Nov. 15, 2022
The TWO biggest MUST-HAVES for sales success - and WHY!
Joe Beck, "The Sales Activist," covers the two most important things that you MUST have to be wildly successful in sales - and even more importantly - WHY you need to have them! Don't miss this episode as Joe breaks down the importance of these two...
Joe Beck, "The Sales Activist," covers the two most important things that you MUST have to be wildly successful in sales - and even more importantly - WHY you need to have them! Don't miss this episode as Joe breaks down the importance of these two things and why they are so critical to your sales success!
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Welcome to the Impact Sales Podcast. I'm your host, Joe Beck,
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and we've got another great episode in store for you. Today.
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We're going to jump in and talk about the two
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biggest must haves for sales success, the two things that
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you need to have at the top of the list
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as far as must have for you to be successful
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in sales. But before we get there, let's talk a
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little bit about what's going on in the market today.
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There's so many things happening in the market today. I
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don't know if you've been paying attention, but now, more
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than ever before, it's a noisy, crowded world. It's hard
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to have your message heard, it's hard to engage people.
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It's a little tougher to get to them. And that's
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why it's so important that you dial in so many
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elements of your sales success. And today's episode is going
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to give you a couple of those two big must
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haves that you need to have dialed in for you
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to be successful. There's a lot of competition out there.
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There's a lot of people that are out there in
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the market in almost every industry that's out there, and
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as a result, you need to do your part to
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kind of separate yourself from the pack, to position yourself
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as a trusted advisor, and to really make sure you
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differentiate yourself in everything that you do. And today's episode
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is going to go a long way towards giving you
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what you need to do just that, So don't go anywhere.
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We'll be right back in just a moment with the
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Impact Sales Podcast. We'll see you soon. Hi, this is
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Joe Beck with The Sales Activist. Are you a coach, consultant,
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or entrepreneur who's struggling to meet and exceed the sales
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objectives you have for yourself and your business when you
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look at your calendar of upcoming up and say is
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it a barren wasteland with little to no opportunity? Well,
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if this sounds like you, I'd like to help. For
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well over thirty years and after tens of thousands of
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live sales interactions and coaching thousands of people, I've developed
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a proprietary sales system, the ISM System, and this system
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can show you how to triple your sales results in
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six months or less, guarantee without spending a single extra
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dollar on marketing or advertise. If you'd like to learn more,
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just schedule some time on our calendar to talk. You
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can text the word sales to the number four oh
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nine five oh nine seven three five five. That's sales
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to four oh nine five oh nine seven three five five.
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You can schedule some time in our calendar and we'll
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be more than happy to talk with you about the
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ISM system and exactly what it can do to take
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sales in your business to the next level. This is
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Joe Beck with the Sales Activist. You don't have to
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settle for average sales results. I'll talk to you soon.
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Welcome to the Impact Sales Podcast. I'm your host, Joe Beck,
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and today we want to dive right in and talk
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about the two most important things that you have to
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have to be successful in sales. Now, obviously these are
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not going to be the only two things that you
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need to have, but we're going to tie them together
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into two main categories of things that you just have
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to have down. You have to have these things just
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down under control, just tight in your business if you
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really want to achieve massive success in selling. And I
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get asked a lot of questions in regards to sales,
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and they come from all different types of people. They
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come from coaches, consultants, entrepreneurs, sales professionals that work for
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a business. I get a lot of sales questions, and
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one of the questions that I get asked a lot is,
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you know, what are the big pieces? What do I
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really have to master? What are the things that I
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really have to get down right? So today I decided
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to put all that together in a single podcast to
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highlight the most important things that you need to understand
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and really have down inside your sales success. And again,
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it really doesn't matter what business you're in or what
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your product or service are offering. It is what you
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bring to the world. These two areas, these two specific
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things are things you just have to have dialed in,
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and we're going to spend a couple of minutes talking
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about each of them. We're going to talk about the
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importance of why these things are so critical to your success.
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They certainly aren't the only things that you need to
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have down, but these two categories of things are things
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you just have to master. So let's break them down
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talk about exactly what they are. There are two main
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things that impact success for everybody in selling, whether you're
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a coach, consultant, entrepreneurs, selling for a business, it really
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doesn't matter two main things. Number one at the top
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of the list is you simply must have a duplicatable
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and scalable client acquisition system. Now, it doesn't matter exactly
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specifically what the system is. It doesn't matter whether it's
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very organic and you know, activity driven by yourself, or
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if there's tech involved, or you know, there's automation. It
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doesn't really matter what that is. It just simply needs
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to be duplicatable and scalable as far as your client
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acquisition system. Now, before we get into the second thing,
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let's unpack that and talk a lot about why duplicatable
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and scalable client acquisition system is so so important. If
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you've been paying attention to the marketplace, if you've been
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looking around at what's going on around you, you'll notice
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that if there's one thing that's just out there more
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than anything else as it relates to marketing products or
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offerings or services available. You know, right at the top
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of the list right now is lead generation. And lead
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generation is so popular, such a huge booming market. It
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is such an emerging market in today's world, simply because
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many people out there in selling have not been able
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to solve the problem of a duplicatable and scalable client
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acquisition system. So what do you do when you don't
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have that problem solved? You know, you what I call whackett.
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You write a check, You pay for a lead generation
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service to go out there and generate those things for you.
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Nothing wrong with that. I do work in the lead
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gen space. Many people do work in the lead gen
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space as part of the work that they do. I
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will tell you it's one of those things that whether
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you are writing a check to do it or not,
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you really need to understand how to do it and
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why it's so important. Now, let's spend a couple of
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minutes talking about that, and let's really dig into how
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significant of an issue that is for somebody you know,
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no matter who they are. If you are trying to
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be successful in sales, it doesn't matter your degree of experience.
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It doesn't matter necessarily you know some time, your industry experience,
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your product knowledge. Now these things obviously matter in the
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bigger realm. But if you can position yourself in a
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way where you've get plenty of opportunities, where your pipeline
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of opportunities is simply full or over full, where you
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have opportunity after opportunity coming your way, it becomes very
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easy to be successful. It becomes a lot easier to
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attain traction and success. You get a lot more opportunities.
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It makes sense, right, The more opportunities you get, the
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easier it is to be able to convert and generate
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more business. Now, where it becomes challenging for people is
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when that exact situation is the opposite end of the spectrum,
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where there's nothing coming in, where there are no appointments scheduled,
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or there are no leads in the pipeline. There is
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just nothing happening. And that happens for a variety of
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different reasons, and it impacts a lot of people. It
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doesn't matter how good you are at what you do.
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Will never hear about it, see it, or are never
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impacted by the work that you complete. It simply doesn't
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make a difference. So to be successful, wildly successful in sales,
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you need to master that duplicatable and scalable client acquisition system.
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Now that system could include, you know, any particular component
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piece that works for you and your business. You know
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obviously that involves prospecting or some form of prospecting or
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somebody else prospecting for you. It really doesn't make a difference,
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But there has to be something generating those prospects. There
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needs to be some degree of scalability. It needs to
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be something when you look at it, that you can
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amplify or increase when the time is right. If you're
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doing everything yourself, if it's extremely organic and it's it's
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your personal activity, it can be very challenging to scale
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something like that. You're limited by the restrictions of time.
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You don't have the ability of scaling something like that up.
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So you're going to find that you can be successful
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doing it yourself and growing at a consistent pace. But
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is it really scalable if you're doing it all yourself.
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Probably not. You know, you're probably not going to be
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able to really crush your numbers consistently over and over
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it and continue to grow because there's only so many
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hours in a day, only so much time you can
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dedicate towards something. Now, can you grow, yes, can you
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build momentum, of course, But is it scalable? Is it
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something that you can absolutely just explode your growth with?
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Probably not by yourself, But that doesn't mean it's not
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a good system. You could take that system and operate
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for a very long time doing things that way and
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increase your business in other ways. You could increase the
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price of the services that you provide the cost of
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your services you could sell to other existing clients as
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you move along. So your client acquisition system is also
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able to feed on itself where you can go back
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to existing clients and sell other things to them. So
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I don't want to give the impression that you can't
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be successful without a duplicatable and scalable client acquisition system.
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You can, it's just more challenging. It's not as easy
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as something that you can just dial up the volume
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on and get a lot more from it. So that
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first piece that's really really critical for your success that
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you really need to master a must have is a
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duplicatable and scalable client acquisition system. Now that acquisition system
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should not only be easy to duplicate, but it should
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be something that enables it in some degree, your ability
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to be able to capture the relevant data that you need.
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You know, whether you're data capturing names, emails, phone numbers,
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business address, websites, whatever it is, you want to make
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sure that your system captures the relevant data that you
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need or as much of it as you can, and
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that there are mechanisms in place, and this is the
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important part of the statement to move you to and
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towards your objective too. And towards your objective. Now, your
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objective should be engaging those folks and making something happening
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and moving them along in your sales pipeline. But there
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should be something in your client acquisition system that not
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only just captures the data but moves it forward. Okay,
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it needs to be something that creates momentum in your business.
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It doesn't really help you if you capture a lot
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of information and you don't move it forward, you don't
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advance it, or you don't plug it into something that
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advances that particular lead or suspect. You need to make
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sure that you put that information in a place that
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it actually goes to work on your behalf and it
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starts moving toward towards your objective of engaging those folks.
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So you know that is number one that must have
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at the top of the list. You better have one
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of those. And it doesn't really matter, like I said,
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whether it's very manual and it's you doing it, or
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if you hire people to do it, or if you
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have tech that does it, there's automations, there's all kinds
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of technology in the world today that can do this.
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At the end of the day, the most important thing
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that you need to take from this is that it's
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a huge must have for you to have a duplicatable
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and scalable client acquisition system. When I'm asked to evaluate
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businesses that are struggling, when I'm asked to look at
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why sales teams and individuals are not performing, this particular
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category is one of the big ones that usually is
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an achilles heel, and it may be for some of
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you listening to this. So if you really want to
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attain just massive sales success, you want to make sure
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you figure out and solve the problem of a duplicatable
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and scalable client acquisition system. That's your number one must have.
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So let's move on to number two. Let's move on
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to number two in this list of must haves, the
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things that you absolutely have to have for your business.
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At the top of the list, the second category right
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after number one is a bulletproof, easy to follow sales process.
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Now I've said this before and I'll say it again
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and a coach and train and mentor on this. The
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more complicated the sales though, more likely that there are
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breaks in the process. If you really want to be
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wildly successful, you know, and you want to take care
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of one of the major must haves in selling, you
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better have a bulletproof, easy to follow sales process. Now,
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I get asked a lot about this one because there
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are a lot of different options out there. There are
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very complicated sales processes, complex selling environments. There are many,
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many different perspectives on the most important component pieces of
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a sales process. Some people emphasize one thing or another,
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