“Whatever business you’re in, study the trends, and look for the opportunities.” – Hans Hansson in today’s Tip 579

What are you going to do in the next five years to sell? How can you take advantage of the current environment and not let it destroy you?

Join the conversation below and learn more about Hans!

Hans Hansson Website
Starboard Commercial Real Estate
Hans Hansson on LinkedIn
Stop Selling Yourself Short on Amazon
Stop Selling Yourself Short on Barnes & Noble

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Hans Hansson. Since Hans is self introducing I’ll just let him take it from here:

Hans Hansson: My name is Hans Hansson. I’m the founder of Starboard Commercial Real Estate in San Francisco. I’ve been in sales for over 40 years and experienced three previous downturn markets. I want to share with you my best sales tips for working in a down economy. Think outside the box. Since COVID-19 traditional sales is over. Whatever you were doing before is no longer going to lead you to success today. As salespeople, we know that through any disaster war, economic downturn, or health crisis, there are always winners and losers. And as salespeople, we have to start thinking outside of the box. Ask yourself, what are you going to do in the next five years to sell? How can you take advantage of the current environment and not let it destroy you? You need to think outside of the box.

First, look at your current business model and understand who benefits within your model currently, and who does not. If no one benefits, then you need to start selling something else. If it is your model, to see that your clients do need help, then you need to ask, how can I help them? And how can I monetize those services? Then you need to ask how big of a market does this represents for me? If it’s marginal, you need to think of more ways you can grow your services to peruse solid sales results. This is my fourth downturn market. Since COVID, I have started a new real estate advisory and development company, hired a new sales manager, and upgraded my staff. I also reintroduced an oldest service that was very successful in assisting businesses to subleases and the .com boom market called tradeaddresses.com and I’m still expanding and upgrading our agent pool.

You too can think out of the box and thrive in this environment. Whatever business you’re in, study the trends, and look for the opportunities. Change your mental state because this pandemic could create a boom market for you for years to come. Learn more about navigating sales and a downturn by picking up my new book, “Stop Selling Yourself Short” available on Amazon, iBooks, and Barnes and Noble.

Scott Ingram: For more about Hans and to check out his new book: “Stop Selling Yourself Short” for more details on how to navigate sales in a down economy, just click over to DailySales.Tips/579 and we’ll have everything for you there.

Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Do not connect and pitch, add value before you go in and pitch.” – Josh Roth in today’s Tip 578

Do you connect and immediately pitch on LinkedIn?

Join the conversation below and go check Josh’s LinkedIn post.

Josh Roth on LinkedIn
Josh’s LinkedIn post
LinkedIn Sales Stars
Submit a Sales Tip

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. A few weeks ago Josh Roth wrote a great post on LinkedIn where he suggested that “we all need to start calling each other out for these ridiculous connect & pitches and calendly links in the first message” on LinkedIn. I wholeheartedly agree and worry about the future of LinkedIn because of this and asked Josh who is the Senior Business Development Manager for the Enterprise & Strategic segment at WalkMe to record this tip:

Josh Roth: In today’s sales culture. So often I think that salespeople feel the need to reach their quotas and do whatever they can to hit every single day, every single month. And what that’s causing is salespeople, sales representatives are reaching out and they’re connecting on LinkedIn and then they’re immediately pitching. Sometimes that pitch is even in the connection request. Sometimes it’s promptly upon the connection request, being accepted. We as a sales function must get away from this. LinkedIn at its core is a professional social network. It is not a place to be connecting and pitching. It’s a place to add value.

So what can you do instead of connecting and pitching? So what I’ve found is really effective in not only having conversations with people, but really building relationships is going through and engaging in their content, understand what it is they’re doing on a day to day, on a week to week basis. What are they reading? What are they engaging with? What are they talking about?

That’s going to do three different things for you. One, it’s going to have your name be associated with providing value to the prospect. Instead of just a wild, connected pitch. That’s coming out of nowhere.

Number two, you’re going to start to learn the language that your prospect is speaking. How are they talking about their role? How are they talking about their industry? So that you will understand better if first of all, you can align with your prospect and with your prospects function. But you’re also gonna learn how they’re speaking. So you can help frame your messaging to the way they speak and not vice-versa.

Number three. You’re also going to begin to help your prospect on LinkedIn. You’re going to help them get their content out wider, and you’re going to have your network see that, and your prospects will appreciate that because they’re going to associate your name with helpfulness and kind of ties back to the first point a little bit.

And we as sales leaders, we as salespeople, we, as a sales function must move away from connected pitch because what’s going to happen is selling over LinkedIn will not work anymore. We’re already seeing this with email. Email, open rates are down. Email conversion rates are down. Email automation is way, way up. People do not want to feel like a robot is selling them. They want to know there’s someone on the other end of that, that has done their due diligence. That is a person that has feelings. They want to feel the authenticity. And the more we automate LinkedIn, the more we automate the sales process, especially early on in sales development and business development. We are making our jobs harder. Moving forward. We already see a different cell phone carriers in different phones, actually disabling cold calling. You can literally go in and turn off the ringer for numbers you do not recognize. We are seeing filters on companies’ websites, that disallow emails that have links or gifts or memes. Do not let this happen on LinkedIn. Add value, deposit before you withdraw. But most importantly, do not connect and pitch, add value before you go in and pitch.

Scott Ingram: If you’ll click over to DailySales.Tips/578 you’ll find a link to Josh’s LinkedIn profile where you can follow him, and Josh continues to hang out near the top of the LinkedIn Sales Stars Top 100 list that we just updated this weekend. We’ll have a link to that list there as well. DailySales.Tips/578. Once you’ve followed Josh, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“If you start asking your pipeline reviews, whether you’re the seller or the manager, if you start asking this question, you change the game.” – Lisa McLeod in today’s Tip 576

How will the customer be different as a result of doing business with you?

Join the conversation below and check out the links!

Lisa McLeod on LinkedIn
Selling with Noble Purpose
482: Selling When You’re Anxious About Hitting Your Number
528: Compelling Presentations (The Big 5)
549: Customer Impact Stories

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Lisa McLeod is back with another super insightful tip, and once again she’s self introducing, here she is:

Lisa McLeod: Hi, I’m Lisa McLeod. I’m the author of Selling with Noble Purpose. And I want to talk to you about pipeline reviews and I’ve got a quick tip for you. How often do you sit down in a pipeline review and it becomes tedious? Why? Because here’s how it generally goes. You look at every one of your opportunities. You say, when are you going to close it? How much is it going to be? And that conversation is all about the money. Now, the money matters, but I’m going to give you one single question that if you start asking your pipeline reviews, whether you’re the seller or the manager if you start asking this question, you change the game. The question is this. When you’re doing a pipeline review and you’re looking at it single opportunity, ask how will the customer be different as a result of doing business with us? Because you see, when you ask this question, you lift yourself up from your own numbers and you point yourself in the direction of where the revenue actually sits. The customer. So as you’re preparing, and you’re thinking if you ask this one single question, how will the customer be different as a result of doing business with you. You start to create a different story, because from the customer’s perspective, who do you think they want walking in, the person who just said, “I’ve got to get this money and close this deal.” Well, probably not. Instead, they’d rather have the person who spent the five minutes before the call thinking, how can I improve life for the customer? How will this customer be different as a result of doing business with us? And the reason we call that the game-changing question is because when you start asking this in your pipeline reviews, how will the customer be different as a result of doing business with us? You create a more compelling story and you start to look outward and that’s where the money is, with the customer.

Scott Ingram: For more about Lisa and for a link to her book: “Selling with Noble Purpose” just click over to DailySales.Tips/576 and if you appreciate Lisa’s tips as much as I do, go back and check out tips 482, 528, and 549 for more.

Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Use the Law of Polarity and switch it and make it the reason which they should be buying.” – Mark Maurer in today’s Tip 575

How about you? Have you used the Law of Polarity in sales?

Join the conversation below and learn more about Mark!

Master of the Sales Universe
Master of the Sales Universe Podcast
Master of the Sales Universe Book
Submit a Sales Tip

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Mark Maurer. Mark is the all-time sales leader for the Diamante San Lucas. He’s great at creating quick rapport and trust and has converted over $30 million dollars in one time, face to face meetings. He’s also the author of Master of the Sales Universe. Here he is:

Mark Maurer: Hi Mark Maurer here, author of Master of the Sells Universe. Have a sales tip for you for today and it comes from the chapter of the Law of Polarity. The Law of Polarity says that everything that exists comes with polar extremes. Like a size, big to small. So the way we can use the Law of Polarity in sales, one way is to use it. And a great example is right now during this whole pandemic and shut down situation, is that the thing that your customer has an objection. You can actually use the Law of Polarity and switch it and make it the reason which they should be buying. So for example, there are many companies who are making adjustments to create more compelling situations, to attract more customers, whether it’s lowering the price or changing benefits or features. And so you can take those types of sales arrows and take them out of your quiver and use them in an inappropriate way. So for example, if you’ve got your customer and they’re saying, “Well, you know, this isn’t really a good time because of the COVID.” You can actually switch that around and say, “Actually right now is the very best time to buy my product because of that reason.” So you can use that for any objection that comes up. Whether it’s if you’re selling timeshares and they say, “Well, you know, we just don’t go on a lot of vacations.” “Well, that’s the exact reason why you should be doing this. So you would be able to go and enjoy your life and go on more vacations.” So whatever the objection is, we can turn it around when we would the knowledge understand how to and apply the Law of Polarity. So hope that helps and gives you a little bit of something to think about today.

Scott Ingram: You can learn more about Mark at DailySales.Tips/575 and there you’ll find a link to purchase his book: “Master of the Sales Universe” where you can learn how to apply the natural laws effectively to increase sales mastery and further create success in your sales career.

Once you’ve checked that out. Be sure to come back tomorrow for another great sales tip. Thanks for listening!

“There’s no better teacher than real life and experience.” – Scott Ingram in today’s Tip 574

How about you? Did you find your people?

Join the conversation below and I hope you’ll join us in the Sales Success Summit Live Stream Experience!

Sales Success Summit
Submit a Sales Tip

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. If you’re anything like me, then a big part of your growth, development and success comes from conversations with other people like you. People who’ve been in similar situations faced similar challenges and achieved similar or hopefully even greater successes. The content is important for sure. You’ve got to listen to these podcasts and read those books and watch that presentation, but the real trick is then assimilating that knowledge and those ideas and actually successfully incorporating them into your own process. If you don’t do anything with this stuff, then what’s the point?

For me, the way I process these ideas is in two ways. First I try them and I experiment. There’s no better teacher than real life and experience, and you’ve got to have a strong bias towards action. The other thing that I do constantly though is to talk with people. Maybe this is unique to me, but I seem to process best through these discussions. I might talk with my boss and my colleagues about my approach in a particular deal cycle. I will frequently talk with one of my champions inside an account to get their thoughts on how a particular idea I have for them might be perceived by others in the organization and how I can make the idea even better and more relevant. But I’ve found that the conversations that have impacted me the most are with those outside of my organization and in this broader Sales Success Community. Especially from the top performers I’ve interviewed on the Sales Success Stories podcast and those who are attracted to that level of excellence and performance, who share my strong desire to continue to grow, develop and improve.

Those are my people. They understand me. I understand them. We have similar goals and aspirations. They, like me, see sales as a craft or as a practice. A true profession that’s no different from being a doctor or a lawyer where you have a practice and you never stop learning and improving. I have a pretty strong feeling that you are my people too. Most of the people who listen to this podcast are. If you’re actively working to improve yourself and your results and looking to do it the right way, because you see sales as a noble profession, then you are definitely my people.

I think it’s important that you find your people. It’s a shortcut to understanding. Those shared experiences and aspirations in many ways provide a relationship shortcut that allows us to get to know each other faster and to find ways to help each other better because that’s another key trait of my people. They’re giving. They want to help, they love the opportunity to help. It’s probably one of the reasons why they’re in sales in the first place because they get paid well to help people.

That’s why as I build this year’s Sales Success Summit, even though the core experience is sold out. I wanted to find ways to make the free live stream an actual experience. A place where you can connect and converse with others like you. A place where you can start really meaningful relationships. If you are my people, then I think I’ve already found many of your people and I hope you’ll join us in the Sales Success Summit Live Stream Experience. Thanks to some amazing sponsors it won’t cost you a dime and all of the details are at Top1Summit.com.

Then please do me a favor and tell your people about it. Think of that one person who thinks like you, who pushes you to grow and be a better sales professional. Please invite them and encourage them to join us as well.

Top1Summit.com. Get registered and then come on back tomorrow for another great sales tip. I’ll talk to you then. Thanks for listening!

“If there’s no energy in solving this, it’s simply a conversation. It’s not an opportunity and it certainly isn’t a deal.” – Christine Rogers in today’s Tip 573

Do you have energy in your sales conversation?

Join the conversation below and connect with Christine on LinkedIn!

Aspireship
Christine Rogers on LinkedIn
Submit a Sales Tip

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Christine Rogers. Christine is a seasoned sales and marketing leader with over 15 years of recruiting, hiring, training, and managing high-performing sales teams. She’s currently the President and COO of Aspireship, a platform designed to train and match-high potential sales candidates with great SAAS companies looking to hire. Here she is:

Christine Rogers: Energy, in a sales conversation there are two places where energy is critical. First, you need to bring energy, especially now we’re all craving connections from others. When I agree as a prospect to take a meeting with you, I’m taking my cues from you. If you can’t muster up an ounce of enthusiasm for the product or service you’re offering, why would I as a prospect, be excited to engage, let alone purchase from you. I’m not talking about doing backflips here, but take a minute before the meeting to be fully present and kick up the enthusiasm not just a bit.

The second place where energy needs to be present is in the deal. We do a ton of discovery understanding the tactical challenges. We dig deep into understanding the exact issues we’re positioning our product to solve. Path ourselves on the back. We create an opportunity and then we go ahead and add it to the forecast. But often we miss a key point. If no one is specifically wound up about this problem, if there’s no energy in solving this, it’s simply a conversation. It’s not an opportunity and it certainly isn’t a deal. Dig in to find out why right now, who owns the priority? Is this critical now? Or is this a nice to have? Someone has to be feeling something about it. Remember, there’s no energy. There’s no deal.

Scott Ingram: To learn more about Christine and Aspireship and to connect with her on LinkedIn, which I know she’d like you to do. Just click over to DailySales.Tips/573 and we’ll have everything for you there.

Then, make sure you’re subscribed to the podcast so you never miss an episode and come on back tomorrow for another great sales tip. Thanks for listening!

“Make your prospect feel special. Give them an experience. Give them something they’ve never seen before.” – Nathan Offner in today’s Tip 572

How do you create an experience for the prospect to make them feel special?

Join the conversation below and be sure to connect with Nathan!

Nathan Offner on LinkedIn
Nathan Offner Website
Submit a Sales Tip

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. I’m super excited for today’s tip from Nathan Offner, it definitely works in audio, but the video is even better and you’ll find that at DailySales.Tips/572 Nathan is the head of growth at Makeen Technologies and an active member of the Sales Success Community. Here he is:

Nathan Offner: Hey everybody. So I have a question for you. What are you doing to distinguish yourself from everybody else in breakthrough your prospect? What are you doing to become a red X in a sea of white circles? I mean, usually, there’s two camps. One’s that say that relevance is the most important and the others say that personalization is the most important. And of course, they’re both important. How many of your offer has no relevance to your prospect and there’s not necessarily need for them to speak with you at least right now. And of course, personalization is very important because the prospect gets hundreds of messages a day. So how do you stand out from everybody else when most messages all at the same? And of course, then you have the C suite. I mean, they expect the personalization, so the difficulty is even higher. And so that’s a really big question. How do you create a memorable experience that gets you heard? And that’s very important, creating an experience that’s different than anything else, and really makes your prospect feel special because it’s about them. And you see, that’s what I would love to share with you today.

In 2018, and I created my first creative campaign that was scaled and it’s firstly the same one that I’m going to show you today. And it was for an awesome, but new and small intellectual property technology company that just wasn’t well known yet. And we needed to reach out to technology CEOs for companies ranging from about 20 million to 2 billion. And obviously that’s difficult, but as Barney Stinson would say “Challenge accepted.” So for today’s recreation, I’m going to play our very busy CEO, Scott Ingram. Alright, let’s do this.

Okay. Package one. We open it up. You see the movie “Speed” with Keano Reeves. One of the greatest actors ever also known as John Wick, of course a personalized message. The message says, “Scott, moving too slowly and business can be dangerous. To be continued.” Quick disclaimer, I don’t actually recommend that you use the movie “Speed” along with this message. It may cost alarm, but you should probably do is get the movie “Talladega Nights” and then attach the message it says “In business, if you’re not first you’re last.”

And next, we have packaged two. And after we open it up, we see a mini travel chess set. And of course you can’t forget a personalized note. And the note says, “Scott always be three to five moves ahead of your competition.” And of course, with an ellipse at the end, indicate that more packages are coming.

Okay. Now for package three, we open it up, and inside is a light bulb. Trapped inside of a block of wood. And it will not come out. Not sure how it got in there. It’s like a job for an engineer to try to reverse. Anyways, next comes with a personalized note and the note says, “Scott, securely capture your ideas in a unique way.” Of course, were have an oopsie. Once again, indicate that there’s another package coming.

And finally our fourth and final package, this one’s different. Scott notices it’s much bigger and he pulls out a full-sized safe, I mean, who would have seen that coming? And of course, there’s a note attached and Scott opens it and it says, “Scott, but most importantly, protect your business first. Keep it safe.” And also says at the bottom “Scratch here for combo,” it looks like a scratchable sticker. And below that a penny next then. Hint… Sales Success Stories launch. And soon Scott, he scratches away with the penny and he sees the number 2016. And funny enough, that’s the same year that Scott launched Sales Success Stories. We punch in the combo, of course, 2016. We opened it up and inside is a personalized dollar bill with Scott’s face on it. And it’s real. And of course, a note and that note is up to you.

Okay. So most of you were probably wondering, “Nathan, how well did this campaign perform?” And of course, I’m happy to answer that, but first, let’s look at just a few variables that can impact your outcome. And those are how big of a company you’re reaching out to? What is the seniority of the prospect that you’re reaching out to? How competitive is the industry? And of course, how big and well known as your company? And so I’m going to put it this way, if a small company and a really competitive space it’s reaching out to about mid to large enterprise companies, specifically CEOs can achieve about a 50% response rate. Most of you should be able to do even better. And I would love to see that, but you know what, there are some outcomes that go even beyond response rates that are really awesome to see, and I’ll just share a couple.

So for example, if the CEO didn’t immediately reach out to me and I would follow up and call the office, sometimes I would just say “Unknown sent the packages.” And oftentimes that individual would just start laughing. So you know, that you made an impact, beyond just the prospect. You made it fun for the entire office and it got everybody talking and that’s cool, but you know what? One of the coolest impacts where it really solidified that, Hey, we created an awesome experience for that prospect that made them feel special was when a CEO of a company that was between 1 to 1.5 billion told me that not only was I the first salesperson that they took a meeting with, I was the first salesperson that they even responded to, and that is awesome. And so I think that we answer a couple of our original questions. How do we create a memorable experience that gets us heard? And how do we create an experience for the prospect that makes them feel special? And where the ways we did that is we gave them something that they’ve never seen before. And today Scott Ingram, and I wanted to inspire you to do the same. And I hope that we accomplished that. So if any of you out there needing help in your journey, please feel free to reach out to me. But remember, make your prospect feel special. Give them an experience. Give them something they’ve never seen before. Good luck.

Scott Ingram: Like I said in the beginning, the video of this tip is even better and not just because it features a dollar bill with my face on it. Click over to DailySales.Tips/572 to find that, a link to Nathan’s LinkedIn profile so you can connect with him directly and his own brand new personal site.

Once you’ve done that, told your friend about this tip and then shipped a safe full of cash with the code set to 2016 to my home address. Be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Buying and selling have become more digital and that definitely has some implications. To help you with this, I’ll share my top 10 tips today that will improve the outcome of your virtual negotiations.” – Mark Schenkius in today’s Tip 571

How about you? Do you have your own virtual negotiation tip?

Join the conversation below and share your idea!

ROI 10
The Other Side of Sales
Mark Schenkius on LinkedIn
Submit a Sales Tip

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Mark Schenkius is back. Usually, you just get one tip a day, but Mark is an overachiever and he’s got 10 tips for you! Mark is the founder of ROI 10 where he helps sales professionals get better at dealing with buyers, and he’s also the author of “The Other Side of Sales,” where he shares his perspective after 15 years in procurement. Here he is:

Mark Schenkius: In the current environment, our lives have become more and more digital, whether we like it or not. This also means buying and selling has become more digital and that definitely has some implications.

To help you with this, I’ll share my top 10 tips today that will improve the outcome of your virtual negotiations:

Tip 1: Choose your medium wisely
Whether you’re using email, WhatsApp, phone, video-conference or face-to-face, make sure you decide thoughtfully about the medium to use. They all have pros and cons. Whether it’s proximity to the other person, richness of the conversation such as body language or data management and time spent traveling, they all have an impact on the outcome.

Tip 2: Focus on building trust
People don’t buy from people they don’t trust. And building trust in a virtual environment is harder than when you’re meeting face-to-face. So, remember you need to put in even more effort than you’re used to.

Tip 3: Schmooze before the meeting
One way of building trust is to schmooze before you go into the details of the negotiation. Talk about the family, the challenges of working from home or other non-negotiation related topics as a way to build openness and trust. This will improve the likelihood of getting to a deal.

Tip 4: Brief personal disclosure improves the outcome
Another way of building trust is to share something personal. Perhaps an anecdote about yourself or someone in your family. By sharing something personal, you automatically make a deeper connection with the other person. It’s almost as if you’re saying: “I trust you by sharing something personal, so now you can trust me as well”

Tip 5: Discuss how to run the negotiation process
As part of the trust building process it’s also important to provide clarity. By sharing a joint agenda and agreeing on the steps in the process, you show that you have nothing to hide and you build trust as a consequence.

Tip 6: Don’t rush your opening offer
During the negotiations trainings I provide, I always advise people to put their opening offer on the table first since this acts as an anchor for the other party. This also applies in a virtual environment, however in this case I would recommend not to rush this step as it might reduce the level of trust between the both of you.

Tip 7: Take a break and summarise
Like in face-to-face negotiations, it’s ok to take a break from the meeting to gather your thoughts or to align internally. When you do so, make sure you summarise to emphasize the common grounds you have achieved together.

Tip 8: Agree what has been agreed
At the end of the meeting, agree what has been agreed, preferably in writing. In a video-conference, why don’t you share your screen with the typed-up minutes in an e-mail. As soon as all parties agree, you hit the send-button. This avoids painful discussions afterwards.

Tip 9: Give the other person a call before you send an email
In situations where you have conducted a virtual negotiation and you intend on sending a confirmation email at a later stage, be sure to make a phone call to the recipients prior to sending the e-mail. Research has shown that doing this, improves the chances of the recipients perceiving the e-mail positively.

Tip 10: Emails are often not read like they are intended
Linked to the previous tip, keep in mind that there is no body language or tone of voice in an e-mail message so it’s hard to read between the lines. Even if you have the best intentions, the other party might not perceive it that way.

There you go, my top 10 tips for making virtual negotiations successful. As always, I welcome your thoughts. Happy negotiations everyone!

Scott Ingram: For more about Mark and his book “The Other Side of Sales,” click over to DailySales.Tips/571 and we’ll have everything for you there including a transcript of his tip.

Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Take 10 minutes before your call time and put on your favorite music.” – Kendra Warlow in today’s Tip 570

How about you? Are you listening to your favorite music before you make a call?

Join the conversation below and learn more about Kendra!

Kendra Warlow on LinkedIn
Paytient
Kendra’s Happy Music Playlist
Submit a Sales Tip

Have feedback? Want to share a sales tip? Call or text the SaAles Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Kendra Warlow. Kendra came from a non-sales background and has found a deep love in helping companies and employees through Paytient. She loves developing relationships, working on her Model A, SCUBA diving and helping her neighbors. Here she is:

Kendra Warlow: We’ve all been there where we’re putting off something we don’t want to do. And for salespeople that can be cold calling. We might come up with literally anything else that we have to get done instead of sitting down to make these calls. My tip to make this easier is to take 10 minutes before your call time and put on your favorite music. Dance, sing out loud, hum, sit and dance in your seat, whatever you need to do, but jam out to your favorite tunes for 10 minutes. This is going to boost your mood, get you excited, and it’s going to alleviate that initial anxiety that you have about picking up the phone to make these calls.

These are just prospects that you’re reaching out to their regular old people. You’re trying to solve problems for them and help them with solutions. What better way to get yourself into the mental space to do that than by listening to your favorite tunes? You might mess up these calls. And that’s OK. Take a second. Put on your favorite song again, recenter yourself and get back after it. There’s no perfect way to do this, but putting on your favorite music definitely helps.

Scott Ingram: If you’ll click over to DailySales.Tips/570 you can connect with Kendra. I’ve also asked her for a link to one of her own favorite playlists, or maybe you’ve got one that gets you going? That’s what the comments are for. Feel free to share. Then be sure to come back tomorrow for another great sales tip. Thanks for listening!