Would you like to win more business? Are you letting countless opportunities pass you by due to a fear of being too pushy? Whether you are a sales person or in a non-sales role, we all have to sell. During this interview, I will be talking with Phil M Jones, best-selling author, multiple award-winner and one of the most sought after speakers and sales trainers. From training more than two million people worldwide to coaching some of the biggest brands in the world, Phil’s mission to “teach the world to sell” has resulted in his expertise being globally recognized. Phil is also a really inspirational person who has created a fascinating life living between the UK and US. Whether you are experienced in sales or a non-sales person, join us for what will be a very valuable, thought provoking interview. More about Phil M Jones: Best-selling author, multiple award-winner and one of the most sought after speakers on the circuit, Phil M Jones is highly regarded as the world’s leading sales trainer. From training more than two million people worldwide to coaching some of the biggest brands in the world – Phil’s mission to “teach the world to sell” has resulted in his expertise being globally recognized. By teaching audiences how to use particular word patterns and showing them exactly what to say in order to work a06round difﬁcult situations, Phil’s able to help non-sales people to increase their activity and have more of the right conversations to generate more of the right outcomes. Having won multiple awards including the prestigious Sales Trainer of the Year in 2013, Phil’s written a series of best-selling books and has a number of online training programs that have enrolled tens of thousands of members. This show will be airing live on 9th June 2017 at 8am(PT)/11am(EST)/4pm(GMT). To listen please visit http://www.voiceamerica.com/show/1959/
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Are you selling your services as one-off sessions or are you packaging your services?
Packaging in general means to put more things together. For example at the store and they put all sorts of things in a basket and that is a package, you buy them all together. When you are a service provider, you can put together a few of your one-on-one sessions, a few of your written or audio resources, access to you via e-mail or phone, etc. and sell this as a unit.
1) Creating packages is the loving way to go for You
For you to thrive in business, you have to have a way to make good money and to not experience the roller coaster of feast and famine.
When you sell many little things, it is tiring and less profitable. When you sell fewer things at a higher price point, then the setup, the billing, the client care becomes easier so you find more time in your day, and as a result you find more peace.
Remember, this is your business; you want to set it up in a way that works for you. If you are ok, if you are nurtured, if you are in your flow, then your clients will be taken care of. But if you’re tired, stressed, if you’re worried, then how are your clients going to be well supported? So you want to set up your business in a way that it’s aligned with who you are and how you want to live your life.
Do not be shy, make your business suit your style and do not just follow what everyone else is doing. Packaging your services will give you freedom and peace.
2) Creating packages is the loving way to go for your Clients
Having a pre-defined package is a great way to fully support your clients. If you give them a one-off session, that can solve an immediate problem, but it does not address the core issue. If I give someone only one coaching call, how am I going to help them? I’m going to help them relieve some pressure in the moment, but I’m not helping them solve the problem. So giving them a one-off is like giving them a headache pill. It just takes the symptom away, but it doesn’t resolve the cause.
With a package you help clients commit to working on their goal or problem for a few months. This gives them time to create new habits. If we are left to our own devices…
For people to buy your service, they need to be aware of it, have a positive impression of it, and be convinced that they need it or want it. This is why we do marketing. Then when a person becomes interested in your service, you got to be able to make the sale. This means to discuss what is it that you sell and receive money.
Why do we fear Sales and how to turn this around?
Our first caller said the her fear comes from the fact that she is not selling something tangible, she said it would be easier if she would sell something she knitted, or something she cooked. So true! Selling a service seems harder than selling a product because itâs as if you have to sell âyouâ. When you combine this with not feeling worthy and deserving money, selling becomes almost impossible.
The solution is to sell the results of our service, to focus on the benefits the client gets from your service. If you need to talk about you, about why you are suited for the work, use your clientsâ testimonials and words to make this more grounded and not sound as if you toot your own horn (which by the way is acceptable if you do it from a place of self-confidence and love).
What if We Feel Unworthy?
Receiving money from someone itâs a big one. This comes to our deepest fear that we are unworthy. Then there is the fear of not being able to deliver and fear that our client might not find value.
We feel the person who …click here to read the entire blog
âSales are contingent upon the attitude of the salesmanâ. With this quote W. Clement Stone indicated that to be successful in sales (as in any other managerial field) you need to learn, improve your skills and have the correct attitude to do it.
Sales are the basis for the growth of every business and every company, which means that when we understand the basis for selling and learn the different skills that are required we will start on an improvement program that will allow us and our team to grow.
There are critical skills for you to know, from prospecting to identifying needs to getting referrals. As you improve you will abilities you will know why the top sales people will always grow.
Marketing will lead you to #sales which will allow your company to grow. Join me in this show ‘The Art of Selling’ as we learn the skills to improve our sales performance!
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Business Coach Rob Fortier joined me on âTurn the Pageâ to describe what it takes for creative entrepreneurs to run a profitable business.
After his guest appearance on my show, Rob offered three additional strategies and related tactics for owners of new or growth ventures.
MAKE BOLD CHOICES.
During the interview, we discussed that success starts with adopting a business-owner mindset. Part of that, as an entrepreneur, is asking yourself and considering: What am I willing to do or give up in order to get what I want and reach my goals?
Are you willing to be brave and step out of your comfort zone? Are you willing to think bigger than you ever have before? Are you willing to take risks even though you might fail?
Action steps to make bold choices:
* Make a list of five bold, positive choices youâre willing to make for your business.
* Identify which one of the five will have the most significant impact on your business.
* List five moves you will make to take action on that bold choice.
* Decide what you can stop doing or give up to create more opportunity for your business.
KNOW YOUR AUDIENCE.
During the show, we discussed how important it is to define your target market. Who are the purchasers and consumers of your products or services? Â Who do you want to be serving? Many creative entrepreneurs are tempted to say âeveryone!â No matter what you do or how good you are, your work is not for everyone. The person who buys a $20 poster at the local discount store might not be the same person whoâs willing to spend $1,000 for an original painting.
The last thing you want to do is waste your valuable time and money marketing to the wrong people. The more specific you can be, the better.
Questions to ask yourself when determining your target market:
* To whom do my products or services appeal?
* How old are my customers?
* What do my customers do for a living?
* Where do my customers shop?
* Where do my customers or clients hang out (online or in person)?
* How much are they willing to spend on products or services like mine?
* How often do they purchase my product or service?
* What is their yearly income?
ENERGIZE YOUR MONEY.
During the interview, we talked about drawing a map that guides your business toward financial stability. This process involves learning to do what I call âEnergizing Your Money.â Â As an entrepreneur or business owner, itâs vital to look at your attitude about money and what youâre saying about it. Many people have a love/hate relationship with money: they love it when you have it and hate it when they donât! Â Do you often say that you are poor and that you canât afford this or that?
Strategies for Energizing Your Money:
* Replace âI canât afford it!â with âThatâs not something Iâm choosing to invest my money in right now.â How does that change things for you?
* Take a look at what youâre spending your money on. Decide right now that you will stop perpetuating the scarcity mentality. Start living from a place of abundance and sending that positive message out into the world. Developing a positive attitude around money will affect the choices you make.
* Choose to INVEST in YOU and your success as a creative entrepreneur by honing in on what you need to run your business rather than just SPENDING money.
* Money is meant to flow in and out, back and forth. Â Donât clutch onto it for dear life. Â When you spend it, wish it well and send it on its way. When you earn it, welcome it and give thanks.
* Donât be intimidated by money. Ask for money youâre owed for work you completed.
Rob advises, âtaking any action in your business is better than taking no action at all. Donât wait for amazing opportunities to come to you. Go out and create them. If you want to create for your own enjoyment, youâve got a hobby. If you want to create so that you can serve the needs of others, thatâs a business!â
He suggests the following resources for further guidance: âThe War of Artâ by Steven Pressfield, and âSelling For Fun and Profit: Take the “Icky” and “Scary” Out of Sales,â by Hugh Little.
Ready to go even further to ensure your success as a creative entrepreneur? Read Robâs free workbook, available at www.RobFortier.com, and purchase a recording of his talk at a business telesummit: http://www.unstoppableprofitsrockstarcreatives.com
Listen to my conversation with Rob.
Do your suggestions get taken seriously? Are you able to sell others your ideas, projects and services? There are two main skills needed and today, our two guests will give you some insider tips on how to harness your personal power. Our first guest is Jill Konrath, who is a sales expert. Sales is not just for people selling products. We also need sales to sell our ideas to others, and sometimes to our bosses to be considered for that raise or promotion. Jill will be challenging our assumptions about sales and give us proven strategies that work. Â Our second guest is Penny Rosema who is an expert in the art of negotiation. The ability to negotiate is the second main skill needed to leverage our personal power. Penny will share some of the mistakes women make, how to prepare for negotiation success, Â a negotiation road map and how to get more of what we want. Â Penny has over 20 years of in the trenches experience and will share her tested techniques. Tune in 6/11 @ 12pm PT to ‘Today’s Inspiring Women‘.