Sales Like Football Players Need to Convert: Three Tips to Convert More Sales

Mj Callaway

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Sales Like Football Players Need to Convert: Three Tips to Convert More Sales

On the way to a Super Bowl party a few months ago, I couldn’t stop thinking about the Steelers loss in the AFC Divisional playoff game and the similarity between sales and football.

First, I love my hometown team and all the team continues to accomplish.  After all, we have six Super Bowl Championship titles.  Having the coach’s wife as one of my clients makes me a fierce fan.

Moving on.

In the playoff game, twice, the Steelers couldn’t convert the fourth-and-1.   They lost the ball.  It happens in sales, too.  You take your buyer on the sales journey, you’ve made progress the entire way and you’re almost home.  You know you can close the sale.   You’re one question away.  Like the Steelers being 1 yard away.  Then, it happens.  You couldn’t convert.  The sale goes to your competitor like the AFC Divisional playoff win went to the Jaguars.

According to The TAS Group study, 67% of sales professional don’t meet their sales quotas.

What?!

That’s a lot of sales not being converted.

Often, sales professional say, “Mj, I need more help closing sales.”

No, you don’t.

You need to re-think your sales conversations.  Closing starts long before the “ask.”  Here are three key strategies to converting the sale.

  1. Set up your conversation so you are more of a partner with your buyer.
  2. Ask the right targeted questions to discover the emotions driving your buyer.
  3. Before you ask for the sale, know your position. Uncover and knock out those objections along the way so you have a clear path to a win for both you and your buyer.

Would you like to convert more sales, download Inside the Mind of a Reluctant Buyer at www.MjCallaway.com.

As an expert in building relationships which produce results to increase revenue, Mj Callaway gives building and construction company owners and sales managers the tools they need to earn their buyers trust and to build high-producing sales teams.  After two decades in sales and sales training, Mj equips your sales team with the techniques she created to sign more than $14 Million Dollars a year in contracts in a male-dominated field and sold $40 million dollars+ on behalf of companies to the Millennial Generation.

To build your Powerhouse Selling Team, Mj is one call away from speaking at your next conference, meeting, or customizing a sales training workshop. Contact Mj today at 724.396.4162 or info@MjCallaway.com. To learn more about Mj, visit her at www.MjCallaway.com.

©Mj Callaway

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Three Ways to Coach Your Sales Team to Be More Productive

Mj Callaway

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724.396.4162 | info@MjCallaway.com

Photo credit by rawpixel.com on Unsplash

Three Ways to Coach Your Sales Team to Be More Productive

Sitting at a café waiting for a colleague, I heard a sales manager yelling at one of his team members.  Because his deep voice was getting louder as the conversation continued, it was hard to miss.  Between his abrupt tone and his red face, I couldn’t ignore it.

“Set up more calls.  Get more appointments.”

Sadly, this old-school browbeating sales teams continues to rear its ugly head.  Does it really motivate sales professionals to do more for you?  No.  Before you know it, you’ll be placing a “help wanted” ad.

Here are three practical tips to positively coach your sales team.

  1. Think volleyball game.  Managers seem to jump in with demands from “make more calls” to “hit your quotas.”  The results?  Salespeople tune out the sales manager.  Same message.  Different day.  When the dialogue looks more like a volleyball game instead of a batting cages where you’re throwing demands like a fast pitch, your salespeople will respond more positively to you. Turn the demands into questions that prompt your sales team to think and respond.
  2. Eliminate “why?” During my days in Corporate America as a top sales producer, the district sales manager always asked “why” questions, such as “Why didn’t this customer close?”  Why questions always put others, especially your sales professionals, on the defensive.   Delete “why” questions.  Use “how, what or where” questions to create better communicate and results with your team.
  3. Provide tools. Give your team the tools they need to improve their game.  If you’re stating, “take more appointments” or “make more calls” without helping your team figure out where they are losing sales, you’re beating up your sales team.  Give them a system to follow for their conversations, provide training for them so they stop spinning their wheels, and offer them solutions to increase their close ratio.  If you can’t decipher where they are losing sales, hire someone who can.

Sales teams are the foundation of your company.  Acknowledge their contribution.  It’s up to you to give them the tools they need to improve their game and your company’s revenue.

As an expert in building relationships which produce results to increase revenue, Mj Callaway gives building and construction company owners and sales managers the tools they need to earn their buyers trust while building high-producing sales teams.  After two decades in sales and sales training, Mj equips your sales team with the techniques she created to sign more than $14 Million Dollars a year in contracts in a male-dominated field and sold $40 million dollars+ on behalf of companies to the Millennial Generation.  

 To build your Powerhouse Selling Team, Mj is one call away from speaking at your next conference, meeting, or customizing a sales training workshop. Contact Mj today at 724.396.4162 or info@MjCallaway.com. To learn more about Mj, visit her at www.MjCallaway.com. 

 ©Mj Callaway

 

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3 Powerful Reasons You Need Millennials on Your Sales Team

Mj Callaway

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724.396.4162 | info@MjCallaway.com

3 Powerful Reasons You Need Millennials on Your Sales Team

 

“Those darn Millennials!”  Whether you’re a Millennial or not, how many times have you hear this statement?  What’s ironic.  Whatever your generational zone, Baby Boomers, or Gen X, the same has been said about your generation, too.

Discover 3 reasons Millennials makes great sales people.

  1. Tech savvy. Having cut their teeth on technology Millennials adapt easily to new technology.  Because they adapt easily to technology, they’ll adapt easily to new systems and software programs introduced by your company.  Millennials use technology to their advantage, challenging status quo to find a quicker, more productive way.  Millennial Michelle Phan (YouTube Personality), Nick D’Alorsio (Summly) and David Karp (Tumblr) did just that.  With the aid of technology, they turned their startups into multi-million-dollar companies.
  2. Information seekers. Millennials have had the world at their fingertips from a young age.  They seek answers.  They ask for advice.  They request recommendations. Millennials follow brands more than any other generation, which helps them understand the buying process.  Using their curiosity for information, Millennials will ask the questions to find the answers they need to move buyers forward.
  3. Connect socially. Millennials are well connected and have a strong desire to stay connected.  They’re aware of social media opportunities, how to find resources, and how to use these openings to their advantage.  Being connected enables Millennials to prospect more efficiently, network with other professionals, and create opportunities for themselves.  Consider Ignatious Carmouche who appeared on The Voice blind auditions because he won a Snapchat contest.

Each generation offers a uniqueness when it comes to sales.  Are you making the most of your generational differences to increase your company’s bottom line?

To get your copy of Mj Callaway’s infographic: Stop Losing the Millennial Buyer: 5 Sales Blunders, email info@MjCallaway.com and put Millennials in the subject line.

When you want to build client relationships, generate results and boost revenue, call Mj Callaway.  Mj Callaway works with building and construction organizations to produce high-performing using her Powerhouse Selling Program.  Before showing others her 4-step toolkit, Mj trained new team members for a national builder while reaching sales of $14 Million Dollars a year. She became an award-winning woman sales executive to rank number one nationally and established a unique relationship with America’s largest generation when many of her clients were Millennials.  Mj shows building trade organizations, commercial contractors, and trade association how to increase sales by 20 percent or more, while getting positive social media customer reviews.  When your organization wants a dynamic speaker and action-focused trainer who can Power Up Your Sales, call Mj Callaway at 724.396.4162 or email info@MjCallaway.com today.

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How to Double Your Company’s Sales

Mj Callaway

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724.396.4162 | info@MjCallaway.com

How to Double Your Company’s Sales

 

By Mj Callaway, CSP

You might question why some sales people can double their sales numbers and others miss their quotas month after month.  If you’re a sales manager or business owner, you probably struggle trying to figure it out.  You’re not alone.

Unfortunately, about 60 percent of sales people never hit their quota.  Multiply 60 percent of failed deals by the number of sales people on your team and your company’s lost revenue probably hits the million(s) mark.

No doubt there’s many reasons from missing key buyer clues to selling too fast.  That’s a conversation for another post.

Want to double your sales?

Hire people who faced adversity.  

Tough times strengthens the person’s ability and broadens his perspective.

Here are three reasons:

  1. Someone who overcame a tough time will not be afraid of a simple “no” answer. He will not be afraid of rejection.  A “no” will not be the worst situation he faced.
  2. When someone hit a hardship, he had to ask for help. Asking for help can be a humbling experience.  To ask for the sale ranks a low risk question for someone who has had to ask for help during rough patches.
  3. A person who dealt with adversity can see beyond a buyer’s obstacles, objections. He had to look at the problem from different angles, ask himself or others targeted questions, and he listened. He listened to get to the best solution that works for the situation he faced.  This person knows how to listen.  He knows what transformation is all about.  This person can look at a buyer’s problem, ask targeted, listen, and transform his buyer’s world.

Why are these three reasons crucial?  Because:

  • Almost half of sales people fear rejection.
  • Some will never ask for the sale.
  • Others stay stuck in their sales rut—the way they always did it.

The next time you’re ready to hire a member for your sales team, ask “What’s a challenge you faced?  How did you overcome it?”

The right answer can increase, or better yet, double your sales revenue.

As an expert in buyer-engagement selling, Mj Callaway gives building supply owners and sales managers the tools they need in their toolbox to earn their buyers trust and to build high-producing sales teams.  After two decades in sales and sales training, Mj equips your sales team with the techniques she created to sign more than $14 Million Dollars a year in contracts in a male-dominated field and sold $40 million dollars+ on behalf of companies to the Millennial Generation.    

To build your Powerhouse Selling Team, Mj is one call away from speaking at your next conference, meeting, or customizing a sales training workshop. Contact Mj today at 724.396.4162 or info@MjCallaway.com.  To learn more about Mj, visit her at www.MjCallaway.com.

Get your FREE copy of Inside the Mind of Your Reluctant Buyer at www.MjCallaway.com.

©Mj Callaway

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Three Ways Objections Will Lose Your Sale -Meet Objections Candidly to Save Your Sales

Mj Callaway

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724.396.4162 | info@MjCallaway.com

Three Ways Objections Will Lose Your Sale – Meet Objections Candidly to Save Your Sales

Digital visualization of a burning dollars

Digital visualization of a burning dollars

by Mj Callaway, CSP

Objections can be considered the smoldering cigarette tossed into a forest ready to burst into flames without warning.  In a recent training session, one of my workshop attendees asked “How can I overcome the objection of someone being loyal to a current provider.”

Most salespeople and business owners ignore objections.  Clients say they hope by ignoring them they won’t be mentioned. I remember the first time I was hit with an objection.  I was selling donuts in high school. I didn’t know it was considered an objection then.

Objections hit an emotional trigger for salespeople, which causes them to take the objection as a rejection. It becomes personal.  As an adult, you take it personally, imagine as a teenager. When you take it personally, you step into your perspective and away from your buyer’s viewpoint.

Then, one of three actions happen: oversell, defend, or freeze.

  1. Oversell: Try way too hard to sell.  Tell the buyer they’re getting more than he needs when he hasn’t asked for it or require it.
  2. Defend: Get defensive about your product/service.  Over-promised or over-exaggerated why you or your company is the best thing since the Apple iPhone.
  3. Freeze: Stuck in place and unsure what to say.  Sometimes salespeople will sputter a few words to overcome it or brush it aside. Or you might not say anything and let the sales conversation and buyer fade away.

Rather than leaving objections linger in silence over your conversation, take the initiative.  Be the one to open the conversation to a common objection you hear.

Here’s a simple solution to rock more sales.

* Simply acknowledge reoccurring or common objections first.  Then, ask “How is that a concern of yours?”

* Be careful to ask it with a “how” rather than “Is this a concern of yours?”  Read more about targeted questions, which give bigger results. http://bit.ly/2eckxyF

You’re candidly talking about those objections.  You’ll stay in your buyer’s viewpoint.  By asking an open-ended, targeted question, you hear your buyer’s concerns about that specific objection and you’ve opened the conversation to rock more sales!

Need help telling less and selling more, contact Mj Callaway so you can Rock More Sales. Mj Callaway works with private companies, family businesses and sales teams who want to increase their sales by 50 percent.   Her vision is to be the catalyst to give business owners and salespeople the tools they need to never be broke and to always provide them with the means to make a good living.  Get your FREE copy of Inside the Mind of Your Reluctant Buyer at www.MjCallaway.com.

Mj’s clients include many industries from building and construction to manufacturing to travel management.  As an author of three best-selling books, Mj is one call away from speaking at your next conference, meeting, or customizing a sales training workshop for your sales teams and non-sales staff. Contact Mj today at 724.396.4162 or info@MjCallaway.com.

To learn more about Mj, visit her at www.MjCallaway.com.

©Mj Callaway

 

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Less Means More: The One Sales Lesson that Will Drive More Sales

Retail Store Going Out Of Business

by Mj Callaway

This week a few colleagues and I attended an event to minimize the stuff in your life, specifically your wardrobe.  The Tiny Wardrobe Tour event held at Uptown Sweats by Kiya Tomlin, another colleague’s design studio, was a perfect background for Courtney Carver’s Project 333.

Courtney shared her story of how health, debt, and stuff played into her choice to keep only 33 items (clothes, jewelry, shoes, and handbag) in her closet for three months.  The audience sat amazed, listening to Courtney’s story.  We could picture the roller coaster of emotions as she shared her journey of “buying clothes she couldn’t afford and worrying about debt she couldn’t pay”.

Throughout the stories Courtney shared, what grabbed my attention was “less”.  Less clothing to clutter your life.  Less stuff to buy.  Less time to shop.  Less debt to pay down.

Less gives you more.

As a sales trainer and author, the word “less” seemed magnified for me.  Less items fit Courtney’s new microbusiness and “less” talking fits is a huge ingredient in my sales training programs.  Less is more.

Less telling + less talking = more sales

How do you know if you need to talk less in your sales conversations? Tell less?

Here are three ways to identify if you’re talking too much.

  1. Are you giving more information about how your product or service works, than your buyer asked? In this information dump, are you coming up for a breath of air?
  2. Have you mentioned you, your company, and information about your company, your company’s awards, when the company started, how long it’s been in business, and/or your products or service in the first ten minutes? Have you said some variation of “here’s what we can do?”
  3. Is your buyer offering minimal responses? If you were to count your words in one column and your buyer’s words in another, would your word column be bigger?

Answering “yes” to any of these questions, you have “more” talk and telling.  As a result, you’ll have less sales.

Instead, follow these three simple steps:

  1. Talk less.
  2. Tell less.
  3. Ask more questions to create more dialogue with your buyers.

When you talk less, your buyer will have the opportunity to talk more.  When your buyer talks more, he reveals more information, which enables you to connect your product/service to his needs. When you can do this, you will close more sales.  Less talking gets better results.

Need help telling less and selling more? Contact Mj Callaway so you can Rock More Sales! Mj Callaway works with private companies, family businesses and sales teams who want to increase their sales by 50 percent.   Her vision is to be the catalyst to give business owners and salespeople the tools they need to never be broke and to always provide them with the means to make a good living.

Get your FREE copy of Inside the Mind of Your Reluctant Buyer at www.MjCallaway.com.

Mj’s clients include many industries from building and construction to manufacturing to travel management.  As an author of three best-selling books, Mj is one call away from speaking at your next conference, meeting, or customizing a sales training workshop for your sales teams and non-sales staff. Contact Mj today at 724.396.4162 or info@MjCallaway.com. To learn more about Mj, visit her at www.MjCallaway.com.

©Mj Callaway