Choose Your Words Wisely

Choose Your Words Wisely

Choose your words wisely

Think back to when you were growing up and your mother told you to choose your words wisely.

It would be assumed that sentiment went in one ear and out the other. As you got older, however, more than likely you paid attention and heeded the advice in certain aspects of your life; with your friends, teachers, boyfriends/girlfriends, family members, etc.

Packing a punch

Words, do in fact, have a powerful punch. Take a moment to think back and remember an incident when someone used certain words that had, good or bad, an impact. Now, think how that scenario could have turned out if they chose different words. How would you have responded? Would the outcome change? If so, would it change for better or worse?

Moving into your professional world, think how words impact your day to day, your transactions, your sales, your goals and your future. Particularly in the world of sales, one wrong word can stop your deal dead in its tracks. In a recent article, Forbes rates the following as the WORST words to use in sales:

1. We – Who is “we”?

2. Think – Your clients pay you to KNOW, not to think

3. If – It’s not if, it is when…

4. Um – it is just filler

5. Probably – translates to you do not know

6. Small – size doesn’t matter as long as you can do the work

7. Only – can devalue…

Words matter

Clearly words play a role in every area of your life. While choosing the correct words to land your next deal, you don’t want to overthink and second guess yourself. Speak with confidence. Speak with authority. You and your words WILL land that deal.

TOTAL ADDRESSABLE MARKET (FINAL STEP)

TOTAL ADDRESSABLE MARKET (FINAL STEP)

Total Addressable Market (Final Step)

Now that you have your internal TAM of testing customers and your external TAM for new client acquisition, it is time to execute a very detailed plan. Going after existing AND new clients offers an exciting and new energy to the process. 
By now, you have rated and prioritized your clients. How well do you truly understand them? Your top 50 clients typically make up 80% of your business. More than likely, however, you aren’t capitalizing on your top 50 TAM. As a result, are you only selling one or two of your services to them? Could you sell them a few more services? Could you offer them more solutions? Could you reach multiple locations within a company?

Natural Matchups:

You want to get with the internal and external and see if there’s any natural matchups. 
  • Are there any people that are in the same hometown that you could invite to a similar event? 
  • Are there trade shows events were both would be? 
  • Where are people going to meet together? 
  • Where are they hanging out together? 

Let them sell for YOU!

When you know how to connect your clients and prospects, it’s a great way to have them sell your business for you. Once this plan is in place, you need to make sure your salespeople are all very confident and comfortable in selling your MVP.

 

Work and adjust:

Work the plan and adjust as needed. But with both internal and external TAM, along with an ideal client profile, you’ll have great success.  
TOTAL ADDRESSABLE MARKET (PART 2)

TOTAL ADDRESSABLE MARKET (PART 2)

Total Addressable Market (Part 2)

Your annual planning is complete. The next move… You need to grow your external customers, obtain new clients to reach your goals.

The Key:

The key to doing this is a solid prospect list. Break down your list so you totally understand your Total Addressable Market. You need to create the list of prospects that closely match your ideal client.

 

Applications:

Applications such as Seamless.ai, Facebook, or LinkedIn Sales Navigator are excellent tools to use to assist you in fine tuning your prospect list. Once your list consists of 100 to 200 prospects, it will be extremely beneficial to really understand their size and the TAM if those prospects were landed. From there, start ranking them based on size, ease of work, inside contacts, etc. The key is finding prospects that are EASY to contact the correct person and PROFITABLE, when you land them.

 

Target:

Now that you have your target 100 to 200 prospects, we recommend our 321 Plan of Communication. We’re going to put together efficient voicemail/email campaign based on your MVP’s to maximize results. It’s an effective method for getting people to call you back.

 

Next:

The next step is to listen to Part 3 of my series to make sure that you understand what we need to do next. Once this is done, it is time to execute!

GET TO KNOW

GET TO KNOW

5TH PLACE OR 2ND PLACE?

Create conversation and get to know your team.

Communication is the key whether it’s in sales or working in teams. In an article by Leadership Choice, they talk about the power of good communication in the workplace. They list 4 ways how good communication is an important factor in any work environment. The MYB2BCOACH Get to Know tool can help with #2 – Good Communication Increases Employee Engagement.

MYB2BCOACH’s Founder and Executive Coach, John Lund, finds this to be a great tool every time you’re introducing new staff, new teams and new collaborations to make sure people have a connection. John believes that when people can connect, they can have more robust conversations that lead to greater results.

Click here to download the MYB2BCOACH Get to Know tool for FREE and start creating conversations today!

IS YOUR SALES TEAM RUNNING THE SAME PLAY?

IS YOUR SALES TEAM RUNNING THE SAME PLAY?

IS YOUR SALES TEAM RUNNING THE SAME PLAY?

If your team isn’t aligned and running the same play, you won’t be able to land your ideal clients and close big deals.

The MYB2BCOACH Sales Organization Check-up is designed to help sales teams discover whether they are aligned or not. The check-up features 4 different sections – process, system, client and people and asks two important questions to determine alignment. Use this great check-up with sales teams and leadership teams to make sure everyone in your company is playing from the same playbook!


Click here
to download the FREE Sales Organization Check-up today!

 

PRACTICE MAKES PERFECT

PRACTICE MAKES PERFECT

PRACTICE MAKES PERFECT

Like sports, in sales…practice makes perfect.

MYB2BCOACH creates sales simulations using video scenario challenges and invites sales reps to take part by recording their response or reaction. These present great ‘follow-up’ or reinforcement activities to face-to-face training, as it gets reps to prove they can put into practice the skills you have been training them on; often a missing piece when it comes to sales training.

Importantly, getting sales reps to practice handling objections, opening sales calls, or working on their positioning statements helps them feel comfortable, confident and conversational during live sales calls.

Below is an example screenshot of how MYB2BCOACH can grade salespeople on their scenario challenges and leave them feedback.

Want to learn more about video scenario challenges and how we use them to train and coach salespeople? Click here to contact us today!

error: