closing sales

In this episode, Rob Liano and Ari Galper have an eye-opening discussion about building trust and humanizing your sales process. They share instantly actionable telesales tips and insight into how trust based selling can be a game changer for your sales career. 

Takeaways include:

• Why you don't have to build a relationship to sell.  
• A simple way to approach the gatekeeper.
• Why you should stop following up.
• How to eliminate sales pressure. 
• A hot take on the numbers game.
• How an epic fail turned into massive success.

Rob Liano and  Marc Bernstein join forces to uncover and overcome struggles that can hold you and your sales force back from achieving and exceeding your sales goals. We reveal the following.

• Overcoming call reluctance.
• The best way to handle rejection.
• Prospecting the fun way.
• Making selling easier than ever.
• Why relationships matter in sales.
• A key sales training  strategy.

In this episode Rob Liano and David Meltzer drop knowledge bomb after knowledge bomb share insight into the multitude of ways you can crush it in life and sales. You'll discover:

• The one thing that still works in sales regardless of the evolving landscape.
• A 60 second Jedi mind trick to prep for a sales call.
• A 5 point daily practice to creating the career you desire.
• How to attract the right support system.
• How to turn your talent and passion into a career.
• Why you're already in telesales if you sell face to face.
• The mathematical equation for luck so you can create it any time you want.

This episode brings the fire Gotham City Style! Rob Liano and Darrell Bennet, both from New York City, keep it real and get down to business and life in this insightful interview.  Want to find or enhance your superpowers? This is the episode for you. A cape is not included but these the takeaways are:

• Two things holding you back from success.
• How to turn motivation into transformation.
• Three questions to ask yourself to discover your true gifts.
• A recruiting tip to grow your business.
• Two traits of a rockstar employee or entrepreneur.

Let's journey through this sales life together and create the rewarding, prosperous career you desire and deserve.  This podcast brings you:

• Diverse sales & success methodologies
• Instantly actionable insight
• Motivation
• Reality checks (that lead to bigger paychecks)
• Guest experts
• A few laughs

Follow/subscribe today and let's rock!

Thanks for listening,
Rob Liano

In this episode Rob Liano throws down with Marcus Chan, the founder of Venli Consulting group. Marcus is a B2B expert so sit back and soak up the strategies shared in this one.  We discuss best practices on:

• Why you must embrace social selling.
• Getting past the gatekeeper.
• Turning cold leads into warm prospects.
• Building sales confidence.
• A simple step to getting motivated every day.

Jump into the Surviving Entrepreneurship Community for free content, educational videos, and much more!  --->> https://www.facebook.com/groups/215857859592242/

You can also reach out to me via my website or DMs on social!  

Website - https://www.CreateHonesty.com

Facebook - https://www.facebook.com/michelle.mercierRE

Instagram - https://www.instagram.com/CreateHonesty

LinkedIn - https://www.linkedin.com/in/merciermichelle/

>>> Join Michelle's Surviving Entrepreneurship Community to continue to conversation or receive your free gift <<<

~

About Lois Koffi - 

Lois Koffi is just one of a few hundred certified 12 Week Year Trainers in the world. As a recovering workaholic who has worked from home for the last 13 years - she has excelled in setting and keeping healthy boundaries, learned how to say NO, and make more money in less time by mastering the principles she teaches her clients.

She lives in Southern California with her family while growing a global business, has a podcast and loves helping her clients create six figures from home.

Connect with Lois - 

Website: www.loiskoffi.com/podcast

LinkedIn: https://www.linkedin.com/in/loiskoffi/

Healthy, Wealthy & Wise Facebook Group: https://www.facebook.com/groups/hwwpodcast

~

Connect with Michelle Mercier!

Join the Surviving Entrepreneurship Community - https://www.facebook.com/groups/215857859592242/

Website - https://www.CreateHonesty.com

Facebook - https://www.facebook.com/michelle.mercierRE

Instagram - https://www.instagram.com/CreateHonesty

LinkedIn - https://www.linkedin.com/in/merciermichelle/

In September, Pep Leppers got 40 leads. All of them booked appointments, 39 showed up and 28 of them bought something.

You could call it a lucky month, but he's maintained those numbers—a set rate of 30-40, a 95 percent show rate and a 70-80 percent close rate—ever since.

Learn how he does it and how you can improve your gym's set, show and close rates in this episode.

Links:

All Round CrossFit
Arbox
AGuard
Free Tools

Timeline:

1:37 – The history of Pep’s metrics.

2:52 – Where do his leads come from?

3:14 – Pep’s approach to affinity marketing.

7:30 – How Pep customizes Facebook marketing for success.

12:14 – The importance of consistency between your ads and your website.

14:58 – A glimpse at Pep’s approach to lead nurture.

21:07 – How Pep prevents no-shows before they happen.

26:19 – The one-hour intro session: Why it’s worth it.

31:25 – The best of both worlds: the No-Sweat Intro and the Sweat Intro.

42:03 – How Pep’s numbers have changed since September.

43:53 – Two simple steps struggling gym owners can take today to improve set, show and close rates.

It's exciting to get lots of leads, but what really matters is how many of them show up—and how many buy.

Matt Andrus, owner of Sequoia Fitness in Oakland, California, closed 75% of his leads in September. In this episode, he shares how he does it.

Tune in to learn his approach to advertising, lead nurture and sales—and how he builds trust with potential new clients.

Links

Sequoia Fitness
Incite Tax: Profit First for Microgyms
Two-Brain Coaching
The Surge: Why Some Gyms are Thriving After COVID
Book a Free Call

Timeline:

2:02 – A look at Matt’s automations.

3:55 – Analyzing the data.

6:27 – Surfing the Surge.

8:18 – What he did to close 75% of leads in September.

11:16 – Evolving from the old school.

14:59 – Pamphlets and sandwich boards.

17:45 – Rustic but sophisticated.

21:48 – What the luxury hotel industry taught Matt about sales.

24:09 – “Not a consult, but a conversation.”

27:27 – You have to believe your product is worth the price.

32:16 – Teaching staff to sell.

36:35 – “Hire for attitude, train for aptitude.”

41:02 – Successful No-Sweat Intros.

48:22 – You have to listen.

➜ Learn sales strategies & tactics with Keenan
➜ Sales pitch examples & live training
➜ Watch Episodes: https://www.youtube.com/playlist?list=PLB4dN4CeVzK6jMdBGX8hsBzNgMScyAAkr

Learning to pitch your product or service over a sales call is no easy feat.

The tactic of Gap Selling takes lots of hard work to get right, and not nearly enough people use it to its full potential. I've realized this after getting bad sales calls all the time, so I decided to take them to turn them into opportunities.

This is Gap Sell Keenan, where I take calls from REAL people with things to sell. If I like what they're selling, I'll buy it.

If I don't, I'll school them on what they did wrong.

Gym owners: What does your marketing process look like? Do you just toss out some ads and hope for the best?

Maybe you're more sophisticated and you've got automations set up to chase after leads. Guess what? That's still not enough.

Here, marketing expert Mateo Lopez breaks down the points of performance for the kind of marketing chain that ends in more sales closed.

Links:

Incite Tax: Profit First for Microgyms
Forever Fierce
Gym Lead Machine
StoryBrand: Can It Help You Acquire More Clients?
Free Tools
Book a Free Call

Timeline:

1:51 – Learning the lingo: Leads, set, show, close.

6:21 – Why gym owners need to learn about the marketing chain. 

10:17 – What gym owners do wrong when it comes to lead generation. 

14:35 – The top gym-website faux pas.

19:40 – What your website should be doing.

25:50 – How to get more people to book appointments through your website.

28:58 – Fine-tuning the lead-nurture sequence.

30:47 – How to make follow-ups personal. 

34:31 – How to increase appointment show rates.

39:23 – Is your appointment-booking software working for or against you?

46:04 – The power of personal touchpoints. 

46:59 – How to close the sale.

50:01 – Conviction: You need to put in the reps.

54:00 – Resources to help you improve your marketing chain and close more sales.