Advisors Excel’s Post

If sales are not coming as easy as you would like at present, there are some fantastic questions in this article to ask yourself. Nothing beats sharing stories with prospects about the problems that you are solving for your customers. But if you are just starting out it’s easy to get caught up chasing the next deal without pausing to reflect on the impact that your product / service is having. By spending the time to reflect on this, I personally found that it gives you greater clarity on the prospects you should be going after in the future. This focus and clarity will give you more confidence in your product / service which will rub off on your prospect. Then, through powerful questions (as this article elegantly points out) your prospect will see you as a trusted advisor and that is where the magic happens. Great article Lisa Earle McLeod #holdfast

As your company grows, so do your sales goals. But how do you scale opportunity management to keep up? Make sure you get the fundamentals in place to effectively manage your sales growth and see results. This includes: • Qualifying – Does the prospect have a business/personal issue that you can solve? • Effectively Positioning Your Capabilities in the Context of Client Issues – Can your product or service solve those issues? • Asking the Right Questions – Do you have the right information to provide the very best solution? • Differentiation – What makes you stand out from the competition in the mind of the prospect? • Developing the Value – Have you clearly connected the unique benefits of your product or service to their specific business and personal issues? • Identifying Power – Do you have access to the ultimate decision-maker? • Crafting a Mutual Plan – Do you have a plan in place to move the sale forward? You need to get the basics right, especially when scaling. Otherwise, you’re scaling efforts will be wasted. P.S. - Get some value? Follow me for daily posts.

‘How long until we see results?’ We started our first day with a new client last week. The client sells high ticket facilities management systems. Long sales cycles. Lots of decision makers. Technical product. The client was a mixture of hopeful and skeptical. Could our approach work? Is it too simple? What if we get asked a technical question? Our approach is simple but rooted in psychology. We called a list of prospects and tried to ascertain: Do you have a problem our client solves? Can you give clear examples? Is there a personal and/or business impact? What is the root cause of the problem? What is the motivation to fix it? What happens when the problem is fixed? We gathered this and our client sat his first meeting a few days later. His feedback was ‘If you get me another meeting a tenth as good as that we’ll be very happy.’ 1 days dialling 1 meeting booked 100k opportunity generated. Potential 10x ROI in week 1 of a campaign. Enterprise selling doesn’t have to be complex. Props to Louie Patterson for working his magic. —- Hit the 🔔 for more. Drop me a message to work with us.

To build successful sales relationships and healthy deal pipeline I practice active listening, by deeply understanding the customers pain before jumping to the solution. This takes patience, empathy, and practice. When a client shares a top goal or priority, I pause and try asking these questions: 1. Why is this important to you and your company? 2. Why do you need to change now? What happens if you do nothing? 3. When do you need to do this by? And what's driving that timeline? 4. What can't you accomplish because of the way things are today? 5. How will you measure success?

"Always Be Closing" (ABC) has been a sales mantra for decades. But does it really work? Here's why it doesn't. Constantly pushing for a close can damage relationships. Today's sales strategies emphasize building value and trust over aggressive  closing tactics. Here's how: 1. Understand Client Needs ↳ Dive deep into what your client truly needs. ↳ This builds a strong foundation of trust. 2. Nurture Relationships ↳ Develop long-term relationships rather than quick wins. ↳ Long-term clients bring sustainable success. 3. Focus on Problem-Solving ↳ Address client problems with tailored solutions. ↳ This approach shows your dedication to their success. 4. Be a Consultant, Not a Salesperson ↳ Position yourself as an expert advisor. ↳ Clients are more likely to trust and follow your guidance. 5. Educate Your Prospects ↳ Share valuable insights and industry knowledge. ↳ Educated clients make better decisions and appreciate your expertise. Closing at all costs is the best way to lose your deals. Your success is directly tied to the success of your relationships.

Inversion thinking: Stop selling to start succeeding. Think of a world where sales teams don't sell. Awful, right? But what if we suspended disbelief and allowed that the best sales strategy might not involve selling at all? In today's hyper-competitive market, customers are bombarded with sales pitches, ads, and promotional emails to the point of numbness. The relentless pursuit to sell can sometimes push potential customers away rather than draw them in. So, what's the alternative? Building relationships. "THANKS DOC OBVIOUS!" Wait! This is about shifting the focus from 'closing the deal' to 'opening a dialogue.' Not, "open a dialog to close a deal." Just engage with your audience, understand their needs, and think about how to tailor your approach to solve their problems, and add value without the immediate expectation of something in return. This approach fosters trust, loyalty, and, surprisingly, leads to more sales in the long run. People buy from those they trust and feel understood by, not from those who push the hardest sell. Let's start more conversations without a sales agenda. Connect, engage, and listen. Your thoughts? How has shifting focus impacted your sales strategy?

Why your AE is pushing out your 1:1s There's no plan They're pushed out because they're usually a 30 minute long 'catch up' You haven't built a repeatable process to report on your progress for the week versus goals You're not prepared with questions or insights into the accounts you're working Build a shared working document that shows the AE what you're doing with room for feedback Understand their targets and their required number of opps from you to make it work Get inputs on: - Messaging - Cadence - Timelines - Prospecting channels - Personas Report on progress each week, show up, be curious and ask for feedback Those meetings will become a key pillar of your success

Sales strategy leaving you perplexed? Psychology and brain science can transform confusion into clarity Imagine you're a coach but: → You can't close sales because you're confused So, you make 1 key change: 1) Attend a two-day event that… 2) Teaches you the buyer’s brain 3) Uses Psychology and Brain Science The event instantly does these 4: — Clarifies the entire sales process — Explains psychological sales triggers — Provides brain science-backed techniques — Brings it all into one actionable strategy You immediately start to receive 4 benefits: — A clear and effective sales roadmap — Sales conversations that resonate — Techniques that convert leads reliably — Confidence in your sales approach You see your business transforming before your eyes: — Your sales process is smooth + predictable — Your engagement creates trust with prospects — Your discovery calls convert consistently — Your personal brand attracts more clients But your big win for the year might read like this: “I overcame confusion, closed more deals, and grew my business.” How I position you for this success: — Empower you with Psychology-based sales strategies — Train you with brain science-backed selling techniques — Equip you with a robust sales approach — Guide you step-by-step through every stage You need a sales strategy that clears the path. DM me LIMITLESS if you’re ready to close more clients.    

🚀 **Unlocking Success: The Sales Journey** 🚀 Ever wondered what goes into a successful sales process? Here's a glimpse: 1. Prospecting: Seek out potential leads and opportunities. 2. Qualifying: Ensure the leads are a good fit for your product or service. 3. Approach: Make meaningful connections through various channels. 4. Presentation: Showcase how your offering solves their pain points. 5. Handling objections: Address concerns with transparency and confidence. 6. Closing Secure commitment and seal the deal. 7. Follow-up: Maintain relationships for future collaborations. 8. Repeat business: Cultivate loyalty and turn clients into advocates. Every step is a chance to add value and build lasting partnerships. Embrace the journey! #SalesProcess #CustomerRelationships #SuccessMindset #BusinessGrowth

The hard sell is dying. Customers dread it. The most successful salespeople think like consultants – not pitchmen – and prioritize being helpful over closing at all costs. Here are some ways to take a consultative approach in your sales process: ✨ Ask deep discovery questions to truly understand the prospect's underlying needs and pain points. Don't make assumptions. ✨ Listen actively. This not only demonstrates empathy but helps you to truly understand, not just hear enough to justify talking again. Reflect back what you're hearing to ensure you're getting the full context. ✨ Avoid launching into generic product overviews. Instead, walk through potential step-by-step solutions based on what you've learned about their specific situation. This also requires to you ask questions first, rather than launching into an unspecific pitch. ✨ Bring insights and new perspectives to the table. Share relevant data, case studies, and advice that provides value, not just features. Help them learn something new! Anything you would add to this list?