Forget about Love Language. What’s Your Sales Language?

According to a #1 New York Times bestseller, everyone has a “love language.” Does your love crave words of praise or is physical touch the way to show your appreciation? Does spending quality time together or receiving acts of service from you fill up her “love tank?” Similarly, everyone has a “sales language.”

While some really enjoy the rough and tumble exchange of a tough negotiation, others are uncomfortable with overt sales tactics and prefer a sales call that feels more like a friendly conversation than an arm wrestling match.

The point is that not everyone speaks the same language when it comes to love or sales. And just as figuring out your partner’s “love language” is key to making your relationship work, figuring out your prospects’ “sales language” is key to selling.

The 5 Sales Languages

Sounds like a great book title, right? It may seem oversimplified, but in my experience, people prefer one of five basic sales languages. Here are your 5 “types”:

1. The Negotiator

This prospect lives to negotiate. They see every sales call as an opportunity to flex mental muscles and challenge you on price, value, or time spent on a project. “Winning” is the name of the game. If you can convince the Negotiator that they call the shots and are getting a deal,` you have proven your worth and have a new client.

2. The Smooth Operator

Conflict makes the Smooth Operator uncomfortable. Rather than negotiate with you or feel the pressure of having to make a tough decision, this prospect will simply put off making the decision. If you apply too much pressure here, you’ll send this potential client running for the woods (even if there are clowns lurking there).

3. The Critic

The Critic enjoys challenging your claims at every turn. Be ready with answers to all of his objections and you will impress this prospect. Always avoid bluffing your way through a meeting with this kind of client. Expect that he has done his homework and if you haven’t, an honest, “I’ll get back to you on that” would be more well-received than if you truly don’t know.

4. The Hero

These types of prospects want to be able to feel like a hero in the eyes of their bosses, employees, whoever. They love to hear that you are on their side and you are ready to do whatever it takes to make them look good. Good storytelling will go a long way with Heros; so make sure to bring your narrative when you head into a meeting with these folks.

5. The Baby Bird

Finally, Baby Birds want to hear from you even after you sell them. They may call you a lot to ask you questions or to tell you how much they love using your enchanted software system. This prospect may require a bit more patience than you are used to. But if you dig down deep inside and find that storehouse of tolerance, you will be glad you did.

How do you determine a prospect’s sales language?

If you Google “sales language,” you will find article after article with titles like “Powerful Words to Help You Sell” and “Words to Avoid in Sales.” I’m here to tell you that while some of this advice is valid, there are no magic words or magic formulas that will move your prospect from “maybe” to “yes.” Don’t waste your time memorizing a set of words.

What works is taking the time to get to know your prospect. Look for clues in the questions they ask, the way they approach you, and even in the way they describe themselves. Then strategize with your team about how to discuss the sale.

You know me.

Sales IS my love language.

Sales is life. It’s living. It’s breathing.

But whenever I go into a sales call, I know that it’s not about me. Understanding my client’s sales language is the first thing on my agenda. What about you? Call me and let’s discuss how we can start your Sales UpRising.

The Pressure – 2017 Edition

sales goals

It’s the start of a new year! Doesn’t it feel great to turn over a new leaf? Start over with a clean slate? Have your Sales Goals and be working toward them?

The week before New Year’s, your feet barely touch the ground as you float around in your holiday-induced haze resolving to do ALL THE THINGS. Then January 2nd rolls around and you collapse under the pressure of all your lofty goals.

Whether you are managing a sales team, pitching your own clients, or carrying a bag with a quota to meet, sales comes with its own special set of pressures. You don’t have to buckle under those pressures! The more pressure you put on yourself, the higher the expectations, the less likely you are to meet your sales goals, if you don’t manage your plan!

You have the power to give yourself the room you need to keep your sanity and grow your sales in 2017. So, the next time you feel like you want to kick a tire or fall down into a puddle, remind yourself of a few things.

1. You are the house.

In Vegas, when you’re playing blackjack at the Bellagio, the cards are literally stacked against you. This is because the house makes the rules in their favor. If you continue to play, the dealer will eventually win. It’s inevitable.

In your business, you are the house. Stack the deck. It’s all about creating the sales process that will get you to your sales goals. Work your sales process right and you will always come out on top.

If you aren’t there yet, chances are you are focusing too much on the wrong details. Fore example, whoever you perceive to be your top prospects—those “hot” leads. But this would be like the Bellagio focusing on high rollers only.

What works? Casting a wide net and consistently working with people at every level of your sales pipeline. Whenever you talk to anyone (and I mean ANYONE), be on the lookout for buying cues and keep in mind that a “yes” is always just one conversation away.

2. You can change your perspective—literally.

Imagine yourself sitting at your desk with your call list in one hand and a mug of your liquid courage of choice in the other. You hit the phones. But then, you hit brick wall after brick wall—voicemail, unyielding gatekeepers, “I love you, but not now’s.”

What happens next? Do your judge yourself? Give up? Make excuses?

Recently, I was going to meet with a new potential client, who I had met at a networking event and with whom I’d shared a few giggles. When I called to verify our meeting, she was in the hospital. I could have simply given up. Instead I remembered I have choices, I said, “You didn’t need to put yourself in the hospital to avoid meeting with me.” Our relationship went on from there.

The point here is that life happens and you have to let it. So, the next time you feel frustrated, try changing your perspective. Get up. Go out for a walk. Push that reset button. Then come back to the phone with a smile on your face.

3. You do not live or die by your sales goals.

At the end of the day when you hang up that phone for the last time, remember you and your business is more than just one sale. Take a step back and realize that every day is a new day and a new chance to win the business.

Yes, you NEED to make those sales. But this is the best thing ever! You have something to offer and a list of people to invite to join you. You are not solider in Afghanistan looking for IED’s. If you are not perfect at your job, you will not blow up. You will live to make a sale another day.

Finally, don’t forget your wins. Every time you connect with someone, it’s a win. The person who didn’t buy this time is primed for the next conversation. Did it fit into that line on your neat and tidy Excel spreadsheet with you quarterly sales goals? No. But it’s still a win.

I get it! It’s hard to remember these things when your back is up against the wall. So if all else fails, call me. I’ll remind you that the fastest way to reach your sales goals is to relax and let your sales process work. Don’t have a sales process? I’ll help you get your Sales UpRising.

Believe! Your Sales Secret Weapon

Believe! Your Sales Secret Weapon

Believe in the product you are selling! According to every article or book about sales, this is the key to success. While there’s some truth to this, even more important than believing in what you are selling is believing in YOURSELF!

This is what I tell every business owner I work with: No matter how great your product or service, if you don’t believe in yourself, no one else will and your business will go nowhere.

Learning to Believe in Yourself

Have you ever considered how easily children learn to believe in Santa? As a kid, you couldn’t help but believe that jolly, old fellow would deliver you the BB Gun your parents had been denying you.

Unfortunately, while it’s easy to say, “I believe!”  saying it is not helpful, especially when you don’t feel it. So how do you get from point A to point B?

The usual answer borrowed from old school sales advice is “fake it ‘til you make it.” The idea here is if you don’t feel successful now, just do what successful people do and eventually, your internal experience will match your external expression.

Here’s the problem with the “fake it ‘til you make it” sales: you’ll only make it if you are taking real steps forward. Perhaps carrying yourself differently and focusing on changing your body language could give you the confidence to see yourself as the knowledgeable expert you are.

But if your idea of faking it includes lying to yourself, then things will not turn out so rosy. Regardless of how hard you try to bury your beliefs, they are still in your subconscious ready to pounce and create anxiety. And that anxiety will show in your performance.

To really make it at sales, you’ve got to get rid of the beliefs holding you back. So replace “fake it ‘til you make it” with “believe it and make it happen.”

What are you doing to prove you believe in yourself?

Since we are talking about sales success, it’s not enough to convince yourself that you believe. You also have to convince others. How do you show it? What are you doing to prove it?

1. Are you asking for the buy?

When clients come to me asking how to get their sales numbers up, my first question is whether they are asking for the sale. If you have ever been close to buying a product, say at the cosmetics counter at the mall, but then you are suddenly walking away empty handed, it’s most likely because no one asked you to buy the product.

Whether you are selling cosmetics or Cadillacs, asking for the sale is a sign that you are confident, proactive, and professional. Don’t sit back and wait for your customer to ask you if they can buy from you. Go out and ASK!

2. Are you pushing your team forward?

At a very basic level, sales is all about developing relationships. But most business owners focus on external relationships and forget that internal relationships are just as important for moving forward.

One of the best ways to prove that you believe in yourself is to inspire confidence in others. If you aren’t pushing your team forward, it’s a sign that you are afraid of something and that something could be that you don’t believe you can support them as your business grows.

3. Remember where you started!

When you started your business, or took that new Sales Manager position, you believed that it would be successful! Starting out you had the best ideas, the best product, and all the energy in the world to go and conquer. Remember the belief that you brought in the beginning and use it to propel you and your sales team to close those deals!  

Go back to the starting line, feel the rush of adrenaline that said, “I GOT THIS!” Use that to ask for the sale, meet that new client, and add those others to your pipeline.

Once you remember where you started, you are closer to Making it Happen!

There is no time like today to start believing in yourself!  At Sales UpRising, we may not be able to convince Santa that you still believe in him, but we do know how to help you learn to believe in YOURSELF and how to turn that belief into sales!

Contact us now to get on the road to start your Sales UpRising!
 

Not Following Up is Like Not Calling After a First Date

A couple of weeks ago I invited you to network with me at the Virginia Women’s Business Conference and did you ever! I met hundreds of amazing businesswomen and now I’m busy following up.

What about you? Are you following up with all the great contacts you made at that conference, networking event, holiday party?

If not, I get it. Second to asking for the business, following up is everyone’s least favorite part of the sales process. We know it has to be done, but we put it at the bottom of the list anyway.

Here’s the BIG problem with that: If you let prospects go cold, it’s doubly hard to get them back.

Think of it like having an amazing first date—I’m talking about sparks flying everywhere—and then...radio silence for a week. How likely are you to agree to a second date when he finally gets around to texting you again on Friday night?

Following up after that initial sales contact is like communicating after a great first date. It confirms that you are both ready to take the next step and it gets everyone on the same page. So, don’t let the moment pass you by.

Best practices for following up.

Now that we’ve established that you must follow up, let’s discuss how to make it happen:

1. Time management.

As soon as you know you’re going to a networking event, conference, or prospecting opportunity of any kind, schedule time with yourself for following up. You have already pulled up your calendar to block off time for the event, so why not also block off time immediately after for follow up?

This is important because if you are making the most of your event, you will feel tired after spending 24+ hours learning, socializing, traveling, and selling yourself. Or you may be one of those weirdos (meant as a term of endearment) who feels energized and excited to dive into new projects after networking all weekend. Either way, you don’t want great leads to get lost in the shuffle.

2. Stick to the 48-hour rule.

Do follow-up’s no later than 48 hours after your event. If the event is small, reach out within 24 hours. Following up on a larger event can take longer (I took the full 48 hours to follow up with my 200+ new contacts last week).

Do not rationalize your procrastination: “Maybe waiting longer to connect makes me seem busier, more elusive, and thus, more valuable.” No! Now is not the time to play coy.

Remember your #1 goal is to stay top of mind. The onus is on you to make yourself memorable, not for your prospects to track you down. If you wait longer than two days to reconnect, you risk being forgotten. Or worse, you risk leaving the impression that you are difficult to work with.

3. Following up is not one-size-fits-all.

Follow-up does not look the same for everyone. You may be tempted to cut corners when you have a bunch of leads by sending a boilerplate email. Resist this temptation too.

One of the easiest ways to connect, especially with cooler leads, is on LinkedIn. But if you see that a prospect just barely has a LinkedIn page, then an email, phone call, or even a handwritten note (old-school!) is probably a better option.

Finally, as you’re following up, keep track of your progress with each contact. Email tools like Mailchimp and Boomerang can help by automatically reminding you to connect with people.

Following up is only the first step in helping you jumpstart your sales. To really work your leads, you need to start putting systems that work for you. At Sales UpRising, we’re full of ideas that will help you capitalize on your golden sales opportunities.


Contact me today and let’s get going!