In this episode I share with you why I was nervous to start a YouTube channel.
I then break down the difference between sales and marketing.
Sales and Marketing are Separate and Different yet both necessary to success in small business and direct sales!
I hope we are connected on IG: https://bit.ly/2XdAL2A
All My Love!
Shanelle
Do you REALLY know the value of your product or service?
This training is to help you avoid a subtle yet detrimental pitfall in sales and small businesses that may be costing you or your team major money and clients!
Connect on IG: https://www.instagram.com/shanelle.kunz/
In this training, you will learn the #1 business to business sales tip. You will also gain the simple yet powerful 3 step process to generate and keep business to business sales!
The thing about sales calls is that even though our prospect can’t see us, studies show us that they can pick up on our vibes! Meaning studies show us that if you answer the phone in an angry tone of voice, a sad tone of voice, of a happy tone of voice, prospects on the other end can correctly identify your mood because of your tone.
In today’s training, I will give you the Top 5 Tips to manage your energy, boost your phone sales confidence for every call, and increase your phone SALES!
00:00 - Intro
00:38 - Move Your Body
2:09 - Smile
3:53 - Manage Your Energy
5:04 - Be a Breathing Professional
6:31 - Sometimes People Suck!
7:27 - Book Recommend
How to Double Your Phone Sales Training: https://youtu.be/VheJJT6I8_g
Book Recommend: The Greatest Salesman in The World by Og Mandino
How to Close More Sales | Double Your Sales | 2 min Sales Tip
"Crush Your Sales Goals" - Free Course: https://bit.ly/2zpWMBe
FULL FREE TRAINING - "How To Close a Sale" https://www.youtube.com/watch?v=U_02w9m0dz0
Connect with me on IG: https://www.instagram.com/shanelle.kunz/
Blog Post: www.shanellekunz.com/blog/5-tips-for-running-a-highly-successful-sales-team
Top 5 Tips for Running Highly Successful Sales Teams!
Tip #1 Keep it Fun, Create a Team Culture
Tip #2 Regular Accountability
Tip #3 Keep Team Morale up with Short & Sweet REGULAR meetings
Tip #4 Have a Common Big Picture Goal
Tip #5 Regular Performance Reviews
CRUSH YOUR SALES GOALS - Free Course: https://bit.ly/2zpWMBe
In this training you will learn Beyonce's #1 Secret to overcoming fear and insecurity into becoming one of he biggest female icons of all time! AKA Beyonce's #1 Sales Strategy to her wild popularity and sustained success.
CRUSH YOUR SALES GOALS - Free Course: https://bit.ly/2zpWMBe
This training is also a Review of the book written by Todd Herman called Alter Ego.
Here is link for a the free book on Audible! https://bit.ly/3govHOD
The Empowered WAHM Manifesto: https://bit.ly/2Dd0eRD
CRUSH YOUR SALES GOALS - Free Course: https://bit.ly/2zpWMBe
First - INTROVERTS ARE CRAZY POWERFUL & AMAZING SALES PEOPLE! (1:30 mins)
Top 3 Tips for INTROVERTS to Crush their Sales / Business Goals: 1. Continue Learning as You Go - (3:13 mins)
2. Build Rapport - it's easier than you think (4:31 mins)
3.Hire out your weaknesses or choose to grow! (7:12 mins)
Study showcasing Introverts & Extroverts produce the same Sales Results (10:30 mins)
Blog Post: https://bit.ly/34mnKHF
CRUSH YOUR SALES GOALS - Free Course: https://bit.ly/2zpWMBe
Switch Prospects to Your Product/Company | FULL TRAINING: https://www.shanellekunz.com/blog/how-to-get-prospects-to-buy-from-you-instead-of-your-competition
Connect with Shanelle on IG: https://www.instagram.com/shanelle.kunz/
Connect with Shanelle on Pinterest: https://bit.ly/3dTQoRk Connect with Shanelle on LInkedIN: https://bit.ly/3gfQqEH
CRUSH YOUR SALES GOALS - Free Course: https://bit.ly/2zpWMBe
Phone Sales 101 - FULL FREE Training : https://bit.ly/3fMQeNk
Connect with Shanelle on IG: https://www.instagram.com/shanelle.kunz/
Connect with Shanelle on Pinterest: https://bit.ly/3dTQoRk Connect with Shanelle on LInkedIN: https://bit.ly/3gfQqEH
2 Minutes to Sales Success with Shanelle - Small Business & Direct Sales Coach for Women: https://youtu.be/UYOoZFKj9EQ
Tip #1: Work to get {Virtually} Face to Face with Your Prospects. (0.23 seconds)
Zoom Training: https://bit.ly/3hluGaS
Phone Sales Training: https://bit.ly/3fMQeNk
Tip #2: Text Message (2:28 mins)
Tip # 3: Be Prepared (5:07 mins)
Tip #4 Have a Dedicated Workspace (7:27 mins)
Tip #5 Habits & Accountability (8:57 mins)
Miracle Mornings: https://bit.ly/3fMcrLt
Crush Your Sales Goals Free Course: https://bit.ly/2Z6QPlQ
Empowered WAHM audiobook: https://bit.ly/2Dd0eRD
Connect on IG: https://bit.ly/2XdAL2A
Keep Follow-Up Fun
The average sales person follows up on average 1.2 times. The average sale does not occur until the 6th contact. SIX! So how do we fill that divide? My making Follow-Up more FUN and less daunting. In this week’s training I share with you 5 Fun & Creative ways to keep your Follow-Up game alive and strong! And…FUN!
Idea #1 Video Campaigns (1:44 mins)
The teleprompter I use - https://www.amazon.com/gp/product/B01MS0E9WE/ref=ppx_yo_dt_b_search_asin_title?ie=UTF8&psc=1
Idea #2 Send Out Direct Mailers (4:20) – Remember “The Riches are in The Niches” – that will be the most powerful component in your direct mailer campaign.
Idea #3 Create a Systematic Follow-Up Systems (6:56)
Idea #4 Use Social + Email Powered Facebook Campaigns (8:56)
How to Close a Sale - https://bit.ly/2YvNjTu
Idea #5 Text Message Services (11:13)
https://www.techtimes.com/articles/237883/20190130/top-5-best-bulk-texting-services-2019.htm
CRUSH YOUR SALES GOALS - Free Course: https://bit.ly/2zpWMBe
Join Our Sales Community for Women Sales Professionals & Small Business Owners: https://bit.ly/3aKgk02
Time Management Tip #1 BLOCK SCHEDULING - This is super effective for reducing Mom Guilt! And motivating me to get things done that I don't Really want to do!
Block Scheduling with kids ( 1:14 mins)
Block Scheduling when juggling different or difficult aspects of work ( 3:23 mins)
Time Management Tip #2 PLAN THE NIGHT BEFORE
Talk about giving yourself Major Brain Leverage! ( 5:41 mins)
Book Recommend: Miracle Mornings by Hal Elrod
Time Management Tip #3 DELEGATE TO ELEVATE YOUR BUSINESS
Delegate Work (Research, HIre Well & Train Well) - ( 6:36 mins)
Delegate at Home with your partner & a possibly a sitter, depending on your circumstance ( 7:36 mins)
Time Management Tip #4 CRM SYSTEMS
Stay On Top of Customer Relationships & Create a quality customer care/follow-up system with a CRM! Don't Be the Average Sales Woman / Business Owner - FOLLOW UP! CRMs will make your life so much easier and really take your Sales to the Next Level! ( 8:39 mins)
ZOHO - https://www.zoho.com
HUBSPOT - https://www.hubspot.com
STREAK - https://www.streak.com
Time Management Tip #5 SAY "NO"
Be Intention with Your Time ( 11:04 mins)
CRUSH YOUR SALES GOALS - Free Course: https://bit.ly/2zpWMBe
Free Ebook - The Empowered WAHM - https://bit.ly/2Dd0eRD
Join Our Sales Community for Women Sales Professionals & Small Business Owners: https://bit.ly/3aKgk02
How to Get Out Of & PREVENT Sales Slumps!
Tip#1 Treat Yourself ( 1:17 )
Tip #2 Take a Break (3:08)
Tip #3 Record Your Sales Presentations / Listen Back (3:47)
Tip #4 Shadow a Top Performer (5:00)
Tip #5 Read Happy Customer Reviews (7:06)
Tip #6 Decide & Recommit (7:48)
Tip #7 Stay Plugged in to Education & Inspiration (9:27)
Tip #8 "Move it or Lose it" (11:13)
Join Our Sales Community for Women Sales Professionals & Small Business Owners: https://bit.ly/3aKgk02
Get Your Free "Sales 101" Course: https://bit.ly/2zpWMBe
Each one of these strategies {by themselves} is case-study proven to more than DOUBLE your Sales.
Can you imagine if you implemented ALL 3?!
Proven Way to Increase Sales #1 Testimonials (0.25 seconds)
Proven Way to Increase Sales #2 Get your prospect to say “No” (3:42)
Proven Way to Increase Sales #3 Price Anchoring (9:12)
If you want more insight into the Power of “No” connect with me on IG: https://bit.ly/2XdAL2A
Join our Growing Sales Community for women in small business & commission sales! https://bit.ly/3aKgk02
Buyer Type #1 - The Analyst - this type of buyer LOVED DETAILS, so give them all the nitty-gritty details and science behind all that your product or service has to offer. Understand that this type needs time to process information so they may spend a few moments in silence. Honor Their Silence. Give them time to think and process. (1:20)
Buyer Type #2 - The Assertive - this type of buyer doesn’t want to beat around the bush. The assertive wants to know quickly, How Does This Benefit & Serve Me & what do we need to do to get the process started. Please don’t waste my time. Let’s take action! (3:37)
Don’t Miss the Important Side Note when selling to these 3 Types of Buyers! (2:33)
Buyer Type #3 - The Accommodator - this type of buyer is friendly and warm and loves to chat. This type of buyer also wants to AVOID Confrontation. So be sure to be very thorough in your sales presentation because this type will not typically tell you their objections or concerns - so be very thorough. (5:19)
Buyer Type / Mood #4 - The Potato Person - This type will show little to no emotion. It will be in your best interest to make an effort to warm up the potato because they may have a major influence on the buying decision even if they are not the ones engaged with you.
HOW TO PROSPECT TO EACH PERSONALITY TYPE - (8:43)
Join Our Sales Community for Women Sales Professionals & Small Business Owners: https://bit.ly/3aKgk02
Get Your Free "Sales 101" Course: https://bit.ly/2zpWMBe
How to Overcome Fear in Direct Sales #1 – Are you 120% Sold on Your Product. (2:02)
How to Overcome Fear in Direct Sales #2 – Be a Dedicated Learner (4:14)
How to Overcome Fear in Direct Sales #3 – Read Your Goals & Visualize (6:43)
How to Overcome Fear in Direct Sales #4 – Follow Nike (8:34)
How to Overcome Fear in Direct Sales #5 Just Keep Doing it! ( 9:33)
“Where Focus Goes Energy Flows”
Blog Post - https://www.shanellekunz.com/blog/how-to-overcome-fear-in-direct-sales
Get Your Free "Sales 101" Course: https://bit.ly/2zpWMBe
Sarah Blakely is a female entrepreneur that I admire immensely. The woman has so much hustle and heart. In this video I share with you the Top 5 ways Sarah Blakely used her background of 7 years in Business to Business, Fax Machine Sales, to turn Spanx into a Billion Dollar Business, without the help of outside investors.
How to Sell Like Sarah Blakely – Tip #1 Have a quality mindset. Learning to embrace failure and the power of visualization. (1:52 mins)
How to Sell Like Sarah Blakely – Tip #2 Become a problem-solver. (4:57 mins)
Ford Blakely’s Business - https://www.zingle.com
How to Sell Like Sarah Blakely – Tip #3 Station “WIIFM” – What is in it for them! (8:08 mins)
How to Sell Like Sarah Blakely – Tip #4 Hustle & Dedication (9:11 mins)
How to Sell Like Sarah Blakely – Tip #5 “Double Down” (13:27 mins)
Join Our Sales Community for Women Sales Professionals & Small Business Owners: https://bit.ly/3aKgk02
Get Your Free "Sales 101" Course: https://bit.ly/2zpWMBe
Connect with Shanelle on IG: https://bit.ly/2XdAL2A
::The first 5 minutes of this episode can and should be applied to every person, beginning a sales presentation.
However, the remainder of the training pertains specifically to those selling their Coaching Business.::
The first and most important step to prequalifying a prospect is to establish what your pre-qualifications are.
What are 1-3 pre-qualifications your customer must have for them to qualify for your product?
Once you are clear on what those prequalifying factors are, incorporate those questions into the first 3-5 minutes of your prospect interaction.
Never Present Price without first establishing a foundation of value because the price is relative.
If you’re selling a coaching business, the quickest way to establish a value foundation before presenting price is by asking these 2 questions.
1. What are your prospect's goals, and what have been her biggest obstacles?
2. If she had a sure-fire path to reach those goals, within your allotted time frame, How Much Would That Be Worth To Her?
“Quick Value Adding Script” before presenting price during pre-qualification
“Okay Sandra, I don’t want to waste your time or mine, I’ll tell your briefly what my services will provide for you, and then we’ll talk pricing, and I can go into more detail about everything after, if we both feel like this would be a good partnership. Sound good?”
Then present price and when presenting the price you can do this two ways.
1. Break down pricing and what highest value of the service would be if all components were separate
2. Tell her the price, right out
Both price presentations are effective – if you’re confident and she is a good candidate for your service.
Remember: “You Have The Cookie!”
Now, this may sound like a lengthy pre-qualification process, but you can do it in as quickly as 15/ 20 minutes.
Join Our Sales Community for Women Sales Professionals & Small Business Owners: https://bit.ly/3aKgk02
Get Your Free "Sales 101" Course: https://bit.ly/2zpWMBe
Connect with Shanelle on IG: https://bit.ly/2XdAL2A
"You will Never lose business by asking for a referral but you will lose business if you don’t ask for referral."
Get More Referrals Method #1: Prime your prospect at the beginning of your sales presentation, asking them to think of 1 or 2 people during your presentation that your product or service would work well for. This is an excellent method to use in social selling/ network marketing. (1:46 mins)
Get More Referrals Method #2: Create a Win-Win-Win Situation with a Referral Bonus Program. I have paid out thousands of dollars to customers for sending me Warm & Ready leads and have, in turn, made 10X what I paid out to them, in referral Thank-You checks. If possible within your pay scale, referral bonus checks create a win-win-win situation for all parties involved and who doesn't love "Win-Win-Win" situations?! (4:28 mins)
Get More Referrals Method #3: Ask your happy customer to share their love of your product/service on social media and have them tag you in the post. (8:19 mins)
Get More Referrals Method #4: Long Term and Short-Term customer care follow-up systems. This is one of the most effective ways to be the recipient of customer referrals and return customers continuously. Plus, learn about Joe Girad, who since 1973 has held the Guinness Book of World Records for most cars sold in 1 year and his "Customer Care Follow-Up System" (10:18 mins)
Connect with me on IG: https://bit.ly/2XdAL2A
Join our Growing Sales Community for Women in Small Business and Sales: https://bit.ly/2zkFR36
