We were nominated for peopleâs choice awards! Please vote for us here:Â http://www.smallbusinessweekcalgary.com/awards/finalists/peoples-choice-award/change-your-results-2/
AnasAbdin
No title available

Discoholic đȘ©
wallacepolsom

if i look back, i am lost
Show & Tell

pixel skylines
d e v o n

ellievsbear
DEAR READER
Stranger Things
"I'm Dorothy Gale from Kansas"
he wasn't even looking at me and he found me
TVSTRANGERTHINGS
I'd rather be in outer space đž
we're not kids anymore.

#extradirty
PUT YOUR BEARD IN MY MOUTH
đȘŒ

â
seen from United States

seen from United States

seen from Germany
seen from India

seen from United States

seen from United States

seen from United States
seen from United States
seen from United States

seen from TĂŒrkiye
seen from United States

seen from United Kingdom
seen from United States
seen from United States
seen from Switzerland

seen from Malaysia
seen from TĂŒrkiye

seen from United States
seen from United States

seen from United States
@kimorlesky
We were nominated for peopleâs choice awards! Please vote for us here:Â http://www.smallbusinessweekcalgary.com/awards/finalists/peoples-choice-award/change-your-results-2/
One Girl's Journey of 17 Countries Across 4 Continents - in 2014 I quit my life and went on a life changing journey, backpacking the world as single female alone. This is that story. - http://kck.st/2uxM3A0
How Do You Prepare For Your Sales Call?
What do you say when you first meet a customer?
The best salespeople seem to come across so smooth. They always know the right things to say.
Would it surprise you to find out that those same amazing salespeople spend more time preparing for the meeting than the actual meeting itself? Itâs true!
How does someone spend so much time preparing?
Itâs all about anticipating the customerâs potential needs and challenges. Taking the time to try to get to know the customer better than they know themselves.
Anticipate where they need to go. For example, as a server, bring the glass of water before the customer even asks. As a sales rep, ask the client if they experience similar challenges to their competitors, and how do they plan on getting out of them differently? Anticipate what the response might be so you can move the conversation in the direction you need it to go.
Get to know you customer. Do your research. Read their website. Find out who the key individuals are on LinkedIn. Ask yourself, if you were in their shoes, what would be some of the ways you would be challenged and how could you address them.
A little bit of research will go a long way in creating a ton of value for your client.
Video: 2:09
Want More?
The ONLY Objective of a Cold Call | Focus Your Conversation on This To Close More Deals | Why The Sales Pitch To Your Customer Is All Wrong!
Kim is The Leading Sales Coach, Success Magazineâs most inspirational blogger, LeadFuzeâs most influential sales leader, and soon to be three-time author. She continues to expand her presence with international speaking, including being invited to speak at the same events as Elizabeth Gilbert, BrenĂ© Brown, and Michelle Obama. Kimâs courageousness to quit her life and backpack solo around the world inspired her to use her mastery in sales to help sales professionals and entrepreneurs make communication shifts that lead to stronger relationships and more revenue.
As Vice President of the Change Your Results! (http://ChangeYourResults.com) team, she helps companies create a sales process and ask the right questions at the right time in order to immediately achieve consistent revenue streams.
Fast track your business results in only 90 Days! http://KimOrlesky.com Twitter: https://twitter.com/kimorlesky Facebook: https://www.facebook.com/Kim.orlesky Podcast on iTunes: https://itunes.apple.com/ca/podcast/the-kim-orlesky-show/id1164227697?mt=2
Related Posts
Video: Your Project Isnât Finished Yet The end of the sales cycle or project is not once it's complete, it's actually after a postmortem of the project has been done. In both successful and unsuccessful projects you need to take time eithe...
Iâm Only Working Half-Days One of the most interesting ideas I heard in a long time was from the book The Power of Habit by Charles Duhigg. Based on research it was determined that people's willpower is something that is de...
Why I LOVE Being On My Own For those of you that have been following my journey for a while there are two truths I have been quite open about:  I am a hopeless romantic. I believe in real-life fairy tales and s...
.yuzo_related_post img{width:210px !important; height:200px !important;} .yuzo_related_post .relatedthumb{line-height:18px;background: !important;color:#666666!important;} .yuzo_related_post .relatedthumb:hover{background:#fcfcf4 !important; -webkit-transition: background 0.2s linear; -moz-transition: background 0.2s linear; -o-transition: background 0.2s linear; transition: background 0.2s linear;;color:!important;} .yuzo_related_post .relatedthumb a{color:#2d6797!important;} .yuzo_related_post .relatedthumb a:hover{ color:#004080}!important;} .yuzo_related_post .relatedthumb:hover a{ color:#004080!important;} .yuzo_related_post .yuzo_text {color:#666666!important;} .yuzo_related_post .relatedthumb:hover .yuzo_text {color:!important;} .yuzo_related_post .relatedthumb{ margin: 0px 0px 0px 0px; padding: 5px 5px 5px 5px; } jQuery(document).ready(function( $ ){ //jQuery('.yuzo_related_post').equalizer({ overflow : 'relatedthumb' }); jQuery('.yuzo_related_post .yuzo_wraps').equalizer({ columns : '> div' }); })
How Do You Prepare For Your Sales Call? was originally published on Kim Orlesky
5 Ways To Close More Deals Faster
When I meet people for the first time and tell them I coach teams in sales, the question I get the most is how can they close business faster. It seems everyone has a story about the deal that is currently sitting in a stalled position. Many cases itâs about taking a step back and revisiting an earlier area in the sales process. Other times itâs about asking the right questions. As you build your skills, here are the 5 areas every deal needs to be focused on so you can close even more business faster:
1. Understand your customer before you engage
Before every meeting and every sales call spend time researching the person and the company you are meeting with. Use their website, personal LinkedIn profiles, and social media to understand who the company is targeting as a customer, what your contact is interested in personally, and what their goals are over the next year. Try to find out what their challenges may be based on their information and even what other companies in their industry have stated they struggle from news updates and other sources. Ask yourself, if I was in this personâs shoes, what is keeping me up at night? Donât assume their problem is directly solved with your product or service. There may be a bigger issue that can be solved creatively, in a different way. For instance, when I approach a company on sales training, it may not be because a company does not have enough sales, it may be because they want their employees to better communicate with the clients they do have, or they want to close sales faster, or they are interested in increasing their average sale. All this can be solved with sales training, but it is not enough to assume the client just wants more sales. I need to think critically about what other issues they may have before I call on them.
Are You Making This Cold Calling Mistake?
2. Ask lots of questions
When you connect with your prospect, be genuinely interested in their business and them. Follow the conversation and dig deeper into their challenges. It will benefit you greatly if you have the questions to want to ask prepared ahead of time. What do you need to know to help your client? What are their goals in the next year? How would they like to see their business expand? Is there a trend they see in the marketplace that they would like to capture on?
Open-ended questions, ones that start with who, what, where, when, why, and how, create answers that are statements, and are far better to ask than closed-ended questions, questions that give a yes or no response.
When the client gives an answer continue on the path. Ask why is that important to you? What would that do for you? And if you didnât succeed, where would you be?
These answers give you greater insight into your client and help you determine what is really important to their business in order for you to help deliver a customized solution later on.
3. Reiterate what you have been told
When the client gives you an answer, rephrase and repeat back what you have heard. The process of paraphrasing back helps to solidify your comprehension, but also lets the client know if you have heard him or her correctly. Ask if what you said back is correct, or if there is anything else you may have missed. This testing for comprehension helps the client to add more, which gives you the opportunity to keep the conversation going and start to associate how your product or service could better benefit the client.
Why The Sales Pitch To Your Customer Is All Wrong!
4. Focus on one solution at a time
Many businesses have a variety of goods and/or services. If you listed out everything you did for a client they could quickly become overwhelmed. They will listen to the wide variety of products and services that you provide, but they will have trouble associating how all those solutions can fit inside their business.
Decide on only one solution that would be best suited for your client, and focus on the benefits your client will receive by choosing that solution. You can mention one or two other products or services you provide, but only if there is a window of opportunity, otherwise leave it for another meeting or follow up.
5. Ask for the close
Finally after you have understood the client, their challenges, and have tested the interested your client has with a particular solution, it is time to ask for the business. This is as simple as asking, âCan we move forward?â Once you ask, sit back, and allow the other person to give you an answer. If you took your time, the client will know you understood their needs and how you are genuinely interested in increasing their business, they will say yes.
Are You Afraid Of Being âSalesyâ?
How do you get more sales?
Connect For More!
Become an Insider | Twitter | Facebook | Podcast
Kim is The Leading Sales Coach, Success Magazineâs most inspirational blogger, LeadFuzeâs most influential sales leader, and soon to be three-time author. She continues to expand her presence with international speaking, including being invited to speak at Inbound with Elizabeth Gilbert, BrenĂ© Brown, and Michelle Obama. Kimâs courageousness to quit her life and backpack solo around the world inspired her to use her mastery in sales to help sales professionals and entrepreneurs make communication shifts that lead to stronger relationships and more revenue.
Related Posts
Video: Your Project Isnât Finished Yet The end of the sales cycle or project is not once it's complete, it's actually after a postmortem of the project has been done. In both successful and unsuccessful projects you need to take time eithe...
Iâm Only Working Half-Days One of the most interesting ideas I heard in a long time was from the book The Power of Habit by Charles Duhigg. Based on research it was determined that people's willpower is something that is de...
Why I LOVE Being On My Own For those of you that have been following my journey for a while there are two truths I have been quite open about:  I am a hopeless romantic. I believe in real-life fairy tales and s...
.yuzo_related_post img{width:210px !important; height:200px !important;} .yuzo_related_post .relatedthumb{line-height:18px;background: !important;color:#666666!important;} .yuzo_related_post .relatedthumb:hover{background:#fcfcf4 !important; -webkit-transition: background 0.2s linear; -moz-transition: background 0.2s linear; -o-transition: background 0.2s linear; transition: background 0.2s linear;;color:!important;} .yuzo_related_post .relatedthumb a{color:#2d6797!important;} .yuzo_related_post .relatedthumb a:hover{ color:#004080}!important;} .yuzo_related_post .relatedthumb:hover a{ color:#004080!important;} .yuzo_related_post .yuzo_text {color:#666666!important;} .yuzo_related_post .relatedthumb:hover .yuzo_text {color:!important;} .yuzo_related_post .relatedthumb{ margin: 0px 0px 0px 0px; padding: 5px 5px 5px 5px; } jQuery(document).ready(function( $ ){ //jQuery('.yuzo_related_post').equalizer({ overflow : 'relatedthumb' }); jQuery('.yuzo_related_post .yuzo_wraps').equalizer({ columns : '> div' }); })
5 Ways To Close More Deals Faster was originally published on Kim Orlesky
The Quickest Way To Be Seen As An Expert
How do you promote your business to an even bigger audience?
As entrepreneurs and small business owners we are so busy doing the hustle hoping that one day one of the big names will call on us. We sit back and wait for Success Magazine, Entrepreneur Magazine, or even our local news outlet to find us and contact us.
The truth is, these outlets donât know you exist and the likeliness of them reaching out to you is slim. It almost never happens that way. Even the big names are constantly going out and pitching new ideas to these stations.
What can you offer your local tv or radio station that no one else is offering? Take your product or service and try to spin it on its head. What is a unique way someone can use your product or service. What is new or relevant in the world that can apply your product or service?
The sooner you approach these news outlets the greater your chance to be considered and accepted for your news stories. However news outlets donât care about just your product or service. They want news stories that are all encompassing.
Donât just look at trying to promote your business for an upcoming event like small business week. Ask what other companies can you also promote? If you want more exposure become the âall-encompassing expertâ, not just specialized in your field.
No one cares about the promo directed person that rattles on about how great their product is. And as amazing as your product is, news outlets are looking for people that are going to be completely unbiased. They want to find people that are going to provide even more value to their viewers or listeners.
Even for your upcoming blog posts you may consider promoting 5 other companies, like yours, or in an industry complimentary to yours, to give a review or a result.
Even though you may be compared to other companies, you are going to rise above because now you are seen as the all encompassing expert.
Video: 2:23
https://www.youtube.com/watch?v=-F47zDt2apU
What media outlet do you dream of being in?
Want more?
Are You Afraid Of Being âSalesyâ? | Making More Creative Sales | Using Holidays To Creatively Capture An Unexpected Market
Kim is The Leading Sales Coach, Success Magazineâs most inspirational blogger, LeadFuzeâs most influential sales leader, and soon to be three-time author. She continues to expand her presence with international speaking, including being invited to speak at the same events as Elizabeth Gilbert, BrenĂ© Brown, and Michelle Obama. Kimâs courageousness to quit her life and backpack solo around the world inspired her to use her mastery in sales to help sales professionals and entrepreneurs make communication shifts that lead to stronger relationships and more revenue.
As Vice President of the Change Your Results! (http://ChangeYourResults.com) team, she helps companies create a sales process and ask the right questions at the right time in order to immediately achieve consistent revenue streams.
Fast track your business results in only 90 Days! http://KimOrlesky.com Twitter: https://twitter.com/kimorlesky Facebook: https://www.facebook.com/Kim.orlesky Podcast on iTunes: https://itunes.apple.com/ca/podcast/the-kim-orlesky-show/id1164227697?mt=2
Related Posts
Video: Your Project Isnât Finished Yet The end of the sales cycle or project is not once it's complete, it's actually after a postmortem of the project has been done. In both successful and unsuccessful projects you need to take time eithe...
Iâm Only Working Half-Days One of the most interesting ideas I heard in a long time was from the book The Power of Habit by Charles Duhigg. Based on research it was determined that people's willpower is something that is de...
Why I LOVE Being On My Own For those of you that have been following my journey for a while there are two truths I have been quite open about:  I am a hopeless romantic. I believe in real-life fairy tales and s...
.yuzo_related_post img{width:210px !important; height:200px !important;} .yuzo_related_post .relatedthumb{line-height:18px;background: !important;color:#666666!important;} .yuzo_related_post .relatedthumb:hover{background:#fcfcf4 !important; -webkit-transition: background 0.2s linear; -moz-transition: background 0.2s linear; -o-transition: background 0.2s linear; transition: background 0.2s linear;;color:!important;} .yuzo_related_post .relatedthumb a{color:#2d6797!important;} .yuzo_related_post .relatedthumb a:hover{ color:#004080}!important;} .yuzo_related_post .relatedthumb:hover a{ color:#004080!important;} .yuzo_related_post .yuzo_text {color:#666666!important;} .yuzo_related_post .relatedthumb:hover .yuzo_text {color:!important;} .yuzo_related_post .relatedthumb{ margin: 0px 0px 0px 0px; padding: 5px 5px 5px 5px; } jQuery(document).ready(function( $ ){ //jQuery('.yuzo_related_post').equalizer({ overflow : 'relatedthumb' }); jQuery('.yuzo_related_post .yuzo_wraps').equalizer({ columns : '> div' }); })
The Quickest Way To Be Seen As An Expert was originally published on Kim Orlesky
3 Things Successful Companies Do To Get More Business
When I open my Facebook my feed is filled with posts about the top ways to gain more business through webinars, email, and Facebook ads (among other pay per click advertising). The struggle is the average e-commerce only site converts 3% of the traffic that comes in, which means we spend a lot of time and money on trying to get people interested in our business before a sale is even made. How are successful companies able to get more business? They use a directed sales strategy!
Companies that incorporate a sales strategy will see their conversion rise anywhere from 13% to 68% depending on the product, skills and industry. The companies that are most successful focus on these strategies to get business faster than ever:
1. Do Your Research
Which companies do you work best with? Does your company work best with a specific industry or certain company traits? If you are starting out you may not have these answers, in which case ask who do you want to do business with? Then research. Use industry tools like ProspectWorx, LinkedIn, and local economic development directories to help you find the names of companies. Spend time researching the unique challenges of a specific industry and the key players in that industry. Focus your research on what could your target companies be interested in? What would they like to provide more of for their customers? If you want to go after small business, find the names of the decision makers of the rising stars. It doesnât take a lot of time to do some research, but that little bit will go a far way. When you do call on new companies the person answering will listen because you are familiar with their unique needs.
Are You Making This Cold Calling Mistake?
2. Use Your Network
You are running a business that you are proud of, so own that! Express your passion for what you do to your friends, family, old clients, and acquaintances. Tell everyone about the business you love, and ask if they could connect with the companies you researched and now want to do business with. Be specific about your ask. Itâs not enough to say, âI am looking for someone that could use web development servicesâ. Instead ask your network if someone can connect you with âAcme companyâ or knows someone who owns or works at an accounting practice. Ask your connections, âWho would be the decision maker for outsourcing web and SEO services at your company?â and then connect with that person. Youâre not asking them to give you business, youâre asking for a name. You love what you do and your passion will sell itself when you call the person that makes the decisions.
Your Old Customer Wants to Buy!
 3. Go For What You Want
Donât wait for companies to find you and call on your services. We are inundated daily with advertising, sponsored Facebook posts, and other marketing. However timing is everything and you need to reach out and consistently follow up with the companies. I like to use a 90 day connection cycle, because a lot can change for a company within 90 days. Most purchases are made when a business connected with a person wanting to buy at the right time. You may not know when the right time is, but you can be out there calling on and connecting with more people. And if the thought of calling on new companies scares you, check out my upcoming cold call course or my full 3-day sales cycle training to give you the skills and the confidence you need to connect with companies better. Letâs get you selling more faster.
.inf_infusionsoft .inf_infusionsoft_optin_4 .inf_infusionsoft_form_content { background-color: #ffffff !important; } .inf_infusionsoft .inf_infusionsoft_optin_4 .inf_infusionsoft_form_container .inf_infusionsoft_form_header { background-color: #ffffff !important; } .inf_infusionsoft .inf_infusionsoft_optin_4 .inf_infusionsoft_form_content button { background-color: #4251db !important; } .inf_infusionsoft .inf_infusionsoft_optin_4 .inf_infusionsoft_border_letter { background: repeating-linear-gradient( 135deg, #4251db, #4251db 10px, #fff 10px, #fff 20px, #f84d3b 20px, #f84d3b 30px, #fff 30px, #fff 40px ) !important; } .inf_infusionsoft .inf_infusionsoft_optin_4 .inf_infusionsoft_form_content button { background-color: #4251db !important; } .inf_infusionsoft .inf_infusionsoft_optin_4 h2, .inf_infusionsoft .inf_infusionsoft_optin_4 h2 span, .inf_infusionsoft .inf_infusionsoft_optin_4 h2 strong { font-family: "Open Sans", Helvetica, Arial, Lucida, sans-serif; }.inf_infusionsoft .inf_infusionsoft_optin_4 p, .inf_infusionsoft .inf_infusionsoft_optin_4 p span, .inf_infusionsoft .inf_infusionsoft_optin_4 p strong, .inf_infusionsoft .inf_infusionsoft_optin_4 form input, .inf_infusionsoft .inf_infusionsoft_optin_4 form button span { font-family: "Open Sans", Helvetica, Arial, Lucida, sans-serif; }
Join other amazing sales rockstars
Every week new content and tips are delivered directly to you!
SUBSCRIBE!
You have Successfully Subscribed!
***
Kim is The Leading Sales Coach, Success Magazineâs most inspirational blogger, LeadFuzeâs most influential sales leader, and soon to be three-time author. She continues to expand her presence with international speaking, including being invited to speak at Inbound with Elizabeth Gilbert, BrenĂ© Brown, and Michelle Obama. Kimâs courageousness to quit her life and backpack solo around the world inspired her to use her mastery in sales to help sales professionals and entrepreneurs make communication shifts that lead to stronger relationships and more revenue.
Related Posts
Video: Your Project Isnât Finished Yet The end of the sales cycle or project is not once it's complete, it's actually after a postmortem of the project has been done. In both successful and unsuccessful projects you need to take time eithe...
Iâm Only Working Half-Days One of the most interesting ideas I heard in a long time was from the book The Power of Habit by Charles Duhigg. Based on research it was determined that people's willpower is something that is de...
Why I LOVE Being On My Own For those of you that have been following my journey for a while there are two truths I have been quite open about:  I am a hopeless romantic. I believe in real-life fairy tales and s...
.yuzo_related_post img{width:210px !important; height:200px !important;} .yuzo_related_post .relatedthumb{line-height:18px;background: !important;color:#666666!important;} .yuzo_related_post .relatedthumb:hover{background:#fcfcf4 !important; -webkit-transition: background 0.2s linear; -moz-transition: background 0.2s linear; -o-transition: background 0.2s linear; transition: background 0.2s linear;;color:!important;} .yuzo_related_post .relatedthumb a{color:#2d6797!important;} .yuzo_related_post .relatedthumb a:hover{ color:#004080}!important;} .yuzo_related_post .relatedthumb:hover a{ color:#004080!important;} .yuzo_related_post .yuzo_text {color:#666666!important;} .yuzo_related_post .relatedthumb:hover .yuzo_text {color:!important;} .yuzo_related_post .relatedthumb{ margin: 0px 0px 0px 0px; padding: 5px 5px 5px 5px; } jQuery(document).ready(function( $ ){ //jQuery('.yuzo_related_post').equalizer({ overflow : 'relatedthumb' }); jQuery('.yuzo_related_post .yuzo_wraps').equalizer({ columns : '> div' }); })
3 Things Successful Companies Do To Get More Business was originally published on Kim Orlesky
Using Holidays To Creatively Capture An Unexpected Market
How do you get creative with your promotions and ads?
Take a look at the calendar and look at the upcoming events. Think outside of the norm. Itâs easy to come up with examples of great promos if you are selling jewelry and the upcoming event is motherâs day. But perhaps you are selling something that doesnât always make sense around the holidays and special occasions.
For instance, with sales coaching, how would you create a promotion around the same motherâs day or fatherâs day holiday?
It would be easy to dismiss the day entirely, but where would be the fun in that? Companies that think creatively are likely to separate themselves from the crowd and get noticed.
When I thought creatively about sales coaching and motherâs day I associated motherâs day with children, which brought me to my creative solution: Negotiation tactics that work on your children (and your clients).
When you create something thatâs a little bit off the wall, people love that!
Itâs far too easy to sell in the same way to the same people. Take a look at what you have to offer and look at it differently and creatively.
Look at the calendar 2 or 3 months in advance and take your product and ask yourself what can you do different to market it creatively?
What creative promotions or advertising can you create for the next upcoming holiday?
Video: 2:18
Want more?
Making More Creative Sales | How To Sell A Service-Based Product | Your Old Customer Wants to Buy!
 Using Holidays To Creatively Capture An Unexpected Market was originally published on Kim Orlesky
The EXACT Number of Clients You Need Every Week
Sales is both an art and a science. The art consists of the finesse that it takes to speak smoothly, steer a conversation, and promote your product or service in a way the person on the other side hangs off your every word. Unfortunately too many people focus on the art and not enough on the science. The science consists of knowing how many new contacts you need to approach every week or month, and how many follow up meetings you need to have in order to get to the sale. Both can be taught, however if you only focused on the science you would still make the sales, itâs not necessarily true of the art.
Start With The End In Mind, And Work Backwards
One of the first things I do with all my clients is start with their target revenue for the year. We then break down the annual goal into a monthly revenue target. For instance, if a person had a goal of $120,000 per year, they would break it down to a monthly goal of $10,000 in revenue.
Whatâs Your Average Sale Worth?
Most people have a variety of goods and services they sell, each with a different price point. This can make high level planning difficult if we were to break down how many of each product you would need to sell at its associated revenue. For simplicityâs sake I like to use the average sale value. This does not have to be the exact average, you may choose to focus on your top product. For instance, if you sold products at $100, $500, and $2,500, and the $500 was the most commonly purchased product, you would use the $500 product.
 Focus Your Conversation on This To Close More Deals
The Number of Products To Make Your Year
Use your average sale revenue and divide it into your monthly goal to determine the number of products you need to sell. Using our example above a $10,000 monthly revenue goal divided by a $500 average price point product would equal to 200 products every month. You could argue that 200 is not a true number because there is still the $100 and $2,500 price point products, but if sold more $2,500 products you would hit your goal even faster, which would be excellent! If you sold more $100, youâre going to see this trend and adjust your focus before the end of the year.
 Why The Sales Pitch To Your Customer Is All Wrong!
How Many People Do You Contact?
If you already know you average closing ratio, the number of people that connect with you or your product and end up purchasing, great! Use that number. If you donât, use the average rule of thumb. If you are an e-commerce only business, with no direct sales channel, your close ratio averages around 3%, which would mean you would require 6,667 monthly visitors to achieve the sales you need. However if you incorporated a sales strategy, one where you were calling and meeting with prospects, that number rises to a minimum of 13%. In order to sell at least 200 units every month you would need to connect with 1,538 people every month. Although this number can seem daunting, if you break it down to a per week basis, it becomes 355 connections. If that seems unreasonable, you can either increase your average sale or increase your closing ratio with sales training. With the right selling strategy you could see an increase in closing ratio as much as 68.7% or even more. If you were to achieve that, you could reduce the number of people you connect with down to 67 people per week.
 Understanding your close ratio may seem like a boring activity, but by arming yourself with the right information you can better use your time, and have a greater understanding on how you can achieve even more sales faster.
 If youâre ready to take your business even farther, check out my latest courses or my upcoming events
Related Posts
Video: Your Project Isnât Finished Yet The end of the sales cycle or project is not once it's complete, it's actually after a postmortem of the project has been done. In both successful and unsuccessful projects you need to take time eithe...
Iâm Only Working Half-Days One of the most interesting ideas I heard in a long time was from the book The Power of Habit by Charles Duhigg. Based on research it was determined that people's willpower is something that is de...
Why I LOVE Being On My Own For those of you that have been following my journey for a while there are two truths I have been quite open about:  I am a hopeless romantic. I believe in real-life fairy tales and s...
.yuzo_related_post img{width:210px !important; height:200px !important;} .yuzo_related_post .relatedthumb{line-height:18px;background: !important;color:#666666!important;} .yuzo_related_post .relatedthumb:hover{background:#fcfcf4 !important; -webkit-transition: background 0.2s linear; -moz-transition: background 0.2s linear; -o-transition: background 0.2s linear; transition: background 0.2s linear;;color:!important;} .yuzo_related_post .relatedthumb a{color:#2d6797!important;} .yuzo_related_post .relatedthumb a:hover{ color:#004080}!important;} .yuzo_related_post .relatedthumb:hover a{ color:#004080!important;} .yuzo_related_post .yuzo_text {color:#666666!important;} .yuzo_related_post .relatedthumb:hover .yuzo_text {color:!important;} .yuzo_related_post .relatedthumb{ margin: 0px 0px 0px 0px; padding: 5px 5px 5px 5px; } jQuery(document).ready(function( $ ){ //jQuery('.yuzo_related_post').equalizer({ overflow : 'relatedthumb' }); jQuery('.yuzo_related_post .yuzo_wraps').equalizer({ columns : '> div' }); })
The EXACT Number of Clients You Need Every Week was originally published on Kim Orlesky
How To Sell A Service-Based Product
How do you quantify a solution that is entirely service based? When you show the prospect the price, how do you show a return on their investment when they arenât receiving a tangible good?
Anytime we show a price to a client we need to prove that the price is far less than then amount of value the client will receive. When value is greater than price the prospect will buy. But this can become incredibly tricky if the prospect has never used a service like yours before, or perhaps up until this point they have done your service in their business for free.
A great example is companies that are trying to sell social media agency services. Most companies start out by completing all their social media in house on their own. Prospects will often look at this as a âfreeâ service they have been able to provide themselves for years. Why then would they need to pay someone to do something they have done for free for themselves?
The best way to show value is to look creatively. What is the value of the personâs time that is doing the social media in house? Break down their hourly wage based on monthly revenue. Find out how many hours they devote to social media, and show them a savings or a break-even based on what your company will charge.
Take it a step further by showing them the potential revenue the prospect can bring in if you were able to sell a small product online. With a historic or predicted conversion rate you were able to provide your clients, you could say that a â2% conversion for a $10 product would bring you in $Xâ. If that additional revenue brought in is greater than the cost of your services, the client will be more excited about moving forward.
The prospect will then be able to compare their âfreeâ time to your solution. Ensure they understand that their time isnât really free. It should be better spent on revenue generating activities, or other visionary, value-add, tasks within the company. Then compare it to the cost of your services PLUS any additional revenue you can help bring in for the client.
For even more tips and tricks I use check out my website at http://KimOrlesky.com/courses and see what others had to say about my Cold Calling Fearlessly course.
What service are you selling?
Get more tips!
Focus Your Conversation on This To Close More Deals | The BEST Question I Ask EVERY Prospect | Are You Afraid Of Being âSalesyâ?
 How To Sell A Service-Based Product was originally published on Kim Orlesky
How to Create a Conversation When You Stumble Over Your Words
When we are speaking to a new prospect itâs completely okay when our conversations come across stumbled and imperfect. Often times if we are launching a new product or service, or if you are new to a role, it can be difficult to structure what we want to say correctly. Donât worry. Done is better than perfect.
Get back into the swing of things and try, try again. The more you do it the more the words are going to start to come naturally.
Instead of focusing on what you are going to say, move the conversation into questioning the person on the other line. Open ended questions will get you further ahead than closed ended.
Your open ended questions are the 5 âWâs: who, what, where, when, why, and how.
As the person on the other line answers the conversation will open up and move much more naturally and smoothly.
https://youtu.be/i5CbUgyTG7s
 Related Posts
Video: Your Project Isnât Finished Yet The end of the sales cycle or project is not once it's complete, it's actually after a postmortem of the project has been done. In both successful and unsuccessful projects you need to take time eithe...
Iâm Only Working Half-Days One of the most interesting ideas I heard in a long time was from the book The Power of Habit by Charles Duhigg. Based on research it was determined that people's willpower is something that is de...
Why I LOVE Being On My Own For those of you that have been following my journey for a while there are two truths I have been quite open about:  I am a hopeless romantic. I believe in real-life fairy tales and s...
.yuzo_related_post img{width:210px !important; height:200px !important;} .yuzo_related_post .relatedthumb{line-height:18px;background: !important;color:#666666!important;} .yuzo_related_post .relatedthumb:hover{background:#fcfcf4 !important; -webkit-transition: background 0.2s linear; -moz-transition: background 0.2s linear; -o-transition: background 0.2s linear; transition: background 0.2s linear;;color:!important;} .yuzo_related_post .relatedthumb a{color:#2d6797!important;} .yuzo_related_post .relatedthumb a:hover{ color:#004080}!important;} .yuzo_related_post .relatedthumb:hover a{ color:#004080!important;} .yuzo_related_post .yuzo_text {color:#666666!important;} .yuzo_related_post .relatedthumb:hover .yuzo_text {color:!important;} .yuzo_related_post .relatedthumb{ margin: 0px 0px 0px 0px; padding: 5px 5px 5px 5px; } jQuery(document).ready(function( $ ){ //jQuery('.yuzo_related_post').equalizer({ overflow : 'relatedthumb' }); jQuery('.yuzo_related_post .yuzo_wraps').equalizer({ columns : '> div' }); })
How to Create a Conversation When You Stumble Over Your Words was originally published on Kim Orlesky
Making More Creative Sales
By stepping outside the business and participating in a creative venture, it can actually help you in your business.
Participate in a painting class, dance class, or perhaps just starting to write. By becoming more creative outside of your sales position or business, you start to develop a skill, like a muscle, that is ready to be stretched.
Being creative in other ways allows you to later incorporate that into your own business. When the time comes to create a new solution for a client, or perhaps a new product, service, or another offering, your new muscle will be better flexed to find you the results you need.
How do you incorporate more creativity into your business?
Video: 2:03
https://www.youtube.com/watch?v=aDDIW5zJiXI
Related Posts
Video: Your Project Isnât Finished Yet The end of the sales cycle or project is not once it's complete, it's actually after a postmortem of the project has been done. In both successful and unsuccessful projects you need to take time eithe...
Iâm Only Working Half-Days One of the most interesting ideas I heard in a long time was from the book The Power of Habit by Charles Duhigg. Based on research it was determined that people's willpower is something that is de...
Why I LOVE Being On My Own For those of you that have been following my journey for a while there are two truths I have been quite open about:  I am a hopeless romantic. I believe in real-life fairy tales and s...
.yuzo_related_post img{width:210px !important; height:200px !important;} .yuzo_related_post .relatedthumb{line-height:18px;background: !important;color:#666666!important;} .yuzo_related_post .relatedthumb:hover{background:#fcfcf4 !important; -webkit-transition: background 0.2s linear; -moz-transition: background 0.2s linear; -o-transition: background 0.2s linear; transition: background 0.2s linear;;color:!important;} .yuzo_related_post .relatedthumb a{color:#2d6797!important;} .yuzo_related_post .relatedthumb a:hover{ color:#004080}!important;} .yuzo_related_post .relatedthumb:hover a{ color:#004080!important;} .yuzo_related_post .yuzo_text {color:#666666!important;} .yuzo_related_post .relatedthumb:hover .yuzo_text {color:!important;} .yuzo_related_post .relatedthumb{ margin: 0px 0px 0px 0px; padding: 5px 5px 5px 5px; } jQuery(document).ready(function( $ ){ //jQuery('.yuzo_related_post').equalizer({ overflow : 'relatedthumb' }); jQuery('.yuzo_related_post .yuzo_wraps').equalizer({ columns : '> div' }); })
Making More Creative Sales was originally published on Kim Orlesky
How to Get Past the Gatekeeper
The gatekeeper serves an essential purpose for any business â it helps the company they work for focus on their work and avoid sales calls. But as a salesperson, this gatekeeper prevents us from having our product or service heard by those that could buy.
How do we get past such a person? A really good gatekeeper will never allow you to get to the decision maker.
Hereâs a few of my favourite methods:
1. Pretend you already have a relationship with the person you are trying to call. This can usually be done by only using a first name and avoiding the last, unless asked for. When we call our friends we donât call them John Smith, we just ask for John.
2. Use confusion. If you already know what your pitch is, you can say it fast and have the gatekeeper believe that youâve already had some preliminary conversations with the person you are trying to call. Confusion works best when you use quantifiable numbers, such as, âweâve already reduced operating spend by 20% for other companies, and I need to clarify a few things with Jim to ensure we can show him those same resultsâ
For even more tips and tricks I use check out my website at http://KimOrlesky.com/courses and see what others had to say about my Cold Calling Fearlessly course.
Video: 1:48
How do you get past the gatekeeper?
 How to Get Past the Gatekeeper was originally published on Kim Orlesky
Ready to Enter the Sales War Room?
When was the time you spent anytime brainstorming?
Often times we become so caught up in the next sale, the next meeting, or the next person that we need to contact, that we forget to critically think about what we need to do strategically.
By blocking off time in our calendar to brainstorm we can start to look at the bigger picture of what could possibly get in our way for the larger deals that we want to capture. Who else should we contact? How else can we look at the deal differently? And is there anything else the client would be really concerned about that we could address earlier on in the sales cycle?
This is often called going into the âwar roomâ. We would bring a deal, or potential deal, forward and with new minds and eyes on the prospect we can discuss what needs to be done to create something exciting that the client would want to act on sooner.
As a sales professional, you can do this with your team, your manager, your finance department. But think bigger. Would you benefit having someone from legal or marketing in the room as well?
As an entrepreneur this may be more difficult. But who do you have in your inner circle that could help you look at a deal more critically? Other entrepreneurial friends, both inside and outside of your industry? A small networking group? Perhaps even a family member not tied to your company?
Other questions you should address are: What would be a barrier to entry? Who could possibly stall the deal? What other competitors (or other opportunities) is the client considering?
Book off some time, even as often as every 3 months, will help you gain more clarity and focus. This will allow you to know the path that you want to drive your business towards, instead of looking for the next move. You are going to be thinking steps ahead, which will make you more productive moving forward.
Video: 1:55
How often should you book a brainstorming session?
Related posts: Your Old Customer Wants to Buy! | Focus Your Conversation on This To Close More Deals
  Ready to Enter the Sales War Room? was originally published on Kim Orlesky
Your Old Customer Wants to Buy!
Iâd like to pose a challenge. When was the last time you contacted your previous customers?
Not only is it good to contact previous customers for the references and testimonials they may provide, but there is also an opportunity for them to help you gain more business. The old customer has additional business for you either through how theyâve grown their business, or through the new network they can connect you with.
Some great questions to ask are:
âWhat other benefits did you receive from the product/service?â
âWho else do you know that would also benefit from the use of this product or service?â
There are also opportunities to up-sell. If the customer was pleased with the product you sold them, they are more willing to hear about the new products and services you have to offer.
Be willing to contact your previous customers on a regular basis, every 6-months to a year. Donât be shy that they donât remember you, they definitely will. And more likely than not they will be willing to have a coffee or an updated meet-and-greet with you.
Video: 1:52
https://www.youtube.com/watch?v=OoVRGmqqbyg
Do you have an example of a previous customer meeting with you that led to more business?
What are some other reasons a previous customer would want to meet with you?
Are You Afraid Of Being âSalesyâ? | The BEST Question I Ask EVERY Prospect | Why The Sales Pitch To Your Customer Is All Wrong!
Related Posts
Video: Your Project Isnât Finished Yet The end of the sales cycle or project is not once it's complete, it's actually after a postmortem of the project has been done. In both successful and unsuccessful projects you need to take time eithe...
Iâm Only Working Half-Days One of the most interesting ideas I heard in a long time was from the book The Power of Habit by Charles Duhigg. Based on research it was determined that people's willpower is something that is de...
Why I LOVE Being On My Own For those of you that have been following my journey for a while there are two truths I have been quite open about:  I am a hopeless romantic. I believe in real-life fairy tales and s...
.yuzo_related_post img{width:210px !important; height:200px !important;} .yuzo_related_post .relatedthumb{line-height:18px;background: !important;color:#666666!important;} .yuzo_related_post .relatedthumb:hover{background:#fcfcf4 !important; -webkit-transition: background 0.2s linear; -moz-transition: background 0.2s linear; -o-transition: background 0.2s linear; transition: background 0.2s linear;;color:!important;} .yuzo_related_post .relatedthumb a{color:#2d6797!important;} .yuzo_related_post .relatedthumb a:hover{ color:#004080}!important;} .yuzo_related_post .relatedthumb:hover a{ color:#004080!important;} .yuzo_related_post .yuzo_text {color:#666666!important;} .yuzo_related_post .relatedthumb:hover .yuzo_text {color:!important;} .yuzo_related_post .relatedthumb{ margin: 0px 0px 0px 0px; padding: 5px 5px 5px 5px; } jQuery(document).ready(function( $ ){ //jQuery('.yuzo_related_post').equalizer({ overflow : 'relatedthumb' }); jQuery('.yuzo_related_post .yuzo_wraps').equalizer({ columns : '> div' }); })
Your Old Customer Wants to Buy! was originally published on Kim Orlesky
The BEST Question I Ask EVERY Prospect
We have to customize our questions for each individual prospect and customer, however the introductory questions are often the same.
During one of my recent AMA (ask me anything) Sales hosted on my Facebook Live feed every Monday at 12pm MST I was recently asked what my favourite introductory question is.
I love asking my prospects and my clients, âWhere do you see yourself in 6 months (or a year from now or 3 years)?â
By understanding better what your customerâs goals are you can better tie in the challenges they may face to achieve that goal with how your product or service will help them get there faster, easier, or cheaper.
Understand where your customer wants to be in the future and you will continue to have the most productive conversation that is focused around your customerâs needs.
Video: 1:49
Whatâs your favourite question to ask a new prospect?
Want More? Why The Sales Pitch To Your Customer Is All Wrong! | Are You Making This Cold Calling Mistake? | Focus Your Conversation on This To Close More Deals
 The BEST Question I Ask EVERY Prospect was originally published on Kim Orlesky
Why The Sales Pitch To Your Customer Is All Wrong!
When creating a pitch we often think about how we can improve the life for our customer. But if youâre really interested in closing deals faster consider including the âthird-box thinkingâ which allows you to think of your solution from your customerâs point of view.
Your customer is likely buying the product to make more money, save more time, or gain more of their own customers.
By thinking from your customerâs point of view, ask yourself, if I purchased this product or solution, how would that improve my business? Use the points that you are able to come up with as part of your pitch.
When you think about your customerâs customer, you can close more sales because now you have created the stream of thought for them.
https://www.youtube.com/watch?v=-XIeUi-t1mc
 Do you agree with Kim? Should we pitch for the customer or the customerâs customer?
Related Posts
Video: Your Project Isnât Finished Yet The end of the sales cycle or project is not once it's complete, it's actually after a postmortem of the project has been done. In both successful and unsuccessful projects you need to take time eithe...
Iâm Only Working Half-Days One of the most interesting ideas I heard in a long time was from the book The Power of Habit by Charles Duhigg. Based on research it was determined that people's willpower is something that is de...
Why I LOVE Being On My Own For those of you that have been following my journey for a while there are two truths I have been quite open about:  I am a hopeless romantic. I believe in real-life fairy tales and s...
.yuzo_related_post img{width:210px !important; height:200px !important;} .yuzo_related_post .relatedthumb{line-height:18px;background: !important;color:#666666!important;} .yuzo_related_post .relatedthumb:hover{background:#fcfcf4 !important; -webkit-transition: background 0.2s linear; -moz-transition: background 0.2s linear; -o-transition: background 0.2s linear; transition: background 0.2s linear;;color:!important;} .yuzo_related_post .relatedthumb a{color:#2d6797!important;} .yuzo_related_post .relatedthumb a:hover{ color:#004080}!important;} .yuzo_related_post .relatedthumb:hover a{ color:#004080!important;} .yuzo_related_post .yuzo_text {color:#666666!important;} .yuzo_related_post .relatedthumb:hover .yuzo_text {color:!important;} .yuzo_related_post .relatedthumb{ margin: 0px 0px 0px 0px; padding: 5px 5px 5px 5px; } jQuery(document).ready(function( $ ){ //jQuery('.yuzo_related_post').equalizer({ overflow : 'relatedthumb' }); jQuery('.yuzo_related_post .yuzo_wraps').equalizer({ columns : '> div' }); })
Why The Sales Pitch To Your Customer Is All Wrong! was originally published on Kim Orlesky
The Person You Should Be Calling On
How can you make better business-to-business cold calls?
If you are typically calling on people at a certain level in an organization, such as HR or procurement, try going even higher. Who is the decision maker that signs the agreement? Usually the person that signs the contract is the decision maker, although this isnât always the case, but a majority of the time it is.
Whomever that person is, that should be your first-level call when cold calling a business. Is that the Vice President of Finance, the CEO, the President, or someone else?
In the event they push you back down to the position of contact that you typically deal with, all the better. Ask the person to loop back with them after youâve collected the information you need to move the sales cycle forward. This gives you an opening into the person that you would have defaulted to call, and an opening to go back to the decision maker when the time is right to propose a solution.
By going directly after the decision maker in the first call, you are able to close the sales cycle faster and make sales sooner.
Video: 1:39
Who do you typically call on when placing cold calls? Will you be calling on anyone different?
Related videos: Are You Making This Cold Calling Mistake? | Why Youâre Likely Not Making That Sale | Focus Your Conversation on This To Close More Deals
The Person You Should Be Calling On was originally published on Kim Orlesky