We’re counting down the top tips of 2021 and for my intro to the series and the full list of top tips, just click over to DailySales.Tips/BestOf2021. Here’s #4 which was also the top tip in February:

753. Your Price is Too High! – Jerry Pilkey

We’re counting down the top tips of 2021 and for my intro to the series and the full list of top tips, just click over to DailySales.Tips/BestOf2021. Here’s #5 which was also the top tip in June:

865. It Takes a Village – Sid Nazareth

We’re counting down the top tips of 2021 and for my intro to the series and the full list of top tips, just click over to DailySales.Tips/BestOf2021. Number 6 is actually one of my own and I’ll call out two things in this. The first is that when I was referring to Dave Schwartz and his Bullseye I said Dashboard.

So imagine that I said Bullseye when I say Dashboard and this will make a whole lot more sense. Also, the Sales Hacker presentation has now happened and I’ve updated the links on the tip page to point directly to the recording and resources I shared, rather than to register. Here it is:

729. Inputs, Habits and Consistency – Scott Ingram

We’re counting down the top tips of 2021 and for my intro to the series and the full list of top tips, just click over to DailySales.Tips/BestOf2021.

Here’s #7:

714. Plan Your Day – Mary Grothe

We’re counting down the top tips of 2021 and for my intro to the series and the full list of top tips, just click over to DailySales.Tips/BestOf2021.

Here’s #8:

732. Sales = Leadership – Jason Cutter

We’re counting down the top tips of 2021 and for my intro to the series and the full list of top tips, just click over to DailySales.Tips/BestOf2021.

Here’s #9:

746. 18% Increase in Acceptance of Proposal Using Video – Elias Crum

You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today through the end of the year we’re going to countdown the top 10 tips of 2021, but you don’t have to wait. You can get the entire list by clicking over to DailySales.Tips/BestOf2021. No spaces.

Now, this was a little bit tricky. As I looked at the list, no matter how we calculated, whether we looked at total downloads year to date or the downloads per tip in the first 30 days there was a strong concentration of tips from January. I then thought about featuring the top tip from each month from January to October, but ultimately made the executive decision to feature the real top 10, which also happen to be pretty helpful in thinking about how to start off the new year right.

The great news for you is that you can find both lists, both the natural top 10 and the top tip from each month at DailySales.Tips/BestOf2021 or on this tip at DailySales.Tips/1068.

While you’re there you might want to join the listener list, because as you know if you’re already on that list, I occasionally provide previews and sent out both of these lists last weekend to those who were already subscribed. With that, let’s kick things off. Here’s #10:

Best Sales Tips of the Year

#10: How To Stay In Tune With Your Prospects Buying Process – Hannah Ajikawo
#9: 18% Increase in Acceptance of Proposal Using Video – Elias Crum
#8: Sales = Leadership – Jason Cutter
#7: Plan Your Day – Mary Grothe
#6: Inputs, Habits and Consistency – Scott Ingram
#5: It Takes a Village – Sid Nazareth
#4: Your Price is Too High! – Jerry Pilkey
#3: Setting Personal & Professional Goals: Tips for Optimizing Commitment and Performance – Todd Caponi
#2: How to Meet New Business Contacts During a Pandemic – Jen E Miller
#1: Open Ended Questions – Ion Farmakides

“Sales is about listening and sharing and teaching and being an asset for your customer.” – Scott Ingram in today’s Tip 1067

Do you rethink your traditional negotiation techniques?

Join the conversation below and share your thoughts!

Todd Caponi on LinkedIn
Todd Caponi on Twitter
The Transparency Sale Website
The Transparency Sale Book
The Transparent Sales Leader Book

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 Todd Caponi. Todd is the author of the 3x award-winning & best-selling book, The Transparency Sale, and a top-rated keynote speaker & trainer as Principal of Sales Melon LLC. His next book, The Transparent Sales Leader, is planned for early 2022. Here he is:

Todd Caponi:  Hey there. I don’t know about you, but it always seemed weird to me that I needed a different personality to sell than I did to negotiate. What I mean by that is sales is about listening and sharing and teaching and being an asset for your customer. You build that relationship from the first interaction, you take them to the goal line. The most important point where they say yes. And suddenly we go into this kind of liar mode where subconsciously we’re not sharing what a good deal is. And maybe we’re making up fake expiring discounts. And maybe we are taking many of the techniques that we use to negotiate from former FBI hostage negotiators.

Don’t Get me wrong. One of the greatest books of all time is Never Split the Difference. But the cover even says negotiating as if your life depended on it and field-tested tools for talking anyone into or out of just about anything. That doesn’t sound like we’re building trust, does it? And in industries where we’ve got renewable technology like SaaS or in industries where we’re selling services, where that upsell, cross-sell, renewal, long term relationship really matters traditional negotiation techniques that are designed for one time interactions like releasing hostages from a bank heist or a robbery gone wrong, or even an old school software deal where it’s a perpetual license where you buy the bulk and then maybe you pay a maintenance fee going forward.

Sure, those things were great, but this is 2021 going into 2022. We are needing to build relationships. We don’t have the advantage of tasing our customer when we get done with the negotiation because they’re going off the jail. We need to have long-term relationships with them. And this is why this idea of transparent negotiating is so valuable, and it’s why it’s probably the most popular thing that I teach, and I’m actually teaching it 5 times this week. So it’s certainly top of mind. But transparent negotiating is about really changing the game of negotiating. So that when we talk about price and when we make our proposals, it also leads to our negotiations becoming much more fruitful and trust-building instead of eroding right at the goal line and it’s about playing your cards face up.

You and your organization, like every other for-profit organization in the world, there are four things that matter to your company.

The first one is volume. How much the customer commits to in terms of products, technology, licenses, services, the more they commit to it’s probably better for you. Right?

Number two is timing of cash. The faster a customer pays, the better it is for you and your company. Trust me. Slow-paying customers is of no value to you. You want customers to pay faster, right?

Number three is the length of commitment. How long a customer commits to your products, technology, and services that comfort and confidence and predictability is really valuable.

And number four, talking about predictability is the timing of the deal. Your ability as an organization to predict when business will happen is immensely valuable. So when the customer signs is not only valuable to you and your quota, but also to your investors but even more importantly to your organization, to be able to resource and to be able to plan.

So my advice to you is to rethink traditional negotiation techniques. If you feel like you need a different personality or that you’re eroding trust at the goal line, you probably are. And transparent pricing and negotiating is all about telling the customer; Hey listen. Our pricing is based on four things that matter to us. How much you buy, how fast you pay, how long you commit, and when you sign? Your pricing is based on those things. And as we get into these discussions, the levers move both ways on all of these things. Your price is too expensive. We need net 60 payment terms or we want to pay monthly. We don’t want to commit to 3 years, we want to commit to 1 year. We want to sign whenever the heck we want. Will you hold the price in the next month?

You can use those four levers as your basis to make sure that you’re getting value for every dollar you give away or every other concession you give away. You also, like I said, are building trust to the goal line instead of eroding it. And if you play that last lever, right, that timing of the deal right, your deals will become more predictable overnight.

So give that a thought. And if you need some help with this, reach out. It is a common thing that I talk about and teach, and I would love to be a resource for you to help you get over that hump and continue to build so that your customers stay. buy more and are more likely to become an advocate. All right, thanks!

Scott Ingram: For links to connect with Todd and to get your own copy of The Transparency Sale or to preorder The Transparent Sales Leader, just click over to DailySales.Tips/1067

Once you’ve done that, be sure to come back tomorrow for the start of our top 10 sales tips of 2021 countdown.

“You will start to become very aware of your choices and it will give you the opportunity to change them to something so you have the results you desire.” – Meshell Baker in today’s Tip 1066

Are you unstoppable or are you unstable?

Join the conversation below and share your thoughts!

Meshell Baker on LinkedIn
Meshell Baker On Youtube
Meshell Baker on Facebook
Subscribe to Meshell’s Mailing List

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 Meshell Baker. Meshell is a certified sales confidence igniter and an authentic selling crusader. She helps business owners and sales leaders tap into unlimited human potential to create diverse and inclusive culture change and disrupt the sales training status quo. Here she is:

Meshell Baker: Hello and welcome to today’s Daily Sales Tip and today’s tip is a question to you. My question to you is, are you unstoppable or are you unstable? Yes, you heard me say unstoppable or unstable. So let’s dive in.

Unstoppable is defined as being impossible to stop to prevent being incapable of being stopped. Now, unstable is prone to change, fail, give way, or not steady. And the reason I ask you this is because sales is not an easy career. You are constantly being met with the unplanned, the unexpected, the uncomfortable, and uncertainty, and your decision about how you respond to those situations will define whether you are unstoppable or unstable.

Now, what happens for someone who has decided that no matter what I will succeed, they have taken hold of their thoughts. And I want you to know that every human being, on average has 60 to 70,000 thoughts a day, and it has been shown that 90% of those thoughts are the same as yesterday.

So what that basically means is that when you are thinking about being successful in sales, when you are saying, I need to, I have to and I’m trying. You’re actually repeating the thoughts from yesterday. You are generally doing the activities of yesterday. And because everything starts with a thought, that means that the same thought will create the same choice, the same choice will create the same behavior, the same behavior will create the same experience, and the same experience will produce you having the same emotions, which is just a loop. And we know that our decision is based on emotions.

So how do you change this? How do you get to the place where you become unstoppable?

We’re in the face of the unplanned, the unexpected, uncomfortable, and uncertainty that you hold steadfast in your emotional state of belief that no matter what happens, everything is working in my favor. I will succeed. This will be turned around no matter what the buyer says. No matter if the contract is signed or not. No matter if I get the job. If I get the promotion, I am still succeeding.

How do you hold that state?

Well, that goes to the habit of mindfulness. What are you doing and saying to yourself first thing in the morning? However, you start your day, if you start your day in problem, you are literally repeating what happened to you yesterday. Instead of beginning your day with a set and a standard non-negotiable that I am imprinting on myself, that today will be amazing. And the linchpin for this is to create and change the pattern so that you are actually experiencing the successful sales outcome that you desire and you know you are capable of. You did not take your sales job thinking you would not succeed and you are more than capable.

Anyone listening to this. No, you will succeed when you change your thoughts to see perceive and believe in success. And that begins with what you do first thing in the morning. Create a non-negotiable standard of meditation, a visualization of affirmation of your success, and hold on to it. No matter what you see, feel, hear and think. And as time goes by, you will be amazed at how you start to create the outcome, instead of responding and reacting to the situation.

Have an incredibly successful sales day today and remember or ask yourself all day long, “Am I unstoppable or am I unstable?” And you will start to become very aware of your choices and it will give you the opportunity to change them to something so you have the results you desire. Have a great day selling.

Scott Ingram: For links to connect with the unstoppable Meshell Baker, just click over to DailySales.Tips/1066. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“You can overachieve and feel great about yourself in your strong weeks, and continue to feel good, even in your off weeks, because you kept going and stayed disciplined.” – Scott Ingram in today’s Tip 1065

Where can you be disciplined?

Join the conversation below and share your thoughts!

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. In yesterday’s tip, I talk about how what we DO is much more important than what we Say. Do is greater than Say.

Today I’m going to build on that idea and talk about how Discipline and what you consistently DO is far more important than Motivation. Again, a shoutout to Matt Wilpers, one of my favorite Peloton instructors who prompted this tip.

Here’s the deal.

Motivation is fleeting. We see this at the start of every year as many people set New Year’s resolutions. They’re motivated to start the new year strong and change something about their life. Maybe it’s their diet or their workout routine or maybe it’s their prospecting efforts. Now imagine what the graph looks like over the course of January and even through Q1 as we look at how many people stay committed to these goals and activities. They fall off dramatically and very few people maintain beyond the first few days, weeks, or months before they settle back into the regular habits. I think this mostly speaks to motivation.

There’s nothing wrong with motivation, but we’d be much better served by staying consistent and being disciplined. If you can commit to a daily or weekly activity and just stay disciplined about doing that thing, no matter what, you’re going to get better results. It doesn’t matter if you’re motivated or not. It’s about having the integrity and being accountable to yourself to just push through.

Yesterday I talked about what you Do is so much more important than what you say. These ideas are connected, and this podcast is a great example. If you’ve listened to my own tips here for any amount of time you know that I’m constantly talking about the importance of consistency. That’s what I say. What I do is release one of these tips every single day and today I’ve now done that 1,065 days in a row. I’m about a month away from having maintained that streak. Having headed the discipline to make sure it happens no matter what for 3 years.

Now that really says something, doesn’t it?

So don’t worry so much about being motivated. Sometimes you will be, and if you’re human, sometimes you won’t be. Instead, where can you be disciplined? What can you commit to doing day in and day out, week in and week out, no matter what’s going on? I think this also means you need to carefully think through what’s sustainable? Set the bar at what you can accomplish even if you’re not feeling well or are completely overwhelmed. You can overachieve and feel great about yourself in your strong weeks, and continue to feel good, even in your off weeks, because you kept going and stayed disciplined.

I hope that helps. Give it some thought. Better yet, do something about it. Look at what you’re trying to achieve, break it down into it’s simplest form and a daily or weekly activity, and commit to being disciplined around that activity. Then tell me about your results on the other end. This has certainly worked well for me.

Now, make sure you’re subscribed to the podcast on your podcast player, and be sure to come back tomorrow for another great sales tip. Thanks for listening!