Helping you WIN in sales
It's been a prolific two weeks in terms of content creation...
I've created 12 training videos and 2 member spotlights to be specific.
You will say "wow" when the latter two are released!
One is an interview with a former soldier in Iraq who turned his adversity into personal development and inspires people now with breath work, yoga, meditation and fire spinning to enter a state of flow.
The second interview is with a former drug dealer who became a corporate healer!? What a story he shared with me that you will soon access too.
Until then, below are the first 6 short episodes out of 11 to help you create winning sales proposals, quote templates, or tenders.
Success tip 1: Do qualifying and presenting in two separate meetings
Success tip 2: Read your audience so that you can cater your approach
Success tip 3: SHOW it, don’t email!
Success tip 4: Start off the right way; manage their expectations
Join us in Penang!
Would you like to create a one-of-a-kind business that makes a big difference and brings true freedom?
Join me and a group of growth-minded people in Penang next year.
The Edge retreat for entrepreneurs, innovative CEOs and legacy builders is only held once a year and capacity is capped at 15 people.
It will be my very first time in Malaysia and the program is looking really good!
A time to work hard in the boardroom while relaxing and reenergising in the company of wonderful people. We will also explore local life and culture.
Our purpose is simple: to create a one-of-a-kind business that makes a big difference and brings true freedom.
Keen to explore the opportunity?
To your success,
--Bram
I learned this the hard way
People judge others and that is their downfall.
Three years into running my own business, I realised that there was a group of people that I easily related to and did business with.
Simultaneously, there was another group of people that I didn't understand or got along with.
Because I was spinning my wheels with the latter, I called them "tire kickers", "time wasters", "bean counters", etc.
What I didn't realise at the time was that I was setting myself up for failure in advance. I shut my heart to them, which caused a disconnect.
Think of two people being on different radio frequencies. They aren't tuning in with one another.
I wasn't getting anywhere with them and made them wrong for it.
What a coward I was.
We fail to relate to someone and blame them for our inability and lack of skills.
It is the easy way out to make someone else be "the bad one" so that we can feel better about ourselves.
How often do you point a finger at someone else like I did?
Every time you do, yo...
Does the one fit all?
If you live in an Anglo Saxon country, would you start speaking French in a store and expect people to understand?
Equally, imagine going into an Anglo Saxon boardroom to pitch your "grand idea" or solution and do it in Japanese?
My point of the analogy is this: people speak 4 different languages in terms of DISC and yet we keep forcing our native language (D, I, S or C) on others even though we get push back, misunderstandings, fallouts and resistance.
Even worse: we all heard about the definition of madness, which is doing the same old thing and expect a different result.
Is that smart?
Let's bring it back to business now.
Closing ratios depend on our ability to speak the 4 DISC languages fluently.
Moreover, our sales process is not a simple "one size fits all approach" as so many gurus wrongfully claim.
In fact, you want to cater for the differences as you read into each situation.
Here are three proven ways to do so:
- Adapt your approach by matching their PACE. Exampl ...
"We always pay our tuition fees", said grandpa
My grandpa (may he RIP) used to say that we always pay our tuition fees.
There are 3 ways we do so:
- Through mistakes we make while doing something new,
- By not taking action and thus missing out, OR
- By investing in shortcuts.
In terms of the first one, it takes courage to undertake something new and failure is inevitably part of the journey to success.
Seen this way, 'failure' really is testing and improving until we succeed. It can take years.
The second one is a hefty price to pay though. The one of regret.
Not taking action because of analysis paralysis, fear of making a mistake, a scarcity mindset, etc.
We can surrender to our logical, analytical mind where the ego lives, OR fuel our intuitive voice of inspiration, passion and purpose.
Which one rules in your world when push comes to shove?
I ask because the more I study the science and art of success in any field, the more evident it is that success follows a predictable pathway.
A pathway that harmoniously links ...
How much do you FEEL you are worth?
It's relevant when you seek new employment and try to land the dream job with the right pay.
It's equally relevant when you trade time for money as a consultant, coach, freelancer or business advisor. Your hourly rate shows how much (or little) you value yourself.
It's applicable for business owners who are ready to exit their business and communicate with interested parties for the right exit fee.
And finally, it definitely is relevant when you are in BD or sales and negotiate favourable terms, volume and profit margins.
The point is: almost everything can be captured with a financial number, which then begs the question:
How comfortable are you in asking for and receiving the number you want, time and time again?
If you are 100% comfortable talking about money, terrific! Well done 👍
There still is one golden gate which is potentially locked for you.
I call this gate the science and art of effective communication.
The word that matters most is "effective". It means that you ...
Are you a straight shooter?
Do you prefer straightforward, no fluff, direct talk?
Chances are that you can come across as intimidating, competitive, egotistical, demanding and even aggressive to other people.
This is what we call the high "D" communication style of a "Director".
While it helps to be persistent, goal oriented and fast on taking action, it's a knife that cuts two ways.
Knowing that a country like Australia has roughly 18% of "Directors", it means that your communication style backfires 82% of the time with the general population - assuming that you don't cause friction with other "Directors".
When it cuts that deep that it hurts, it's time to do something differently.
As a leader, you might experience the revolving door with staff coming and going... Costing the business greatly in recruitment fees, marketing and training and development...
In sales, clients will be quick to sign up but take up the cooling off period a lot of the times too because they felt pressured or sold to...
In teams, you will get in...
How to overcome "the breaking point": Time
"There is not enough time in the day"
"I'm working long hours"
"I don't get to spend as much time with my kids as I would like"
"I feel like drowning in tasks"
"Many things that I am doing are not even enjoyable, but they have to be done"
Does any of this sound familiar?
Busy people often share such comments with me.
It lead me to knock the door of an expert in overcoming "the breaking point" when it comes to time efficiencies.
Meet Julian Robins who helps business leaders create space to breathe.
One call can change everything
Early in my career, I worked for a global organisation and travelled the world.
Some years, I spent over 200 nights in hotels to do my market research, meet retailers, deliver training and support clients, and put a list together of the people I wanted to do business with.
An opportunity popped up that caught my attention. Up until then, I had mainly travelled throughout Europe, the USA, South America and Canada.
An exciting role was up for grabs in a tropical place called "Hamilton Island" near the Great Barrier Reef in Australia. The land down under!
You might recall the famous Island Caretaker campaign that was on the news all around the world.
A pay check of $180K for six months of 'work' which consisted of lying on the beach, sleeping in a 5-star hotel, diving, flying in a helicopter, and posting daily on social media.
1 job.
Over 50,000 applicants.
Seriously.
And my 59-second video got me shortlisted!
The next step in the application process was a psych-test.
Peace...
A Bucket Of Brilliance
How much goodness can you handle in business and life?
Last week, I had the pleasure of interviewing 2 members in our Success Community.
Both bring incredible value to the table.
Let me start with Alexi Broikos from Refined Real Estate, a multi-award winning agent that consistently goes above and beyond for his clients.
Put all his accolades aside, and you will find him to be a highly likeable, energetic, caring, authentic and inspiring person.
His team is on fire and going places too.
With good reason.
Learn first hand how Alexi thinks and operates as a leader. Pick up the countless nuggets of gold, because he delivers a "Bucket of Brilliance" to us.
Watch or listen to the episode with Alexi here
Next is Nancy Hoobergs, Senior European Sales Manager of Watkins Wellness. A graduate of our Business Development Accelerator, she shared how the 10-week course has been "game changing" for the entire global sales team.
For easy reference: Watkins is a manufacturer of premium port...
