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How To Not Be Replaced By AI As A Sales Rep

The best thing about humans is obviously not our logic and smarts, as that can and will be replaced by artificial intelligence, but it is our empathy and capability to connect with other people.

And here is how every sales rep should use it, so we’re never kicked out of the market by AI!

Every single touch point you have with your client CAN and SHOULD be valuable


In my article that I wrote a while back,
9 Ways To Follow Up, Stand Out And Provide Value, I gave 9 examples on how every single interaction with your client could be valuable to them.

It’s no secret that as a sales person, I’m often more interested in hearing back from my prospect/client and so, at least in the beginning, I might be more invested in the relationship than them.

As I don’t want to be annoying or pushy, I make sure that every interaction I have, benefits not only me, but also my client (not in just “they need my service” kind of way). 

Our clients usually receive TONS of approaches and requests, therefore you want to stand out with building them value.

Few examples from “9 Ways To Follow Up, Stand Out And Provide Value”:

  1. Drop your client a connection of someone you know they could find value in connecting with for their own business
  2. Offer help in something you’re competent in, that is not related to the main service you provide
  3. Invite them to a dinner that is also attended by a person you know they’d like to meet 

Do these things and more to make sure that every touch of contact is creating value. That’s how you’ll assure that your client is actually happy to receive another call from you.

What is also worth to remember is that even if your service can’t help them right now, you need to direct them to someone else who can and you will be remembered as someone important in the process!

Your presence and questions have to be crafted with an intention to discover and inspire for change


The topic of change can be tricky, but in
“How To Inspire Your Prospect For A Change” I explained all the steps you need to take in order to learn how to be the change agent in the relationship with your client.

You have to first train yourself to know how to execute change, before you’re able to actually spark the wish and ask the right questions.

Few examples from “How To Inspire Your Prospect For A Change” :

  1. Learn to become comfortable with resistance
  2. Know your topic in and out
  3. Start with the mindset that your client is wrong

Once you actually have the skills to spark change, you must learn how to lead the conversation in a way that would make your prospect remove their shields and actually open up about the core issues they’re facing.

I shared the questions that I most usually use in “Urgency – Are You An Elite Seller?”

It’s not only that these questions spark real conversations and help me identify their problems for which I could later provide solutions, but it also helps me to create urgency around using my services.

When I figure out my client’s deepest issues in their business, I’m then able to assess what their biggest fears are, how can I help, so their fears never become reality AND how I can leverage this to speed up the sales process.

Urgency is making your prospect feel like if they don’t buy your product/service, something really bad is going to happen. You don’t want to manipulate, but you do want to assure that they understand how your service can change their business for the better.

You have to be the mediator between your client’s need and solution


As I wrote in
“My Personal Example Of Creating Urgency”, to get someone from seeing and understanding their problem to buying your service, might not be a straight path.

Sometimes, your questions will open up a gateway right away, other times it will spark interest and will lead your clients to other people. AND THAT’S OKAY.

As long as you did the Steps 1 and 2, created value with every interaction and made sure that your questions have been initiating discoveries and change, you know that your client will have a special place for you at their table.

You can never be replaced if you’re the main advisor of the change their business is taking up.

While coming into the room or at some point during the conversation, you must provide concise steps how to move forward, so your client’s worst fears don’t come true.

Provide a plan, tactics and a potential outcome. If it requires other service providers – great, if they are not ready for your service – it’s okay. 

If you’re creating value by guiding to others – that is fine. As long as you’ve been creating value with every interaction, you are always remembered.

Make sure your solutions are based on data and specific things you found out about their business. Specific, personalised is what you’re aiming for. No generic solution will ever create a recurring client.

Conclusion


Being replaced in an area that requires an intense human connection and understanding, is almost impossible. Unless you do your job as a robot already.

As long as a sales rep is seen as an advisor and change maker – you are safe.

But if you’re not sure if you’re actually seen as one, WORK ON IT. I actually wrote an article “What Is A Trusted Advisor And How Do You Become One” and gives you all the insights you need.

More Blog Posts You Should Read!

How To Inspire Your Prospect For A Change

What Is A Trusted Sales Advisor And How Can You Become One

Cold Calling Doesn’t Die Unless You Google It

To get access to free webinars, coaching sessions or information about my newest speaking events, blog posts and free online trainings, click here!

If you like what you’ve been reading, share this article with your colleagues and connect with me on LinkedIn!

I also speak at keynotes that you can come see or your can book me as a speaker  for your next company event!

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This Is The Gift Your Client Wants

A change maker might not be what you think of when you meet a sales rep.

As a sales rep, you can do a few things – provide information about your product, prove why your product is what the client needs or sell the idea of how the product can change your client’s life.

And this is what I want to talk about in today’s blogpost.

Change is something that makes me excited, because it’s the best gift you can give to your client.

You can be a change maker as a sales rep


When your clients come to you or when you come to them, you are there for the same reason – to improve your client’s business.

And that’s what I’ve also been preaching in “What Is A Trusted Sales Advisor And How Can You Become One”.

You are there to advise and inspire for a positive change. Even though the change can feel challenging and hard.

Come with the mindset to challenge


If you want to bring value by being the change maker, walk into your client’s office with confidence that you know they are lacking information to paint the big picture.

Remember that if your clients already had the big picture and knew exactly what they needed to happen – they would never call you.

You are there because they need help! And this is what it’s all about – supporting and helping you clients to reach their goals!

I expanded this thought here: “How To Inspire Your Prospect For A Change”.

If you already know that they’re not 100% right in terms of what would be best for them, you’ll take bolder decisions, ask more challenging questions and will help to get the real core problems and solutions out in the open.

People have to be asked difficult questions and challenged in their answers, otherwise the core problems will stay covered.

Come well prepared


If you came in with the mindset to challenge, but not prepared to back up your confidence, you would fail.

Therefore, when you go in as a change maker, you need to know everything there is available on your client’s company, their industry, and their competition.

Pull out statistics, talk to professionals in the field, visit their events, find out what their common problems are and what solutions they’ve applied to similar problems. What has worked and what has not?

Come into that room as if you were one of their own, speaking the same lingo, understanding the reality and knowing as much about their company as there is to know. You actually might need to know more about the industry than the customer does.

Such preparation would impress anyone and most importantly, will make your client more confident in your value building skills.

Remember what is most important


If you meet a potential client and 10 minutes into the conversation you realise they’re not ready to buy – don’t just walk away.

You came there to bring change, so do it even if you don’t sell your product.

Make the best out of the 50 minutes left to understand, consult and help out.

If you’ve already met someone in person, make the time to still be a part of bringing change to their business.

Once you made the effort to help them, another time they hear about someone else needing your product or need it themselves, they will call you.

Be an advisor, a consultant, a change maker


Businesses invite you to bring in a new perspectives, even if it is more difficult than they expect.

Your job offers an incredible opportunity to go in, find their problems as a third party, help them become better and leave when they can do it on their own.

It’s a little bit like being a doctor but in business.

That is why you should never allow yourself fall into the hole of just presenting a product or even a solution.

Leave a positive change in your client’s career as a change maker does.


More cool articles to check out:

 

How To Inspire Your Prospect For A Change

What Is A Trusted Sales Advisor And How Can You Become One

Cold Calling Doesn’t Die Unless You Google It

To get access to free webinars, coaching sessions or information about my newest speaking events, blog posts and free online trainings, click here!

If you like what you’ve been reading, share this article with your colleagues and connect with me on LinkedIn!

I also speak at keynotes that you can come see or your can book me as a speaker  for your next company event!

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3 Signs Your Company Is Doing Good in Sales

1. Your marketing leads are exactly the same as your sales leads


There’s an easy test that 9 out of 10 times goes wrong. Or well. It goes well to me, cause it sort of starts the process of figuring out where the company’s at, but wrong because the outcome is not what the participants expect while they already think they’re really good in sales.

In the beginning of starting to consult on my client’s sales or marketing organisation, I ask the heads of the respective departments to write down what a perfect lead looks like.

When the respective people then present their “perfect” lead to the rest of the participants, there is ALWAYS a huge difference.

This is an exercise you can do today and it won’t take long. If the definition and the criteria are the same for everyone – perfect, move on. If it’s different – you obviously need to take the conversation further.

2. You have people who are dedicated to supporting sales


As I mentioned in
Sales Enablement – Why You Should Have A Team To Support Your Sales, 1 person can’t do it all.

If sales bring in majority of your revenue, then that’s the department you want to be constantly improving. And if there is no focus there, it’s one of the biggest sales mistakes companies do.

A sales rep doesn’t have the time to personalise, create content, be digitally present and constantly train while looking for new clients and attending meetings is also their priority.

At the same time they need to valuably follow up (read more on it at “9 Ways To Follow Up, Stand Out And Provide Value”) AND be closing deals.

You need to have a team/a person or a whole department if you have the capacity, to have them focus.  They will find ways to support the sales reps, while then sales can focus on what they’re best at – meeting, negotiating and closing deals. Being good in sales, exactly what they’re there to do.

It can be that marketing might take some of the responsibilities or fully established Sales Enablement people. But Sales should not do it all on their own.

3. Your marketing and sales teams have a tight bond and work together


Obviously, if you got hiccups after the 1st one, this is not the reality.

Your marketing and sales departments will be at their peak performance once they are working together and there’s no way to go around it.

If your marketing and sales people constantly have lunch, discuss how can they cooperate better, know each other’s targets – that’s a good sign.

If they also ask each other’s advice and not only give orders, have the same vision in terms of leads and approaches to clients – you’re free to go and focus on something else.

If it sounds complicated and you are already having flashbacks of how your chief of sales is rolling their eyes when talking about marketing, then you might need to read “How to Align Marketing and Sales”.

What do I do if this is not my reality?


Dedicating people to focusing on solving sales problems is not that hard, but it might require some planning for it to go in the right direction.

I strongly advise you to read Sales Enablement – why you should have a team to support sales to understand what steps you can take right now.

However, getting marketing and sales to work as one – that’s a challenge, but that’s what makes you good in sales.

I believe you can start by reading “How To Align Marketing And Sales” .

And if that inspires you, but you feel like you could really get some advice first, talk to me!

Message me on LinkedIn or email me and let’s have a conversation on where your company is at and how I could help you in making the change.

More cool articles to check out:


How To Inspire Your Prospect For A Change

This Is Why I’m Not Afraid Of Failing

Cold Calling Doesn’t Die Unless You Google It

To get access to free webinars, coaching sessions or information about my newest speaking events, blog posts and free online trainings, click here!

If you like what you’ve been reading, share this article with your colleagues and connect with me on LinkedIn!

I also speak at keynotes that you can come see or your can book me as a speaker  for your next company event!

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5 Simple Things A Tech-Savvy Sales Rep Should Be Doing Today

Easier prospecting


Prospecting can be time consuming, but I’m here to make sure that doesn’t happen.

But firstly, I’m not sponsored by neither one of the tools I mention in the article, I solely tell you the names, so you have a solid reference.

These are some things that you can be using right now and if you’re not, you really should, because it will bring your prospecting and efficiency to the next level.

1. Track everything that is related to your emails


I don’t really care what CRM you are using, but in my opinion HubSpot is the best option for most clients I meet. However, I’m sure you can find similar features on different platforms.

The features YOU MUST use right now are:

  • Follow who opened your emails

  • Track whether they downloaded your files and opened your links

More often than not, a real conversation will interest the prospect much more than just a scroll in the website, so if you are alerted when they clicked on the link, you can make the call a moment after while prospecting.

2. Follow your lead’s activity on your website and personalise accordingly


See how far they scrolled down, where they clicked and what pages they visited, how much time did they spend on any specific topic?

This lets you know what services they’re interested in and while prospecting, it gives you a chance to prepare the pitch exactly according to their needs.

Combine 1 and 2, and you have a setup for a powerful call right there.

3. Video call your prospect

There are a few reasons why you should send videos while prospecting.

  • If your prospect has been avoiding your calls
  • If you want a bold move
  • If you want to stand out
  • If you already have a relationship with the prospect
  • If you need to explain something
  • If you’re trying to create a deeper relationship

All these reasons are there to encourage you to actually show your face to your prospect.

Vidyard is the app I would recommend, but really you can do it on different platforms. Just record a video with a call to action at the end and send it. Wait for the reaction!

4. Engage in your prospect’s social media before the call or public appearance


LinkedIn, Twitter – appropriate ways to approach your prospect, letting them know you’re interested in them.

Instagram – only if the account is not private and they post content that is directed to public. You don’t want to be commenting under their family pictures before they actually know you.

However, you can like their article or check what they’ve been reading and liking themselves. Could be a good conversation starter.

You can also use Dux Soup to automatically visit profile pages of a lot of your prospects, so you don’t have to do it individually, but they get to see you as one of the people who visited.

It’s good to have a name they’ve heard or a face they feel like they’ve seen before, especially if you plan on meeting at an event.

5. Find out which technologies your prospect’s company is using


There are apps like Datanyze that allow you to get information on what technology your prospect’s company is using at current time.

It can send you alerts once they make changes and it can be extremely useful to filter a specific group you are after if you sell technologies yourself and working on prospecting.

Datanyze can also scan their website and tell you what technology the website is using itself.

However, don’t overwhelm yourself with tools


It is crucial you only use the tools that are as integrated as possible. Make a good research before introducing tools to your colleagues or the CEO, otherwise prospecting or any other work will become exhausting.

People use tons of time if they do each of the things mentioned all on different apps.

Try to have a CRM that would allow you to get access to social media, calls, emails and would let you track it all.

If you use more than 10 tools, you know it’s over the top, if it’s over 6, you might still need to see whether any changes are possible.


Other cool articles to check out:

How To Inspire Your Prospect For A Change

This Is Why I’m Not Afraid Of Failing

Cold Calling Doesn’t Die Unless You Google It

To get access to free webinars, coaching sessions or information about my newest speaking events, blog posts and free online trainings, click here!

If you like what you’ve been reading, share this article with your colleagues and connect with me on LinkedIn!

I also speak at keynotes that you can come see or your can book me as a speaker  for your next company event!

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This Is Why I’m Not Afraid Of Failing

Failing was promised, but not guaranteed


Fall of 2010.. I had just started working for myself. I had a kid, a wife to take care of, food to put on the table and rent to pay. I also did not have enough clients to cover it all.

This was when the bolts started spinning, when I felt like it all depended on me.

And so I worked harder than before and I got more clients. By prospecting for the right fit of clients who would benefit from my services, I booked a lot of meetings and eventually got a few consulting gigs to start off with. This was the start of my entrepreneurial career where I’ve had a lot of ups and downs.

You see, when you’re on your own you sell time and if you get fully booked you don’t have the time to find the new assignments.

When the current assignment ends you fall into a period of no money, a lot of hunting for new business and eventually you get back to delivering. The life of a solo entrepreneur.

I didn’t always feel ready


I started my “career” by selling cleaning supplies on the phone. I moved up selling pens and notebooks door to door and then moving into B2B from small companies to those that had their offices all around the world.

At some point I decided that I didn’t want to work for anybody else, because the way I could do sales was better than what my boss told me to do.

Later it became my mission to teach people how to be better at bringing in revenue to their companies and it’s been amazing.

However, tons of times I heard the possibility of failing breathing into my back.

We learn to doubt ourselves, but maybe it’s time to unlearn it?


When I said I could do sales better, my mom pushed me to stick with a stable job, my dad had never understood what I was doing. To this day they probably just know that I have something of my own and well, now they know that I’m doing good.

But then they were quick to question my choices.

And there have been tons of times in my life when I also had doubted myself because others did.

However, the times when I felt like it was becoming hard, have always been the times when I did better. When I did something extra.

I was a sales guy, this was what I did. So I went and got myself those damn clients.

I love to work under pressure


When I know that there is something at stake, I love to push my boundaries. It’s probably why I’m not afraid of challenging my clients. Because I know that I am confident it’s for the best.

I don’t have the time to doubt my every word or step and I simply go for the opportunities that are in front of me.

Because I know that the skills I have and the way I am, will always help me, whatever happens in my work life. I believe in them because they prove to be powerful again and again.

I know that if my company fails, there will be another one that I can build. Or there will be lessons that will teach me. Or there will always be someone else I can work for.

There are always options if you are good at what you do and are ready to put in the work!

Why do your doubts still win?


Is it the voices of your parents that are afraid of the “dangers of the world”? Or is it the syndrome of taking the “normal” path that allows you to have a decent boss and slowly pay your mortgage, still dreaming about that perfect vacation when you’re 60?

Weren’t there times that you surprised yourself with how great you are?

You too should trust yourself


When did you perform the best in your life? Is it possible to recreate those situations or circumstances?

Holding on to the moments you were the proudest should become crucial. Not the moments when you failed or were struggling.

The situations when I feel pressured are the ones that excite me and that is my way to do life. I challenge my clients to challenge me.

I’m a bit weird in that case, because I mean – who wants to be under pressure to be able to deliver their best. But this is the way I function – and it has helped me and will help me while moving forward.

When do you thrive?

I’d love to hear it in the comments.

To get access to free webinars, coaching sessions or information about my newest speaking events, blog posts and free online trainings, click here!

If you like what you’ve been reading, share this article with your colleagues and connect with me on LinkedIn!

I also speak at keynotes that you can come see or your can book me as a speaker  for your next company event!

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Cold Calling – Doesn’t Die Unless You Google It

Cold Calling is not the only thing you try to kill with google.

You find a lump on your back, you google extensively about it for days and then you come to the feared conclusion – you have 3 months to live and you are SURE nothing’s going to help you. Go to a doctor? Now that’s just silly. You’re perfectly capable of googling.

People Love To Look For An Easy Way Out


Even after finding a lump on your back, better chances are you’ll dive straight into the pools of Google rather than you’ll go see a doctor.

Same with cold calls – if you don’t want to do it, you’ll google and read all of the articles that have “cold calling is dead/ineffective/old-fashioned/outdated” in their title then proudly forward it to your boss.

After all, this was what you expected from the beginning, so there you go.

New Study Again Shows That Sellers Have A Lot Of Impact On Buyers


A little while ago, RAIN Group Center for Sales Research made a research called “5 Sales Prospecting Myths Debunked” that had 488 buyers and 489 sellers as its participants.

The research broke down 5 common myths in sales and once again proved that some things SIMPLY WORK even if they are uncomfortable to a lot of sales reps.

Cold calling is the topic for the day, but the other 4 claims that have been proved again were just as powerful:

  1. Buyers TRULY WANT to hear from sellers and the best time is very early in the process;
  2. Buyers DO take meetings and sellers have A LOT of impact on what happens after the meeting;
  3. Buyers want to hear about the capabilities of the seller from the seller even if they can find it online;
  4. Chances converting a connection into a sale are bigger when there was a meeting in between;

These four statements were drawn after seeing so many people doubt their possible impact as sales reps, because it is hard to make it all happen.

It Is Proved Again That Cold Calling Is Second Most Effective Path Into A Sale


Next to the 4 myths it broke, the analysis also shows that cold calling is not dead and never has been.

The study showed that 70% of the respondents said cold calling to be the most effective way to make an effective contact. The only method that got a higher 78% was emails.

Nobody ever wants to throw emails away as it requires less determination and skill than calling, therefore this blog post is not about that.

But Why Should I Cold Call If My Company Is Doing Inbound Marketing?


Inbound marketing can find you a perfect buyer, get them interested and throw their message into your inbox wrapped like a gift. That is true.

However, that is not going to be the case with majority of your leads even if your inbound marketers are doing a great job.

If done REALLY well, Inbound Marketing will tackle the right pool, will get people interested and will draw them to you, however, while it is being done as you are reading this, getting people tackle your inbox themselves is still hard.

People Want Personalised Human Attention


Professionals of inbound marketing personalise the messages, emails and every point of attraction as much as it’s possible, however it’s still not the same as you were talking to a live human being.

Actually, the whole study proved in every single statement that buyers want to be approached, introduced with the seller’s information by real humans and they want the meetings to be as much customised to their reality as possible.

And a cold call is a great way to start that journey of a personal connection, when you know that your lead is potential.

When Is It A Good Time To Call


If your inbound marketing is bringing 90% of the leads and majority are truly good leads, then maybe you can skip cold calling and focus right away on closing. And if you are receiving 90% from inbound you truly are a special breed ☺.

However, as that is really hard to reach, there are occasions when a cold call can give inbound marketing a nudge that will take a long way.

  • If the prospect was interested in their inbound journey, however at some point lost a connection and are no longer being active;
  • If the prospect went through the whole journey but end up not making the contact themselves;
  • If the prospect has reached out, however lost interest on the way;
  • If for some reason you see that inbound marketing is not reaching the specific people that are in your interest;
  • If you’re simply not getting enough of leads or they’re not qualified;

Inbound Marketing Should Bring Majority Of The Leads


I am a preacher when it comes to this message as I see it and live it everyday in my own company.

However, if your organisation has not reached this point yet, don’t sit and wait – FIX IT.

You could be getting enough leads solely from inbound marketing if it was optimised and taken the whole way. And once that happens your sales department can solely focus on closing.

Inbound Marketing bringing majority of the leads should be your company’s goal as it is by far the most resource saving way to bring new business.

If Your Inbound Marketing Is Growing From Northing To More, You Should Cold Call


As your company might still be on the way and the whole process is not yet perfected, this research simply reminds that cold calling is still very much relevant and needed if you want to truly turn your prospect into a sale.

Calling is like a pillow for your prospects while inbound marketing is their blanket. When these two combined – it can be the most powerful strategy there is.

If you want a little update on how to prepare for the cold calls or how to actually do prospecting, look at my article “3 Things You Need To Do When Prospecting”.

Conclusion


No matter how many articles you read online, numbers show that cold calling is relevant to this day and if combined with inbound marketing, it can convert your leads like popcorn, you simply have to pick up the phone and call.


To get access to free webinars, coaching sessions or information about my
newest speaking events, blog posts and free online trainings, click here!

If you like what you’ve been reading, share this article with your colleagues and connect with me on LinkedIn!

I also speak at keynotes that you can come see or your can book me as a speaker  for your next company event!

 

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How To Inspire Your Prospect For A Change

People hate change

Change is faced everywhere in sales.

Whether you are selling a new machinery that requires to take on a new technology or your service is having people redesign their processes in the biggest revenue bringing departments.

PEOPLE HATE CHANGE (or – everyone loves it – as long as THEY don’t need to change.)

And that is what sales people deal with every day. However, I prepared a list of things to do if you want to be able to inspire anyone for change, no matter how difficult it is.

1. Become comfortable with resistance


First of all you need to understand that dealing with people whose initial reaction is “I’m not sure whether I want this” in every form there is, will be a part of your day FOREVER. Well, as long as you choose to work in sales or any other change related area.

That reaction is completely normal. A puppy will first sniff his food before he eats it. You will never be mad about that, right?

Cause he needs to figure out what it is before he eats it. Same with us humans.

When you come into the room, expecting that your prospect will have doubts, questions and the need inside to question what you are offering, it will give you the power rather than the opposite.

It does not surprise you and therefore is a comfortable state for you. If anything, you applaud your client for being right to have concerns as you truly care for their best interest and want to feel good about buying what you are offering.

2. Know your topic in and out


Even though your client is right to challenge you, you should not feel like you need to prove something.

What is better – you need to show them where they are and why is it that they need what you are offering.

And this is why you must know what you are talking about above and beyond. Because that is the part of their puzzle that you will be filling in.

You have to come in knowing everything an outsider can know about their company and also have a good imagination how your service can improve their life. Research their industry, trends and competition.

3. Start with the mindset that your client is wrong


Asking the right questions and listening with attention is your key. Another thing you must remember – they are not telling you the whole truth and most likely they do not know it themselves.

And you can’t get to the truth of where they are, unless YOU ALREADY KNOW that they are missing some parts of the puzzle.

If you already know that your client is probably wrong in what they think they need – you will be eager to question their reality and fill them in with the information they are lacking.

It does not mean that your client doesn’t know their business or that they are not as smart as you, it is just pure reality – you can’t have all the information about everything that involves running even your own business.

4. Figure out what are their biggest pains


If you come in already knowing that the way they portray themselves is most likely missing something, you will take the time to dig deeper and see where the problems are truly rising from.

You must keep genuine interest and curiosity here, dig so deep the client truly opens their cards.

I wrote about one of my biggest clients and how I sold my services to them in “My Personal Example Of Creating Urgency” and I showed there how even though my prospect invited me for help with their tool (HubSpot), I ended up working with their whole marketing department.

And that is because I dug deep enough to realise their biggest problem wasn’t missing skills in using HubSpot, but it was not having the right conversations deep in the departments.

5. Show them their biggest fears


Your literal responsibility here is to paint a picture where their problem doesn’t disappear. Where it escalates and makes them regret not doing something earlier.

You do it by figuring out what their biggest problem is and then showing them that it has consequences.

In my article “Urgency – Are You An Elite Seller” I wrote about how you can take the conversation there with their own words.

6. Show them what could it be if they went through the change


And this is the best part. After you have figured your prospect’s problems and fears, show them that it is solvable and could be done with your help or someone else’s.

While you already understand them really well and going through the whole getting naked process again sounds truly complicated, they still choose you.

This is the step where expecting them to resist and knowing your service really well comes in handy.

You will remind your client of the solutions to their problems by elaborating on your experience with similar clients, clear steps of fighting their situation and how it will benefit them at the end.

You will take care of their fears.

And that is it.

Conclusion


You can’t make your client to change but you can inspire them for a change through demonstrating your knowledge in your field, not being afraid of confrontation and taking the leading role when figuring out their situation.

Once you know the core of your client’s problems, you can show them what happens if they don’t act on it and what could be the wins if they did.

No sane person will want to eventually starve. And that is what avoiding change would do. Good thing they have you to help them out.


To get access to free webinars, coaching sessions or information about my
newest speaking events, blog posts and free online trainings, click here!

If you like what you’ve been reading, share this article with your colleagues and connect with me on LinkedIn!

I also speak at keynotes that you can come see or your can book me as a speaker  for your next company event!

 

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How To Organize An Internal Sales Event Step by Step

Whether it’s a sales event for 30 or 2000 people, there are certain things you should go through in order to build a sustainable, impactful sales event.

As I’m a professional of sales with 20+ years of experience, I figured Oliver Lopez Industries could share what makes a sales event impressive as well as what should one cover in order to organise an event that will blow everybody’s mind.

First of all – the purpose


Obviously, before you get into planning, you need to figure out, why are you organising this sales event in particular and what your goals are in doing this.

I know you probably feel like “duh, it’s to do this this and that”, but I’m telling you – writing down clear statements with specific goals is the key.

You should do it together with the people that have decided that this event is needed, most likely the executives of sales & marketing.

Every single decision you or your team will be doing later will fall on these statements and will keep your event in place.

  • Is this event here to present the new strategies that your company is overtaking?
  • Is the purpose to boost everyone’s motivation for higher goals?
  • Is it here to do both? Teach employees about new platforms? Or maybe it is co-creation space? You name it, this is the time and place for you to decide on the purpose of the event.

Goals & Timeline


As sales people have KPIs, every other job position has this too.

Set the goals for the attendance, budget, content. Make it as measurable as possible and make sure every person of the team is aware of it.

Obviously, you also need to set a time frame. Once you have all the tasks divided, you’ll be able to put them all in a timeline and figure out how much space is there for each task.

Your Team Managers


If this is a sales event of 30 people – you might be able to organise it alone or with a partner, this being your main job in the organisation. However, if this is an event of 2000 people, you must have a core team with A LOT OF HELP.

When I talk about the core team, I mean the people that will direct the most important parts of the event – the content & the logistics.

These people should have their own teams responsible for implementing the plans you create together and should be responsible for managing them.

Usually, in the event of 2000 – 3000 people the content team has ±8 people that manage speakers, speaking sponsors and the whole agenda of the event.

The team of logistics will have around 10 people with more supporting during the event. They will take care of the venue, food and drink arrangements, transportation, accommodation, attendants, tech side of the event and will provide for any need a person might possess during and before your big day or weekend!

Management of the content


You as a project manager should find someone who could easily understand your vision for the event.

It helps if it’s someone with enough of sales background to relate to the needs of the attendants, who is in the company for a good while and who has experience in speaking at sales events so they know how to deal with speakers and attendants.

You and the content manager should put together the goals for the agenda of the event, depending on its purpose.

Together you should define your target audience, whether there’s a need to split the agenda according to the experience of the attendants, figure out how much of the content should be divided to deliver each of your goals.

You should also build a time frame for the agenda, together with breaks, networking spaces, keynotes, workshops, etc. Everything that will happen during the event, should be planned according to how much time you have.

Think of how the content can stand out, have enough of space for accomplishment of different goals and above all – don’t overcrowd it. People want to come for knowledge, but they don’t want to feel like working.

Speaker management of the sales event


Once you have decided on the purpose, goals, attendants, you need to figure out who will deliver the event. The final responsible for this job is the content manager and their team.

To figure out who should be the person to talk in front of all the attendants, think of who will transmit the message you want to deliver the best and what will make the people attending excited the most.

For example:


To downscale a strategy
Leader of the sales section of your organisation or the CEO.

To facilitate building a strategy → An outside sales consultant that understands your reality and has wonderful facilitating skills. (Could be a team of these people.)

To inspire for growth → An outside sales speaker that could talk about what your company has been doing with experience, but has an encouraging message for the changes you want to implement or aspire new action.

To entertain and let everyone loose → An entertaining host for the whole sales event/improv group/band/dj, etc..

Generally, my take on the internal events is that there should be a balance between external and internal speakers. It all depends on the capabilities of your executives, unless you are sure that the attendants will love a workshop or a keynote delivered by their boss – don’t do it.

Internal events tend to drift into “he knows best, so he should talk” even if the person is not fit for speaking in public.

Information can be passed on to someone, but the charisma and speaking skills are much tougher to be taught in a matter of days.

However, there is no point to ask an external speaker to teach your employees about this new strategy you’re implementing, because there needs to be a personal connection to the delivered content.

Your employees will know that this person will have nothing to do with your company as soon as this sales event is over, so they will definitely not build a personal connection and trust to what is being delivered in the room.

You should leave your content team to make invitations, arrangements and as a project manager you should oversee that they happen on time and in case your content manager is having trouble – help them work it out.

Management of the logistics


Now this is a huge part of what the sales event is built on or any event for that matter. Simple things like a lack of microphones or the lunch not being on time can make the whole event seem like a failure. That is why your logistics manager needs to be someone with great project management skills and an ability to manage big teams.

This person has to oversee everything from the tiniest details like having the carpets be the right colour to solving last minute troubles like having the roof of a venue break down a day before the event. It’s someone who is good under pressure and has great problem-solving skills.

Usually, the team of logistics takes care of these things:

  • Partnerships
  • Location
  • Communication with the attendants
  • Support for the needs of the speakers
  • Marketing of the event
  • Catering
  • Informal part of the event

How far you are going to go with details, it really depends on the team you gather and your determination.

Some business events provide simple but crucial parts and succeed, however there are people who go all out with personalization, decorations and bringing in entertainment that no office had ever seen before, help out speakers to go to the next level with extraordinary ways of delivering content.

As the project manager you should support your team of logistics to keep everything intact, on time and with excellent quality.

An overall role of an event project manager


As a lot of responsibilities were divided between the teams of content and logistics, it might seem like the project manager is left with little to do.

However, if the event fails, they would be the one to blame. That is why the project manager has to oversee the big plan, assure that all the parts of the team are functioning and performing on time and with the quality that the company wants.

The project manager also communicates with the sales executives of the company that most likely created the strategy that needs to be presented. They bring in all the people and tasks that must happen for the event to perform best.

Depending on the nature of the project manager, they can also get a little more involved in the content creation or the logistics, depending on what are their passions and what matters to them the most. It is okay as long as the final responsibilities are clear and no roles are overtaken. If you get involved into somebody else’s business, it should only happen if they are happy with it and if they make the final decisions.

If you like what you’ve been reading, sign up for an email to receive all the information on my newest speaking events, blog posts and free online trainings here.

Also, share this article with every manager of your sales events and follow me on LinkedIn!

You can also book me as a speaker for your next company event!

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What Do Founders Of Spotify, Skype, IKEA And Gary Vaynerchuk All Have In Common?

I can already see my Swedish readers going “IS GARY V SWEDISH TOO?”

Haha, no, friends, this article does not proclaim his Swedish origins. But Gary V and all these founders of world-known companies do have something in common.

This article is meant to put some things into perspective and I hope it will do just that, while we look through the stories of the hard-working people that stand behind these brands.

Spotify was no first-born baby


The Co-Founder and CEO of Spotify, Daniel Ek, is an entrepreneur with no ordinary story. He started running his own businesses when he was a kid. Daniel Ek used to bribe his classmates to work for him or do his homework, so he could run his companies.

Daniel grew up in a simple working-class Swedish environment, however by the time he was 14, he knew multiple programming languages and was trying to figure out how to run a business and make money for himself.

Some sources online say that at some point while being a teenager, he was making $50 000 a month and was employing 25-30 people. Unfortunately, his entrepreneurial success got a hit from the Swedish Tax Authority when it reminded him he needed to pay couple hundred thousands worth of taxes.

Luckily, he did not have to go bankrupt, but managed to sell some of his businesses to Ebay after they acquired Skype and opened up for deals in the European Market.

His determination to build businesses was visible when he was building Spotify as well. It took him 2,5 years to get the financing that he needed to launch Spotify and he did everything he had to do to make his product launch, even if it meant sleeping outside of an office for a month to get the meeting he wanted.

Even though he had some darker periods in his life, Daniel Ek seems to always have been a person who does not take no for an answer, built his career by hard work and has always been hustling and having his brain focused on building the things he was passionate about.

Skype did not feel comfortable


One of the founders of Skype, Niklas
Zennström had no ordinary journey to becoming a billionaire either.

Niklas Zennström was a grade A student that had always wanted to become rich but didn’t come from “the right” family . At the age of 12 he delivered leaflets, so he could buy sweets, earning enough money to buy himself a 10-speed bicycle.

Niklas was always, as he said in one of his interviews, “naively optimistic” as he built Kazaa – a peer-to-peer sharing service, trying to take down a huge music and film industry.

His first business went broke after it received tons of lawsuits and left Niklas broke. However, he did not give into the regular life and while being financially supported by his wife, created Skype together with people him and his co-founder found by chance.

Skype was another project that was way too big and complicated as it was taking over ⅓ of telecommunication business of the world. It was released in August 2003 and was sold to Ebay for $3.5 billion in September 2005, leaving the people that created it with a gigantic sum of money to divide between them.

Niklas Zennström proved everyone that you don’t give up after being criticized or called insane, even if it requires you to build something while being broke.

IKEA


The founder of IKEA Ingvar Kamprad was raised on a farm near a village of Agunnaryd in Sweden. Ingvar was an entrepreneur from the beginning and had always wanted to build a business.

He started by selling matches to neighbours, which later turned into selling fish, Christmas tree decorations, seeds, ball-point pens and pencils. He was constantly looking for new things he could sell, while taking his bike as his best tool of transportation.

Ingvar started his first official business – IKEA and originally sold things like pens, wallets, picture frames, table runners, watches, jewelry and nylon stockings when he was 17.

At some point he couldn’t make all the individual sales calls anymore, therefore he started advertising in local newspapers and operated a mail order catalogue which was a novelty at the time.

Eventually, Ingvar decided to include furniture that was made by local manufacturers from his village into the catalogue and slowly but surely IKEA was built into a gigantic business.

After his close to home suppliers boycotted IKEA because of the pressure from the competition, he decided to sell furniture that was produced by IKEA itself. From that time on he introduced tons of ground breaking decisions to the industry and challenged himself constantly.

Ingvar did things no one had done before, sold whatever he thought he could sell and learned all of his lessons by trying. This was a LONG time ago, but his business is thriving to this day.

What do founders of Spotify, Skype and IKEA have in common with Gary Vaynerchuk?


Well, the pattern is pretty clear.

Every one of these hugely successful Swedish businesses (okay, Skype is half Swedish) were/are run by people that have been hustling since the day they started walking, just like Gary V did.

No one got their business delivered to them, no one were just given the millions or billions they later came to. They all worked for it in any way they knew how.

They also did not stop working when things were not working out or didn’t bring immediate money. Gary V stored boxes, sold lemonade, made YouTube videos that nobody watched for a while, but never stopped doing what he either thought had to be done or what he was insanely passionate about.

Old, recent or new – the strategy is the same


People who are described here in this article are the ones some look at and think “THEY ARE SO LUCKY, I WISH THAT WAS MY LIFE”, while those are simple people that wanted to make it work and worked their asses off to make it happen.

Whether it’s a 100 year-old business like IKEA, something now old school like Skype or something as fresh and on top of their game like Spotify and Gary V – they all worked HARD to get where they are, didn’t get scared by failures and are providing services that people need.

This article is just a reminder of how we imagine that some things just came to people and they made them rich which is not true. What we need to focus ourselves on is working hard, studying what works for others and using these stories for some inspiration.

How did Gary V get involved into this article


Well, first of all – I am not going to lie – I want to admit that he’s someone that is being crazy powerful right now and I would love to interview him for my upcoming book (hence to mentioning) ☺.

Second of all – his name is something that makes tons of people to stop and think.

I believe that it is important for us to remember that the “success” doesn’t come overnight, and we have to work for it if we want the life that these people have. And if Gary V’s name is going to make you stop and think about it after you see it together with some other amazing entrepreneurs – good for us.

Finally – he’s the man that we know the most about and he proves that WORKING HARD PAYS OFF.

If Ingvar has passed away, Niklas is silently focused on other ventures and Daniel keeps his life on pretty low radar, Gary is still easy to relate to and follow now (and you should!)

I am happy to be working with the inspiration that comes from different sources daily and I take these people as an example to follow now.

If you like what you’ve been reading, sign up for an email to receive all the information on my newest speaking events, blog posts and free online trainings here!

Share this article with your colleagues and follow me on LinkedIn!

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My Personal Example Of Creating Urgency

How to create urgency in sales (click here if you want to read more than a case study)


There’s a client that we have been working with for the last two years now.

At first, I was invited to a meeting because their marketing department had just bought HubSpot and were trying to understand how to take advantage of the platform.

During our meeting the marketing manager said that their goal is to find 7500 new leads next year.

In order to understand whether there is anything I could truly help with in the company and to get the full picture of how they should be bringing in the leads, I started to ask questions.

The conversation looked like this:


How are you aligned with sales in the company (it is my specialty after all)?

It’s okay, could be better.

But the leads will be generated for sales, right?

Yes.

Where did the number come from then?

My boss. I don’t know where she got it from.

How many of those leads are you planning to close?

I don’t know.

Is it going to be good leads or bad leads?

I don’t really know.

Would your boss be happier if you found 150 good leads or 7500 crappy leads? How many leads are you bringing in now?

Around 400-600 leads.

Are they good leads?

Not the best leads right now.

What will your sales department tell you if you bring in 7500 crappy leads to them? They’re going to be furious with you and won’t ever work with you again.

She then asked me: “So if I reach my current goal, it’s going to be really bad, right?”

And I nodded together with a firm YES.

She then asked me what should she do, and I directed her to go to her boss, ask what kind of leads she wants and generally come to an agreement of what a good lead really is.

The marketing manager left the meeting with the following thoughts: “This is worse than I thought”.


The next time I was called into a meeting by her and her boss.

She then asked me to help define the leads, build the processes and learn how to bring in leads efficiently, while working together with their sales department.

In this example, I found their hard spots, their recent investment was a perfect set up that also established urgency in the picture.

And I used them to create the emotion and show them there is a way my expertise will help, as I already guided them in the right direction for free.

This is an example of how you create urgency through making your prospect feel really bad and then providing them with a solution if they buy what you sell.

I wrote a whole other article on how to create urgency at “Urgency – Are You An Elite Seller”, where I share more examples!

 

If you like what you’ve been reading, share this article with your colleagues and follow me on LinkedIn!

You can also book me as a speaker for your next company event!

Sign up for an email to receive all the information on my newest speaking events, blog posts and free online trainings here!