Episodes on Sales

Some of the smartest Business owners fall for this one. They know they need to do marketing, but they have no time to do it. So, they hire someone to do it for them. Some even set up activity and reporting processes and keep a close watch on what the person is doing. Then that person doesn’t work out because the business owner doesn’t know how to properly guide them on what to do. What can you do? - Hire a marketer to help you create a plan - Have someone help you analyze what works and doesn’t work. - Get out there and do it yourself for awhile - Don’t hire a bunch of different consultants without a coordinated plan. - Only hire an in-house marketer or sales person when you have a thorough understanding of how it works. - Take ownership for the outcomes of marketing and sales Find out more about Mike and Maria Keiser, The Entrepreneur Circle, and other small business solutions http://mentalcompass.com New Episodes every week. Never miss an episode Subscribe to Duct Tape and Popsicle Sticks video series https://www.youtube.com/playlist?list... Our podcast Grow your Small Business Our Podcast Grow your small business http://mentalcompass.com/grow-your-sm... Stay connected and get access to our other content designed to help Small business owners Facebook https://www.facebook.com/theentrepren... Twitter https://twitter.com/TheEcircle Linkedin https://www.linkedin.com/company/the-... The Entrepreneur Circle is located in Manchester, Connecticut and helps small business owners solve their marketing needs.

Sometimes Marketing isn't the problem, sometimes its what we do when we are with a prospect. Business growth comes from our ability to close a sale. What can you do? - Assume the sale - Speak with confidence - Have a next step (always be closing) Even if you don't sign a contract on the spot, make sure you have a firm next step with your prospect. It becomes harder to create that next step once your prospect has moved on with their day. - Know your pricing, and confidently state your price. Don't worry so much about "it being right". Prospects feel much better when you know the value of your product. If the price you name is wrong, correct it for the next time. Find out more about Mike and Maria Keiser, The Entrepreneur Circle, and other small business solutions http://mentalcompass.com New Episodes every week. Never miss an episode Subscribe to Duct Tape and Popsicle Sticks video series https://www.youtube.com/playlist?list... Our podcast Grow your Small Business Our Podcast Grow your small business http://mentalcompass.com/grow-your-sm... Stay connected and get access to our other content designed to help Small business owners Facebook https://www.facebook.com/theentrepren... Twitter https://twitter.com/TheEcircle Linkedin https://www.linkedin.com/company/the-... The Entrepreneur Circle is located in Manchester, Connecticut and helps small business owners solve their marketing needs.

Today's video will show you how being proud of your price (no matter what you are charging) will in fact make you more profitable. When does price matter? What will the market place pay? How to charge for your services? Why are some people willing to pay a high price for something, when they know they can get it elsewhere cheaper? Are questions we get all the time. What you can do instead... - Be competitive with price but don’t sell yourself short. - Be great at what you do and be great at getting your message out, instead of competing over price. - Don’t be nervous that people won’t want to work with you because of price, even when it’s true. Find out more about Mike and Maria Keiser, The Entrepreneur Circle, and other small business solutions http://mentalcompass.com New Episodes every week. Never miss an episode Subscribe to Duct Tape and Popsicle Sticks video series https://www.youtube.com/playlist?list=PLWWnmpONTiC_xxyJXU4JlfUQZ9MI1X3HD Our podcast Grow your Small Business Our Podcast Grow your small business http://mentalcompass.com/grow-your-small-business-podcast/ Stay connected and get access to our other content designed to help Small business owners Facebook https://www.facebook.com/theentrepreneurcircle/ Twitter https://twitter.com/TheEcircle Linkedin https://www.linkedin.com/company/the-entrepreneur-circle/ The Entrepreneur Circle is located in Manchester, Connecticut and helps small business owners solve their marketing needs.

Create an experience for your customer. Create an environment where your customer feels welcome and wants to come back. Today’s episode is based on a recent experience we had as a customer. - The company was trying to create this image but completely missed the point, and therefore our customer experience was very poor. - People talk about branding. But how about just following through, answering questions, and pretending people don’t know anything about you or your products/store, etc. What can you do instead… - Avoid insider language - Avoid words or phrase that don’t really mean anything - Assume that people have never heard of you - Don’t be annoyed when people don’t know Last week's episode Be the Easy Place to Find Information on the Internet https://youtu.be/7LJ1e3_iKDY Find out more about Mike and Maria Keiser, The Entrepreneur Circle, and other small business solutions http://mentalcompass.com New Episodes every week. Never miss an episode Subscribe to Duct Tape and Popsicle Sticks video series https://www.youtube.com/playlist?list=PLWWnmpONTiC_xxyJXU4JlfUQZ9MI1X3HD Our podcast Grow your Small Business Our Podcast Grow your small business http://mentalcompass.com/grow-your-small-business-podcast/ Stay connected and get access to our other content designed to help Small business owners Facebook https://www.facebook.com/theentrepreneurcircle/ Twitter https://twitter.com/TheEcircle Linkedin https://www.linkedin.com/company/the-entrepreneur-circle/ The Entrepreneur Circle is located in Manchester, Connecticut and helps small business owners solve their marketing needs.

Sales training and sales techniques used to be the way to close a deal. Today, prospects are looking for more when they are deciding to buy a product or service. Gone are the days when you need a sales system; fancy language and manipulation techniques will only make your prospect feel like prey. Instead, be a worthy guide in your marketing and sales activities. - Help them understand how things work. They will believe you more. - Help them understand why certain tactics should be implemented. - Answer all their questions and provide a level of comfort and competence. - Prescribe, don’t sell! - Remove the burden of implementation. - Turn being their guide into a culture. Find out more about Mike and Maria Keiser, The Entrepreneur Circle, and other small business solutions http://mentalcompass.com New Episodes every week. Never miss an episode Subscribe to Duct Tape and Popsicle Sticks video series https://www.youtube.com/playlist?list=PLWWnmpONTiC_xxyJXU4JlfUQZ9MI1X3HD Our podcast Grow your Small Business Our Podcast Grow your small business http://mentalcompass.com/grow-your-small-business-podcast/ Stay connected and get access to our other content designed to help Small business owners Facebook https://www.facebook.com/theentrepreneurcircle/ Twitter https://twitter.com/TheEcircle Linkedin https://www.linkedin.com/company/the-entrepreneur-circle/ The Entrepreneur Circle is located in Manchester, Connecticut and helps small business owners solve their marketing needs.

Imagine if you could be the one in charge on a cold call? Most phone scripts can sound robotic and passive. They seem to be designed to make the caller seem like a subordinate, asking for just a few minutes of your time. Or promising not to sell you anything. That’s poppycock! You are trying to sell them something, so take charge of the call. People want to buy from someone who knows what they are talking about. Someone who they can trust to guide them through the process. Not someone begging for scraps of time. If you want to have more success with your cold calls, try the assertive approach. Act like someone people buy from. Find out more about Mike and Maria Keiser, The Entrepreneur Circle, and other small business solutions http://mentalcompass.com New Episodes every week. Never miss an episode Subscribe to Duct Tape and Popsicle Sticks video series https://www.youtube.com/playlist?list=PLWWnmpONTiC_xxyJXU4JlfUQZ9MI1X3HD Our podcast Grow your Small Business Our Podcast Grow your small business http://mentalcompass.com/grow-your-small-business-podcast/ Stay connected and get access to our other content designed to help Small business owners Facebook https://www.facebook.com/theentrepreneurcircle/ Twitter https://twitter.com/TheEcircle Linkedin https://www.linkedin.com/company/the-entrepreneur-circle/ The Entrepreneur Circle is located in Manchester, Connecticut and helps small business owners solve their marketing needs.

Ok...In keeping with the integrity of the show, we admit, this one is a little longer than most. Sometimes it has to be done. We recently learned 2 difficult sales lessons (same lesson but 2 different people) Quit trying to convince people of anything, especially when it comes to sales. You end up having circular conversations that lead to frustration on both ends. Why does this happen? - We (People) have a need to be right, even at the sacrifice of results - When we are in a convincing mode we feel defensive and stubborn - Maybe they just don’t believe you What can you do instead? - Provide people with great information and let them self select - Choosing not work with people that need constant convincing - Don’t take it personally For more answers to your marketing questions visit The Entrepreneur Circle and Mike and Maria Keiser visit www.mentalcompass.com To subscribe to this video series https://www.youtube.com/playlist?list=PLWWnmpONTiC_xxyJXU4JlfUQZ9MI1X3HD The Entrepreneur Circle is located in Connecticut and helps small business owners solve their marketing needs.

"How do I get my employees engaged in the selling process?" is a frequent question asked by business owners working with The Entrepreneur Circle. Today's episode talks about this issue and what can be done about it. Consider this: Was your employee hired to sell? Or did they get hired to perform another role? However, everyone in the company should be part of business development. - Educate the team on how to be great at customer service. - Teach them how to talk about the business - Teach them how to recommend and share - Teach them how to spot opportunity - Teach them how to talk about it - Teach them how to gather info and pass it on to sales Find out more about The Entrepreneur Circle, and other small business solutions http://mentalcompass.com

I'm so busy this year, that I don't have "time" to market, so next year is going to be slow It’s hard for me to market and sell when I am busy. Being consistent with Marketing and sales is often brought up in coaching sessions and roundtable meetings by clients working with The Entrepreneur Circle. This vicious cycle leads to feast or famine, the business owner feels like they are a hamster on a wheel, never quite getting that balance of marketing, selling and doing the work. Solo practitioners – consultants, lawyers, financial advisors, marketers, etc... are the business owners that most often fall into this trap of endless stress and worry. Find out more about The Entrepreneur Circle, and other small business solutions http://mentalcompass.com

How do I get more referrals? is a frequent question asked in coaching sessions and roundtable meetings by clients of The Entrepreneur Circle. Oftentimes we will hear that my networking group is a waste of time and doesn’t give me anything. Or, I am always introducing people, and nobody ever introduces anyone to me. What do you say when someone asks, "Who is your ideal client?" Are you clear about who you want to be introduced to? Are people clear about the problems you solve? In this episode, we talk about some simple mistakes business owners make when asking for referrals and introductions. We also discuss more effective ways to ask for referrals and introductions. Find out more about The Entrepreneur Circle, and other small business solutions http://mentalcompass.com

Breaking through the noise is hard. Not sounding like everyone else is hard. But before people buy from you, they need to know about you and feel confidence in you. First, get their attention. There are 4 primary ways to get people’s attention: buy it , ask for it , approach directly , earn it. Which one(s) are right for you?

Take our complimentary business assessment http://mentalcompass.com/business-blueprint-assessment/ We always want the idealistic outcomes for our clients. But what our clients want is something much more practical and useful. They want us to show them practical solutions they can implement. . To make a real difference in your clients’ lives, don’t sell them on the big idea, the grandiose outcome. Instead, find out what their real problems are, build a strategy around solving it and help them solve it. It’s that simple. More questions give us a call 866-627-6753

I was talking to a friend and good friend of the show recently about the importance of knowing how to sell, and being willing to sell. There’s no amount of marketing that will work for you if you’re not willing to get out there and sell. We have an old friend who likes to say, “you know the best way to grow your business? Get out there and sell some sh*t”.