Jan. 16, 2023
How to CRUSH your sales goals - even without selling!
Want to learn how you can CRUSH your sales goals - without selling? You need to master the science of sales..Listen to this episode! Joe Beck, Founder of "The Sales Activist," breaks down the critical pieces needed to maximize results and crush your...
Want to learn how you can CRUSH your sales goals - without selling? You need to master the science of sales..Listen to this episode! Joe Beck, Founder of "The Sales Activist," breaks down the critical pieces needed to maximize results and crush your sales goals!! You don't want to miss this episode!
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Welcome to the Impact Sales Podcast. I'm your host, Joe Beck,
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the founder of The Sales Activist, and I am thrilled
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to be with you here today Today we're going to
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be talking about one of my favorite topics, and that
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topic is how you can crush your sales goals. That's right,
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crush your sales goals even without doing that much selling.
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So before we get into that, let's talk about a
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little bit about where we are this time of year.
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So right around the time that this episode drops, we're
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going to be about halfway through the month of January,
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and I have one question for you. How is your
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year starting out? Are you off to a fast start?
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Are you struggling? Things happening quickly for you? You're having
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a difficult time getting out of the gate this year. Well,
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no matter where you stand, I promise you, if you
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stay close to the Impact Sales Podcast, we're going to
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be sharing a lot of great actionable content that you
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can use for your benefit. Tips, tactics, things that will
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help you improve your sales results. So if you haven't
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already subscribed to our channels, make sure that you download
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episodes and pay close attention to what we're doing. With
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our show, you definitely don't want to miss it. So
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I'm looking forward to covering this topic today. But before
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we jump in, we're going to take a quick break.
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We'll be right back. Hi. This is Joe Beck with
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the Sales Activist. Are you a coach, consultant, or entrepreneur
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selling high ticket products or services and struggling to meet
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your sales objectives? Does your calendar look like a barren
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wasteland with little to no activity and even less in
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your sales pipeline. Well, this sounds like you. I'd like
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to help. For well over thirty four years and after
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tens of thousands of live sales interactions and hundreds of
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millions of dollars of closed sales transactions, I've developed a
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proprietary sales system, the ISM System, and the ISM system
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can show you how to triple your sales results in
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six months or less, all without spending a single extra
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dollar on advertising. To get the details, just text the
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word sales to the number four oh nine five nine
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seven three five five and you can jump on a
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complimentary consultation where we'll talk all about sales and exactly
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what ISM can do for you and your business. This
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is Joe Beck with the Sales Activist. You don't have
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to settle for average sales results. We'll talk to you soon,
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oh Rid, and we're back with the Impact Sales Podcast.
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I'm your host, Joe Beck, and we've got a great
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one in store for you today. I mentioned it just
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a minute ago, how you can crush your sales goals
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even without doing a lot of selling. I get asked
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by a lot of people about professional selling, meeting, reaching
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and exceeding your sales goals, and how do you go
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about doing that? And obviously that's a long winded answer,
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the type of thing that you're not just going to
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cover in one podcast episode or one small snippet of information.
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But we're going to do our best today over the
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next few minutes to kind of give you some really
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high level, bulleted direction on how you can completely crush
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your sales goals even if you don't do a lot
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of selling, even if you don't feel your grade at selling,
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even if you don't feel that you're a sales person. Right,
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we're going to talk all about meeting and exceeding your
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sales goals and crushing them for your benefits. So let's
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first start with the basics. Let's just dig into something
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that I think people really need to understand. I know
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people have heard this, I've shared and I know many
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people share this. There are really two facets to selling
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that you really need to understand right. The first is
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the art of selling. There's communication, there's personality, there's positioning.
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There's this art to what you do as a salesperson.
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No matter who you are, no matter what you sell,
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there is an art component, and that's something that you
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continually need to work on and refine and improve as
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you go along. That's the art side. But the other
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side of the equation, decide that a lot of people
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either discount or don't pay enough attention to, is what
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we call the science of selling. Now, the science of
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selling are the numbers, the metrics, all the things that
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you need to do to create opportunity for yourself when
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you're selling and see to really be successful, to be elite,
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to truly be elite, you need to master both. But
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for you to get a fast start, for you to
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really crush your sales goals, you absolutely positively need to
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mask story. To control the science of selling, you need
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to understand everything about your numbers. You need to understand
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everything about all of your metrics, your conversion ratios, what
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percentage of people that you do close or not close.
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You need to understand those things inside and out if
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you really want to crush your sales goals. See, the
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more you master this science is selling, the more prospects
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you have, the more leads you have, the more opportunities
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you have, the easier it becomes to sell. Now, it
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doesn't mean that these people are just all automatically going
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to be clients, of course not. But you give yourself
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more opportunity, you give yourself more of a chance. You
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give yourself truly a greater opportunity to build momentum when
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you have many more opportunities to win new business. And
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to do that you really need to focus on a
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couple of things. So today we're going to break what
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those things down are really and focus on what you
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need to be managing so you can start to build
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story of the science side of your selling. So let's
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break those things down. Now. How you do that, Number
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one is by breaking things into smaller manageable elements. You
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don't just think of the whole picture of the science
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side of selling. You need to break it down into
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individual elements, individual activity elements, things like emails, phone calls, messages, ads,
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discovery calls, proposals, all the different moving parts that go
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into selling closing opportunities. Right, you have to figure out
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what all those pieces are, and they may look a
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little different depending upon who you are and what you
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do and what your specialty is or what your business is,
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but you really need to break it down and look
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at every single individual component. If you want to crush
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your sales results, you need to look at all those
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individual components and figure out what the things are that
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you need to be doing. And you need to make
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sure to really crush your goals that you break them
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down into manageable elements so they're easier to understand, easier
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to track, easier to stay on top of, and most importantly,
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easier to analyze the trend that you're currently experiencing. So
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you know, the bottom line is, if you have a
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really big goal or sales objective for yourself, it's so
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much easier for you if you chop that goal up
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into smaller pieces, you know, daily or weekly pieces, so
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you know exactly what it is that you need to do.
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If you know based upon your experience that you need
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to have ten meetings to generate three legitimate prospects to
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generate one client, which is a very typical average. Okay,
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whatever typical is very typical average. You know, ten opportunities,
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three legitimate prospects, one of them becoming a client. Well,
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then you can start to build an activity plan that's
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going to get you where you need to go and
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for you to be able to crush your goals. Man,
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you better understand your numbers, better understand your metrics. You
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better understand all the things that you need to do.
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So before we start talking about how you do it,
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which we're going to get into in a minute, I
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thought it was important to start with you need to
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master this science now. Over time, the art of selling,
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your communication skills, your communication pattern, how you position things,
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how you close will improve over time with repetition. It
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will improve over time with practice and investing in yourself
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and learning more about how to get better at what
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you do. The more you do something, like with anything,
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the more it becomes a habit, the more comfortable it
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becomes for you, and ultimately the more successful that you
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can become in it. The less you do it, the
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harder it is for you to create that habit. And
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that's why mastering the science the activity is really an
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important step because you could be the best communicator in
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the world world, or the best salesperson in the world.
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If you don't master the number side of the business,
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the science, and you don't get enough opportunities to close,
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you're not going to win a lot of new business.
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So mastering the science is absolutely required if you want
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to crush your sales objectives, no matter what your sales
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background is. If you have so many opportunities, so many leads,
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so many prospects, so many appointments, you can't help but
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win business. You can't help but close business if you
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just know how to communicate at a very basic level. Now,
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where it becomes harder is when you start dealing in
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much more advanced sales situations, bigger ticket selling, larger transactions,
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more complicated sales and sales processes. That's when it becomes
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a lot more important that your art side of the
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business is worked on. But if you're going to start anywhere,
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I would say, master the science, get your activities down
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as you go. If you're not quite there yet. The
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fact is, no matter who you are, no matter what
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your sales background is. I promise you there isn't a
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single sales professional out there that knows everything everything about
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professional selling. Okay, you're always going to be learning something new,
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You're always going to be developing and honing and perfecting
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your craft if you're going to be selling. So take
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the pressure off yourself. Take those bricks off your shoulders.
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Don't feel like you have to carry this burden because
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you struggle with selling. Everybody is a student of selling,
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no matter what their background is, no matter how much
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production they've generated. I've generated a lot of business in
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my day, and I'm still to this day a student
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of selling. I continue to study it, and I encourage
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anybody that's serious about it to continue to work on
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perfecting their craft. But to crush your goals, you have
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to have opportunity. You have to create opportunities. So let's
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get into some other elements that I think are really
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really important if you want to crush your goals. And
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that's what I call the three elements of success. And
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you can refer to these elements. I've shared them before.
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I think it's really really important. It doesn't matter whether
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you're talking about selling, whether you're talking about business in general,
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whether you're talking about life in general. These three elements
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of success play a role in everybody's lives, and we're
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going to talk about what those three things are right now.
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The first is you have to have the right mindset.
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Your head needs to be on straight. You need to
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be thinking the right way about whatever it is that
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you're doing. In selling. You need to have the right
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sales success mindset. You need to understand that rejection is
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part of the process. You need to understand that you're
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going to face some obstacles, but you're going to be
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committed to your success. And your sales success mindset is
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one of service and the intention of helping as many people,
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realizing that the more people that you help, the closer
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you get to your objective. Sales is not difficult. It's
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made up of a lot of little things that you
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need to do well to really master it, but it's
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not a difficult process. Reach out to people, connect with people,
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provide solutions, solve problems, and you'll ultimately get to where
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you want to go. But your mindset needs to be
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one of that of service. You need to be thinking
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about how you're going to be able to help people
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you can't be thinking about, Oh, I've got to close
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this deal, I've got to generate more revenue, I've got
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to make more money. Those are all realities. But I
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promise you, if you focus on service, if you focus
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on solving problems and helping people reach what they're looking for,
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all those other things will happen as you go through
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that process. So your right sales mindset is focused around service.
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It's also focused on this element, which I think is
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a common denominator for most people that are out there,
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especially if you're selling successfully, you have a deep seated commitment,
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almost a deep seated drive that's made up of what
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I call your RTF, your refusal to fail. You just
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are not going to accept failure. You're gonna dig in.
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You're gonna do whatever is necessary. If it means more calls,
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if it means more emails, if it means more strategic relationships, whatever,
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You're gonna figure it out. You're gonna make it work.
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It's OURTF refusal to fail. It's one of the common
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denominators that I think all sales successful people have, even
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if they haven't tapped into it completely, even if they
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haven't identified it or even explored it, you're gonna find
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if you dig a little deeper, you're gonna find out
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they all have this refusal to fail. They do what's
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necessary to go out there and be successful. Why are
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certain people elite? Why do people certain people perform at
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a much higher level and generate more sales and more
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revenue and more success. It's usually what that RTF is,
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that refusal to fail. There's something inside a drive, something
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based upon their why they do it that keeps them
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moving forward. And it's that refusal to fail. And that's
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