The TWO biggest MUST-HAVES for sales success - and WHY!

0:16 Welcome to the Impact Sales Podcast. I'm your host, Joe Beck, and we've got another great episode in store for you. Today. We're going to jump in and talk about the two biggest must haves for sales success, the two things that you need to have at the top of the list as far as must have for you to be successful in sales. But before we get there, let's talk a little bit about what's going on in the market today. There's so many things happening in the market today. I don't know if you've been paying attention, but now, more than ever before, it's a noisy, crowded world. It's hard to have your message heard, it's hard to engage people. It's a little tougher to get to them. And that's why it's so important that you dial in so many elements of your sales success. And today's episode is going to give you a couple of those two big must haves that you need to have dialed in for you to be successful. There's a lot of competition out there.

1:12 There's a lot of people that are out there in the market in almost every industry that's out there, and as a result, you need to do your part to kind of separate yourself from the pack, to position yourself as a trusted advisor, and to really make sure you differentiate yourself in everything that you do. And today's episode is going to go a long way towards giving you what you need to do just that, So don't go anywhere. We'll be right back in just a moment with the Impact Sales Podcast. We'll see you soon. Hi, this is Joe Beck with The Sales Activist. Are you a coach, consultant, or entrepreneur who's struggling to meet and exceed the sales objectives you have for yourself and your business when you look at your calendar of upcoming up and say is it a barren wasteland with little to no opportunity? Well, if this sounds like you, I'd like to help. For well over thirty years and after tens of thousands of live sales interactions and coaching thousands of people, I've developed a proprietary sales system, the ISM System, and this system can show you how to triple your sales results in six months or less, guarantee without spending a single extra dollar on marketing or advertise. If you'd like to learn more, just schedule some time on our calendar to talk. You can text the word sales to the number four oh nine five oh nine seven three five five. That's sales to four oh nine five oh nine seven three five five.

2:43 You can schedule some time in our calendar and we'll be more than happy to talk with you about the ISM system and exactly what it can do to take sales in your business to the next level. This is Joe Beck with the Sales Activist. You don't have to settle for average sales results. I'll talk to you soon. Welcome to the Impact Sales Podcast. I'm your host, Joe Beck, and today we want to dive right in and talk about the two most important things that you have to have to be successful in sales. Now, obviously these are not going to be the only two things that you need to have, but we're going to tie them together into two main categories of things that you just have to have down. You have to have these things just down under control, just tight in your business if you really want to achieve massive success in selling. And I get asked a lot of questions in regards to sales, and they come from all different types of people. They come from coaches, consultants, entrepreneurs, sales professionals that work for a business. I get a lot of sales questions, and one of the questions that I get asked a lot is, you know, what are the big pieces? What do I really have to master? What are the things that I really have to get down right? So today I decided to put all that together in a single podcast to highlight the most important things that you need to understand and really have down inside your sales success. And again,

4:17 it really doesn't matter what business you're in or what your product or service are offering. It is what you bring to the world. These two areas, these two specific things are things you just have to have dialed in, and we're going to spend a couple of minutes talking about each of them. We're going to talk about the importance of why these things are so critical to your success. They certainly aren't the only things that you need to have down, but these two categories of things are things you just have to master. So let's break them down talk about exactly what they are. There are two main things that impact success for everybody in selling, whether you're a coach, consultant, entrepreneurs, selling for a business, it really doesn't matter two main things. Number one at the top of the list is you simply must have a duplicatable and scalable client acquisition system. Now, it doesn't matter exactly specifically what the system is. It doesn't matter whether it's very organic and you know, activity driven by yourself, or if there's tech involved, or you know, there's automation. It doesn't really matter what that is. It just simply needs to be duplicatable and scalable as far as your client acquisition system. Now, before we get into the second thing, let's unpack that and talk a lot about why duplicatable and scalable client acquisition system is so so important. If you've been paying attention to the marketplace, if you've been looking around at what's going on around you, you'll notice that if there's one thing that's just out there more than anything else as it relates to marketing products or

5:52 offerings or services available. You know, right at the top of the list right now is lead generation. And lead generation is so popular, such a huge booming market. It is such an emerging market in today's world, simply because many people out there in selling have not been able to solve the problem of a duplicatable and scalable client acquisition system. So what do you do when you don't have that problem solved? You know, you what I call whackett. You write a check, You pay for a lead generation service to go out there and generate those things for you. Nothing wrong with that. I do work in the lead gen space. Many people do work in the lead gen space as part of the work that they do. I will tell you it's one of those things that whether you are writing a check to do it or not, you really need to understand how to do it and why it's so important. Now, let's spend a couple of minutes talking about that, and let's really dig into how significant of an issue that is for somebody you know, no matter who they are. If you are trying to be successful in sales, it doesn't matter your degree of experience.

6:56 It doesn't matter necessarily you know some time, your industry experience, your product knowledge. Now these things obviously matter in the bigger realm. But if you can position yourself in a way where you've get plenty of opportunities, where your pipeline of opportunities is simply full or over full, where you have opportunity after opportunity coming your way, it becomes very easy to be successful. It becomes a lot easier to attain traction and success. You get a lot more opportunities. It makes sense, right, The more opportunities you get, the easier it is to be able to convert and generate more business. Now, where it becomes challenging for people is when that exact situation is the opposite end of the spectrum, where there's nothing coming in, where there are no appointments scheduled, or there are no leads in the pipeline. There is just nothing happening. And that happens for a variety of different reasons, and it impacts a lot of people. It doesn't matter how good you are at what you do.

8:00 Will never hear about it, see it, or are never impacted by the work that you complete. It simply doesn't make a difference. So to be successful, wildly successful in sales, you need to master that duplicatable and scalable client acquisition system. Now that system could include, you know, any particular component piece that works for you and your business. You know obviously that involves prospecting or some form of prospecting or somebody else prospecting for you. It really doesn't make a difference, But there has to be something generating those prospects. There needs to be some degree of scalability. It needs to be something when you look at it, that you can amplify or increase when the time is right. If you're doing everything yourself, if it's extremely organic and it's it's your personal activity, it can be very challenging to scale something like that. You're limited by the restrictions of time.

8:56 You don't have the ability of scaling something like that up. So you're going to find that you can be successful doing it yourself and growing at a consistent pace. But is it really scalable if you're doing it all yourself. Probably not. You know, you're probably not going to be able to really crush your numbers consistently over and over it and continue to grow because there's only so many hours in a day, only so much time you can dedicate towards something. Now, can you grow, yes, can you build momentum, of course, But is it scalable? Is it something that you can absolutely just explode your growth with? Probably not by yourself, But that doesn't mean it's not a good system. You could take that system and operate for a very long time doing things that way and increase your business in other ways. You could increase the price of the services that you provide the cost of your services you could sell to other existing clients as you move along. So your client acquisition system is also able to feed on itself where you can go back to existing clients and sell other things to them. So I don't want to give the impression that you can't be successful without a duplicatable and scalable client acquisition system.

10:04 You can, it's just more challenging. It's not as easy as something that you can just dial up the volume on and get a lot more from it. So that first piece that's really really critical for your success that you really need to master a must have is a duplicatable and scalable client acquisition system. Now that acquisition system should not only be easy to duplicate, but it should be something that enables it in some degree, your ability to be able to capture the relevant data that you need. You know, whether you're data capturing names, emails, phone numbers, business address, websites, whatever it is, you want to make sure that your system captures the relevant data that you need or as much of it as you can, and that there are mechanisms in place, and this is the important part of the statement to move you to and towards your objective too. And towards your objective. Now, your objective should be engaging those folks and making something happening and moving them along in your sales pipeline. But there should be something in your client acquisition system that not only just captures the data but moves it forward. Okay, it needs to be something that creates momentum in your business.

11:17 It doesn't really help you if you capture a lot of information and you don't move it forward, you don't advance it, or you don't plug it into something that advances that particular lead or suspect. You need to make sure that you put that information in a place that it actually goes to work on your behalf and it starts moving toward towards your objective of engaging those folks. So you know that is number one that must have at the top of the list. You better have one of those. And it doesn't really matter, like I said, whether it's very manual and it's you doing it, or if you hire people to do it, or if you have tech that does it, there's automations, there's all kinds of technology in the world today that can do this. At the end of the day, the most important thing that you need to take from this is that it's a huge must have for you to have a duplicatable and scalable client acquisition system. When I'm asked to evaluate businesses that are struggling, when I'm asked to look at why sales teams and individuals are not performing, this particular category is one of the big ones that usually is an achilles heel, and it may be for some of you listening to this. So if you really want to attain just massive sales success, you want to make sure you figure out and solve the problem of a duplicatable and scalable client acquisition system. That's your number one must have.

12:36 So let's move on to number two. Let's move on to number two in this list of must haves, the things that you absolutely have to have for your business. At the top of the list, the second category right after number one is a bulletproof, easy to follow sales process. Now I've said this before and I'll say it again and a coach and train and mentor on this. The more complicated the sales though, more likely that there are breaks in the process. If you really want to be wildly successful, you know, and you want to take care of one of the major must haves in selling, you better have a bulletproof, easy to follow sales process. Now, I get asked a lot about this one because there are a lot of different options out there. There are very complicated sales processes, complex selling environments. There are many, many different perspectives on the most important component pieces of a sales process. Some people emphasize one thing or another, some people believe in a different order of things. Whatever it is, it needs to be bulletproof, easy to follow, so the person that is operating it, the person that is working through the sales process, finds it easy to get back on track if they're ever not off track.

14:01 And this has been a major tenet of what I've coached and trained and mentored for many many years with a lot of people. If your sales process is too complicated, it becomes very challenging for people to be able to deal with all the rigors and changes that goes on in a sales environment. And then think they're going to gain traction. See what happens is and you probably know this already. What happens is your prospects tend to change things on you. Right. They change the order the sequence of things. Sometimes they change the priority of one thing or another. Sometimes they change the timing of when they're going to speak with you or not speak with you, when they're going to meet with you or not meet with you. There are a lot of things that you can't completely control, and as a result of that, that can tend to throw quite a few curveballs into the sales process. It can put people in a place where they're struggling to generate momentum in the sales process because that prospect continues to change the rules, or change the order or adjust things. Now, today's episode is not about controlling that, but we are going to talk about how important it is to minimize the likelihood of those things impacting you. And that is this. It needs to be bulletproof and easy to follow. Now let's break those down into two things. First, is bulletproof by bulletproof meaning it needs to be a proven methodology. It needs to be something that you know that if you're following it. You're

15:33 following it because it works. Now. For many, many years, I've followed a proprietary system that I developed myself. After thirty years of professional selling and working with a lot of different people, I gradually built my own proprietary system and it's worked very, very well. But whatever system you use by way of your sales process, it needs to be bulletproof, tried, tested, and true. If it's not, I greatly encourage you to find something that is, because this is not the type of thing that you want to go out and learn through trial and error. There's always a degree of learning in sales, there's always a degree of personal development in sales. But when it comes to your sales process, you want that dialed in. You don't want to practice on legitimate client opportunities. You don't want to go out there on a wing and a prayer and hope and try to win over business with a sales process that is untested and untrue. You want to be sure that your sales process is bulletproof. Now. I know the process that I follow has worked because it's worked for many many years, actually decades, and it's worked with a lot of people that have coached, trained, and mentored.

16:43 But whatever process you follow, it needs to be bulletproof. Make sure that if you're going to go out there and you're going to talk about things related to sales in your sales process, follow something that's working and working at a high level. Make sure that you're not out there like a a science experiment, trying to figure it out as you go along. That will not get you where you want to go. I assure you. The second part, and this is the part that I think is just as important as it being bulletproof and proven, is it needs to be easy to follow. With all those changes that come up, some you know, generated by the prospect, some just the natural progression of a sale, With all these changes of order, priority, timing, all these things that can come up, it's really important that that sales process is easy to follow. Something that it's easy to follow that you can go back to. Now, the cardinal rule about that is make sure that if you have to go back to your sales process after a break, whether it's an appointment break or whether it's just something changes the order of the priority and you have to restart, one of the cardinal rules is to make sure that you go back to a place of stable footing. You go back to a spot where you know in that sales process things were going well before things work an't going well, right, So go back to a place in the process, the last place that you know things are going well. Now, I like to deploy, you know, a very simple sales process. And I've shared this in other episodes and other content that I've shared, but I follow

18:14 what I call the vowel method. It's aeiou now. I do it that way because I want to keep it simple. I want to instantly know where I have to go back to in the sales process. If I know I'm in the A stage where I'm attracting somebody, I know where I stand. If I'm in the E stage where I'm engaging somebody, I know where I stand. I know what I should be working on. If I'm in the I stage where I'm impacting them, I certainly know where I am and what my focus is and so on and so forth. And this is such a critical piece of your sales success because a lot of people go out there, maybe they have lead generation and maybe they get people coming in in their door or coming to them, but then they come to their sales process, and it's inconsistent, it's not proven, it's not bulletproof, it's it's trial and error every time out. It's kind of like, you know, reinventing the wheel each time doesn't make you more efficient, it doesn't make you better at what you do. You need to work on perfecting whatever that is. And the easiest way of doing that is finding something that's bulletproof today or proven and following that type of a format, following that type of a process. And that's exactly what I teach when I work with students, you know, I try to give them a bulletproof, easy to follow sales process. Now, these two elements really need to be laser focused and dialed in in any sales effort. You need to be sure that both your client acquisition system and your sales process are completely dialed in. Now. I've covered this content

19:47 in other formats and in other places. I've referenced it in earlier episodes of the podcast as well, But I'm going to tell you there isn't a day that goes by that I don't speak to somebody that the question of one of those two things doesn't come up. Every single day I'll be speaking with somebody working with somebody, one of those two issues comes up. It is pervasive no matter who you are, no matter what your background is or what you're selling. These are two issues that are must have. They are going to, without question, impact your success. If you master both of these, you will become elite in what you do. If you master them, truly master them. Can you be very very good by mastering one or the other, Yes, you could, but you'll never really reach your full potential. You will always feel like you're not accomplishing as much as what you'd like to accomplish. So my message is this for you to really be wildly successful. And I'm not talking about the getting by meeting my sales objectives successful. I'm talking about crushing your numbers, blowing away your quotas, most importantly, meet in exceeding all the sales plans that you have for yourself and your business. You need to master these two must haves. You need to make sure that your client acquisition system is dialed in and bulletproof along the way, and you need to make sure, without question that your sales process is bulletproof and easy to follow, something that

21:18 you can go back to, and I've seen people with great, great sales success leave one selling environment and go into another selling environment and struggle. And I've seen that not because they all of a sudden became an ineffective sales professional. It was because they walked into a system that had a broken client acquisition system, and then they were given a sales process to follow directly from the company. They were given a sales process to follow, and that sales process was not bulletproof, It wasn't dialed in, and it wasn't easy to follow. It made it complicated. So that's that a player that came from another place that and he was thriving gets put into an environment where those two things are broken, and they struggled. They struggled wildly.

22:10 So when you're looking at what's going on in your business, whether you're a personal producer or whether you're looking at your sales teams with the people that are involved in selling, ask yourself this question, do I have a duplicatable and scalable client acquisition system? And if you can't jump up and down on the top of your conference room table and say absolutely I do, you probably don't. You probably don't. And the second question you should be asking yourself, is do we have a bullet proof proven sales process? Not just we've gotten a couple of sales, I mean proven, Has it generated millions? Is it something that absolutely has been tried, tested and proven in the marketplace? And if I have it, is it easy to follow? Can my people follow it? Is easy for them to jump in, do what's next, and make sure that they can follow this sales process to their success. Because if you aren't able to scream to the top of your lungs yes to both of those things, you will always be scrambling.

23:13 You will always be in a spot where you're struggling to reach your full sales potential. So my wish for everybody here, everybody listening to the Impact Sales podcast, is that you will master those two must haves in your business. A duplicatable and scalable client acquisition system and a bulletproof, easy to follow sales process. I will tell you with all the conversations that I have with the many many professionals that I work with and have worked with, and when I look at these conversations and I catalog them, and I look at what we discussed and what the challenges were, I can usually break down the challenges and the problems that they're having and put them into one or the other one of those two categories. It almost always falls into that. It falls into those things. Now, why is that so important, I'll tell you because you could be the best communicator, you could be an extremely sharp salesperson, you could have a lot of natural communication skills.

24:17 But if you have a broken client acquisition system and you just aren't getting enough opportunities, well you're going to struggle to be successful. And just like that, you could be that top notch professional, that sales professional who's been successful selling in so many other places. But then you could be put into an environment where you don't have a bulletproof sales process and you're given a different one that is inconsistent or not as easy to follow, and it just makes it that much harder for you to be successful. So as you're looking at what you're doing sales wise, no matter where you are, whether you work for yourself or somebody else, jot down these two things.

24:58 Make sure that you're asking yourself these questions honestly. Honestly, ask yourself these questions, do I have a duplicatable and scalable client acquisition system. And if the answer is no, then you need to work on that immediately. It's a priority. It's a major priority in your sales effort. The second is do I have a bulletproof and easy to follow sales process. Is it proven? Has it generated a lot of results? Again, not just a couple of successes, a lot of results. And if the answer to that question is a no, you need to get to work on that as well. You want to make sure that you master both of those areas. A lot of the work that we do with the Sales Activist is helping people to be able to manage these things and improve along the way. Make sure that they get better, that their client acquisition systems improve, that their sales system becomes easier, and it becomes proven. Like these are the type of work that most sales professionals work on, and it's something that's really important for your success. It's something that you just want to have dialed in to make sure that you get everything that you want to get out of your sales effort. So I want to thank you for spending time with me today talking about this really really important topic. The two must haves for your sales success definitely why you want to take care of these two things.

26:18 Make sure that if you're paying attention, that you got this down. Have said it multiple times that client acquisition system needs to be tight. It needs to be tight and dialed in, duplicatable and scalable. And you need to make sure that you have a bulletproof, easy to follow sales process. If you're struggling with any one of those two things, don't hesitate to reach out, connect with me. Happy to talk with you about it. I spend most of my day each day talking with people about sales problems. Would love to help you address yours most important. I hope you got a lot of value from this content. I hope you continue to like, follow, share, and subscribe to the Impact Sales Podcast. There's a lot of great actionable stuff come in your way you don't I don't want to miss it. As I say with the podcast as we wrap up every episode, this is Joe Beck with the Impact Sales Podcast. Sell better and impact the world.

27:09 We'll talk to you soon. Hi, this is Joe Beck with the Sales Activist. Are you a coach, consultant, or entrepreneur who's struggling to reach the sales objectives that you have for yourself and your business. Are you scrambling to fill your calendar and just can't seem to get ahead of your sales objectives with what you're working on currently today, Well, this sounds like you. I'd like to help. For well over thirty years, after tens of thousands of live interactions and working with thousands of sales professionals, I developed a proprietary sales system, the ISM System, and this system can show you how to triple your sales results in six months or less, guaranteed, all without spending a single extra dollar on marketing or advertising. If you'd like to learn more about the ISM system and exactly what it can do to take your business to the next level, just text the world sales to the number four oh nine five oh nine seven three five five. That's sales to four oh nine five oh nine seven three five five.

28:09 You can schedule some time on our calendar and we'll be more than happy to talk with you about the ISM system and exactly what it can do to take your sales to the next level. This is Joe Beck with the Sales Activist. You don't have to settle for average sales results, I'll talk to you soon.