Sales

How Sales Enablement Can Solve Your Toughest Sales and Marketing Challenges

In your company, you may find that your sales and marketing teams have challenges that slow down their production and, therefore, your profits. Learn more about how sales enablement can solve your toughest sales and marketing challenges. According to Pam Didner, the best way to make that happen is with sales enablement.

Embracing Connection: How to Empower Employees and Please Customers

How can you start embracing moments of connection, both with employees and with customers? The answer comes from leading social marketing strategist and CMO of Brand Innovators, Ted Rubin. Ted’s message of Return on Relationship has helped business owners across the country to empower themselves and their employees to embrace moments of connection.

How to Close More Sales Without Getting Pushy

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Ryan Stewman is a five-time bestselling author, sales trainer, and entrepreneur. He's also a regular contributor to Forbes, Entrepreneur, and other major publications.

 Ryan is known throughout the sales marketing industry as the "hardcore closer."

He didn't pick this name himself, but he accepts it with pride.

Today, Ryan talks about how you can get everything you need to know about your initial sales call and close more sales without getting pushy.

Spend More Time Preparing and Less Time Calling

Most companies recommend calling leads within the first five minutes, but not Ryan.

In fact, his team doesn't schedule calls for about four or five days out.

Why not? This gives them ample time to prepare for the call. The goal is to find out as much as they can about the person.

Another mistake companies make? They call every. single. lead.

Ryan recommends opting for quality over quantity. Why waste your time chasing down bad leads and facing ultimate rejection? Sales is emotional and stressful: you're constantly berated, rejected, and turned down so morale can deteriorate pretty quickly.

No one likes hearing the word "no." You can avoid lots of rejection simply by getting to know your leads before making the call.

Gather Information

When Ryan's team receives a lead, the first thing they do is determine how they can get more information.

Ryan suggests utilizing an automated email system that sends out surveys and forms to your leads. He uses a roughly ten-question survey to find out where they live, where they work, what kind of problems they're having, and what kind of business they're in.

This helps to get an overall sense of who they are and build your familiarity.

Social Reconnaissance

Ryan recommends checking out your lead's social media profiles.

Most people share posts with a public audience because they want others to see these things. No one pays attention to anyone anymore, so Ryan says people really appreciate this effort.

The goal is to get a sense for their personality.

This can also help avoid unnecessary rejection. Notice a lead chronically complaining or making up excuses in their Facebook posts? Then don't pursue that lead. Why waste your time with ultimate rejection?

On-The-Call Strategy

Ryan's strategy for phone calls is pretty simple: he barely says anything.

If you can get folks to open their mouths, they're more likely to open their wallets.

This means that you don't need to be a good sales person if you're already a good listener.

First 30 Seconds

At the very beginning of the call, Ryan says you'll want to accomplish two things: let the person know you already have successful results with someone just like them and get them to admit they've already made a decision with you involved.

It sounds hard but it's actually pretty simple.

Ryan starts out by asking for the person's geographical location. Then he lets them know that he has current clients in that same area with great results.

He doesn't lie: if Ryan doesn't have clients in the same city, he'll list the state or region.

After that, Ryan asks why the lead reached out to him. By answering this question, Ryan gets them to admit they've already made a decision that involves him.

Keep the Conversation Flowing

Ryan says the process of sales is very similar to what a doctor does: someone tells you their problems and you give them a solution.

When you enter a doctor's office, you usually go through the same protocol, right?

Ryan uses the same strategy for sales calls. He calls it the "prescription method."

Come up with six or seven open-ended questions to use on every sales call. This helps keep the conversation flowing and avoids dead-ends.

Once the lead feels like you thoroughly understand their situation and problems, they're more likely to trust you for a solution.

Answering Questions

Ryan says a lot of companies make big mistakes when it comes to answering questions on the initial phone call.

They forget what the lead wants to get out of the phone call. When someone calls a mortgage loan officer, it's because they want a house. They don't want to hear all the details about bond markets and interest rates.

Answering questions with too many details gets confusing quickly. We're conditioned to write and speak for experts, but fancy words and industry detail is just confusing to customers.

Tell them what they want to know in a way they can understand.

What about revealing prices?

Ryan prefers to list his price up-front on the website. He also likes to compare his price and product to another product with a similar price. He'll then explain that not only is his product superior, but it also costs less.

Closing the Sale without Getting Pushy

Ryan says the atmosphere has changed since the days of cold calls and newspaper ads.

You don't need to go through the hassle of changing someone's mind because you can find leads that prequalify for your product or service. Social media has made this strategy easier than ever.

Once you thoroughly understand someone's problems, you can prescribe them a beneficial solution. This is only possible by conducting efficient research through surveys and social reconnaissance.

Don't push for a one-call close!

Why risk jeopardizing the relationship? If a lead isn't quite ready to commit, ask when you can follow-up for an answer. Ryan also likes to send automated "thank you" emails.

The goal is to push for future contact. Clients feel comfortable when you give them this control.

How to Learn More from Ryan

You can find Ryan at Hardcore Closer where he's written over 700 blogs and published over 500 additional pages of content covering everything to do with sales marketing.

Ryan's bestselling book, Elevator to The Top, walks you through the sales funnel, upsells, and extra programs. You can score a free paperback copy here.


About Ryan Stewman

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I’m a 4x best selling author

I contribute to Forbes, Entrepreneur, Addicted2Success, Good men Project, Lighter Side of Real Estate and Huffington Post.

I’ve got more Salesman of The Month plaques than I can count. It’s crazy to think of what all I’ve done from just taking action and working hard.

Hardcore Closer is an online learning resource for salespeople. We sell e-learning products in the advertising, marketing, funnel, sales and social media arenas, as well as do personal coaching and live events. My Break Free Academy program is our flagship program. It has everything you need in order to start marketing your business online and crushing your competitors.

I’m Ryan Stewman CEO of Hardcore Closer and it’s nice to meet you.

Increase Audience Reach with a PPC Campaign

Over the years, new marketing strategies such as PPC campaign advertising has been developed to take advantage of how the internet can reach many consumers.

PPC marketing strategies have been known to reach a wider audience to increase the internet visibility of a brand employing PPC campaign services. If you are considering getting a PPC campaign done for your brand, you should also consider hiring some of the PPC advertising companies in Austin, TX.

They can do the PPC campaign services on your behalf, especially if you have little to no idea what PPC management is, but you still want to be successful with it.

Benefits of PPC Marketing or PPC Campaign

Benefits of PPC Marketing or PPC Campaign

Marketing strategies have developed through time, and these new practices were developed by experts through research to create campaigns which adhere to the latest trends in marketing.

With this in mind, PPC campaign marketing has been developed to start taking advantage of the perks of paid advertisements from search engines like Google Adwords. Some of the benefits of PPC marketing include:

1. It can generate more traffic to your website.
2. It can increase the number of audiences you can reach.
3. By following tips on keyword use, you can avoid making more mistakes and get conversions from your targeted audiences.

With these benefits in mind, PPC marketing has made advertising easier. You can get PPC marketing services from PPC advertising companies in Austin, TX to manage your PPC campaign and learn tips from them.

Reasons to Hire PPC Advertising Companies

If you want your PPC marketing or your PPC campaign to become a success, you should consider getting professional PPC campaign services from PPC advertising companies in Austin, TX.

With their experience in past and current projects and their expertise in the business, they can help you improve your campaigns and move high in your rankings. They know what they need to do for effective PPC management, so you are assured the best ones can help you get the full benefits of your commerce.

What is PPC Management?

What is PPC Management?

For a certain amount of specific PPC services in Austin, TX,  you can get better campaigns for your business and improve your sales with the help of professionals who know what PPC management is.

Employing effective PPC management strategies, with the help of a critical expert, can help you formulate solutions on strategies which don't work. Through effective PPC management, you can kill ineffective strategies and start new campaigns which still adhere to the rules of PPC marketing.

With the advent of recent technology, new marketing strategies such as PPC marketing have been developed and employed by many.

In turn, they were able to experience an increase in sales, brand visibility, and overall market performance of their respective brands with the help of PPC professionals. Book the best ones in Austin, TX and enjoy the benefits this service offers.