Sales Fiction
By Christy
Each week on this podcast we separate sales facts from sales fiction so you can hyperfocus your resources and effort on the skills, strategies, and tools that will have the biggest impact on your bottom line.
Sales Fiction Aug 25, 2020
Relationship Building is Everything with Ali Cammelletti
In sales, you don’t treat people the way you want to be treated, you treat them the way they want to be treated.
In this episode of Sales Fiction, my guest, Ali Cammelletti breaks down how you can take relationship building to the next level and in turn skyrocket your sales.
Ali has been an entrepreneur for 18 years extensive experience in relationship-building sales. In her current business, Spark Your Mindset, she focuses on helping companies and individuals grow as leaders and sales professionals.
If you’re not consistently building relationships, you’re leaving opportunity on the table and making things harder than they should be.In this episode, Ali and I talk about:
- The importance of relationship building.
- The art of asking questions.
- How to create a team environment that allows for growth and coaching.
- How to ensure your customers and prospects feel seen and heard.
Plus much, much more.
If you want to check out the full shownotes, click here.
4 Powerful Questions You Should Be Asking
How can you use the power of questions to both coach your team to better results and help your team win more sales?
Let me ask you something - how many questions did you ask today?
How many questions did you ask in your last coaching session or sales conversation you had? How many questions did you ask versus statements you made? If you are not asking more questions than you are sharing insights and telling people benefits, you are missing a huge opportunity.
When we ask someone a question, the brain by default wants to close the loop and answer it.
Questions are the most powerful tool that you can use to influence others. Join me for this episode, where I share the four types of questions you need to master to succeed in sales and as a leader.
In this episode, I talk about:
- How can you use questions more effectively to lead your sales team and lead your prospects to a purchase?
- Why questions are so powerful.
- Different types of questions and how you can use questions in a powerful way to drive results from your team and prospects.
Plus much, much more, including the one question you should ask yourself when leaving a sales meeting or meeting with a team member.
Check out the full shownotes here.
How to Set Sales Goals That Really Motivate
If you or your sales team are responsible for revenue in your company, you know that sales goals and comp plans can have a huge impact on the profitability of the organization and the performance of your team members. We all know that having a goal helps us achieve more than we would without it.
How do you set goals in a way to motivate performance and create alignment so that everybody in the organization can rally around a shared goal that they are bought into and engaged with?
Join me for this episode, where I tackle the critical question of how to set goals that really motivate and how to align compensation strategies so that you can get the biggest bang for your buck and create true motivation from your team members.
In this episode, I talk about:
- Importance of setting a challenging, but realistic goal.
- Three things to look at when setting your sales goal.
- How to set a compensation plan.
Plus much, much more, including the three keys for getting your team engaged and motivated.
To check out the full shownotes, click here.
Giving Feedback That Sticks with Megan Fries
When you lead a sales team giving feedback is a part of the job, but not all feedback is created or received equally by your team. Let’s face it, if your team members don’t hear and integrate the feedback you're giving, you might as well not give them any feedback at all. So how do you coach your team members so they grow without being a hardass? In this episode of Sales Fiction, My guest, Megan Fries, shares powerful ways to give feedback so that it is received and sticks. Megan is an organizational consultant and the principal and owner of Frenzy to Freedom. She brings 20 years of experience from the for-profit sector in operations, business strategy, and financial strategy to nonprofit.
In this episode, Megan and I talk about:
- The importance of implementing frequent check-ins.
- Ways to involve employees in creating a plan of next steps.
- Mistakes to avoid when giving feedback.
Plus much, much more.
It isn’t about the challenges and solving the problem. It is about what kind of opportunity we have ahead of us to get to that next step, which is to be better than we were yesterday.
Check out the full shownotes here.
3 Things Sales Training Must Include
When you want to set your team up for success and help them achieve their goals and quotas, sales training can seem like a really good investment. The truth is most sales training is completely useless. How many times have you or one of the members of your team attended a sales seminar, left feeling excited and motivated but then you get back to the office and nothing really changes?
Sales training simply isn’t effective most of the time.
So what can you do to move the needle and help your sales team succeed? Join me in this episode as I share the three things sales training must include in order to drive results for your company and your team.
In this episode, I talk about:
- Sales training that is consistent and continuous.
- Sales training that is relevant and customized.
- Sales training that provides consistent feedback and coaching to your team members.
Plus much, much more, including the biggest challenge salespeople have when it comes to adapting to new training, techniques, and learning.
How do you actually help your team grow and give them tools, training, and practice that is going to stick?
Motivating Your Sales Team with Jennifer Cunnington
In this episode, Jennifer and I talk about:
- The importance of being a problem solver.
- What to look for when hiring new team members.
- How to engage and motivate your team.
Plus much, much more.
Every day is a learning opportunity. There is not one person that knows everything. There is always room for improvement and learning.
What Top Sales Leaders are Working On in 2021
We finally made it to 2021! I’ve been thinking a lot about how COVID, and remote working changed the landscape of sales including the growing need to feel comfortable in front of a camera, utilizing technologies to engage with prospects and finding fun ways to meet with prospects in ways that are safe, interactive, and engaging.
While a lot has changed, the fundamentals have remained the same including what you as a sales leader need to focus on to help set your team up for success. In this episode, we are sharing what the top sales leaders are working with their teams on right now to help set them up for success in 2021 and beyond.
In this episode, I talk about:
- Building confidence and competence on the phone.
- Feeling comfortable using different types of technology and following up using different avenues.
- Asking compelling strategic questions that engage prospects.
Plus much, much more, including the single biggest thing that top sales leaders are doing to help their teams succeed in 2021.
Check out the full shownotes here.
Is Assumptive Selling Actually Costing You Business?
If you’ve been in sales for any length of time, you’ve probably been told to assume the sale to win the deal. But is it actually true?
This week I continue my conversation with Katelynn Togiai. She was chalked full of so much wisdom and insights that we couldn’t fit it all into one episode, including how assumptive selling could actually be costing you deals.
Katelynn is the Corporate Director of Sales for Ignite Hotels. She manages sales for ten hotels across the northwest, works with multiple national brands and markets which requires her to stay flexible in order to find strategies that work for each individual
In this episode, Katelynn and I talk about:
- How you can bridge the gap between sales leadership and sales teams.
- How being assumptive can actually be a disadvantage.
- Importance of connecting with others and creating a network.
Plus much, much more, including how to make your prospects feel valued and important, while feeling like you care about earning their business.
Why Your Team Needs to Spend More Time Qualifying Customers in 2021
My guest, Katelynn Togiai, breaks down this crucial sales step and how it can help your team win more deals.
Katelynn is the Corporate Director of Sales for Ignite Hotels. She manages sales for ten hotels across the northwest, works with multiple national brands and markets which requires her to stay flexible in order to find strategies that work for each individual
In this episode, Katelynn and I talk about:
- Key lessons learned since COVID, including the importance of flexibility and open communication
- How building relationships with customers helps you to serve them better
- Best practices for reaching out to potential customers.
Plus much, much more.
To win in sales, you and your team need to stay flexible and always qualify your customers.
Show Notes:- [01:24] The hotel industry has been a very challenging job this past year since COVID. The hotel industry has been hit hard.
- [03:01] Everything is a learning opportunity. The nice thing about COVID is we are all learning together because nobody has been through it before.
- [05:49] The policies for their hotels were changing and extending day by day when COVID started. They just rolled with the punches and went with the flow.
- [06:10] Maintaining good communication as a team was crucial during all the changes.
- [06:39] They were able to make quick shifts because she was talking to her sales teams, general managers, and her bosses everyday.
- [07:37] Being flexible was huge since things were constantly changing.
- [09:14] It takes vulnerability to ask for help and input, but we are stronger together.
- [10:40] Industry meetings help her to stay connected with other industry professionals and make decisions based on best practices. It helped them to feel like they were in it together and not alone.
- [12:26] Overqualify your business.
- [14:10] Build the relationship and get to know your client instead of it just being a transaction.
- [15:02] Overqualifying your business and having a checklist helps you to better serve your customers. People love talking about themselves. The more you know about them, the easier it makes it to sell to them.
- [16:51] The phone call is the best tool you have in sales.
- [17:29] If you pick up the phone you can learn so much more about the person. An email can easily go unanswered. Taking the time and touching on their personal life shows the time and effort you want to put in.
- [19:15] You have to be aware that not everyone likes to email and over the phone, you can make such a better connection.
- [20:33] The easier it is for you to outreach, the easier it is for people to ignore you.
- [22:13] When training, let them listen in on your calls or take them out to their first sales call. You can even set up sales calls as a team.
Episode 14: 3 Habits You Need to Cultivate to Succeed in Sales
When it comes to selling and being in sales you are the most important asset that you have.
How do you make sure you are showing up healthy, happy, and ready to go every day?
In this week’s episode of Sale Fiction, I highlight the top 3 habits you need to cultivate to succeed in sales for the long term.
mightysalesteams.com
Episode 13: Sell something you believe in!
The #1 thing you need to think about when you are selling something is to find out what your customers care about and give it to them!
By asking a lot of questions, listening, and getting to the core of exactly who is your customer, according to this week’s Sales Fiction guest, Jonn Patterson, Owner of JPI Insurance is going to make you successful.
How do you go about finding out what your customers truly need and want?
mightysalesteams.com
Episode 12: Why you should never be closing
What if closing is stopping you from winning customers?
The most important part of the sales process is what happens after the sale.
In this week’s episode of Sale Fiction, I explain why you should never be closing and what you can do instead to win more customers.
mightysalesteams.com
Episode 11: How hustling is hurting your sales
Is hustling hurting your sales?
In this week’s episode of Sale Fiction, I talk with sales expert Mindy Miley who explains it's not all about the hustle mentality, it's about being intentional.
Are you and your team working smarter, not harder when it comes to your sales?
mightysalesteams.com
Episode 10: Stop selling your customers what they want
Do you want to take your sales to the next level?
To win more business you need to get really good at helping people discover what they want before they even know it.
Be curious and ask questions to help your customers think through things differently and to get more clarity.
Then listen!
Pay close attention to the details of what your customers are saying.
In my latest episode of Sales Fiction, I dive into the myth of selling your customers what they want and what you should be doing instead.
mightysalesteams.com
Episode 9: Are you winning post-sales?
There is so much time and effort put into processes and systems to win customers and oftentimes that same amount of thought and energy isn’t put into how to keep those customers and how to maintain those relationships. This is really a disservice to your business.
We are so focused on winning the customer that we don’t teach our salespeople how to engage with them after the sale. When your team has that mindset about thinking about the customer for the duration and how to keep them happy and engaged with your business, they will be more effective at selling.
In this week’s episode of Sale Fiction, I will give you 4 compelling reasons why your sales team should be involved in post sales.
mightysalesteams.com
Episode 8: Overcoming a sales slump
Have you ever experienced the feeling of starting to lose hope when it comes to your job or witnessing someone on your team struggle day after day, week after week?
Your first reaction as a leader should be not to panic.
It can be really frustrating to figure out how to support that person and how to get them to achieve their goals again while still holding them accountable and maintaining the belief this slump is temporary and you can help them.
In this week’s episode of Sale Fiction, I talk about what are the common reasons for a sales slump and give you the tools to create an action plan to break out of it.
When was the last time you had to deal with a sales slump and how did you handle it?
mightysalesteams.com
Episode 7: To Script or not to Script
When it comes to sales effectiveness, do scripts help, or do they take away your team’s ability to stay present and creative in sales conversations with your customers?
Scripts are fundamentally essential if you want your team to be successful.
What you should be asking yourself as a leader is how can I use a script in a way that helps my team to be more authentic, more present, and more successful, and more engaging with their customers.
mightysalesteams.com
Episode 6: How to avoid micromanaging
mightysalesteams.com
Episode 5: Don't let your team stagnate
There are three things that need to be addressed if you want to create a culture of continual growth and avoid stagnacy are:
- Mindset
- Resilience
- Culture
There is a huge difference between micromanaging and pushing your team for growth. Micromanaging is about control and it stumps growth. In creating a culture of growth, that's about recognizing that no matter how good you are and your team members are, there is always room for improvement. As a leader, it’s your job to support your team in their improvement. You are fundamentally responsible for the culture and that will dictate how receptive your team is to continuous feedback, learning, and growth.
mightysalesteams.com
How to teach your team new skills
It’s one thing to know where you want your team to grow. It’s another thing entirely to get them growing.
Let’s face it learning new skills is hard. Especially in a professional setting where you want to impress your boss and your team. So how do you support your team in their continued growth while also validating their skills and ensuring they feel like valued members of the team?
Episode summary:
Join us for this episode of Sales Fiction where I share a framework for learning new skills and identify the places your team is most likely to get de-railed so you can support your team in their quest to be the best.
Hyperfocus your training for better results
When you have a small team and you need to produce big results making sure every team member is performing at their best is essential Training and skill development is one area that can make a dramatic difference in your team's results
But because you’re small, having the time and bandwidth to continually train your team, can feel overwhelming. So how do you hyperfocus time and energy where it will matter most
Join me for this episode of sales fiction where I dive into some key principles that will help you focus your training efforts for maximum growth.
Resources mentioned:
Keep the best people on your team
When you have a small but mighty team - everyone matters. And when even one person leaves it has a huge impact. I mean let’s face it - more often than not on a small team - everyone’s doing at least the work of 3 people so the ripple effect of someone leaving is much bigger than at large companies. As a small business, how do you keep your team happy, engaged, and most importantly on your team?
What separates star agents from average ones?
3 things to look for in the recruiting and hiring process to set your agency up for long term success.