“It’s more satisfying when you turn those no’s also to yes’s.” – Jenn Zhou in today’s Tip 949

What’s your thought about this?

Join the conversation below and check out the full interview with Jenn!

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I’m going to double down on my conversation with Jenn Zhou in our Sales Success Stories interview because I think this is such an important topic. Check out our discussion from that episode:

Jenn Zhou: I really thought about this. I don’t know. I think probably the most crazy thing I think is I love “no”, right? Yes is, of course, great. But yes is easy, right? No, it’s like, okay, you fell short somewhere, and now you can get better and you can figure out why “no” is a “no.” And it’s more satisfying when you turn those no’s also to yes’s. So I would think, like, I kind of said this earlier, too. But yes, and everything working well in your favor is, of course, awesome. But it’s also when it’s not like that’s where you really get to try to be better, and that’s if anything more satisfying because I think it’s just progress is what everyone kind of wants.

Scott Ingram: Okay, say more about this. Because this is a fascinating sort of mindset. I want to lean into this. You love no. Keep going.

Jenn Zhou: Yeah. I mean, no one means you fell short somewhere. Like, for some reason, they didn’t find your kind of argument compelling. They don’t find the product compelling. So now you have an opportunity to figure out, like, Okay, why is the case and better hone your skills and be better for the next call. If everything was so easy, then what’s the fun in that? So I think other people get discouraged or they’re like, “Oh, I just got rejected or that sucks.” But I think, of course, having them sign up and pay you money is awesome. But it’s also like, I think people there’s such a negative connotation with things not working in your favor. I think everything is an experience. Everything is good.

Scott Ingram: It’s funny, I got something early in my sales career that has served me really, really well. And we would talk about our leadership to talk a lot about, you know, we typically hear no at least two times in every deal, and it’s that when you hear no, then you’re actually getting somewhere. Right now, Okay, wait. What’s going on? What do we have to overcome? And when you have that mindset and you sort of know that it’s coming, you can almost kind of lean into it. Look, it’s going to happen. You don’t just like, “Oh, too bad. That’s so sad. We walk away.” No. Like now, great. Now we dig in. Now we figured out. Okay, what really is going on? How do we actually need to make this work so valuable just for me in so many different ways?

Jenn Zhou: On a similar note, when you’re on a call in, for example, if they’re not asking any questions, if they’re like, “Yeah, this is great. This is great.” That’s not good.

Scott Ingram: Right. Are you just trying to be nice or is this really valuable?

Jenn Zhou: Exactly. You know, when someone’s asking all of these questions, or can you tell me about this and this, they’re actually truly very interested versus someone who’s like, “All right, this is good. I don’t have any…” Are you truly interested? No, probably not.

Scott Ingram: Right.

Scott Ingram: For the rest of this interview on the Sales Success Stories podcast we’ve got a link for you at DailySales.Tips/949

Once you’ve done that, or maybe continued listening from yesterday, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“I think for me, my success is the best way I can kind of show my appreciation for people I loved.” – Jenn Zhou in today’s Tip 948

Do you have a competitive work ethic?

Join the conversation below and check out the full interview with Jenn!

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes in the form of a clip from my most recent interview on the Sales Success Stories podcast with Jenn Zhou that just released today. Jenn is the top AE at Attentive and is consistently selling $2M in ARR a quarter. Check this out:

Jenn Zhou: Kind of knowing your why for me, family is probably the biggest. So my parents are actually farmers in China, and they came over here but it’s the epitome of the American Dream story.  Like, not much. They didn’t know anyone. Didn’t have any money. Worked really hard. My grandparents, too, and they all did really well for themselves. And I think growing up, seeing them work so hard, I think that’s where I got my work ethic from.

But it’s also part of me is like, they were always happy is when I had a great report card. And I think for me, my success is the best way I can kind of show my appreciation for people I loved and everything they kind of did. So I can have more opportunities for myself. So it’s kind of like in school, it’s like, okay, I could study for another hour where it’s like, how could I not? So I think that’s my why.

And then on a similar note, I have two younger sisters. So I’m the oldest, and I’ve always been kind of like a second mother to them. So I think for me, they have a love-hate relationship with me because I always nag them. “Are you doing this?” “Are you signing up for that internship and all of that.” And you can tell, you have to walk to walk. You can’t just tell people to do XYZ if you’re not doing yourself and you don’t have the results to show for it. So I think that’s what also motivates me.

And then I’ve just also kind of been a competitive person ever since I was little to begin with. But I don’t really compete with other people. More so I compete with kind of what I know I’m capable of. And I think the thing I get most competitive about is just more so I think just work ethic. So Will Smith, one of my favorite actors, he said something on the lines of like, “Okay, there’s always going to be someone smarter than you or a better looking or come with a family with more money. But let’s say worry about getting on a treadmill, like either you’re getting off first or I’m going to die,” which sounds a little intense. But I think with work ethic, like, I think that’s probably the biggest thing. You know, this isn’t like competing for the Olympics, where if you’re Michael Phelps, you’re built with a certain body, that’s probably going to take you further. But it’s like, I think you can really just work to get to where you want to be.

Scott Ingram: I’ve got a link to the full interview for you at DailySales.Tips/948, but hopefully you’re already subscribed to the Sales Success Stories podcast and can just hop over there in your podcast app right now.

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

“It can be kind of tough when you’re given a demo to a big group when it comes time to ask questions and get them to engage.” – Nick Cegelski in today’s Tip 947

Are you asking questions during demos?

Join the conversation below and learn more about Nick!

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Nick Cegelski. Nick is a quota-carrying sales professional and the host of the 30 Minutes to President’s Club podcast. Here he is:

Nick Cegelski: It can be kind of tough when you’re given a demo to a big group when it comes time to ask questions and get them to engage. Most salespeople will default to just saying, “Well, any questions?” and the customers all say “no” and then you just keep going on. Instead, if you’re really on the spot and you can’t think of anything, I always fall back on, “I’m curious, how does this compare to things you’re doing today?” One of the other things that I’ll do is I’ll say, “Well, gosh, I just talked at you guys for eight minutes straight, and that’s really rude of me. I’m gonna stop talking and give you a chance to speak.” And what you’ve done, you’ve thrown yourself under the bus, and it helps draw people out as opposed to you just being like, “Any questions?”

Scott Ingram: To connect with Nick on LinkedIn and for a link to the 30 Minutes to President’s Club Podcast, just click over to DailySales.Tips/947 and you’ll find everything you need there.

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

“You only win and succeed as a team.” – Mattia Bruzzi in today’s Tip 946

Are you a lone wolf or a team player?

Join the conversation below and learn more about Mattia!

Teams Win Championships Book
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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Mattia Bruzzi. Mattia is the CEO and Co-Founder of WANT2B S.L. an organization focused on providing Sales & Marketing advisory and funding to early-stage start-ups with international aspirations, to help them to develop their vision, get traction and expand globally. Here he is:

Mattia Bruzzi: Today I want to speak about the differences between the Lone Wolf and the Team Player approach in sales. Fire too many times we see still unfortunately, Sales Executives that think sales is for a superstar, rock star who has the special touch, to engage with the customer and get the deal done. Unfortunately, for those who have been in this business for a while, we know that there is only one way to succeed in sales. And it’s with great care of all the people who are involved in the sales process.

Sales is a precision sport, where we must be very structured, very disciplined, have a very structured execution. And we need to be very careful to engage the different colleagues, the different stakeholders in specific moments and invisibility and being very, very, very careful and precise about the moment when we ask for help because this is all about.

Sales student is the leader of the sales process, but as a leader needs to lead from behind. It’s not about the glory of the deal, which by the way should be shared across all the team. But it’s all about doing the right thing in the right moment, involving the right person, the right professional at the right time. So there is no doubt to make no mistake in sales. You only win and succeed as a team.

Scott Ingram: For more about Mattia and the Teams Win Championships Book that he co-authored, just click over to DailySales.Tips/946

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

“We need a value proposition that we can articulate within a few seconds that hits the mark and resonates with them and draws them into a conversation.” – Peter Strohkorb in today’s Tip 945

How do you intrigue and capture their imagination within a few seconds? 

Join the conversation below and connect with Peter!

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Peter Strohkorb. After 20 years in leadership roles in multinational corporations, Peter couldn’t stand the ineffective ways that businesses use to accelerate their sales. He set himself the task of offering solutions that deliver real results. Since 2011, he’s helped clients to “win more sales, faster” (which is his business motto). Here he is:

Peter Strohkorb: Number three. A value proposition and a killer introduction. Now, a value proposition is not about how great we are, how about our products are, how great our services are. If we talk about we have this and we do that, and we have these clients, and we have these many employees, and we’re in these many locations, you customers will fall asleep before you even get to the end of the description. What they’re interested in really is what’s in it for me. You think about it. You reach out to a Senior Executive who’s got all sorts of things in our mind, who’s super busy, and you’re expecting them to listen to what you have instead of what’s in it for them. You know, within 10, 20, 30 seconds, they will make up their mind whether you’re worth spending more time with or not. And if within there’s 10, 20, 30 seconds, you have still not finished talking about yourself. They will lose interest and they’ll lose patience. So the challenge is to intrigue and capture their imagination within the first 10, 20, 30 seconds. You do that with your seller introduction line that doesn’t talk about you. It just talks about what’s in it for them. So we need a value proposition that we can articulate within a few seconds that hits the mark and resonates with them and draws them into a conversation. We want them to lean forward and say, “That sounds interesting. Tell me more. How can you do that?” Think about it.

Scott Ingram: If you’ll click over to DailySales.Tips/945 we’ll have links for you to connect with Peter and the video version of this tip.

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

“Don’t forget about all the people that supported you when you had a bad time, and also show gratitude.” – Andy Jaffke in today’s Tip 944

Thank you, Andy and the entire Teams Win Championships team!

Join the conversation below and get your own copy of the Teams Win Championships book!

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Andy Jaffke, and since you’ve probably heard him before and he introduces himself, I’m just gonna let him take it from here:

Andy Jaffke: Good morning Daily Sales Tips Community. This is Andy Jaffke, one of the co-authors of Teams Win Championships. Today’s tip is about gratitude. Gratitude towards your team members. Gratitude towards your clients, gratitude towards your partners, gratitude towards the people in your family that support you every day. Think about the moments you had to lean on some of your team members, your wife, your brother, sisters, your parents. And then there’s that magic word, that magic word we don’t use often enough, “Thank you.”

Express your gratitude. Show it, and show it in the right moment. To say thank you, seems to be nothing, but it’s so important to show your gratitude through these two simple words, “Thank you.” It’s really powerful.

So don’t forget about all the people that supported you when you had a bad time, and also show gratitude. Celebrating and sharing your success with them. If you finish your journey towards a new deal or you land a new customer, don’t forget about them. Show your gratitude. Express your gratitude. Write a note, leave a message, say thank you.

And today, I would like to express my gratitude and the gratitude of my team towards Scott Ingram and the Daily Sales Tips Community for listening to this and for being here, and for supporting our fantastic project, Teams Win Championships. Thank you so much for listening and have a great day.

Scott Ingram: Thank you Andy and the entire Teams Win Championships team for all of these great tips. I’m really grateful to all of you and the great book you’ve produced. For links to connect with Andy and to get your own copy of the book, just click over to DailySales.Tips/944.

Once you’ve done that, be sure to come back tomorrow. Thanks for listening!

“The more people in our conversations with our customers the more uncomfortable for the customer would be.” – Pablo Escobar de la Oliva in today’s Tip 943

How can you generate trust for your new team or new members?

Join the conversation below and learn more about Pablo!

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Pablo is self introducing, so I’m just going to let him take it from here:

Pablo Escobar de la Oliva: Hi Daily Sales Tips Community, this is Pablo Escobar de la Oliva, co-author of Teams Win Championships, and today I want to talk about Trust in our teams. This is a very special topic we cover in our book from different angles.

Sales tip for today is to help you answer this question: How can we generate trust at first place in our new teams or to the new people we’ve just onboarded?

Some people may say.. let’s get them into real action to start getting trust on themselves, they need to learn, to understand the business and our sales methods.. but bringing them to customers conversations if they don’t add value and are there just for listening or learning that is not recommended,.. the more people in our conversations with our customers the more uncomfortable for the customer would be-. How would they feel If we bring a bunch of new people just listening to both of you talking each other?

Now, After our research and our interviews we did for the book we come up to the point that trust comes from commitment, at least in a high percentage. So what can we do then to generate trust amongst each other without putting them in front of customers yet? Here is the tip:

The most experienced team members can prepare and let the newbies to participate into Role-plays within your business context.. this can be team dry-runs, vision, mission, and values review from team genesis, elevator pitch practicing, you probably can get your own ideas, the important thing is they practice on real-stuff and they present it to the rest of the team members.

We got some sales leaders interviews explaining how selling yourself to your team will establish the initial connections to generate trust.. so with this, they will know each other capabilities and capacities.. so individually they will know how and where they can interrupt each other to help on the sales pitch to be dynamic and engaging

This is crucial for their combined conversations with your customers and for the eventual success of the sales teams.

Now, go and prepare properly your new team members to be successful, and check our book for knowing how to create, lead and contribute to high-performing sales teams. Remember: players win games but teams win championships. Thanks for listening and happy selling.

Scott Ingram: For links to connect with Pablo and to get your own copy of Teams Win Championships, just click over to DailySales.Tips/943.

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

“When you value the buyer before the sale, you’re more likely to set yourself up for success.” – Meshell Baker in today’s Tip 942

How do you give value to your buyer before the sale?

Join the conversation below and be sure to connect with Meshell and join her mailing list!

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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 an Authentic Selling Crusader who trains business owners and sales leaders around the globe, to identify, qualify and contract with more ideal buyers, creating more time for the work they love. She has an amazing gift of clarity and is renowned for inspiring and implementing experiential sales excellence. Here she is:

Meshell Baker: How often have you actually gone into a sale as a seller thinking about what could go wrong being nervous and just really hopeful and in some cases desperate that you want to close that sale, to make that commission, to get paid that money, to have that trend PayPal transaction show up on your phone because they said yes. The problem with that is that you’re focusing on the possibility of the no. And what I’m sharing with you today is value. V-A-L-U-E, value the buyer before the sale. And it’s about that future focus of understanding that you get to create an incredible outcome by holding the vision of it going well.

So V is for the vision. Again, what would go well, why is this valuable to not just you, but the buyer? Many times sellers think about getting the sale and cease to stop and pause and go. What can I focus on proposing that’s valuable to the buyer versus focusing on the close that’s valuable to you. So again, the vision of a win-win for all involved.

A – Align your beliefs and your behaviors. When you are prepared to do business, you prepare for the yes. Sit in that space. If they say yes, what’s the next step? How are you going to follow up? What’s the contract? Do you have an email prepared? So many people are nervous about the no, they never take the time to prepare for the yes and align their actions and activities ahead of time of even jumping on that call.

Then the L is listen. Listen for the cues. When you are queued up and ready for them to say yes, you’re more calm. You’re more likely to ask questions because that’s the only way to listen is if you ask the question. So you’re more prepared to actually ask questions that are aligned with creating incredible value that is more likely to lead you to the yes. See where I’m going with this?

And then the U is unlimited resources. Most times in life, there’s only one problem and there’s unlimited access to resources. And you only get there when you’re focused on the possibility of a favorable outcome. When you’re thinking about a no, that’s the one problem, the negativity. When you are saying yes to the possibility, well, possibility is unlimited. So you become more resourceful. You begin to think. You get calmer. You begin to have your imagination kick in, which is infinite and endless. So being resourceful, requires that you believe in the possibility of a yes. You believe that this is valuable and understand that no doesn’t mean not never. It just means not now.

And then the final letter, E is experiment with excellence. Remember, success is the person who is willing to do what the unsuccessful won’t do. There is no success without being a student of your craft. There is no success without repetition falling down and getting up and repeating. Rinse and repeat. Just keep going. Your willingness to know that your mastery of the sales call, the process, your products, your ideal clients that incredible outcome that you believe that you’re capable of creating comes with your experimentation.

And like any great creator or innovator in our history in our world, they focus on creating the result. What is it I’m going to create and they just keep experimenting and tweaking and refining the result of that on that next step. “Oh, that didn’t work. Let me tweak it. That didn’t work. Let me tweak it. Let me change it. Let me evolve. Let me go study. Let me go talk to someone and collaborate. Let me ask my colleagues questions.” There are so many ways for you to create incredible outcome for yourself and for your buyers. When you value the buyer before the sale, you’re more likely to set yourself up for success.

So glad to bring you this tip. And I’d love for you to join my mail list and to get more tips like this through my email list of a subscriber link is included as well as connect with me on LinkedIn so we can share and trade all of these tools that we use so that we can be valuable to our buyers. Have a great day and thanks so much!

Scott Ingram: For the video version of this tip and links to connect with Meshell and join her mailing list, just click over to DailySales.Tips/942.

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

“Take this opportunity to think about what you need and what’s going on to set yourself up for success. ” – Scott Ingram in today’s Tip 941

How about you? How’s your morning routine?

Join the conversation below and share your thoughts!

940. Calm Morning Routine – Chris Horton

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Hopefully, you heard yesterday’s tip with Chris Horton, because the way he talked about adjusting his morning routine over time is crazy relevant, especially for me and probably for the other parents out there. Today is the first day of school for my kids. Which means I have to rethink my routine based on the two different times that they start school and the new tennis, cheer, and other activity schedules that are changing as well.

For me, this is an opportunity to rethink a lot of things. I get to consider which parts of my routine are working and which aren’t. I can experiment with new approaches and continue to refine and fine-tune what works best for me, not just based on what’s going on with my family, but also what I need to be working on and where I need to be focused.

I know schools start at different times all over, but maybe this is happening for you. Or maybe you’re getting ready to go back to the office a few days a week.

Take this opportunity to think about what you need and what’s going on to set yourself up for success. You might also want to take into account your health, both mentally and physically in addition to the needs and schedules of those around you, so you can be fully there for those who need you whether that’s your significant other, your kids, your team at work or your customers.

Then keep listening, because I’m sure I’ll have some future tip for you based on something that I’ve learned about myself through this process. Thanks for listening and for sharing this show with your friends in sales. I appreciate it!

“It’s more about doing like two maybe three things really, really well and preparing yourself doing those one or two things versus doing five or ten things for 15  minutes and jumping back and forth.” – Chris Horton in today’s Tip 940

What’s your morning routine?

Join the conversation below and check out the full interview with Chris!

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I’ve got a clip from last week’s Sales Success Stories interview with Chris Horton of Workstream. Just for a bit of context, Chris came onto my radar because he was the first seller at Workstream to sell over $1M. That got him to about 200% of his annual number and he did it in just six months! Here he is talking about how his morning routine has changed over time:

Chris Horton: I’ve been every single end of the spectrum as far as time that I wake up and that, I’ve woken up at 4:30 a.m. consistently for six months. And then I’ve also just like gotten to a point sometimes at some points where I don’t even set an alarm or set an alarm for 8:00 a.m. and then naturally wake up at 7:30 or whatever it might be. So I was doing the 4:30, 5 a.m. type thing which I loved because I could get so much done before the sun was even up before people started shooting emails to me or slack messages started coming. And then I just, you know, I guess stepped back a little bit. I know it’s funny, but like I was reading an interview with Jeff Bezos about his morning routine and he was saying that with how much stress he deals with every single day and the decision fatigue that he gets and just the types of meetings that he’s in, he has to have a very slow, easy morning and doesn’t necessarily hold him to like, well, I’m going to be in the car on my way to go by 8:30 a.m. or whatever it might be. You know, apparently, he kind of takes it slower and so I kind of realize, OK, when I was building the pipeline and when I was starting from scratch, I kind of needed that discipline of waking up at 5 a.m. and doing all my things. And now that I am dealing with maybe a little bit more stress or a little bit more, you know, high-level meetings and that sort of thing, during my you know, between the hours of 9 a.m. and 5 p.m. and that sort of thing.

I need to have like a little bit more calm morning to where I can really just understand. And so, anyways, alarm will go off at 7 a.m. right now. And we’re talking like I said, I’ve kind of been everywhere, but right now it’ll go off at 7 a.m. I get out of bed and I try as hard as I possibly can to refrain from looking at my phone, because if I do, then it’s just like work mode, like I can’t get out of it. If I look at my phone first thing, get out of bed, then I’m going to go downstairs. I’m going to open my laptop. I’m going to, you know, respond to emails and that sort of thing.

So I try to refrain from looking at it, unless I, of course, have a meeting that I need to get on to or anything like that. But try to refrain from that. I’ve been going on runs lately with my dog as we’ve kind of transitioned out of a work from home model and more into, you know, 3  to 5 days in an office. I’ve had I feel bad because my dog hasn’t quite had the interaction since we’re in offices more. So I try to go on a run with him around 7:30. I’m not a huge runner. I’ve done one-half marathon because my sister forced me to do it. But I do maybe a 20 or 30-minute run, nothing super impressive. And then I usually will get home, shower, get ready. That takes 20 or 30 minutes and then I’m in the office by maybe 8:30 to 9 a.m.

So nothing super glorious but you know kind of what I found is that I tried packing so many things that I tried to like, read 15 pages, go to the gym, run, feed the dog, take them on a walk, you know, talk to my wife, make breakfast, do all of those things in the morning time. And I started to realize that it’s not necessarily about doing everything before the workday. It’s more about doing like two maybe three things really, really well and preparing yourself doing those one or two things versus doing five or ten things for 15  minutes and jumping back and forth and only getting a piece of the one thing that you’re actually focusing on.

Scott Ingram: I wanted to share this clip to get you thinking about my own tip I’m planning to share tomorrow. So make sure you’re subscribed to the podcast so you don’t miss that and if you’ll click over to DailySales.Tips/940 you’ll find links to this full interview with Chris on the Sales Success Stories podcast and a link so you can connect with him on LinkedIn.

Thanks so much for listening and I’ll talk to you tomorrow!