Category Archives: Sales Insight Tips

MWI Summer Prospecting

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It’s summer. No one is around.  Why prospect?  WRONG!!

It is summer – get out there and prospect even more!  Summertime is the perfect opportunity to fill your pipeline FULL of ideal clients.  Watch the video below where I share with you “10 Ideas for prospecting in the summer.”

  1. Attend local events
  2. Potential Prospects – Attend their sponsored events to learn about their company.
  3. Friday Afternoons – Great time to make connections with decision makers.
  4. Use social media to make more connections.
  5. Research ideal clients – make a targeted list of prospects.
  6. Do a Customer Survey – Touch current accounts and go “deeper, wider, broader.”
  7. Re-connect with Leads that went cold – Take a look at past leads where the timing was not right.  Make an effort to re-connect, now may just be the right time.
  8. Have a growth mindset – Think positive about all the great connections and ideal clients you will come in contact with this summer.
  9. It is about them – not YOU.  Remember to always create value for your prospects and show the ways you can expand their business.
  10. Have FUN!  Summer is a great time to meet new people.

 

Also, download our “NEW Free Resource” called 51 Tips to Connecting with More People:  https://qr199.infusionsoft.com/app/page/connectmore  

 

5 Traits of Excellent Salespeople

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Do you have the FIVE Traits of an Excellent Salesperson?

Click the article below to read what Colleen Stanley defines those as, and if you have them! . . .

“They are competitive AND collaborative. . . “

Bradley University

Jim Rohn quote: “Don’t join an easy crowd; you won’t grow. Go where the expectations and the demands to perform are high.”
“This quote always reminds me of the differences between excellent salespeople and average ones. I’ve had the great privilege of working with some of the top salespeople in the business. It’s no surprise that the best keep trying to get better, which is why they invest in training.” – Colleen Stanley
Let us know what your thoughts are regarding this article.

Pipeliner CRM Power Breakfast – April 18th, 2017

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If you are close to the Chicago area – Come to the April 18th Power Breakfast.  I will be speaking about “Successful Selling in Today’s Landscape” and Tim Berry will be speaking about “Attracting New Customers by Speaking your Message.”

Here is the link to register:  https://salespop.pipelinersales.com/event/power-breakfast-chicago-april-2017/

Location:  University Club of Chicago (76 E. Monroe Street, Chicago, IL 60603)

Time:  8am – 10am

Come to Network with other business professionals, be treated to a complimentary breakfast and listen to the expert sales leadership!

10 Proven Keys for Keeping Sales Consistent

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Think about the months where your sales are really high.  What can follow those months?  Have you experienced the nervous stress of high peaks and low valleys in sales?  Do you find yourself scrambling to find new opportunities to close since you just closed everything HOT in your pipeline?  You are not alone.  However, there is a way to have more consistent sales at high levels.  Check out the top 10 proven keys for keeping your sales consistent:

  • #1  Have a Strategy For Each Day – Don’t Wing It!
  • #2  Always Be Improving – try new techniques
  • #3  Don’t Allow Clients To Fall Through The Cracks
    • Be Going Deeper, Wider, Broader
    • Set Reminders For Consistent Follow Up in Specific Intervals
  • #4  Block Time For Prospecting – Emails, Phone Calls, In-Person, Social Media
  • #5  Plan Your Next Day At The End of the Day

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MWI Total Sales Transformation Online Portal

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sales - airplane

Every great athlete has a coach. 

Do you think you know it all?  Do you buy into the saying “Old dogs can’t learn NEW tricks?”

If you have a GROWTH MINDSET, you can accomplish ANYTHING you want in life.  Check out a quick overview of our online 24/7 sales video portal, where you can access

me as your coach around the clock to help you win at the game of sales.  Learn what is working TODAY, not 5 years ago.  Implement these key vital lessons that will catapult your sales revenue and your sales profit!

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Fear of Failure

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Do you ever feel like you are held back from the success you want in life due to the “Fear of Failure?”

You are not alone.  Most people in life experience the “Fear of Failure” at some point throughout their life and their career.  In fact, if you don’t experience this, you may NOT be Dreaming BIG enough!

Check out my quick video on how to push past the Fear, and go after your goals and dreams with gusto!

You deserve to have a life that you are passionate about and live life to the fullest!

Yours Truly,

Melissa D. Whitaker

Do You Have G.R.I.T. in Sales?

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GRIT

As a sales professional do you have what it takes?  Do you have G.R.I.T.?  As I continue to travel the Globe, I realize we should be asking this question more often.

GUTS:  This means – personal courage and determination; toughness of character.  We have to be brave and courageous to attack each day with the right mindset and ability to be BOLD.  As I worked with another sales team last week filled with Major Account and Named Account reps, I am reminded once again that no matter what level we are at (new or tenured), we have to make this conscious choice every day.  We will continue to battle frustrations from within our own organization and frustrations with reaching the right decision makers and influencers.  We have to be creative and constantly evolve in changing times.  Just because it is uncomfortable, or “you have always done it another way,” doesn’t mean you don’t have it in you to stretch and see the magic outside of your comfort zone.  We ask our prospects and clients to make a change with us every day.  So why are we so unwilling to change and evolve ourselves?  So we have to ask, do we have the GUTS to strive on?  Do we have the determination to Be Bold in our approach?

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The Proven Social Selling Routine Used by 65,000+ Sales People

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Social Selling 3

As we all have seen, there is a BUZZ around Social Selling today.  It isn’t new, it’s just the focus in a heavy way today because just implementing traditional ways of prospecting is NOT working anymore.  One of the BIG things we talk about here at MWI is the importance of using a “Combination Approach.”

This is where we believe using this proven formula of Social Selling + Phone Prospecting (with a strategy) + In the field Prospecting (when applicable by industry) + Email Strategies + Voicemail Techniques = SUCCESS!!!

All of us who have been selling for a lifetime (it seems) and those that are just entering into this exciting career of consulting, know (or soon will) that Sales is not easy.  A career in Sales and to MASTER the Art, takes time, dedication, persistence and CONSTANT learning.  You see “Change” is inevitable.  It is the constant you can count on.  So as Consultants, we have to watch, listen and learn what is working today and what is not working today.  This ebbs and flows.

What that means is what worked for us even 6 months ago, may not work for us today.  What stopped working today may work again in 1 year.  You see, processes that become saturated usually become less effective (example phone calling).  However, as our profession starts to shift heavily into Social Selling since our phones are being screened at a much higher rate today . . .

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10 Steps to Win the Sale Every Time

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Keys to clients

As salespeople, we are always looking for new ideas and more effective ways to reach our prospects.  We ultimately want to learn more about the psychology of our buyers and build trusted relationships faster.  We also want to be bold and challenge our potential clients when necessary to ensure they receive what they ultimately say their business needs.  By doing this we can increase our conversion rates and close MORE DEALS!!

I came across this interesting article “10 Steps to Win the Sale Every Time” by Emma Brudner.  She talks about learning these 10 Steps by Iannarino in the Sales Acceleration Summit.  Iannarino has some good reminders that I wanted to share with all of you:

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24 Responses to the Dreaded Sales Objection “It Costs Too Much”

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Stack of coins

Have you ever heard from a prospect that your price is too high?

Did you just hear it yesterday?  Last week?  Multiple times a week?

As I work with companies all across the globe, this objection seems to be consistent.  You do realize that buyers go through their own training, and are taught to say that to see if you are willing to drop your drawers, right?  The inexperienced sales professional easily falls for that trick.  The more savvy sales professional will seek to understand what the prospect is exactly looking for – as well as proactively handling this concern by asking key questions that highlight the value, and reason for the higher price (well, that is my hope, that you are doing that).

If you feel like you struggle with this in your every day consulting/selling, then I recommend reading this article I recently came across on HubSpot:  24 Responses to the Dreaded Sales Objection “It Costs Too Much.”  Click “Continue Reading” and select “Read Article”

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