Top Secrets Of Promotional Products Sales

Dealing with qualified prospects only is the best. Try to get rid of some people as early on in the process as you possibly can. If you found out that you invested some time with them and you later discover, okay, this person is no longer qualified. Cut the cord, move on. David: Hi, and welcome back. In today's episode, co host Jay McFarland and I will be discussing Qualified Prospects Only. Welcome back, Jay. Jay: Thank you, David. Wow, this is the dream, right? This is the dream. If you could spend all your time only dealing with people who want your services, need your services, and then, wow, that's what we're searching for every day. David: That's it, man. We are living the dream. And I think for a lot of people, the reason they don't live the dream is because they don't make it a priority. They don't build it in to their processes. They don't say to themselves, when I am in touch with a prospect today, this needs to be one of the very first things that I do. Is to get them qualified in or out as q

Each time we're handling objections in sales, we should get better at it. Every sales call you have, every objection you ever receive, if you're able to document the primary questions and objections and concerns that you get, and you can properly document your best responses to that -- the ones that have gotten you the best results -- now you build up an arsenal of material that allows you to stage those responses up front, make them part of the presentation, part of the reason to buy from you rather than your competitor. David: Hi, and welcome back. In today's episode, co host Jay McFarland and I will discuss why salespeople struggle handling objections in sales. Welcome back, Jay. Jay: Hey, thank you, David. Another great discussion. I feel like we get into just kind of the same old responses, or we feel like at the first rejection, "Oh, that's a no. So I move on to the next person." David: Yeah, I give up when in fact, most objections indicate interest. And sometimes salespeople forget this. A lot of

If you're in a situation where you know you need to get more leads -- you need to generate more and better leads -- there are very specific ways of doing it. One of the things that we do with our clients is we focus on, what are the different methods of lead generation that they're currently using? What are some of the methods they could be using, if they're not already using those. And then testing those out as quickly as possible to find out what actually works and what doesn't. Some people spend months or years trying to perfect something that isn't working. And simply by switching to another method, you can get incredibly better results in a much shorter period of time. David: Hi, and welcome back. In today's episode, co host Jay McFarland and I will be discussing how to get more leads. Welcome back, Jay. Jay: Hey, it's so good to be here, David. What an amazing topic. I mean, it's got to be the question on everybody's mind, how to get more leads. David: Yeah. And I think a lot of people look at it

When I say "get over being scared of selling," that doesn't mean that you have to engage in methods of contact that you're really, truly uncomfortable with, right? That means finding a path, finding a path that works for you, finding a path that works for your people. Finding a path that works for your prospects and clients, right? And there's always a path. There is always a path to get there. David: Hi and welcome back. Are you scared of selling? If so, get over it. Today, co host Jay McFarland and I will be discussing that very topic. Welcome back, Jay. Jay: Hey, it's a great Halloween topic, right? Being scared. My kids are watching scary movies all of this month and I participate in a scary movie all day long when I have to pick up the phone and I have to talk to people who I don't know and convince them why my services are what they need. Please write me a check. That is a scary prospect when you think about it. David: Yeah, entrepreneurs basically are facing Halloween every day. In a lot of case

Change is coming... because change is always coming. And we need to try to stay ahead of it. And we're not always going to be able to do that. But we do have the ability to anticipate things that could potentially happen in the not too distant future and say, okay, if this happens, then what am I going to do? How am I going to adapt to that? David: Hi, and welcome back. In today's episode, co host Jay McFarland and I will be discussing the topic, Change is Coming. Don't Make it Harder. Welcome back, Jay. Jay: It's good to be here, David. Change is hard. Change is not easy in life, in business. We like comfort zones. We like to get in a groove. And I am the first to admit it. If I could find a way to not have to change in business and just cruise, I'm not opposed to just cruising. David: Yeah, well, status quo can certainly be comfortable until it's not, right? It's very comfortable until it's not. And when I say change is coming, I mean, so much of what we've been hearing lately is about all the potentia

When I say your competition isn't that good, what I mean is that a lot of them are not taking the time to learn the things that will allow them to perform better. David: Hi, and welcome back. In today's episode, co host Jay McFarland and I say, your competition isn't that good. Right, Jay? Jay: Yeah, absolutely. Do you even know who your competition is? Do you know what they offer? Do you know what people think of them compared to you? Maybe you don't even know if your competition is that good. David: Exactly. And I hear, so many times, when I'm talking to salespeople, the idea that, there's a lot of competition. Competition is very difficult. There's a lot of online competition. There's a lot of local competition. There's a lot of price-cutting competition. There are all these different variations on competition. And that's all true. But a lot of them really, honestly, just aren't that good. And if you recognize right up front that most businesses are average, right? There's an average in every busines

If you're at a point right now where you know you need to be selling more, but for whatever reason you're not -- and you could feel like it's the economy, you could feel like it's the competition, it doesn't really matter what it is -- If it's either of those things or if it's something else, there are ways around it. There are specific things you can do that will help you to get through to the people that you need to reach, and drive them to either a yes or no, thumbs up or thumbs down decision. Sometimes the answer is going to be no. But sometimes it's going to be yes. If you're not even giving them the option to give you a thumbs up or thumbs down, there's no way you win. David: Hi, and welcome back. Today, Jay McFarland and I will be discussing Don't Wait for the Economy to Improve. Welcome back, Jay. Jay: Hey, Dave. As always, it's a real pleasure. You know, I've been thinking a lot about the economy, and it's really kind of unique because there are parts of this economy that are really struggling an

We get results from social media when we're able to identify the result that we're looking to get, and identify the messaging that we need to create to be able to get in front of these ideal prospects to have them raise their hands and express interest. When we do those things correctly, then you can get to the point where nearly everybody you talk to is actually qualified to do business with you. David: Hi, and welcome back. In today's episode, co host Jay McFarland and I will be discussing getting results from social media. Welcome back, Jay. Jay: Hey, David. This is a big topic. Talk about opening a can of worms. It's something everybody wants, and we talked, last podcast about learning online and what great resources there are. This is a place where there may be such an overload of information and different ideas that I don't know if you're going to find the answer online. I really don't. David: You'll find a lot of answers online. Yeah., Right? Whether or not it's the answer you're looking for, whe

David: When we talk about learning from failure, it doesn't just have to be our failures. We can learn from the failures of others. Jay: Oh yeah. David: We can learn from the failures of our friends, our family, our parents, our children. We can learn from any type of failure that we meet along the way. And when we do that, when we learn from other people's failures, we are saving ourselves a lot more aggravation. David: Hi, and welcome back. In today's episode, co host Jay McFarland and I will be discussing learning from failure. Welcome back, Jay. Jay: Hey, David. Once again, it's a pleasure to be here. This one, again, another important topic. I think we have a tendency, when we have failure, to not want to try that again, as opposed to saying I don't know who said it, but fail forward. Right? So like it or not, we're a result of our failures, and we're probably going to fail more than we win. So defining what we do in failure, I think, is very important. David: Yeah, I think this particular topic

Investing in yourself isn't always easy. It is a matter of finding the time to make these investments in ourselves and to say, "okay, if I can't go to a cabin for a week, what can I do? When can I do this?" David: Hi, and welcome back. In today's episode, co host Jay McFarlane and I will be discussing investing in yourself. Welcome back, Jay. Jay: Hey David. It's so good to be here. I feel like lately we've been going after things that I really struggle with. We talked about controlling your internal monologue. Now we're talking about investing in yourself. It's really easy for me to invest in other people. That is very easy. But taking time to invest in myself... when I need something, I will go and find it and I'll learn how to do it. But being proactive about it. I'm reactive, just about in every way. David: Interesting. So when you think in terms of investing in yourself, you mean investing what? Time, money? Jay: All of it. you know, investing in myself when it comes to just taking time to learn n

Your internal monologue is critical. The worst thing we can do is delegating our internal monologue to someone else. Let alone someone we might not know, like, or trust. David: Hi, and welcome back. In today's episode, co host Jay McFarland and I will be discussing your internal monologue. What's going on in there, Jay? Jay: Hey, David. I'm not sure what's rattling around up here, but I think this is an important topic. I think that often we are a result of what we allow to rattle around in our brains. And if we're not aware of it, if we're not conscious of it, then that can kind of define who we are and what we do each day. David: Yeah, it really does. And I've read a lot about this topic over the years. I've listened to a lot of podcasts on the topic. Of course, we all live this on a day to day basis. I remember reading in one of Michael Singer's books, he wrote a book called The Untethered Soul and he was talking about your internal roommate and how basically you've got all these thoughts going on in

For me, in identifying and attracting ideal clients, I need people who have the motivation, who have the desire, who have the discipline, and just the willingness to move forward. People who are decisive enough to be able to say, "yes, I want to do this. Let's move forward on it." Because the people who just take forever to make up their minds and who don't respond to calls and all that type of thing? Been there, done that. No longer my ideal situation, or even close. David: Hi and welcome back. In today's episode, co host Jay McFarland and I will be dealing with the topic of attracting ideal clients. Welcome back, Jay. Jay: Hey David, thank you so much. Another great discussion here. If we could all only deal with ideal clients. I think that would be ideal. See what I did there? David: I think so too. I love the idea of ideal clients. I love the concept of it. And in nearly everything that I do with our clients, I try to keep that the focus. It's not about bringing anyone in who can fog a mirror. It's

When we think about prospects who can't or won't say no, and we think about people who tend not to respond to us, prospects who don't reply back after they've gotten all the information, it's basically two pieces of the same puzzle. When we run into these situations, our goal needs to be driving them to the no, if we can't drive them to the yes. Because the maybes, as we know, the maybes will kill us all the time. David: Hi, and welcome back. In today's episode, co host Jay McFarland and I will be discussing prospects who can't or won't say no. Welcome back, Jay. Jay: Hey, David. Great to be with you again. You know, there's so much to cover about how to deal with prospects. You really have to be thinking in depth about, who are these clients who can't or won't say no? Do you even recognize that? Because that's going to affect how you spend your time. Will you be working with them? Are they worth the time? Things like that. David: Yeah. And it ties back exactly to our last podcast where we were talking

When dealing with unresponsive clients and prospects, we have to make sure that we're doing everything on our end to be as responsive as possible. If somebody takes a week to get back to me, that doesn't mean I'm going to take a week to get back to them. Because if I start to fall into the trap that they've laid out, then that's not good for anybody. David: Hi, and welcome back. In today's episode, co host Jay McFarland and I will be discussing unresponsive clients and prospects. Welcome back, Jay. Jay: Hey, David. Once again, great topic here. I think all of us are guilty -- anyone who's involved in sales -- of thinking, this client is going to turn into something, but really, if we looked at it, should we be spending time on somebody else instead of trying to push people through who are not ready or not able to do so. David: Yeah. And I think, as you said, everyone in sales deals with this, and that's when you're dealing with prospects, right? That's when you're dealing with people who have not yet spe

Knowing vs. Doing in sales is all about implementation. Implementation connects the knowledge you have to the results that you're going to get. And without that key element being implemented again and again and again, you're never going to get to the results, the sales, the possibility that you have in your entire career. David: Hi, and welcome back. In today's episode, co host Jay McFarland and I will be discussing knowing versus doing in sales. Welcome back, Jay. Jay: Hey, David. I love this topic because I think so many of us are just doing what we think we should do, but we're like, squeaky wheel gets the grease. And so, are we really focusing and fine tuning and honing our sales. David: Right. And doing what we know. Jay: Yeah. David: Because a lot of us can get trapped in input, rather than output. And I know I am guilty of this myself because I am a chronic learner. I am always reading books and studying stuff, watching videos, learning from courses, I spend a whole lot of money educating myself

A lot of people just think broadly in terms of expanding their market, without asking themselves a really important question, which is why? Why do you need to expand your market? Am I not doing things well enough in my existing market that I haven't been able to mine that as effectively as I could? David: Hi, and welcome back. In today's episode, co host Jay McFarland and I will be discussing Expanding Your Market. Welcome back, Jay. Jay: Hey, thank you, David. Once again, I'm excited for this conversation. I know we always kind of learn from each other. We're in a process in our business where we're trying to expand from the inside, from our current customer base. Like right now we have a great Google Ads program, but we don't have an organic program, right? So that's one area that we're looking at right now. How do we get those organic leads? So we're right in this process right now. David: That's really interesting because there are so many different ways we can talk about expanding. I mean, the fir

When you're able to deliver what you say you're going to deliver, that will start to motivate buyers to want to do business with you. And particularly for repeat orders. Because the first time they're buying from you, they don't really know exactly what you can do. They're basing it on what you're telling them, the conversations you're having. But then after they have that first experience with you, and they know what you're like, and they've liked that experience, then they are going to be motivated to buy again. Because at that point, they know those things. And it's not just based on what you're saying. David: Hello and welcome back. In today's episode, co host Jay McFarland and I will be discussing what motivates buyers. Welcome back, Jay. Jay: Yeah. Hey, it's good to be here, David. I kind of think, why would you need to know or have a discussion about what motivates buyers? I think it's because we assume everybody's like us. And that assumption, can be completely wrongheaded, right? David: Yeah.

I mean, you have a podcast called Building Trust in Sales, you say, "yeah, be trustworthy." That's pretty obvious. But it's also necessary. It's necessary to be that, and to be able to convey that, and just to be authentic with it. David: Hi, and welcome back. In today's episode, co host Jay McFarland and I will be discussing building trust in sales. Welcome back, Jay. Jay: Hey, David, it's such a pleasure to be with you. Sales is a huge part of our business model, trusting that system. And, a lot of times it's like crossing our fingers that it will work. I think a lot of people would like to have a little bit more surety than that. David: Yeah. And trust is absolutely critical to the whole experience. If they don't trust you, there's no way they're going to buy from you. Now, there are some people who are untrustworthy and people should not buy from them, right? So if you're untrustworthy, this is not a podcast about how to appear trustworthy. I'm assuming that everybody who's paying attention to this

What do we want the overall customer experience to be like? How do we want this person to be welcomed if they happen to walk into our business? Because we want that experience to be consistent. That's another important aspect of this. The businesses that really consider their customer experience want to make sure that it is absolutely consistent. David: Hello and welcome back in today's podcast. Co host Jay McFarland and I will be discussing crafting the customer experience. Welcome back, Jay. Jay: Hey, thank you so much, David. And I feel like here once again I'm going to learn something from our discussion because I don't think a lot about crafting the experience. For me, it's like, Hey, we had a sales call. Now you're a client and we'll just fake it until we make it, I guess. David: Right. And that is certainly a way to do it. It's certainly valid. I believe it's probably what many businesses do, perhaps most. The thing that actually got me thinking about this was a trip that I took to Disney World a

Over the years, I have met some exceptional performers who still struggle to get enough customers. It's not a function of who they are as people. It's also not a reflection of their work. It's not even a mindset issue. It's about the fact that being exceptionally good at what you do, and being able to get enough customers or clients are two completely different skill sets. I can't tell you how many business owners I've talked to over the years who are exceptional at what they do, but they can't get enough customers. I've met: Chefs who make amazing food, but can't get enough people into their restaurants to keep the lights on. Real estate agents who know their markets in and out, they're great with people, can handle all the details, but can't get enough clients to pay their bills. Artists who have amazing skills, but who never mastered the art of customer acquisition, so their actual art remains largely unseen. Printers who have taken out loans to invest enormous amounts of money in equipment th