by Mike Brunel | Nov 20, 2023 | Sales, Strategy
The Salesperson’s Checklist: Honing Your Questioning Skills
Over the last few weeks, we have been talking about all sorts of questions. Sales Questions, personal questions, goal-setting questions, open questions,
In the dynamic world of sales, the ability to ask the right questions is a game-changer.
As promised from last week’s blog, here’s a practical checklist I compiled from these articles to help you think about having effective conversations and better results.
1. Prepare Your Mindset
- Understand the value of questions in building relationships.
- Shift focus from selling to learning about the client’s needs.
2. Research Your Client
- Gather background information about the client and their business.
- Identify potential challenges they might be facing.
3. Develop Open-Ended Questions
- Create questions that cannot be answered with a simple yes or no.
- Ensure your questions are relevant to the client’s context.
4. Practice Active Listening
- Focus fully on the client’s responses.
- Avoid planning your next question while listening.
- Show that you are listening through nods and affirmations.
5. Follow-Up Questions Are Key
- Develop follow-up questions based on the client’s responses.
- Dig deeper to uncover underlying needs or challenges.
6. Balance the Conversation
- Ensure that the client does more talking than you.
- Guide the conversation without dominating it.
7. Read Non-Verbal Cues
- Pay attention to the client’s body language and tone.
- Adjust your approach based on these cues.
8. Reflect and Learn from Each Interaction
- After each meeting, review what went well and what didn’t.
- Continuously refine your questions based on past experiences.
9. Practice, Practice, Practice
- Regularly role-play sales scenarios with colleagues.
- Seek feedback on your questioning technique.
10. Stay Curious and Empathetic
- Maintain genuine curiosity about your clients’ needs.
- Cultivate empathy to connect with clients on a deeper level.
This checklist is designed to be a living document for sales professionals.
Regularly revisiting and updating your approach to questioning can lead to more meaningful client interactions and successful outcomes. Remember, the right question at the right time can make all the difference.
Good selling this week.
Mike
PLUS, whenever you are ready…here are 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? it. Please make an appointment, and let me take you through the past, present, and future templates.
Finally, grab my new digital book on ‘How to get a predictable sales system into your business without coming across as salesy’
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 4, 2023 | Strategy
In the dynamic landscape of media advertising, addressing clients’ needs often involves creative thinking and strategic innovation.
At NRS Media, (since sold) we tackled a pressing concern for our clients by revolutionising their advertising contracts for radio, TV, and newspapers.
This blog delves into the issues we resolved, the methodology we employed, and the remarkable results we achieved.
Understanding the Problem
Media advertising transformation with 12-month contracts”
When I embarked on the journey with NRS Media, the prevailing practice was for media companies to sell their advertising space in short-term intervals: weekly, monthly, or at most, 3-month or 13-week blocks.
This approach limited the potential for both clients and media companies to establish meaningful, long-term partnerships.
Proposing a Bold Solution
I recognised the untapped potential of long-term advertising contracts and proposed a game-changing idea—a 12-month advertising contract. Branded Image Plus.
The key to success lies in devising the right sales process that would enable this transformation.
This marked the inception of a transformative journey that would reshape the industry.
Executing the Solution
With a talented and dedicated team by my side, we set out to prove the viability of the 12-month advertising contract concept.
Our strategy was rooted in a simple yet effective sales process that demanded unwavering discipline from the team.
Our approach revolved around mastering fundamental presentation skills, honing closing techniques, and meticulous preparation.
These were the pillars that upheld our one simple concept, propelling us to achieve extraordinary results.
The Revelation: More than Just Sales
Beneath the surface of the sales figures and success stories, lay the real challenge—transforming media advertising from a transactional exchange into a relationship-driven partnership.
The shift in perspective was transformative. We reframed the entire proposition by addressing three crucial questions:
- Do you encounter this problem?
- How does the unresolved issue impact your business?
- Are you open to exploring a collaborative solution?
The Impact and Results
Our approach had a resounding impact. By addressing the root problem and highlighting the potential consequences of not embracing change, we were able to foster genuine partnerships between media companies and clients.
The shift from selling media as a mere commodity to nurturing meaningful relationships redefined the advertising landscape.
Conclusion: The Power of Problem Solving
In essence, the story of NRS Media’s journey is that of a problem solver.
We demonstrated that by unravelling the complexities of an industry-wide challenge, addressing it creatively, and engaging clients in a meaningful dialogue, remarkable transformations are possible.
If you want your sales problems solved, my “SalesBlueprint Success Syndicate” is coming soon.
If you want to fast-track and get into my early bird offer “Reply” Yes to this email
Mike (Problem Solver) Brunel
by Mike Brunel | Jul 10, 2023 | Sales, Strategy
Building Trust and Delivering on Promises in Sales.
Two Powerful Reasons Why You Might Be Losing Clients.
When it comes to establishing and maintaining client relationships, two crucial questions often determine the outcome:
“Can I trust this person?” and “Can I work with this person?”
This week, we delve into these questions and explore how you can build trust with clients and deliver on your promises to ensure their satisfaction.
Building Trust:
The foundation of any successful client relationship lies in trust.
It is imperative to instil confidence in your clients that you are reliable, trustworthy, and capable of handling their needs. Here are some essential steps to build trust:
- Keep Agreements:
One of the primary ways to build trust is by keeping your agreements.
When you commit to meeting a client at a specific time, be punctual and follow through.
Similarly, if you promise to provide documentation or other materials, ensure you deliver them promptly.
Consistently honouring your commitments demonstrates your professionalism and reliability.
- Solve Their Problems:
Clients seek solutions to their problems, and it is your responsibility to showcase your ability to address their needs effectively.
Provide evidence, such as case studies or testimonials, that demonstrate how you have solved similar problems in the past.
By showcasing your expertise and understanding of their challenges, you instil confidence in your clients that you can deliver the desired results.
- Avoid Overpromising and Underdelivering:
Maintaining trust requires managing expectations. It is tempting to promise more than you can deliver in an effort to win over clients. However, overpromising and underdelivering can quickly erode trust.
Instead, be realistic about what you can accomplish and communicate clear expectations to your clients.
By consistently meeting or exceeding these expectations, you foster trust and long-term relationships.
Conclusion: In the realm of sales, building trust and delivering on promises are critical components of client retention.
By focusing on these areas, you enhance your chances of establishing fruitful and long-lasting relationships with your clients.
Remember, trust takes time to develop, so it is essential to consistently demonstrate your reliability and commitment. In the fast-paced world of sales, seeking guidance and support is always a wise choice to enhance your skills further and excel in your career.
Have a fantastic week!
Mike
P.S. Check out my FREE community page and receive daily videos and tips to help you be better equipped to navigate the complex world of sales and drive success in your career.
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 brainstorming call with me by clicking here.
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 | 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
