by Mike Brunel | Jun 26, 2023 | Sales, Strategy
Steal this referral Idea Real Estate Agents use.
In Dan Kennedy’s book ‘No BS Sales Success,’ he discusses the sales approach of a real estate agent named Peggy B.
In Peggy B’s real estate business, 70% of her listings come from referrals, while 30% are generated through advertising.
When potential clients express interest in listing with Peggy, they are directed to one of her three assistants.
These assistants evaluate the clients to determine if they meet Peggy’s listing requirements. The assistants refer them to other real estate agents if they don’t.
Peggy’s Sales Strategy.
If the clients meet Peggy’s criteria, a DVD showcasing Peggy’s successes is sent to them on the same day.
An appointment is then scheduled, with the assistant arriving first, followed by Peggy 20 minutes later.
During the assistant’s visit, they review relevant data such as comparable sales in the area, average sales duration, and price expectations.
Before Peggy arrives, she contacts the client to let them know she is on her way. Once Peggy comes, the assistant provides an overview of the property, and while they converse, Peggy asks if it’s alright for the assistant to take a few photos of the house.
This comment to a potential client serves as a trial close, gauging the client’s interest in listing the property.
Peggy then utilises her flip book to explain the ten-step process they will undertake together to secure the best price for the house.
An agreement is prepared in advance by the assistant using the information gathered during the initial phone conversation.
Remarkably, Peggy immediately secured listings for 92% of the homes where she presented this listing approach without any delays.
Success Leaves Clues.
I highly recommend you purchase the book to gain hundreds of ideas for enhancing your sales presentations.
Obtaining referrals is emphasised as a crucial aspect, and the book provides a system for priming clients before presenting your offering.
I work with real estate agents to adopt this process with careful planning and a thorough understanding of the significance of referrals and well-structured presentations.
As for your question on what to do when first meeting a client, it would depend on your specific industry and circumstances.
However, here are some general ideas:
- Establish rapport: Build a connection and establish a positive rapport with the client. Show genuine interest in their needs, concerns, and goals.
- Active listening: Pay close attention to the client’s preferences, requirements, and pain points. An active listener will help you tailor your approach and provide relevant solutions.
- Ask probing questions: Ask open-ended questions to gather more information and better understand the client’s situation. This will enable you to provide more targeted recommendations.
- Demonstrate expertise: Showcase your knowledge and expertise in your field. This can be done by sharing relevant success stories, case studies, or testimonials from satisfied clients.
- Present a value proposition: Clearly articulate your unique value and how it addresses the client’s specific needs and challenges. Highlight the benefits they can expect by working with you.
- Address objections: Be prepared to handle any complaints or concerns the client may have. Anticipate common objections and have well-thought-out responses that address their doubts effectively.
- Proposal or next steps: Based on the client’s requirements and your discussion, present a proposal or outline the next steps in the process. This could include scheduling a follow-up meeting, providing more detailed information, or initiating the necessary paperwork.
Remember, every client interaction is unique, and it’s essential to tailor your approach based on their individual needs and circumstances. Adapt your strategy as needed and always strive to provide exceptional service and value.
Mike (referrals) Brunel.
Good selling.
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.
- 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 find out how you can grow your business by making more sales.
- 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
- 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 15-minute brainstorm call with me by clicking here.
by Mike Brunel | Jun 19, 2023 | Sales
Overcoming Excuses: Moving Forward in Your Sales Career
In the classic movie “Glengarry Glen Ross,” there’s a scene that resonates with sales professionals worldwide.
Jack Lemmon’s character, after a gruelling day of making sales calls, exclaims with frustration, “The leads are weak!”
This iconic line captures the struggles and excuses that salespeople often make when faced with challenging situations.
In this week’s blog, we’ll explore common excuses in sales and provide insights on shedding these beliefs to propel your sales career forward.
Identifying Common Excuses:
In the world of sales, excuses are abundant. Let’s take a closer look at some of the most prevalent excuses salespeople make and why they can hinder success:
- “He or she won’t buy our product. They’ve tried us before, and they’re just not interested.”This excuse stems a client’s belief that you may not have explained the benefits of the product or service clearly enough.
- “Our prices are too high, and the competition is always undercutting us.”This belief focuses solely on price without considering the value and unique selling points of the product or service. Price selling puts a salesperson in competition.
- “The other company has a better product than me.“Comparing oneself to competitors can lead to a lack of confidence and a diminished ability to articulate the value of one’s offerings. If you are a sales manager and you hear this, you may need to educate your salesperson on why your benefits our weigh the competition.
- “My sales manager doesn’t understand the business, and things have changed.”Blaming external factors, such as a sales manager, prevents personal growth and ownership of one’s success. As a sales manager that might be a cry for help or the need for a different conversation.
- “I always get the clients who don’t buy, while others have all the best clients.”This excuse reflects a victim mentality, disregarding the potential to convert seemingly unpromising leads. That is why lead generation is a two-pronged strategy. The leads you are given and the leads you create yourself.
- “I’ve been assigned a lacklustre territory; the prospects just aren’t there.”Viewing a territory as inherently weak can limit creativity and resourcefulness in finding new opportunities.
Challenging the Excuses:If you hear yourself or your team say these types of excuses then it is time to challenge them.
It’s time to challenge these excuses and shift our mindset towards a more empowering perspective:
Mindset. Mindset plays a big part in sales. Our Mindset should be that every qualified client is a potential buyer, and it’s our job to show them the value of our product/service.” By focusing on how your offering solves their pain points, you can reframe their interest and turn them into loyal customers.
Emphasize the value, quality, and benefits that set your product or service apart, rather than solely competing on price. Ask really good questions and think about nothing more than asking those questions. The sale should be the last thing on your mind.
Finally, every client is an opportunity to learn and grow. By providing value, we can turn them into loyal customers. Cultivate a mindset of continuous improvement, seeking to understand your client’s needs and tailor your offerings accordingly.
Whatever career you decide to take in sales, it’s always good to get some help.
Have 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 – whether your business is big or small.1. Want to become a Sales Mindset Blueprint Member? Every month you get access to an exclusive coaching session with me as well as full access to my sales programme. Get the deets here.
- Try the new ‘7 Days to Sales Success’ framework. Make more sales in 7 days. The framework of everything you need to get started in making more sales in your business. The Sales Success Framework is based on a simple 7-day challenge. Click here to find out how to grow your business by making more sales.
- 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
- Work with me one-on-one. If you’re a business owner, small or large or in professional services, you might just be a few strategies, tactics and tools away from doubling your lead flow, revenue and impact. Jump on a FREE 15-minute brainstorm call with me by clicking here.
by Mike Brunel | Jun 12, 2023 | Sales
Understanding Basic Human Needs and Their Impact on Sales
Introduction: In this week’s blog post, we explore the importance of understanding the basic human needs we all have and how it relates to sales success.
Discover the key to unlocking better sales outcomes by uncovering your clients’ wants and needs.
Importance of Discovering Client’s Needs:
As a salesperson, understanding your client’s needs and wants is essential for achieving successful sales. Without this understanding, closing the opportunities you have been given becomes harder, and your sales progress may be blocked.
Here are three needs that you may want to think about as you go on your sales journey.
- The Need for Certainty/Comfort:
One of the most significant human needs is the need for certainty. This desire stems from our innate need to feel in control and secure about what the future holds.
By addressing your clients’ need for certainty and comfort, you can create an environment where they feel safe, comfortable, and confident in making a purchase.
- Asking the Right Questions :
To better understand your clients’ needs, asking the right questions is essential. Discover what your clients need to feel certain about your product or service. Consider what assurances you can provide to instil confidence in your clients. Differentiate yourself by demonstrating the certainty they can gain from working with you compared to other options. Additionally, identify the risks you can alleviate when clients choose your product or service.
- The Impact of Meeting Basic Human Needs:
Even when there are similar products of inferior quality in the market, clients may still choose them over superior offerings. Understanding why this happens can enhance your sales presentations.
By addressing the underlying human needs that influence purchasing decisions, you can better position your product or service to meet your clients’ needs and stand out.
Conclusion: Recognising and understanding the basic human needs of your clients is a vital aspect of successful sales. You can establish trust and forge stronger connections by uncovering their needs and wants, particularly their need for certainty and comfort.
In this new world of selling, where human needs play a bigger part than before clients’ need to trust you, provide reassurance, and differentiate yourself in the market.
Good selling this week.
Mike.
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. Every month you get access to an exclusive coaching session with me as well as full access to my sales programme. Get the deets here.
- Try the new ‘7 Days to Sales Success’ framework. Make more sales in 7 days. The framework of everything you need to get started in making more sales in your business. The Sales Success Framework is based on a simple 7-day challenge. Click here to find out how to grow your business by making more sales.
- 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
- Work with me one-on-one. If you’re a business owner, small or large or in professional services, you might just be a few strategies, tactics and tools away from doubling your lead flow, revenue and impact. Jump on a FREE 15-minute brainstorm call with me by clicking here.
by Mike Brunel | Jun 5, 2023 | Sales
Do you know the lifetime value of your clients? What does it mean to the long-term survival of your business?
I recently had an interesting encounter with my mother-in-law, with whom I generally have a good relationship (after she forgave me for “snatching” her daughter nearly 30-odd years ago).
She faithfully visits her hairdresser every week for the usual treatment and blow wave. I know this because she has been recounting a recent incident to her daughter every time they meet.
She’s angry.
“The Power of Customer Loyalty:
Now, the cause of her anger may seem trivial, but when you consider that she has patronised the same hairdresser for over 30 years, it becomes easier to understand her frustration.
10% off your next visit.
My mother-in-law received some vouchers in the mail from her hairdresser, offering a discount for her next visit.
It seems these vouchers were part of a generic promotion sent out to the entire customer database of the salon.
However, on her most recent visit, my mother-in-law, perhaps a little absent-minded, decided to present these vouchers and request a discount on her just-completed treatment and blow wave.
Her answer was, “Sorry, but that voucher has expired.”
When the daughter of the salon owner examined the vouchers, she regretfully informed my mother-in-law that they had expired and, therefore the discount no longer applied (it was a week overdue).
You can probably imagine the reaction—it was far from pleasant. As a result, the relationship between my mother-in-law and the hairdresser ended despite a few phone calls between the two parties.
Trivial? Probably.
Curious about the situation, I began asking my mother-in-law some questions. What I discovered was rather interesting.
For over 30 years, she had been visiting the hairdresser once a week, paying an average price of $45 per visit.
Accounting for a few occasional weeks missed, I calculated that she had spent around $2160 at this particular salon a year.
Times that by 30 years (48 weeks a year for 30 years multiplied by $45 equals $64,800.
The lifetime value of this client amounted to a whopping $64,800.
The hairdresser lost a lifetime client over a mere $4.50 (the voucher offered a 10% discount on the visit).
It certainly makes you think.
Fighting over $4.50 may sound trivial, but sometimes that’s all it takes to sever a long-standing relationship.
One could argue that both parties overreacted and that the situation could have been resolved.
However, these seemingly insignificant incidents can trip many of us up.
So, do you know the lifetime value of your clients?
It’s worth finding out.
Remember, every client represents potential long-term revenue and contributes to your business’s overall success and survival.
Keep selling wisely.
Mike (Lifetime Value) Brunel
PLUS: WHENEVER YOU’RE READY…
Here are 3 ways I can help you make more sales in your business – whether your business is big or small.
- Try the new 7 Days to Sales Success Framework.
Make More Sales in 7 days. The framework of everything you need to get started in making more sales in your business. The Sales Success Framework is based on a simple 7-day challenge. Click here to find out how you can grow your business by making more sales.
- Join our Private Facebook Group – The Salesmindset 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.
- Work with me One-on-One.
If you’re a business owner, small or large or in the professional services you might just be a few strategies, tactics and tools away from doubling your lead flow, revenue and impact. Jump on a FREE 45-minute Brainstorm call with me by clicking here.
by Mike Brunel | May 29, 2023 | Sales
“The Power of Persuasion: Lessons from the Kellogg Brothers’ Grain-Based Breakfast Campaign”
Allow me to share a captivating tale with you, shedding light on the origins of our breakfast habits involving grains.
This intriguing narrative serves as a valuable lesson in the realm of advertising.
In the annals of history, the Kellogg brothers played a pivotal role in persuading us that consuming grains was a wholesome choice for breakfast.
Now, I must preface that I am no authority on health and nutrition, but it is a fact that 150 years ago, the majority of people indulged in pork, beef, or chicken as their morning meal.
“From Sanitarium to Supermarket Shelves: The Kellogg Brothers’ Journey”
According to the account put forth by *Dr. Al Sears, the Kellogg’s operated a sanitarium and adhered to a vegetarian lifestyle.
It was within these walls that they formulated what we now recognize as “granola” and eventually pioneered cornflakes.
Rather than providing their patients with animal products, Kellogg’s substituted them with these novel grain-based creations.
As the patients departed the sanitarium, they continued to request these products through mail, convinced of their health benefits.
Recognizing the potential, Kellogg’s commenced packaging and soon found themselves embarking on a flourishing enterprise.
To promote their offerings, the Kellogg’s employed astute advertising techniques, painting grains as virtuous and casting aspersions on meat and eggs.
Not necessarily due to irrefutable evidence, but driven by Kellogg’s commercial and vegetarian agenda, they succeeded in persuading individuals that their product was the epitome of “healthy,” while traditional foods were not.
“Cereal vs. Nature: Unravelling the Marketing Magic Behind Tony the Tiger”
For decades, the iconic Tony the Tiger, Kellogg’s spokesperson, has regaled us with the mantra that cereal is “Grrrrrreat!” to consume. (A character invented by the famous advertising agency Leo Burnett
However, it is worth noting that such an endorsement goes against the natural inclinations of a tiger, which would never partake in such fare.
What makes this story remarkable, regardless of its veracity, is the profound influence of advertising and persuasion.
Now, I must clarify that I am by no means advocating for the distortion of truth in advertising.
Nevertheless, we can draw from this narrative the power of storytelling in advertising and impart the knowledge that, with compelling copy and the right combination of product, message, and medium, success can indeed be achieved.
Presenting your story whatever it may be requires the right communication. A formula for telling good stories and presenting great offers.
If you want to know more about our format system just pop (4Mat System) in a return email and I can send you some details.
Mike (Make better presentation) Brunel
PLUS: WHENEVER YOU’RE READY…
Here are 3 ways I can help you make more sales in your business – whether your business is big or small.
- Try the new 7 Days to Sales Success Framework.
Make More Sales in 7 days. The framework of everything you need to get started in making more sales in your business. The Sales Success Framework is based on a simple 7-day challenge. Click here to find out how you can grow your business by making more sales.
- Join our Private Facebook Group – The Salesmindset 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.
- Work with me One-on-One.
If you’re a business owner, small or large or in the professional services you might just be a few strategies, tactics and tools away from doubling your lead flow, revenue and impact. Jump on a FREE 45-minute Brainstorm call with me by clicking here.
*Al Sears MD Doctors House call newsletter January 2014
by Mike Brunel | May 22, 2023 | Sales
What airlines can teach about Upsells and cross Sells.
As many of you may know, I owned a media consultancy company called NRS Media. We consulted Radio, TV, and Newspaper publishers, and online media companies all over the world.
Delve into the world of upselling as airlines show us how to upsell.
As you can probably appreciate, it involved a lot of travel, with many of our staff often on planes, always travelling somewhere.
If you want to watch a great movie on air travel as a businessperson, I would recommend Up in the Air starring George Clooney.
Some of the tricks and manoeuvres he goes through to get on some of his flights are very funny, and I am sure many of our staff think the same as they contemplate their journeys.
One of the questions that I always ask when I arrive at the counter is,
“How busy is the flight today?” If the answer is
“Okay, not too bad, not too full,” I always ask the next question.
“Can you block off the middle seat?” I ask.
“I’ve got a bit of work to do and want to spread out.”
Usually, if they have one, they will do it for me.
You see, the middle seat is NOT the seat of choice for frequent travellers; it’s a seat that nobody wants, unless it’s the kids, and they share it with each other.
The kids don’t mind; it gives them the chance to play against each other with some new video game or a movie they can watch.
“Escape the dreaded middle seat with an empty seat next to you!”
So, the question is, would you pay for the seat to be FREE? Well, some people would, and one airline, my airline, Air New Zealand, does just that.
It’s part of their new makeover on their new flash Boeing 777s. If the seat next to you is empty, you can secure it if you part with $150.
Example Upsells:
- Upgrade to Premium Economy: Enjoy extra legroom, enhanced services, and priority boarding for a more comfortable and exclusive travel experience.
- In-flight Wi-Fi Package: Stay connected during your flight with high-speed internet access and unlimited browsing. Upgrade your ticket to access this convenient service.
- Business Class Lounge Access: Make the most of your pre-flight experience with access to the luxurious business class lounge, offering complimentary refreshments, comfortable seating, and premium amenities.
By implementing these upsells, airlines can enhance their customers’ overall travel experience while generating additional revenue.
Swipe the new word for marketing other ideas.
I love looking at other businesses for ideas. Your sales organization can be innovative too, you know.
Create your own upsells and cross-sells to add value to your customer’s purchases and increase your sales.
Good selling.
PLUS: WHENEVER YOU’RE READY…
Here are 3 ways I can help you make more sales in your business – whether your business is big or small.
- Try the new 7 Days to Sales Success Framework.
Make More Sales in 7 days. The framework of everything you need to get started in making more sales in your business. The Sales Success Framework is based on a simple 7-day challenge. Click here to find out how you can grow your business by making more sales.
- Join our Private Facebook Group – The Salesmindset 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.
- Work with me One-on-One.
If you’re a business owner, small or large or in the professional services you might just be a few strategies, tactics and tools away from doubling your lead flow, revenue and impact. Jump on a FREE 45-minute Brainstorm call with me by clicking here.
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. He has hired hundreds of salespeople around the world.
He made a lot of mistakes when it came to hiring his superstars. Check out his How to Hire A Super Salesperson Each and Every time – It’s packed with tips and ideas on how to hire great salespeople. Don’t ever Hire Bad Salespeople Ever Again. Promise!
