Your goal on every "sales call" should be to make a friend... not a sale. Hear me out on this one. When you go into a "sales call" with the intent to SELL, your "prospects" can smell it on you. They can literally sniff it out like a blood hound. Instead, if you go into every call intending to make a friend, your "prospects" will naturally want to open up and speak with you more. By showing genuine interest in them, and asking a ton of questions, they will be more likely to lower their defenses and actually talk to you. Remember, people buy from those they KNOW, LIKE and TRUST (KLT). KLT is the friendship recipe. So make a friend today!

Are you measuring your metrics? What does this even mean? Why is it important? We encourage you to keep track of these four metrics on a weekly basis: 1) Leads: These are your qualified leads, people who have been referred to you, or those you have interacted with on social media (not those that just "like" or "follow" you). 2) Set: The number of people who have set an appointment with you. 3) Show: The number of people who showed up for their appointment. 4) Close: Those you closed the sale with. Keeping a weekly account of these four metrics will allow you to quickly identify any bottlenecks in your process so you can make effective course corrections to quickly get back on track. Let's look at a few examples. If you have 4 leads (a week), 4 appointments, 3 that show up and 2 that close, you're looking at a leads problem. If you've got 50 leads, 35 appointments, 30 that show up and 2 that close, then you've got a sales problem, likely in your discovery process. Having outside eyes look at your Lead, Set, Show, Close numbers will quickly identify the problem so you can solve it. Need help with your Lead/Set/Show/Close? Comment below!

When you are talking to a potential client, are you helping them uncover SMART or DUMB goals? SMART Goals are: Specific Measurable Actionable Realistic Timely DUMB Goals are: Dillusional Unrealistic Misaligned Boring You should work to uncover at 3 SMART goals on every sales call. This will add more clarity to the call. SMART goals are the driving force of the sale. If your potential clients don't understand what they want, how can you help them get it? Get SMART not DUMB!

AIME is our sales discovery method. It stands for Align, Inspire, Motivate and Empower. Our goal should not be to simply MAKE A SALE. If that is what drives you, your guests can tell. In fact, in the sales industry, we call this COMMISSION BREATH (yuck). Instead, our goal should be to find ALIGNMENT with our guests. We should INSPIRE them to set new goals to chase. We should MOTIVATE them to take action on those goals. AND We should EMPOWER them to make an educated decision. Ideally, when they are on the call with us! As you level up in our community, you will gain access to some of our courses to help you adopt the AIME Process. Drop any questions you have for us here, or feel free to book a call to learn more!

If you feel that you are struggling to build VALUE in your sales process, this is the place for you! During Sales Discovery, you need to follow a specific process. Doing so, will ELIMINATE most objections. During Discovery, we: - Build Rapport quickly and efficiently - Establish 3 SMART goals with our guest - Find what our guest really DESIRES - Find the URGENCY behind that desire - Efficiently transition to our PITCH If you can do all that with confidence and conviction, you can eliminate MOST of the objections in the sales process. If that sounds interesting to you, stick around! Drop your questions about the sales process right here and our experts can help! If you need more help, just book a call with us!