The Path to 9 Easy Steps to Skyrocket Your Sales

The results tell the story…

Is your company generating the revenues you want?

Do 20% of your sales force bringing in 80% of the business?

When you ask the other 80% why prospects didn’t buy, do you hear excuses?

Are they struggling to get more business?

These are important questions and the answers are very telling as they indicate what’s wrong or missing in your company’s sales process. Here are the top 2 responses we hear when we ask salespeople what their biggest challenges are:

  1. They want more customers but they don’t know how to get them.
  2. They don’t know what to say to new prospects in the beginning to gain attention and respect.

The beginning of the sale is as important as the end, which should culminate in a sale when executed properly. Having any fear or doubts about how to engage a prospect initially will stop a person from taking the most basic action in starting the sales cycle. It’s impossible to get to closing the sale if the process is never started.

If the salesperson says ‘the prospect didn’t buy because…’, they are indicating very strongly that they either don’t know an important part of the process or they are taking shortcuts. Both possibilities are costly to any company; however, ‘not knowing’ is very common and can be easily resolved with the right information.

If you want to change your company’s results, then keep reading…

The biggest gap everyone has in life is the gap between knowing what to do and actually doing it. These are the so-called shortcuts. They rarely work out and never to the highest possible outcome. This is a behavioral change that is best resolved by developing a plan and coaching the person/people on the execution of the plan. They know what to do in most cases, but they need to be held accountable to do what they say they will do while dealing with the fears that have been stopping them from performing earlier. A change in the mindset must occur.

Not knowing what to do requires education. Not just any education, but practical, up-to-date sales training. No one is a born salesperson; it’s a learned skill and should be continually updated. What sufficed 5 or 10 years ago doesn’t work today. Most companies focus on more company and product knowledge, but that’s not where the problem lays.

If you’re ready to make huge changes in your sales, then click on the Naples Sales Intensive. It’s happening on July 25th through the 27th in Naples, Florida and we are going to do deep dives into these topics and others:

  • Mindset – we’ll expose and overcome the mental blocks that stop salespeople from taking action. They won’t be talking to you about them; however, there are doubts and fears behind the lack of activity that need to be addressed head on before change will occur.
  • Process – a 9-step sales process will be taught that creates a natural flow from the start (the initial contact) to the end (closing the sale). Every aspect of the training will be tied back to this process to ensure deep understanding.
  • Hidden jewels – along the way we’ll share tips and useful strategies of what to do in various situations, including how to identify the customer personality types so they can adjust their behavior and delivery for more rewarding connections.
  • Stats that motivate – everyone will learn how to calculate their statistics. Knowing their numbers will inspire them to take more action.

Still interested…

The main trainer for this event is Patrick Kowalewski who started his career selling insurance in his home country of Germany. After a 3-year apprenticeship, he was immediately setting new sales records. His employer asked him to train the entire sales staff on what he was doing.

A few years later, Patrick started his own sales training and coaching company and has since conducted over 800 trainings. He loves selling and showing others how they can immediately change their results by implementing his teaching.

Patrick says, “If you are at the top of your industry and have a full bank account, then you don’t need to be at the Naples Sales Intensive. However, if you are struggling or know you could be doing better, then now is the time to demand more and to be more.”

Even though Patrick is fully invested in his sales and training business, he still loves selling insurance. Being a highly sought after trainer in insurance companies across Germany, he knows the statistics of each company and their top salespeople. He said he sells twice as much volume than the top insurance salespeople doing it 20% of his time; however, they are doing the business 100% of their time.

He knows what he is talking about and will share his knowledge in a simple, easy to follow format during the 3-day Sales Intensive.

“Getting sales training from Patrick Kowalewski was the smartest thing I’ve done. I’m seeing a continuous increase in my results. People value my opinion and decisions. Working in sales is so much more satisfying. I continue to be #1 in the company for revenue.”

~Michael Speit, Account Manager

It all begins with a click. Click here to RAPIDLY skyrocket sales, revenue and profits.

Even better, there’s an allowable income tax deduction for education expenses (including registration fees, travel, meals and lodging) to maintain and improve professional skills.

Understanding The Creative Power Within You

Last week a client contacted me regarding some problems that she was experiencing in her business. In the ensuing conversation, it came out that she had parallel problems in her personal life. We found as we spoke that she was still carrying grudges, like old battle wounds, from some previous experiences.

My client, similar to many other people, thought that holding anger for someone else would hurt the other person, but in actuality, it was hurting only her. Even if she said that she didn’t want to hurt them, she hadn’t been willing to forgive them based on the thinking that forgiving meant what they did was okay.

I explained to her that we are energy. Our energy is made up of particles, molecules and atoms. Everything that we hold in our energy is then blended into what we think, say and do. It’s impossible for it not to be.

By her holding those ill feelings, she has created various health issues, financial setbacks and relationship problems. It never occurred to her that her feelings were always being woven into whatever she’s doing.

However, she did have some awareness of this because she knows how much better her food tastes when she sends loving thoughts while she is making it. She stated she knows that conversations started in an angry tone usually don’t end well. She could affirm my deductions based on what she said her outcomes were.

Let’s take as an example a mother and baby. If the mother is angry and then feeds her baby, the baby will automatically start fussing. The milk is tainted with the anger. If the mother is sending loving, pleasant thoughts to the baby during the feeding, the baby is happy, peaceful and content.

There are many such experiences that each person can examine to determine what the dominant energy was when viewing the outcomes. When you have this understanding, it’s quite simple to look from the outside to see at the very least if the outcome was created from positive or negative energy.

Let’s take this in another direction. If you and/or your employees are taking actions with any of the following feelings, you will be creating the same to come back to you:

1. Hatred
2. Resentment
3. Guilt
4. Frustration
5. Hopelessness
6. Dissatisfaction
7. Revenge
8. Jealousy
9. Neglect
10. Anger
11. Unlovable
12. Abandoned
13. Unworthy
14. Loss

On the flip side, if actions and decisions are taken with any of these positive feelings, you will experience the same coming back:

1. Goodwill
2. Love
3. Service
4. Appreciation
5. Thankfulness
6. Success
7. Reliable
8. Confidence
9. Optimistic
10. Gratitude
11. Dynamic
12. Tenacious
13. Enthusiastic
14. Winner

Simply said, consciously sow the seeds of what you want people to feel and experience into everything you are doing.

Changing at the Speed of Light

It’s fascinating looking back over the past 100 years to ponder the phenomenal changes that occurred. Moving from turning the fields with a horse and plow to putting a man on the moon.

The earlier prehistoric, stone, bronze and iron ages spanned over several thousands of years. The industrial age, which began around 1760 until 1840, took North American and Europe from an agricultural-based economy to an industrial one.

In the mid-19th century, after the invention of the internal combustion engine enabling the ability to harness electricity, we entered into the Second Industrial Revolution. This gave way to the advent of the assembly line.

During these periods, people had a chance to adjust and keep up with the times. Although the changes may have seemed quick at times, relative to current times, it was slow.

The Information Age or Computer Revolution started in the 1970s, but it was the Internet that drove it to reach critical mass in the 1990’s. The Computer Revolution has affected impacted almost every human being in the world.

The impact of the changes on the psyche has been as stark and abrupt as they have been with the actual technology primarily because it changes the way we do things and therefore the economy in significant ways. During the Industrial Age and the Second Industrial Revolution, people predominantly sought jobs in the industrial sector.

The majority of jobs created in the Computer Revolution were primarily manufacturing and engineering. Soon after companies sought cheaper ways to manufacture dramatically reducing workforces in North American and Europe. The jobs moved over to third world countries on the basis that the work being done with human intervention did not require any particular skills or knowledge.

At the beginning of this period, many companies either shifted their focus to provide services ranging from software development, integration of various platform and programs throughout an organization over multiple locations and technical support when there were issues. What some people saw then as the Service Age never really materialized for the simple reason that others around the world could offer similar services via the Internet for a lot less money.

Suddenly the competitive edge that the First World always enjoyed seemed to have slipped away. People weren’t prepared for this sudden shift and it was particularly difficult for those lower in the business hierarchy. Others may blame them for not seeing it coming, thereby retooling their skills/knowledge and moving more quickly to other fields.

Some claim we are now entering the Social Age, which encompasses societal, ecological and technological changes, to find creative ways to address modern day problems. The Social Age is feeling-based rather than physical with a focus on collaboration, sharing and greater good. Time will tell what impact this age will have on jobs and the economy.

So why is this history lesson of any importance?

Simply put, having time to think about taking an action or making a change is a lost luxury. Regardless of the organization’s size (this goes for world leaders as well), people expect the leader to produce conscious, well-thought-out plans and responses immediately. Someone can bungle once. It won’t go unnoticed, but if it happens twice, then one is categorized as incompetent — not a leader.

Ninety-nine percent of employees come to work for one reason. That reason is a paycheck. They aren’t there because of the leader, but it is possible to attract people that want to and do work for you because of your leadership and vision. The greatest success is created when you have a team of people that believe in your vision. People that feel a connection to the leader and the leader’s vision will go well beyond what is expected of them.

This isn’t to suggest you have to go it alone when making critical decisions or taking meaningful actions. However, it does highlight the importance of having a trusted, experienced advisor focused on your success to support you.

Click on one of the tabs above to schedule a no-cost coaching session now.

The 8 C’s of Leadership

Being in a leadership role isn’t easy. If it were, you’d see more people stepping up and insisting on the opportunity. It seems that most prefer to follow rather than taking the risk of standing out and making mistakes. When one approaches leadership from the standpoint of ‘being’ instead of ‘acting’ or ‘doing'; then it changes the focus and the potential.

The 8 C’s of leadership are in no particular order because the order of importance will shift and change depending on what’s happening or the point of the cycle the leader is in at any one time. Just like life, leadership has cycles and is ever-changing. It’s not something that someone masters and that’s it as if there’s nothing more to learn. The world is constantly changing and we need to continually adapt. Having this understanding while being willing to learn, adapt and make mistakes takes a lot of pressure off, which Continue reading

3 Leaders Quietly Changing The World

Setting an intention in whatever we are going to do and defining your purpose creates a solid foundation for your life and certainly a business. It’s your purpose that will keep you inspired, motivated and on track. When obstacles appear, keep your focus on your purpose knowing that everything you need will be given to you. Trust that it’s on its way.

The relationship between purpose and vision affects whether or not we reach our goals. Each one of us has a purpose that is distinctly ours. The line of business that we have chosen should reflect that. Most of us try to find our dream job when we start out our careers. Others settle for what Continue reading