Brent Rodriguez’s Post

Happy Friday 🥳 I want to talk about something I believe gets overlooked a lot in the sales process for #seniorliving and that is engaging team members but also current customers in the sales process. 🤔 Sales ops and training leaders talk a lot about engaging your ED, nurse, or support staff during a tour or the sales process in general. 😇 But what we forget to talk about a lot(myself included) is engaging our current customers in the tour process. 😳 Now I’m talking about more than just having them say the food is great during a tour. 🤨 Instead why can’t we have them talk about the challenges they went through making the move, why they waited so long to choose your community, and things they wish they would’ve done sooner throughout the whole process. 🧐 Every other community in your market is going to have a sweet senior or family member say they’re taken care of or the food is great because it is. 😊 But you can be the one community who is honest with them about how hard this decision really is and let them know they’re not alone and doing a great job. 😇 In a industry full of dofferenting opinions and options it’s important to find a way to stand out. 😎 Happy Selling 😄

𝗪𝗵𝗮𝘁'𝘀 𝗵𝗼𝗹𝗱𝗶𝗻𝗴 𝘀𝗮𝗹𝗲𝘀 𝗿𝗲𝗽𝘀 𝗯𝗮𝗰𝗸 𝗳𝗿𝗼𝗺 𝗮𝘀𝗸𝗶𝗻𝗴 𝗳𝗼𝗿 𝗵𝗲𝗹𝗽? Is it pride, fear or something deeper? As someone who's been in sales and now coaches others, I've seen this hesitation far too often. Many sales reps hesitate to seek help due to a mix of pride and fear. • 𝗣𝗿𝗶𝗱𝗲 𝘁𝗲𝗹𝗹𝘀 𝘁𝗵𝗲𝗺 𝘁𝗵𝗲𝘆 𝘀𝗵𝗼𝘂𝗹𝗱 𝗮𝗹𝗿𝗲𝗮𝗱𝘆 𝗸𝗻𝗼𝘄 𝘁𝗵𝗲 𝗮𝗻𝘀𝘄𝗲𝗿;  • 𝗙𝗲𝗮𝗿 𝘄𝗵𝗶𝘀𝗽𝗲𝗿𝘀 𝘁𝗵𝗮𝘁 𝗮𝘀𝗸𝗶𝗻𝗴 𝗳𝗼𝗿 𝗵𝗲𝗹𝗽 𝗺𝗶𝗴𝗵𝘁 𝗲𝘅𝗽𝗼𝘀𝗲 𝘁𝗵𝗲𝗺 𝗮𝘀 𝘄𝗲𝗮𝗸 𝗼𝗿 𝗶𝗻𝗰𝗼𝗺𝗽𝗲𝘁𝗲𝗻𝘁. There's also pressure to perform - Sales is results driven world and admitting you're struggling can feel like admitting failure. Then there's lack of awareness; sometimes, reps don't even realize they need help until it's too late 😱. They get so caught up in the daily grind that they miss the signs of burnout or ineffective strategies. It's not that they don't want to improve; it's that they're battling internal and external pressures 😘. 𝘐 𝘧𝘦𝘦𝘭 𝘺𝘰𝘶..... 𝘺𝘰𝘶 𝘢𝘳𝘦 𝘯𝘰𝘵 𝘢𝘭𝘰𝘯𝘦 The strongest 💪 reps are the ones who know when to ask for help. What's your take? Have you ever hesitated to ask for help in your sales career? #SalesCoaching #SalesLeadership #SalesSkillDevelopment

Care more deeply. You may be surprised, but this is what we discussed during my last sales meeting. This won't be on the agenda in your next sales training, yet it can be critical to your success in this new selling environment. What if, before you start selling to your next prospect, you begin by telling them that you are genuinely interested in helping them be successful in their role and helping their organization achieve its goals? Then, demonstrate your understanding by learning about their company, comprehending the issues they are trying to address, and empathizing with them to appreciate the challenges they are striving to overcome. Ironically, these are the same qualities one would use to develop deeper, more meaningful relationships. Caring more deeply for others is difficult to teach. However, if you're a parent, you try to instill this in your children daily. We model it. When we see it we name it and try to encourage more of it. We join them in activities that develop their concern and care for people. Sales managers, consider starting a conversation with your sales team about cultivating a deeper care for your prospects and showing greater empathy for the issues they are trying to solve. Your relationships with prospects will improve and should look more like friends standing side by side rather than adversaries fighting for control. Caring more deeply in an automated, ultra-efficient, tech-driven world might be the biggest thing you could do this year to impact your sales results.  Tab Norris Mark Young Kevin Harris #seesalesdifferently

What do you think? I line what I read about some of the best sales people come from a hospitality background and some of the best new hires are those with little or no sales experience. I completely agree #salesleaders #salesprofessionals

You’re not on your clients to do list! Sales people, to succeed we have to have an ego but as important as it is to have that ego it’s as important to GET OVER YOURSELF! Yesterday I spoke with a client that said to catch up with in the new year (how many of those do we get?) He told me that he left the company the last time we spoke but didn’t want to say anything. Great…my contact has left the business! All hope is not lost! I’m lucky enough (put the work in) to ensure I had another contact! I contacted her and this is how it went! “Oh Hi Mark, I’m pleased you called me, we’re planning our sales courses for 2024 and we want you to deliver them” Now, you’d think if they wanted me to deliver them then why did she not call me to tell me that? Well, and here’s the kicker! They have other sh*t going on and this is why it’s so important to make them calls. HR, managers, directors , they have a million and 1 things to do each day and as important as you are (stroking your ego here so you don’t feel too sad) , They’re being pulled left right and centre to get other sh#t done! You’re not on your clients to do list! Follow up but please please please be of value and have a purpose for your call. 2024, seems we’re just getting started! Follow for more insights into being a sales professional! #salestraining #coachingforsuccess #hr #salestips #growthmindset

I once worked for a company where we hired our ICP to be General Managers. The thought was they would understand our clients best, but... ...in a conversation with one of them, who had decades of experience, in talking about how he could approach his former colleagues, he said to me: "I can't do that. I'm not a sales guy." And he didn't. Wouldn't. Couldn't. But there's two parts to this. 1. Most people who cringe about sales are only thinking about, well, cringe-worthy sales tactics 2. Everybody sells For the first one above, we need to change the perception of what sales is and needs to be. For the second one, we need to change the perception that sales, especially complex B2B sales, is solely the responsibility of the sales organization. The concept of ‘everybody sells’ more relevant today than ever, what with the evolution of the buying process, the increase in decision makers, and the need for multiple resources to get involved in sales cycles. One thing is clear in B2B organizations - more training is needed for 'non sales' personnel to maximize growth opportunities, and part of that training is a change in perception about their role in sales driven activities. It takes a village. #sales #teamsuccess

In my recent adventure into researching the pet and plant industry a bit after being out of it for two years, I stumbled upon a fascinating shift. With my background in sales, I couldn't help but notice a common trend among wholesalers: they're trimming their sales teams, those friendly faces known as reps. Why? Well, it seems many retailers are now opting for automated systems to place their orders directly. So who needs a rep when you can get your order straight from the client, right? But here's the kicker: while visiting various stores, I couldn't shake the feeling that something crucial was missing – product knowledge. Who's going to teach the folks on the floor how to sell YOUR product? And let's face it, if your competitor's rep is charming their way into the hearts of store staff and giving them the lowdown on their goods, whose product do you think will end up flying off the shelves? Selling in versus selling through – it's a whole different ball game. I've always been a big believer in building relationships, from the bigwigs at headquarters down to the folks manning the tills. Call me old-fashioned, but I reckon people still buy from people they like. And guess what? They're more likely to push products they're clued up on. Knowledgeable sales staff breed confidence in what they're selling. Sure, COVID threw us all for a loop, with everyone stuck working from home and all. But here's the thing: the personal bonds we form with retail staff? They're golden, especially in a world where good service feels like a rare gem. It's been said that sourcing top-notch sales representatives is increasingly challenging. Yet, for me, sales isn't just a job—it's a passion. Few things ignite my enthusiasm more than fostering relationships that pave the way for shared growth. I firmly believe that investing in your sales team yields rich rewards. What do you think? Will sales reps eventually be replaced by systems? #salesstrategy #salesmanagement #salesrepresentive #salestraining

Sales is hard. Really f***ing hard. But there's a trap that you can fall into if you're not careful - Lack of marketing support - Oversaturated market - Poor leadership - Bad product All of these external factors can negatively impact you But the last thing you should do is assume it's 100% out of your control I'm not saying stay in a bad situation when these things are all stacking up But after coaching hundreds of sales people over the years one thing is clear A poor mindset will guarantee you failure And something that is 100% in your control is who you surround yourself with When you surround yourself with a group of people that have the right mindset It will rub off on you If you're interested in surrounding yourself with the hungriest people in Software Sales We have a few spots in the next cohort of Beautiful Savage Sales Academy Link in the comments to apply👇

#sales #relationships #attitude I don’t know Chris Kowalewski but I was impressed by this interview where he shares what’s allowed him to be successful over his career in sales and his approach resonated with me. I was compelled to share and pass along the “good stuff” in hopes it might spark and be beneficial to others. Sharing the good stuff ties back to a core principle that Chris talks about - selling is not transactional, it’s about people and how we make a difference. What we say and do matters! Sales builds relationships and products and services provide solutions that impact people and businesses. Our choices and attitudes make a difference. Sharing is caring - it matters and makes a difference. This is a quick read that I highly recommend - see how Chris uses Attitude, Preparation, and Effort to make a difference and put people first.