Season Seven, Episode One


Join Pierce Marrs and Steve Hayes as they recap Shark Tank Season 7 Episode 1 with guest Shark Ashton Kutcher.

Join  Sharks Ashton, Lori, Kevin, Mark and Robert to review:

The Beebo

–  Acton

McLary Bros.

 Signal Vault

– An update on  Pipsnacks and Scratch & Grain

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You can contact Pierce and Steve or comment by going to the “About Page”.  Or Call and leave a question or audio feedback at 615-59-COACH or 615-592-6224.

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“The Sales Moment; Issue #233″

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How often do you leave a voice message and do not expect a return call? Do you feel like it is a waste of time?businessman working with multiple gadgets

If I do not have an existing relationship with someone, my expectations for a returned call are very low. I understand people are busy and it is easy to just let an incoming call go to voice mail. Especially when they have no idea who I am or what I want. That’s what I would do.

As salespeople, we cannot generate sales until we have completed our sales process that begins with a connection to a warm prospect and ends with us gaining commitment. Seems simple enough unless you can’t make the initial connection.

While working with a coaching client in Michigan this past month, we took this topic even further.

My client was cold calling by phone to reach his prospects and after reviewing his success rate of getting a live person on the line, we discovered that he would have to make hundreds of phone calls per week to get in front of a small number of people. At this rate, he would never reach his appointment and sales goals. We had to find a way for him to increase his connection rate.

Here are five reasons people may not be getting back to you and some suggestions for increasing your success:

  1. You have not given them a compelling reason. One of the biggest mistakes we can make when contacting a prospect is to make it all about us and how great we are. Your prospect does not care how great you are unless your service can help them. Create value and make it worth their while to get back to you.
  1. You have not chosen the correct method of communication. As I discussed in a prior post, it is easy for someone to ignore a ringing phone but may respond quickly to an email or text. One of the first things I ask a new prospect is how they like to communicate and make note of it.
  1. You have contacted the wrong person. Finding the correct person to contact is a must and it may be difficult to get that information by phone.

Whenever possible, I like to drop by in person and speak face-to-face to the gatekeeper. They will usually be glad to assist and you may be surprised how often they will contact that person so you can meet them on the spot. If you do not get an introduction, leave your card and material. This will give you a reason to call back and have something to discuss.

  1. They are simply not interested. Face the facts, not everyone will need what you’re offering at that particular time. Stay in touch periodically through personal notes and new information that might be of interest to them. Keep yourself in a top of mind position until they do need your services.
  1. They don’t know you. We all like to buy from people that we know and trust. That’s why the Connection Phase of your sales process is vital to your success. The last thing you want to do is sound like every other salesperson with some sales pitch they have heard numerous times.

In order to overcome this hurdle, you will need credibility. I like to mention a company that I am currently doing business with in the area or be able to say a particular person referred me to you. It is also helpful if you have worked with another division of their company in another region.

Are you busy or effective? Examine your approach to the connection phase and make sure you are giving yourself the greatest chance for success. It is easy to get caught up in busy work and believe we are making progress when in fact we are not.

Have a great week!

“The Sales Moment; Issue #232″

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Have you ever been so sure about something, only to find out you were completely wrong?young woman carefully listening  with her hands behind the ears

There may be few of you that are arrogant enough to say, “nope…never!” But for the rest of us, we have all been wrong about something. And if we have been wrong once, is it possible we could be wrong again?

Assumption can be particularly dangerous when it comes to communication and relationships. To assume you know how another person is feeling or thinking about a particular situation can be a disaster. At the root of every miscommunication is an assumption.

Do you openly give unsolicited advice to someone who has been through a tragic loss or difficult life event without knowing fully the depth of pain and despair they are experiencing? Your heart may be in the right place but trying to “fix” them may only lead to more grief. The best way to help is to be supportive and present.

As a salesperson, do you assume you know your prospect’s needs before they tell you? You have made this presentation numerous times. You know the questions they will ask and why your product is the best solution. Right? Wrong!

You cannot begin to understand the thinking of another person until you ask questions and listen carefully to their answers. Our goal should be clear communication and by clear I mean that both parties fully understand one another.

In his best selling book, The 7 Habits of Highly Effective People, Stephen R. Covey entitled Habit 5 as Seek First to Understand, Then to Be Understood. He defines emphatic listening as listening with the intent to understand.

Here is an excerpt:

We typically seek first to be understood. Most people do not listen with the intent to understand; they listen with the intent to reply. They’re either speaking or preparing to speak. They’re filtering everything through their own paradigms, reading their autobiography into other people’s lives.

Do you make assumptions like, “Oh, I know exactly how you feel” and, “I went through the very same thing, let me tell you about my experience.” If you’re not sure, ask someone close to you that will tell you the truth.

We have opportunities to practice the habit of emphatic listening every day with co-workers, customers, friends and family. We just have to make a conscious effort.

Have a great week!