Three Word Podcast

Episode 104, Turn a No into a Yes!

Lisa Thal is an Author, Speaker, and Business Coach.  Simplify Your Sales meetings. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 34 years of marketing, sales, and leadership experience.

 

Episode 104, Learn the technique to turning a No into a Yes!

 

Well, It's human behavior for us to avoid any negative experiences. I think you will agree that no one wants to be a Negative Nelli or face negative experiences if they can avoid them. If you're in sales, you experience the word "No." You can call them objections or rejections, but let's call it what it is, a prospect is avoiding us and perhaps not interested in your product or service.

 

So the question is, how can you tell they want to say no?

 

In sales, you want to get the "no" as soon as possible so you can move on. Otherwise, your prospect will steal time from you and drag you along for weeks or months without giving a definitive answer. 

 

I call this "Noping," and it usually sounds like:

• "Hey, can you call me back?"
• "Send me an email, and I'll get back to you."
• "Hey, follow up with me next week."
• "Sorry I had to cancel; I'll get back to you with a better time."

 

When I hear "Nope" phrases, I know I'm in trouble. So we keep calling even though they're probably not interested. This situation typically happens when you're setting the next steps after your presentation. Instead of saying "We're not interested right now," which would be ideal, you'll hear, "We'll think about it and get back to you," "Let's follow up in two weeks," or the dreaded "Let me think about what we discussed today. 

 

It may be time to consider implementing the Negative Reserve Selling.

 

 

David H. Sandler created negative reverse selling in 1967 as part of the Sandler Selling System. The system aims to convince the prospect that they are pursuing the deal and need the product rather than 'selling' them. Brilliant, right?

 

 

It is a reverse psychology technique meaning that it takes the opposite approach to what you would expect.

 

As a salesperson, you will be asking questions and making statements that would seem to discourage your customer from buying your products while, in reality doing the opposite.

 

So, how is the negative reverse selling actually happen? There are two main parts of the process:

 

• It starts with a Softening Statement- "Feeling" these phrases and sentences will help you become much better at negative reverse selling than you would have if you only focused on techniques.

 

• The softening Statement clarifies the customer's concern and ensures that they are heard and understood. The softening Statement is to disarm your potential customer while also making sure that the negative Statement doesn't anger or provoke them. Some examples of the softening Statement include "I understand what you mean," "You're absolutely right," and "That is a valid concern," " Tell me More."

 

• Next is the Negative Statement
• The negative Statement is the opposite of the Statement you would usually make or the opposite of the position you want to take. The negative Statement leans into the concern of your potential client and makes them start defending the product instead of objecting to it.

The negative reverse selling technique is about making your customer sell your products to themselves. Most of the time, people tend to argue, so you just need to take the correct position to guide their argument in the direction you need. Negative reverse selling helps you be in control of the conversation, and that's what we want!

 

Reverse Selling is a strategy of responding to your prospect's question with another question. A seller will do this three times to understand the prospect's motivations or needs better. For example, if the client asks, 'Could you lower your price?' you would respond with, 'What price did you have in mind?'

 

See, you want to discover the real objection or your prospect's lack of interest and get them to admit the answer is "No" without getting too negative—your finding what is keeping you from working together. Essentially, you're getting the prospect or client to realize they're wasting your time if they do not have the resources or genuine interest in you helping them.

 

Here's an example:

 

Prospect: "I need more time to think about it."

Salesperson: "Typically, when I hear someone say," I need more time to think about it," it means I have fallen short in sharing the value of my program for you, and I apologize. 

 

Is it fair for me to assume that's the case?"

 

That's it. The key phrase and framework will save you countless hours. "Is it fair for me to assume that's the case?" gently pushes prospects into giving you a more honest answer about their interest in your product.

 

A Negative Reverse is a question preceded by a softening statement such as "Hmm" or "I see," or "Good point." The question is in the negative or expressed in a manner opposite to the position you want to establish or the direction you want to steer the conversation.

 

So I am encouraging you always to be positive, but know in certain situations you may need to be a Negative -Nellie.

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

Episode 103, When failing is not an option! The How to program to success!

Lisa Thal is an Author, Speaker, and Business Coach.  Simplify Your Sales meetings. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 34 years of marketing, sales, and leadership experience.

 

Episode 103, Learn the "How" to program yourself for success!

 

Did you ever wonder why some people are more successful than others? Sales leaders who always find a way to reach and exceed their revenue goals. An entrepreneur who started from nothing and is now a Billionaire. How about an athlete that performs at a higher level than others. The person on the path for better health and wellness.

 

What is the one word that stops most people from succeeding? How!

 

Think about your health and wellness on how to lose weight, for example. There are thousands of programs to help you lose weight or improve your overall health. The WW -Weight Watchers, Noom, Nutrisystem, Jenny Craig, or you follow the Mediterranean diet, Plant-based or low carb program. The statistics are that 1 in 3 Americans are overweight. How can that be with all " How to" programs available to us.

 

Let's take a look at our business. Technology has transformed how we do business. The internet has all the answers to your questions; ask google! Today, we can find others who have already created the roadmap to success.

 

In sales, the How to is available to all of us.

How to prospect and find the perfect client.

How to start a conversation and set the first meeting.

How to write the perfect proposal and get your client to say yes.

How to build trust and have a client for life.

 

I was programmed by other leaders during my career the following phrase" "Knowledge is Power." I do agree that Knowledge is Power - the How. The truth is, " Knowledge is potential power. Power is the action and execution!

 

If you want to succeed, you have to avoid the Tyranny of How! 

 

If you want to succeed, you start with What you want and WHY you want it! Then you will find the HOW to achieve! The sequence of these three words will determine your success. What, Why, and then How!

 

When you have strong enough reasons for something, you will figure out how to get it.  

 

For example, I wrote the Three Word Meeting Book. I wasn't an author or knew the first thing about writing a book. How would I find the time to write a book when I was working full time? I got clear on what I wanted: to publish a book to help other leaders Simplify Their Sales meetings using Three Word Topics. Also, my Why was to help impact others who lead teams by providing a simple formula to engage and inspire their teams. Next was the How to write a book. Ask Google, and it gives you thousands of options. I had to select the best path for me.

 

Another example is the Three-Word Podcast! Writing the book is one thing, recording, editing, and producing a podcast, a skill I had not yet mastered. So I started with what I wanted. I wanted to share a weekly inspirational and bite-size educational podcast to help other thought leaders. Why did I want to do a podcast? I wanted to impact others by contributing something that could help them grow or think differently about how they lead. So now, the How. I asked someone that already knew the roadmap to create a podcast. What equipment I need, best practices of creating content, recording, editing, and getting the content accessible. Yes, I was out of my comfort zone. I didn't let the fear of understanding audio equipment and mixing boards stop me—my What and Why's pushed me to keep moving forward and learning better ways of doing it, the How!

 

So what do you want? Why do you want it, and How will you achieve it?

 

Believe me, If you have strong enough reasons why you will find how to do it!

 

My recommendation is to ask yourself the following questions:

1. What do you want to create, improve or achieve? What is your intention and vision for yourself? It would be best if you were very specific. If you want better health or lose weight, say I must lose 10lbs versus the phrase I need to lose weight. If you're going to make more money, state the exact number. I need to make $300,000 a year. See, when you get clear on the goal you want to achieve, your brain gets excited and will search for the answer, the How!
2. Why is it vital for you to achieve it! Your heart, not your head. You are your possibilities, not your circumstances. Using the example of better health, so I have the freedom to do the things I love in life! I have the energy to travel, play with my kids, and connect and share my life with others. If you need to make the $300,000, Why? So you have the financial freedom to live life on your terms? Is it to put your kids in private schools? Buy the car of your dreams? Build the house of your dreams? To make an impact helping others like a pet shelter or help the homeless. It's WHY is it a must, not a should. I must do this, not should or could. How would you celebrate helping others, and what feeling would you experience. The Why is the emotional reason you experience!
3. What needs to change? What needs to shift or change now for you to get what you want? What old pattern needs to become a new pathway for you? This is the How! Fear stops many of us; Fear makes us shrink and play small. Change that four-letter word - Fear to Here! I am here to learn and grow from each experience. See things as they are, but not worse than it is. See, the stories we tell ourselves are that we are afraid of failing; we are not enough, I don't have the skills to do it.  

 

What gets in your way of you succeeding is You!  

Shift your mind to empowering beliefs!

Start with What do you need to believe? Then tell yourself you will find it. It is a must to do and then put into action what needs to happen next to you achieving it, the How!

 

Whether its a meaningful relationship, better health, success at work, or financial freedom:  

 

See it: Feel it and Experience it!

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next 

three-word podcast.

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

 

 

 

Episode 102 - Would you pay $100,000 for a pool?

Lisa Thal is an Author, Speaker, and Business Coach.  Simplify Your Sales meetings. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 34 years of marketing, sales, and leadership experience.

 

Episode 102, This episode is about focusing on the Right accounts!

 

Would you pay $100,000 for a pool?

 

I want to share a story about an experience I had when considering replacing my current Pool. It started with the idea of redesigning our deck around our existing Pool. As most of you are aware, with Covid, the cost of lumber has skyrocketed. So we got multiple bids and designs. After reviewing what it would cost, we decided we would wait until the prices come down. During that time, I heard an advertisement about getting a new pool installed this Summer! Of course, being in media sales, the commercial got my attention. The power of Radio advertising! So I went to the website, reviewed the products and options, and started to envision a new pool with ample space for the family to gather. Perhaps, this was the solution around getting a new deck. I began to justify in mind that maybe now is the time to replace the Pool.

 

So I decided to call the company that guarantees to install your Pool this Summer to learn more. The owner, Frank, answers the phone. I asked him for more information about his Gunite Pools and that I wanted to set up a time for him to come out and give me his thoughts. Instead of him scheduling an appointment with me, he did something different; he went on to ask a series of questions. Tell me more about your current situation. Do you have an existing pool? Yes. The size of the Pool, above or in-ground? Decking around the Pool, yes. What do you envision? He then went into more details and benefits to his product.

 

Frank then went into what I could expect from an investment. He said taking your decking would be about 5,000 and installing a new Gunite Pool about $85,000-$100,000! This price would vary depending on lights, the fountain, and the ability to put your chairs in the water. ( of course, I am thinking for 100k that doesn't include that, laughing) He said it with confidence!

 

Now in my mind, I was thinking 35-40k. I told Frank, I appreciate what you have shared and how you pre-qualified me as a customer. I appreciated how he respected my time and his. Frank created a conversation to learn more about my needs to see if I was the right fit for him and his products.

 

So how can we apply what Frank did with me for your business?

 

We need to use a series of filters to help us identify our best opportunities. This process would be great for you to walk through or discuss in your next sales meeting. Are you talking to the decision-maker or a key influencer that can say yes, are they a fit for your product and service, and more importantly, do they have the ability to spend and invest enough money to get the desired results.

 

Some of the best sellers I have work with understanding the importance of focusing on the Right Accounts. What I mean by this is that they don't waste their valuable time chasing accounts with minimal potential.

 

When we look at the Right Accounts, it starts with reviewing your current accounts. These are the 20% of your accounts that likely make up 80% of your income. What do they have in common? What is the average client spend with you? I bet you know the decision-maker, and they have the resources to invest in your products and solutions.

 

Most listening work under some account management system. These systems help you focus and track your best opportunities. So you have to be honest with yourself. Which accounts need to be taken off your list to make room for the ones worth your time? You know the small accounts that steal most of your time and that you realize they may not have the money to invest in your program long term. Let's remove them. Your better off focusing your time on the accounts with a bigger payoff for you.

 

Now that you identified the correct accounts, time to get in front of the person who can say yes to your program. In my example, Frank knew he was talking to the decision-maker. He created a conversation to pre-qualify me to see if I was a viable customer for him. He did a great job creating a conversation by asking questions about my needs. What size pool was I considering? Tell me more about your current decking? He asked me about my vision and needs. And yes, based on my answers, he shared with me the benefits of his product and the investment it would take. He was upfront and considerate of my time and his.  

 

My advice, find a way to get in front of the decision-maker or at least a key -influencer that can help answer the questions you need to pre-qualify them to see if they are a fit for you and your company.

 

Have a list of pre-qualifying questions, like Frank used to help you decide whether that account is a fit for you. Create a conversation with your prospects and have confidence when asking those questions.

 

We need to guide the conversation. We have to provide customers with a unique, strategic perspective, a vision for improving their business, and a return on investment. Provide more value than what their current vendor is providing them! 

 

This way, you can spend more time relaxing around a pool, sipping on your favorite drink!

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next 

three-word podcast.

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

If I can help you with your Sales, Marketing, or Sales meetings, call me at 513-478-1757 or Lisathal12@gmail.com.

 

 

Episode 101 - Working Mother's Three Words of advice!

Lisa Thal is an Author, Speaker, and Business Coach.  Simplify Your Sales meetings. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 34 years of marketing, sales, and leadership experience. Loves Golf and Dog Mom!

 

Episode 101 - Working Mother's Three Words of advice!

 

The three words that come to mind when I think about working Mothers are "Doing It All." I have witnessed how the moms I work with show up every day ( even when they are tired) and give it their all. They build deep, trusting relationships with their customers while balancing the needs of their children and family. They "Do It All!"

 

I thought it would be fun to hear from these Get It Done Leaders. I share a conversation on their favorite three words and the three words they would offer their kids. Plus, in the end, you hear Mom Thal's three favorite words and the three words of advice for her children!

 

Special thank you to my guests who work for Hubbard Media / 2060 Digital. Debbie Perkins, Julie Drummey, Emily Martin, Lynda Heidorn, Katie Richardson, and Mom Thal for taking the time to share her thoughts and wisdom on the Three Word Podcast!

 

I would love to hear your favorite three words and the three words you would offer your children. Comment or send to me in a private message.

 

To all those hardworking, Do it all, Mom's, Happy Mothers' Day! Life is better because of you!

 

Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .

 

Lisa Thal is an Author, Speaker, Marketing, Sales, and Business Coach. Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word topics to get your sales team motivated and inspired. She has over 34 years of marketing, sales, and leadership experience. Loves Golf and Dog Mom!

 

If I can help you with your Sales, Marketing, or Sales meetings, call me at 513-478-1757 or Lisathal12@gmail.com.

Episode 100: Hope is not a Strategy!

Lisa Thal is an Author, Speaker, and Business Coach.  Simplify Your Sales meetings. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 34 years of marketing, sales, and leadership experience.

 

In Episode 100, we shift one word to help us take action.  Stop Hoping, Trying, and starting Doing!

 

I want to talk about the three words  I am sure you have personally used throughout your career or starting to hear from those you coach.  Those three words are, " I am Hoping" followed by, " I am trying." I was in a one and one coaching session last week, and we were reviewing his pending business.  My goal in our coaching sessions with my team is to focus on a few accounts to brainstorm or collaborate on converting them to customers. Or discover what may be keeping them from saying yes to the solution-oriented program we presented.

I asked him about a particular account he had presented marketing solutions to and asked him about his confidence in converting them.  He replied, "I am hoping that they say yes in a day or two." I replied that Hope is not a strategy!  He laughed and then went on to say; I am trying to get them to say yes.  I paused for a moment, then told how we need to shift from Hoping and Trying to Doing!   I mean by this, what action do we need to take to convert or close the account? 

 

Most of us want to control our destiny.  Here is an interesting fact. 
80% of sales require five follow-up calls after the meeting. 44% of sales reps give up after one follow-up. It takes the proper persistence to stay connected with the client after your first meeting. Our goal is to provide a solution to our customer's problems and needs.  But, think about this, only 13% of customers believe we even understand their needs.  Remember, It's all about them, not us. (Research by the Brevetgroup)

 

Again, we have to start doing this first to stand out from your competitors and shorten the gap of the five-call follow-up to close the sale?  

 

Tell a better story! Tell a better story about solving their issue at your first meeting. Storytelling is one of the most powerful techniques you have to communicate and motivate. Using stories to support your recommended program will further connect with a prospect and significantly increase your ability to close deals. Give examples of how has your product or service helped other companies?  Share a case study of success from a current client. If you are presenting to an analytical decision-maker, share more data to support your recommendations.  Implementing your recommendations with ABC Company converted 100 form fills on their website in ten days and resulted in twenty new clients!  Follow up with this statement, "Is this the type of growth you would like to experience?" Or you could say, "this has been a great conversation, and it sounds like a perfect fit. Let's get started."

 

I believe that the best sales presentation isn't a presentation. It is a great conversation that converts a prospect to a customer. We have to figure out how to create a genuine connection with our prospect or client, engage through storytelling, and ultimately solve their problem. Or provide a solution they are not currently getting from their current vendor. People love and remember a good story!

 

So what do you do if you don't get a yes at your first meeting? You get Commitment for the Follow-up Call.  One of the most important ways to set yourself up for success is to schedule a  follow-up sales call to get a commitment from the prospect to speak again, so you don't get ghosted.  You created the next action step of doing something!

 

What else can you be doing?
Call Mid-Week. The best time to make follow-up calls is mid-week. This is the most effective time to book appointments and plan to call prospects on Wednesday or Thursday. Mondays and Fridays are typically the worst days to call, as people are busy getting started and finishing the workweek.

 

What other action can you do?

Call at the Beginning or the End of the Day. What time of the day you call is essential. You want to call at the right time when they're available and receptive to speaking with you. The beginning or end of the day is best. People tend to have more time when they are getting their day started or winding down.  Do not call at lunchtime, and mid-day are the worst times to calls. But, I would recommend taking your current clients to lunch and further nurturing your relationship.

 

What else can you be doing?

Make Multiple calls.  As I shared earlier, it takes at least five calls to get your prospect to take action.  Most people give up after one attempt!  But not the Three Word Podcasters. See, our prospects are not waiting by phone. They get distracted; they have other priorities that become more important than talking with us. Plus, they are talking to other vendors. Our job is to show them that we are worth their time.  Something else we need to do is make sure we listened to their needs and provided a better solution to helping them solve their biggest challenge. Share our solution with confidence and enthusiasm.

 

And more importantly,  follow up, Don't Give Up! 

So no more Hoping or Trying!  It's all about Doing!

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next 
three-word podcast.

 

 

Episode 99 Are You Living Your Dream?

Lisa Thal is an Author, Speaker, and Business Coach.  Simplify Your Sales meetings. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 34 years of marketing, sales, and leadership experience.

 

Episode 99,  This episode is all about whether your Living Your Dream or Building Someone else's.

 

I met a friend for lunch, and I was so excited to see her and catch up.  I said, how are you?  She replied Living the Dream!  

 

After our lunch, I thought about the difference between these three words on my way back to the office.  "Living Your Dream" or " Living the Dream."  I think most of us have heard the phrase "  I am Living The Dream."  In essence, it means leading an ideal life, especially when it comes to our careers.  The Life you have always wanted!  Let's shift our focus to " Living your Dream."  We live in a country that embraces the belief that any person can accomplish any dream or goal through a commitment to hard work and perseverance.

 

The truth is we are born into a world that embraces this possibility.  Even as children, we are taught to think about what we want to be when we grow up—the pressure on high school students heading to college having to decide on a career for the rest of their lives. One thing is for sure; we need to make certain that we stay focused on living our dream, not our parents, or what others want for us—the Life we have planned for ourselves with the goals in mind that we see for ourselves, what will make us happy and give our Life meaning.

 

I wanted to be a Professional Golfer on the PGA and play like Tiger Woods or Justin Thomas.  Well, I know there could be limits to living that dream.  I realize I can practice golf 12 hours a day for years and not be as good as Tiger Woods.  And very few of us have the talent to become an Oscar-winning performer. Living your dream is all about what you want out of Life. 

And the past year, I believe, has taught all of us that Life is short, and we don't want to spend it Building someone else's dream- focus on what you want to achieve with your time and talents.

 

I was thinking back on one of my sales leaders, who seemed like he was going through the motions at work.  I asked him how he was doing in one of the coaching sessions, and he replied I am doing okay. He shared that his father had been ill and that the two had always had a strained relationship.  His father was a successful surgeon, and he was in Radio sales.

 

His father had taught him that living the dream was all about financial success, expensive homes, and extravagant vacations.  See, his father had a plan for him to follow in his footsteps to become a doctor. Although he had the benefit of enjoying these luxurys', he had a different path he wanted to go. He went into sales, which his dad met with disapproval. See, he felt he could still earn a high income without losing his authentic self.

 

I remember asking him what makes you happy?  What are your dreams? He shared that he had dreamed of being in a band and owning his own consulting company.  He was more of a free spirit and not much on the corporate settings of rules and expectations—more jeans and tee-shirt guy. I asked him what was stopping him from living his dream.  He didn't want to disappoint his father, especially now that his father was ill and not in good health.

 

I expressed my sorrow that his father wasn't doing well, and I explained that perhaps the moment is now.  Take the step to start fulfilling his dreams. I do believe Life has a way of shifting us to where we need to go next.  Life Happens for us, not against us! I told him to think about it over the next few weeks and determine if working at the radio station made sense.  Well, weeks later, he turned in his resignation, and I was thrilled.  Don't get me wrong, I loved working with him but knew his heart was not in it. I told him how proud I was of him for having the courage to start building his dream?  Today, he is playing in a band and owns a very successful consulting company.  

 

See Dreams Do Come True!

 

My advice to you is this; Life is short; take the time to review where you are today and where you want to be tomorrow, a month or year from now.  Write down your vision and create a plan of action to Living Your Dream. I can think of countless people in my Life living their dreams.  They are in Bands, CEO'S, Consultants, Coaches, Teachers, Healthcare workers, In Sales helping their clients,  In Realestate,  others Helping Restaurants Market themselves, Running Non-Profits.  You could say the Live To Give!

 

The only difference between you Living Your Dream is this -Your passion is waiting for your courage to catch up!

Episode 98, The Perfect email that a new target customer will open!

Lisa Thal is an Author, Speaker, and Business Coach.  Simplify Your Sales meetings. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 34 years of marketing, sales, and leadership experience.

 

Episode 98, You will learn how to write the perfect email when targeting new customers.

 

In episode 97, Mastering the Meeting, we discussed a strategy of what to say when calling on new accounts if you missed it due to being on Spring Break or a much-needed vacation, a great episode to listen to revisit.

 

I thought it would be a great follow-up podcast to discuss what you do if you cannot connect via the phone. I would think most of you listening would say, attempt two is sending an email. The question is, have you perfected the best method when sending your email?

 

Let's think about emails you receive. Which ones do you tend to open? I guess that you click on the emails that mean something to you? An email that will add value to your life. It saves you time, saves you money, or solves a problem your experiencing.

 

This is the same process our new customer targets go through as well. How can you be more successful in getting them to open your email so you can share with them a solution your products or service can provide.

 

But remember, it takes about eight attempts today to connect with a decision-maker. You always have to be prepared as to what to say, whether it's voicemail or email. We don't want to miss that one opportunity. I have researched for us as the best email approach to use.

 

See, your message matters! In my opinion, Caryn Kopp from Kopp Consulting has a proven sequence she uses when making calls to CEO's.

 

Many of you listening may be targeting CEOs, CMOS', Marketing Directors, or Business Owners. It all comes down to six sentences! I want to share an example of what Caryn would write in an email when targeting companies that want to reach CEO's.

 

"Hi, this is Caryn Kopp from Kopp Consulting. We do new business development, and we can help get you initial meetings with your most important prospects. In fact, one of our clients was recently awarded a place on the Profit 100 list. They grew over 100% in the last three years and credited our Door Opener Service® for landing large national accounts. If this kind of growth is important to you, let's find time to talk about how we can help you as well. Please call me at 908-781-7546, and I'll speak with you soon."

 

Let's take a look at each sentence so you can model her success to help you be more prepared when sending your email.

 

Sentence One

In the first sentence, state your name and your company name. This information is crucial because if the listener deletes the message right after that, you still create awareness and an impression for you and your company, which is essential.

 

Sentence Two

Next, explain exactly what you do using language that is relevant and compelling to your potential client. This is your hook. It is also one area where she says sellers make mistakes. Avoid industry jargon and fluffy, vanilla phrases (e.g., "best in class"), creating a disconnect with prospects. A word or phrase that is meaningful to you isn't always as meaningful to them.

 

Sentence Three and Four

The third and fourth sentences are your statement of expertise and credibility. When developing these phrases, ask yourself: Why would decision-makers want the meeting? What is it about what I do that would benefit them that they would willingly make time on their busy calendars to discuss how I can make their lives better?

 

Sentence Five

Now it's time for the call to action. What do you want? Do you want a 15-minute phone conversation? Do you want a meeting? Do you want a returned phone call? Be specific in your ask.

 

Sentence Six

Last, give your phone number, conversationally—no need to repeat it. Put spaces in-between the digits and then say whatever goodbye is most comfortable for you.

 

Here's is a tip before sending your first email. Once you know what you are going to say, leave yourself a few voicemails for practice. Remember this formula: Language + delivery = outcome. In addition to being conversational in your delivery, it's important to vary your messages over time. You cannot leave the same voicemail a second time for the same person. As time goes on, add more information that also makes an impact.

 

I encourage you to walk through this strategy with your team in your next sales meeting. Discover the best approach to closing the attempts it takes to get in front of the correct accounts and decision-makers.

 

Stay with your conversational script and remember that you may leave 20-30 voicemails in a day; your prospect hears only one of yours. Make your message Matters!

 

If you think someone could benefit from this Episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next 

three-word podcast.

 

If your company needs help opening doors to CEO's give Caryn Kopp Consulting a call to learn more .http://www.koppconsultingusa.com

Episode 97, A proven strategy to setting the first meeting!

Lisa Thal is an Author, Speaker, and Business Coach.  Simplify Your Sales meetings. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 34 years of marketing, sales, and leadership experience.

 

In episode 97, Learn a proven strategy to set your first meeting!  Rethink Your Approach!

 

I love this time of year. It's Masters Week in Golf, where the top players are looking to win one of the most prestigious golf tournaments and a chance to slip into the Green Jacket.

 

As most of you are aware, I am a major sports fan. I grew up playing soccer, basketball, and softball. As I entered the business world, I began to play golf. It was a significant advantage in business to play. You had the opportunity to spend four-plus hours with a prospective or current client building a relationship.

 

I learned the game playing with my brothers. In golf, you have a handicap that is a numerical measure of a golfer's potential. Better players are those with the lowest handicaps, and mine is currently 12. I want to get in the single digits; 9 is my first goal. So you may be wondering why I am sharing a story about my golf game.

 

For me to get better, I needed to rethink my approach if I wanted to play better. Golf is a game of inches. There were several factors I needed to consider. My first thought was to hire a golf coach to learn to perfect my swing and then practice what I learned on the course. So off I went to Golf Tec, and Ashley videotaped my swing to see our starting point. In golf, there are many opportunities where I can improve. My tee shot, in the fairway and putting on the green. So we started with me learning the mechanics of a golf swing. So, I made adjustments with my swing. We practiced indoors for several weeks until the weather improved me to play outside.

 

So off I went to play to try the new swing. I was mentally thinking about all the shifts in my swing. I hit a few good shots, and others looked like I never played golf. The couple I was playing with said you might want to get your money back. You were a great golfer. Not sure why you took lessons. I laughed and said it's a process, and I am sticking with it. It would have been easy for me to revert to what I knew and play okay. But my goal is to improve.

 

I started thinking about how we could apply the same principle in our business.  

 

What can you do to Rethink Your Approach?

 

Perhaps when setting up that first meeting with your prospect. Are you having success with your current approach? Is there an opportunity to Rethink your approach? According to Zoom Info, only 2% of cold calls result in a meeting! It takes, on average, eight attempts today to connect with a prospect.  

 

Let's Rethink about the Who, Why, When, and How!

 

It starts with the Who – Are you targeting the proper accounts and the right decision-makers? Review your list of target accounts to identify that are calling on the person who can say yes. In most cases, 25% of your targets are not a good fit.

 

Why -  this is important. Why should that decision-maker meet with you? We have to communicate why we are more valuable to them than their current vendor! What is your Valid Business Reason for them to make time for that first Conversation? Keep in mind on average, only 1% of companies are in the market today for your product or services. 

 

Is it time to rethink your approach?  

 

It's called Give to Get! You offer something of value, so the prospect gives you the opportunity to a conversation or first meeting. 

 

Examples of something valuable to share:

• How trends are impacting their business ( Consumer behaviors or Local market conditions)
• Industry benchmark reports
• Insights on their target consumers' desires, wants, or habits that have changed.
• If your in marketing, a creative concept to connect to their consumers. Help them tell their story more effectively.

 

Rethink your approach to being a Viable Alternative to their current vendor

I can imagine that most of us have made new calls and heard the following," We are not interested right now; we are happy with what we are doing." Let's face it. Most people are satisfied with their current vendor. So if you don't have something that can impact their business, it will be challenging to get the meeting. But how do you position yourself to become an option? 

 

Caryn Kopp - CEO of Kopp Consulting, helps companies get in the door using this strategy.  Answer these three simple sentences. 

Everybody can, and you fill in the blank, but not everyone can, and you fill in the blank, for example, and you fill in the blank.

 

An example of what Caryn's company says: "Anybody can say they can get you some meetings, but not everybody can say they have a 20-year history of getting executive-level meetings to discuss big engagements on behalf of their clients. For example, one of our clients had 20 meetings in 18 weeks and closed a sale in the fourth quarter, which is unheard of in their industry; that's what we can do." 

 

Your message will matter when calling on new accounts. You have the opportunity to Rethink your approach and implement a proven process that Caryn designed to earn that first Conversation.

 

When – The timing of when you reach out to your prospects is vital. Wednesday and Thursdays are proven to be the best days to connect on the phone. Plus, a bonus is that the hours between 4 pm-5 pm are the best times to create engagement. Depending on your industry, the times could vary. Think like the customer and rethink when would be the best opportunity to connecting with them.

 

How -  And there is one final thought on how you will do it. Perfect your message first! Be consistent and persistent! Your energy and enthusiasm will be the difference to you getting the prospect to say yes! 

 

If you think someone could benefit from this Episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

 

 

Episode 95 Three Tips to growing your business by 10%!

Lisa Thal is an Author, Speaker, and Business Coach.  Simplify Your Sales meetings. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 34 years of marketing, sales, and leadership experience.

 

In episode 95, Learn the Three Step Process to Progress.

 

There are 3 Steps to Progress - Yes, you know I love 3's.

 

Remember, our happiness is all about us making Progress. When we challenge ourselves to find better ways to serve our needs, we can better serve others, including our customers.

 

Here are three simple steps you can take to continue your path of Progress.

 

1. Create a clear and compelling vision for the results you desire and discover the path to where you want to be.  So, let me ask you a question. What is your vision for yourself and your business? Where do you want to be? If you're in sales, it may be to generate more income. Next question, how much more income? Write the number down. I have a sales leader I am coaching, and she shared with me her vision to generate One Million Dollars in Digital sales, "Million-Dollar Baby." Now I know what her vision is, and we created a strategy to get her there.

 

2. Get the best strategies, tools, and coaching to help close the gap between where you are and where you want to be. Be honest with yourself. Where are you today with your business? We are completing the first quarter if your company is on a calendar year. For others, your year may be ending in June. Are you are track? Ask yourself what I need to do to close the gap of where I want to be? Ask for help from your Manager. This is not a sign of weakness but strength. By collaborating, you may discover one new idea that you may have missed. If your a manager, connect and collaborate with another manager in your company from another market to give you a different perspective. 

 

3. Spring into Action!  Understand the direction you need to go and follow your blueprint for success. Develop a winning attitude. Your attitude is controllable. Conquer your fears. Change the beliefs that limit your success. Your thought habits control your commitment, enthusiasm, persistence, resilience, happiness, and confidence. Be aware of them, decide which ones are unproductive, and then commit to change. With time and effort, you can become the person you want to be.

 

For example, if you wanted to grow your sales by 10%, how would you apply the 3 Steps of Progress.

 

Step one is to be clear with your desire to grow your business by 10%.

Step two what are the best strategies, tools, coaching to help close the gap to get you to your goal? 

 

I would recommend the following strategies.

Increase Prospecting

Commit to spending 10% more time each day prospecting. Your prospecting efforts must increase and be more focused if you expect to generate more sales. Determine how many new prospects you need to target to convert a new customer. You may need to target ten new clients to earn one the first conversation or new meeting.

 

Upsell Existing Accounts

Commit to increasing each current client by 10%. While a new business can be a great revenue source, your existing customers can be a much more accessible source to increase your sales. Review your client list to look for any new opportunities or products/services you have to impact their business. 

 

Do the basics.

Even the best of the best have room for improvement. Be more creative in your prospecting, how you reach out to prospects, how you present your solutions to helping their business. The key is to stay consistent. Do the basics every day, so it becomes a way of life for you.

 

Maximize your time.

Start your day with your goal in mind, grow your business by 10%. When reviewing your calendar, are there items scheduled that maybe stealing time from you? What can you delegate to others? Review the activities needed each day to get you to your goal. Think about this, just one hour a day used more productively adds up to more than six extra weeks of productive time a year.

 

Sell with passion and purpose. 

If you want to grow your business by 10%, you need to get excited about it. Passion with purpose is the way. Know both what to do and why you're doing it every step of the way. Whom are you targeting and why? What are you going to share with them that will help their business and why? What are you going to ask them and why? What is your proposal or solutions going to do for them, and why?

 

Every day we can learn something new. We can implement a new process,  just do it with Passion and Purpose!

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next 

three-word podcast.

 

 

 

 

 

Episode 94 Learn 5 Tips to getting the prospect to meet with you now!

Lisa Thal is an Author, Speaker, and Business Coach.  Simplify Your Sales meetings. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 34 years of marketing, sales, and leadership experience.

 

In episode 94, Learn the 5 tips to earning the meeting with your prospect now!

 

There is a process with payoff when you follow a proven strategy.

 

When reviewing your list of prospects, the goal is to answer three questions before trying to secure the first meeting.

1. Show that you know something about Their business.
2. Give the prospect a reason to meet with you.
3. Give the prospect a reason Why they should meet with you Now!

 

Following the 3 P's, you will be on your way to meeting more prospects faster than your competitors.

Purpose: Why are we meeting? Why meet Now?

Process: Process vs. Product?

Payoff: How will we benefit from spending this time together?

 

So let's think about the Purpose of your meeting. Why should they meet with you, Now? Google is our gateway to finding meaningful reasons as to why they should meet with us. You have to be resourceful in finding that reason, so you earn the meeting this season. 

 

Just securing an appointment is one of the most challenging steps in the entire sales process. Yes, having a referral, a case study of proven success, or an industry success story makes this Process a little easier.

 

But, what if you don't have those? It would be best if you discovered a VBR that is relevant and timely for your prospect.

 

In my search to help us find a more effective way to get our prospects to meet with us now, I discovered five tips that The Center for Sales Strategy recommended.

 

 

1. Prospect's Website

Most of us look at clients' websites' home page. But let's look for any current or upcoming initiatives that you could help enhance. What about sponsorships or charities they're involved? Go to the bottom of the page and look for the news section. There you may find new announcements going on with the company.

 

2. Industry News

What's going on in their industry right now that may be a significant challenge for them? How might you help with this? If you don't know off the top of your head, do a quick Google search for recent news in the category. Industry websites — check or subscribe to stay up to date with how your prospect's industry is doing. Competitive gains — Has a competitor of theirs done something that will potentially affect your prospect's business?

 

3. Consumer Behavior Trends

Think about their target consumer. Are there any recent trends that could be affecting the way they may purchase their product/service?

Start broad if you're not sure of their exact target. Think generational trends: millennials, boomers, etc. Call and say that you have discovered a real need to reach adults 25-34 and see their company answering the needs.

 

4. Social Media

Yes, most companies have a Facebook page. Think beyond their page and check out to see any initiatives and how they interact with their consumers. Read the shared comments to know if you see a trend or need.

Use LinkedIn to connect with the decision-maker and join groups relevant to that industry. Pay attention to discussions among the group. Ask questions if you have any – their answers may help you get in the door with your prospect!

 

5. Timing

Is there a seasonality of their product or service? For example, if they're about to enter the slow season, how might you help them increase sales and stay top-of-mind?

Use Google Alerts. Set up a Google Alert, so you receive a daily/weekly update every time your prospect shows up in the news. There may be something in the future, if not now.

 

You may need to combine a few resources to create that sense of urgency in the prospect's mind. Now you have established a solid reason why they should meet, now. 

 

Now let's discuss the Process!

 

Many of your competitors, not the three-word podcast listeners, focus on leading with their products when trying to earn the meeting versus focusing on the Process.

 

Product pitchers or package pitching is what these clients come to expect or, as Jennifer Darling says, " Pitch Slapping them.

 

Let me give you an example:

 

Product pitch: " I would love to talk to you about an idea that we created to deliver results for your business." In this case, you talk about the results they have achieved for others.

 

Process pitch: "We have a powerful process that's worked very well with many companies like yours and helped them to achieve new customer conversions." In this example, you talk about HOW you achieved the results for your clients.  The How - Now!

 

Can you hear the difference? You can lead with Product, Product, Product or Process, Process, Process.  

 

In your next sales meeting, talk with your team about if your team is product pitching or sharing a proven process when securing the first meeting.

 

Finally, the Payoff! 

This meeting's intended payoff is for you to share the Purpose and the Process you offer clients to help impact what is important to them.

 

Why should they want to meet with you now —and not the other way around? Because you have the answers to these three words: Purpose, Process, and Payoff!

 

If you think someone could benefit from this episode, share it, rate it, or subscribe for Free at Itunes or Spotify, so you don't miss out on the next 

three-word podcast.