Jim Horning

"Wax On, Wax Off Danielson.." Never a more accurate approach to prospecting than these words from Mr. Miyagi. Ok, if you don't get the reference, you must be really young – good for you! However, this ability to wax on and wax off is the greatest prospecting skill you can possess. The best commercial real estate brokers in the world all have it. In today's Massimo Minute, we will share the art of waxing on and waxing off – yes, I just typed that. And how it will serve you well "young brokerson" to win more meetings. Let's Move Forward, Together! #MassimoMinute #ProspectingSkills #KnowingIsntDoing

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If your deals are going dark, it's probably because you're doing a bad job of driving them forward That last 5-10 minutes of every single meeting are where many reps lose But there's a way to drive these deals forward and stop having them ghost I just released this training on sales call execution to help folks struggling with this Let me know in the comments what's helpful 👊

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Mr. Miyagi’s Two Rules for Discovery Calls 1) Asking questions is a skill. It can be practiced and perfected with repetition. Discovery is more than asking the questions the boss wants you to ask. 2) First learn rule #1 #sales #salestraining

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Your call center is costing you millions in lost deals. Here's why: They act as schedulers instead of qualifiers. Filling calendars but flooding your pipeline with tire kickers and time wasters. Elite call centers don't just set appointments. They build genuine excitement. Handle objections. Pre-sell prospects before your sales team makes first contact. When your lead arrives already sold on working with you, closing becomes a formality. But keep treating your call center like calendar monkeys, and your sales team will keep fighting uphill battles with every lead. Fix your qualification process. Watch your close rate climb.

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7 Secrets Only In Home B2C Direct Sellers Know... I was inspired to write this post celebrating In Home Sellers after seeing a bunch of posts claiming how superior B2B sales is to B2C... All with zero evidence to back up their claims... So here's 7 skills B2C Direct sellers have mastered that other sellers are clueless about... 1. You think & act with emotional intelligence, adjusting your style to different personalities intuitively on autopilot! 2. You apply neuroscience backed psychology instead of 1900's old skool sales technique and pre-rehearsed step selling models that just don't work anymore! 3. You 100% respect & cherish the lead you're given (or that you make!) as it is, sole decision maker or both homeowners no matter, without fishing for budgets, timing or other quotes in a desperate bid to disqualify anybody who isn't a laydown! 4. You know the secrets of how to transform people's lives and you have the power to inspire today's buyers by selling value solutions to costly and painful problems and to make dreams a reality all for less than it costs for homeowners to do nothing and stay as they are! 5. You're always ready to invest in your personal development and your selling skills instead of just trying to get free instant win tips from social media posts! 6. You're needed (AI can't replace you!) and wanted by buyers and your leaders because you understand emotion, people and you can deal with any situation that you're dealt without whingeing or making excuses when you don't sell! 7. You don't expect a free lunch, a safety net or a security blanket, you eat what you kill and you're proud of where you've come from and what you've overcome to get to where you are! Am I right? What would you add? B2C In Home Direct Sellers are the lifeblood of the sales profession! Paul 🙏👊 UK No1 Direct Sales Coach to Today's Top B2C In Home Sellers PS. DM me for live Paygo video 21st century B2C direct sales coaching with guaranteed results! #21stCenturyDirectSalesCoaching

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😡 sales people suck ass on calls when they do this….. You know when you are on a sales call and they just hunt out a yes, then as soon as you say yes, they pounce. They in the trade are call “amateurs…..” Now no-one likes to say they are an amateur, but their actions show it. Sales isn’t just getting a yes at any cost. Being effective in a conversation where what ever they answer you are a pro and know hHOW TO HELP THEM is the goal.

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Inconsistent prospecting leads to inconsistent prospecting. Keep your sales pipeline full of opportunities by making prospecting a priority daily. Comment or message me “PROSPECTING” if you want to learn how to prospect like a professional and never have to worry about your sales pipeline drying up. #teammemberperspective #Insurance #salestraining #motivation #insuranceagent #statefarmagent  #salesprocess #mindset #colterjohnson #salestips #prospecting 

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Think your sales sequences to a purchased list of leads doesn't damage your brand? Think again. I've been getting a series of pitch slaps from this company using a few different email domains. I got curious today and looked them up. Here's the first thing a prospect is likely to come across when googling the firm's name. Do you think their executive team is unaware of this? Or maybe they don't care? ~~~~~~~ I help firms use human-to-human approaches to reach prospects witout alienating them. Let me know if you'd like to discuss. ~~~~~~~ Image description: Screenshot the Google reviews of a firm that has been sending me sales emails. There are 8 reviews, 1.0 stars. Every reviewer mentions that the firm is spamming them endlessly.

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Best platform to make $$$ 🤑 Want more tips on turning leads into paying clients? Follow me for actionable strategies! #sales #digitalmarketing #salestraining #salesstrategy #marketingstrategy #marketing #salescoach #salesfunnel #marketingtips #salescoaching #leadgeneration #leadgen #emailmarketing #growyourbusiness #contentmarketing #coaching #businesscoach #businesscoaching #coachingtips #entrepreneurcoach #coachingonline #onlinebusiness #businessgrowth #onlinebusinesscoach #coach #salessuccess #businesstips #onlinecoaching #onlinecoach #businessmentor

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Here's why you get so many objections on your sales calls. (And how to never get any ever again) ↓ So here's why ↓ "Objection handling" is part of your sales process – allow me to explain. If you think there will be objections–to the point where you plan ahead for them and tell yourself "the prospect will likely have objections and I am ready to handle them"–then there definitely will be! You will act in congruence with your beliefs–meaning that you will essentially take actions and perform your sales process in a way that allows the prospect to have multiple objections. (It's basic psychology, just look up the 'consistency bias'). –––– So now the question becomes "How do I stop getting objections?" ↓ So here's how to get 0 objections ↓ 1. Discovery Discovery, discovery, discovery. You need to show such a deep fundamental understanding of your prospect that they start to believe that you know them better than they do. This is the number one thing that builds trust. 2. Clarity When pitching, make it crystal clear exactly how you're going to help your prospect get to their desired outcome and what the journey is going to look like for them. 3. "What questions do you have specifically regarding XYZ?" That's a question that you should be asking as often as possible, especially during your pitch. Make sure you handle absolutely all uncertainties, questions, or concerns your prospects have. Always assume they have a question–most of the time they do! 4. Price No, this doesn't mean "lower the price" or anything along those lines. It means the following: NEVER reveal the price until you get the prospect to verbalize the following: • The fact that they 100% believe that your product/service will help them get to their desired outcome • They have zero uncertainties regarding all aspects of your product/service • That they would, hypothetically, get started and become a client immediately, as long as they can afford it ↑ I promise you, that if you get the prospect to verbalize all three of those things, they WILL NOT have any real objections. The only possible thing stopping the sale from moving forward at that point is what's known as a "logical barrier", things such as the prospect physically not being able to afford the entire amount that your product/service costs upfront. – The method outlined above works fantastically well for B2C sales, as well as B2B sales where you're speaking to the sole decision maker. There are still going to be some cases where the prospect has to speak to other decision-makers before moving forward. Creating urgency is the key to getting over that barrier and reducing the sales cycle. – Summary: • You're getting objections because you've programmed into your mind that there will be objections • You can conduct your sales process in a way where you get zero real objections by asking the right questions, creating huge clarity, and being methodical regarding when you reveal the price

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One of the most important things you can do earlier on is DISQUALIFY prospects as fast as possible. Price points are a good example. You can save yourself and the prospect a lot of time by providing a range upfront. "John, typically projects like this can range from $50K to $150K depending on the scope we decide on. How does that align to what you had in mind for this?" If it's way out of line, now you can politely disqualify them and move on. Check out another example I share with a coaching client in this short clip.

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Question: Is it possible to "lose" a deal before you have the very first customer meeting? Answer: Absolutely! Want to learn how a particular seller drove me to the breaking point? Then check out today's 2-minute tip with Tim #sales #salesmanagment #salestraining

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❌STOP Asking BUDGET Questions Don't be average and ask prospects budget questions in ANY sale. Focus on a much deeper fact find and discovery. Asking "what is your budget" will trigger sales pressure and resistance #Sales #Entrepreneur #Success #Salestraining #prospecting #salestips

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Eliminate price objection Mediocre sales people are scared to discuss price . When your customer asks you how much it cost, tell them. If there’s a price objection, you wanna know about it now, so you know exactly how much value you need to build . Trying to build value and then discuss price, that’s an effort in futility. I Can’t tell you how many times we see sales people dance around a customer asking the price of a product or service only to try to build more value before they discuss price. You’re getting the objection if Its there either way I promise you. When you price condition at the outset, you have a fighting chance. Get trained Paid2persuade.com :: #salestraining #Motivation #Paid2Persuade #ClosersClub

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Eliminate price objection Mediocre sales people are scared to discuss price . When your customer asks you how much it cost, tell them. If there’s a price objection, you wanna know about it now, so you know exactly how much value you need to build . Trying to build value and then discuss price, that’s an effort in futility. I Can’t tell you how many times we see sales people dance around a customer asking the price of a product or service only to try to build more value before they discuss price. You’re getting the objection if Its there either way I promise you. When you price condition at the outset, you have a fighting chance. Get trained Looking to up your sales game? Paid2persuade.com :: #salestraining #Motivation #Paid2Persuade #ClosersClub

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Low consciousness selling is how most people operate. They function in a world that is based on something called “evidence” and they operate inside of assumptions that require themselves and their prospects to be bound by certain laws. These laws determine everything a salesperson believes they can say, do and think. “Evidence” is the single most harmful concept undermining sales prosperity. And here's the kicker. At this point, you have far less evidence that what you're doesn't work than evidence it does. So why are you still doing it?

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The 3 P's to get your sales team saying NO to excuses and YES to consistently hitting their quota. 1️⃣ Prepare. 2️⃣ Prepare. 3️⃣ Prepare The more prepared you are for anything in sales, the better Dear sales leaders and managers, A well-prepared salesperson consistently outperforms an unprepared one, irrespective of the product they’re selling. 🚀 Coach the sellers on how to prepare for each meeting with prospects. The difference between a generic pitch and a sales conversation is effective PREPARATION. Before showing up to any sales meeting, invest an extra time in preparation. Prepare. Prepare. Prepare. What can they do to prepare? 👇 💡 Research the company. 💡 Revisit previous discovery calls to familiarize yourself with client’s need and 💡 Position your solution in a way that aligns perfectly with the client’s vision. Preparation is important because it allows them to anticipate challenges, mitigate risks, and maximize opportunities. Again, If your team isn't practicing their sales skills in a controlled environment with colleagues, guess where they're practicing by default? That’s right. On potential customers. 🚀 Never let your salespeople practice on prospects. Because, every interaction with a customer is an opportunity to either build or break trust. So get them on track, and make sure every team member understands not just what to sell, but how to sell effectively. Implement role-playing scenarios that stimulate real-life customer interactions. Role-play gives the perfect environment for your team to practice their skills and handle objections without the pressure of real stakes. Ok, don’t ask your people to do things you’re not prepared to do yourself. If you want them to role-play, take the lead and play the role of salesperson first. Sales teams that prepare together, win together. Want more? Visit my profile for exclusive content!🔥 🔔Don't forget to hit the bell to stay updated on my latest posts. *********** New here? Join me in my mission to empower sales leaders and teams. Every day, I provide valuable insights on: 💡 Sales enablement techniques for maximizing results 🎯 Sales leadership strategies 🧠 Developing a winning sales mindset 💆 Sales therapy for overcoming challenges 🚀 Sales team growth and empowerment #wesleynewisdom #salesleadership #salesteams #saleseffectiveness #preparation

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