A successful sales leader for over 20 years, Colleen Francis understands the particular challenges of selling in today's crowded, confusing market, and that business leaders can no longer rely on approaches to sales based on techniques from decades ago—or even last year. Her practical strategies deliver immediate and lasting results.
  • Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.

 

3 Value Bombs

  1. Companies and salespeople go through “self-inflicted” boom and bust cycles. There is a predictable way to control these cycles.
  2. Sellers have to pay attention to the data. They have to be to some degree a data scientist.
  3. Sales Radar™ includes 4 segments that make up this 360 degree radar view
    • Client Attraction
    • Client Engagement
    • Growth
    • Leverage

Sponsors

VIRTUAL SALES TRAINING PROGRAM & PLATFORM: Our virtual training has helped thousands of people and companies turn-around sluggish sales. The mobile-enabled, innovative, flexible training is rooted in human behavioral psychology and provides easy-to-consume, on-demand training for sustainable results.

SALES STRUCTURE PARTNERSHIP: Accelerate your growth with a customized partnership! This partnership includes onsite coaching and role playing for skill reinforcement, 1:1 work with Jeremy Miner on your specific product or vertical scripting (aligned to the new model of selling) and coaching support and alignment for your sales managers and/or sales coaches.

Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: Creating A NonStop Sales Boom – with Colleen Francis

3:37 I want to dive right into your story and your background and give our listeners a feel for how you arrived at this point where you are one of the elite authorities on sales and leadership. Please tell us a little bit more about your background and how this all started for you. How did you learn all these skills?

  • Colleen started young in sales going door-to-door.
  • She put herself through university with sales jobs.

4:59 Let’s talk about your book Nonstop Sales Boom. Why did you write this book?

  • Based on real-life scenarios. 
  • Companies didn’t think they needed Colleen’s services anymore.
  • Companies go through “self-inflicted” boom and bust cycles.

6:10 How are companies being hurt by these boom and bust cycles?

  • Sometimes companies don’t recognize they are going through these cycles
  • Problems: Resourcing, customer service, shipping/fulfillment, stress, compensation

7:40 A lot of companies might say, “As long we hit our target at the end of the year, why should we care?”  You say they should care, why is that?

  • The average salesperson invests less than $100 a year in their own sales training.
  • We have seen more change this year than we have in decades.
  • It’s easy to sell in economic expansion, but it can be difficult to sell in economic contraction.

9:44 What are the advantages of rejecting the boom and bust mentality?

  • Consistency. If you are publicly traded, investors like to see consistency on a monthly or quarterly basis.
  • Companies often do not track where the revenue is coming from and they are not focused on training that is consistent and duplicatable.

11:08  How does this help the buyer?

  • Buyers feel pressure from sales people when companies are driven like the wind with the boom and bust mentality.
  • Buyers have a lot more options.
  • Trust is at an all-time low.
  • When sellers are more aggressive at the end of a month or quarter, it leaves the buyer with a bad taste in their mouth. 
  • So consistency can help the buyer with these things.
  • Today's buyer wants to be asked and understood. Not talked at and sold to.

14:16  To be successful with these strategies for getting started and succeeding long-term, what do you feel are the skills a seller should continually be developing? 

  • Sellers have to pay attention to the data. They have to be to some degree a data scientist.
  • They need to understand basic metrics.
  • Pipeline fundamentals.
  • How to create trust in the marketplace.
  • Communicating value to the marketplace in a broad way.
  • Figure out what your solutions are and communicate about them in a broad way.

16:15  What advice do you have for those who are not into the math and numbers as much? 

  • A really good CRM can help you track your numbers or even a simple spreadsheet.
  • The idea is to calculate the number of days it takes to close a piece of business.
  • Sales Velocity –
    • Number of opportunities you have in the pipe
    • Multiplied times the average value of those
    • Multiplied by your closing ratio 
    • Divide all that by the number of days it takes you to close 
    • That number will tell you where you will end up at the end of a quarter or year if everything stays exactly the same as it is right now.

18:44  You have an innovative framework that will help a seller bring all these elements together. Tell us about Sales Radar™ and how it pulls the pieces together.

  • 4 segments that make up this 360 degree radar view
    • Client Attraction
    • Client Engagement
    • Growth
    • Leverage
  • They all feed into each other
  • When salespeople take this more holistic view of the customer lifecycle, they tend to create bigger opportunities, engage more people and create more leverage which then helps to fill the pipeline.

21:43  One of the themes I'm hearing as you describe the Sales Radar™ is that sellers begin to think of current customers in some different ways and work to maximize the connections they already have. Give us one or two examples of how this has been done by successful sellers using your approach.

  • Successful Sellers measure quality and quantity.
  • Smart sellers take their initial contact and incorporate multiple decision makers to expand the scope of the impact within that organization to build out the broadest and most robust solution.

22:02  You talk about not using old-school sales closing techniques. Most sales training teaches the AIDA model of selling (Attention, Interest, Desire, Action) which has been around since 1898. Instead of that outdated approach, what is a simple question you recommend sellers asking at the end of the conversation that will get the prospect to commit to take the next step towards purchasing.

  • Where would you like to go from here? What would be appropriate?
  • What do you suggest we do next?
  • These simple kinds of questions help you gain control because the prospect trusts you.
  • The close is really won in the discovery process.

26:14 What does this look like when entire sales organizations adopt the principles you've described and aim for a perpetual sales boom?

  • Organizations come within 5% (give or take) of their target metrics on a regular basis.
  • At the beginning of that period they can forecast with more accuracy.
  • Companies don’t have to go through furloughs during their slower periods because they understand where to find the business in every single market. 
  • The sales team isn’t stressed because they are receiving a consistent income.
  • Creates a much better and more profitable culture where turnover is reduced.
  • Creates a culture where people feel like they know what they are doing and that they have control over their future.

 28:59 We've covered a lot of ground here today, and I think a recap would be very helpful. How about we do it this way, Colleen? What are 3 things sellers should stop doing and the top 3 things they should do instead to create a non-stop sales boom?

Stop Doing

  • Stop pretending the boom bust cycle is something they can’t control
  • Stop relying on a single person source of information
  • Stop rushing the frontend of the sales cycle 
  • When you try and get into your solution too early, all it does is trigger sales resistance.

To Dos

  • Get really clear with your numbers and measure your success.
  • Engage multiple decision makers including direct or indirect influencers (4 at a minimum)
  • Get rid of this old, outdated notion of asking for the sale.

31:00 Any final thoughts or advice for our listeners?

  • A lot of salespeople depend on their companies to train them. It’s really incumbent on salespeople to take responsibility for their own success. 
  • Companies are now asking in the interview process “how much did you invest in your own sales training last year?”

32:24 Where can our listeners learn more about you and your company and how you can potentially solve some of their challenges with Social Selling?

Killer Resources

  1. The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.
  2. Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.

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