Try this:
Create a list of your clients who have engaged in large-scale purchases, categorised by the size of the sale. Compare this list with the criteria outlined above.
Be open to thinking differently and have patience.
Happy selling, everyone!
Mike
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 18, 2023 | Sales
“At a recent conference, I posed a question to the group:
“How well do you truly understand your customers?
I asked this because many seemed uncertain about acquiring new business.
I presented this query alongside some additional words of advice.
“If you were to sit down with your most loyal customers and simply inquire, ‘Hey, you enjoy my service, why?'”
And “How well do you truly understand your customers and gather valuable customer insights?
In the media industry, you can obtain all this valuable information for FREE when selling direct advertising to businesses.
Media companies conduct surveys of their listeners, readers, and viewers (TV) three to four times a year. Even digital platforms like Facebook provide even more detailed insights.
Now, you might wonder why I ask my clients why they chose to buy from me?
The reason is simple: I might discover some common factors among them.
For instance, I aimed to uncover which radio stations they prefer, their favourite TV programs, and how they consume news.
These clues enable me to target their potential customers better.
Let me share another secret with you.
While knowing your product is crucial, understanding the people who buy from you is even more vital.
Having insight into your customers, or what I call ‘people knowledge,’ is the key to achieving success.”
Mike (Insights) Brunel.
PLUS: WHENEVER YOU’RE READY…Here are 4 ways I can help you make more sales in your business – whether 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
