What can Psychology teach us about Selling?

#Top Tip 1

A strong rapport with your prospect will secure that meeting, improve conversion during the buying process and build long-lasting relationships.

Bob Burg states the renowned Know, Like, and Trust phrase (KLT)

Why is this important to know?

🔥🔥🔥

Know – You are more likely to win the business if you are referred by someone. Building a strong network of supporters is key to business success!

Like – Have you researched your prospect via their LinkedIn profile/other channels? Do you know their interests? Communication style? Their recommendations? Mutual connections? Etc. Start a conversation with a common ground and your prospect will give you the time to develop relationships.

Trust – Have you provided your prospect with evidence of your service/product? I.e., a testimonial, case study, LinkedIn recommendation.

Tony Robbins –When people are like each other they tend to like each other.”

#Top Tip 2

Personalise your communication to your target market/ICP (Ideal Customer Profile)…

Apply the AIDA concept by Frank Hutchinson Dukesmith:

A = Attention

I = Interest

D = Desire

A = Action

Why is this important to know?

🔥🔥🔥

Your prospect will buy based on emotion. They want to feel that you have spent the time to understand their problems/needs and provide solutions for their business.

Automated social media posts or email marketing is too generic for them!

Any copy you distribute to your prospect should grab the attention of the decision maker. It should be industry and terminology specific. Why should they use your service/product over your competitor? Will it achieve their 2022 goals?

Don’t forget to include a call to Action.

#Top Tip 3

Understand how your prospect prefers to communicate…

Dale Edgar’s research highlights that when we are learning new information, we retain 10% (when reading), 20% (when hearing), 30% (when seeing), and 90% (when doing). 

Why is this important to know?

🔥🔥🔥

When you pitch, your prospect might not retain all the information you speak!

Make sure you have some visuals and a demonstration.

Is there a practical activity you can do with your prospect? This could be possible with a product. If you provide a service, why not ask your prospect to speak with one of your previous clients to find out how your service benefited them.

If you would like to know more how Psychology can help you increase your business sales and customers, contact Jamie (details below) regarding his ‘Sales Psychology’ sales training programme:

https://www.linkedin.com/pulse/sales-psychology-try-unique-approach-increase-your-jamie/?published=t

Jamie Martin BSc (Hons), PGCert (Managing Director & Founder)

Correct Careers Coaching – An award-winning Modern Sales Training and Sales Strategy Business.

Jamie@correctcareerscoaching.com and 07599 332178

https://www.linkedin.com/in/jamiemartin111

Will Automation Increase Your Sales?


AI (Artificial Intelligence) and technology are improving our efficiency and productivity within business, especially as the digital world continues to enhance, but are we losing the personal approach with our future clients?

If you are going to use automation for selling – make sure it provides you with the return of investment!

#Top Tip 1

  • Research the market for the right automation product for your ICP (Ideal customer profile), consider industry, size, product/service, etc.
  • Do a trial of this product, if possible, does it provide you with the results you are looking for?
  • Have you/the staff had training on how to use all the features?

#Top Tip 2

If you are going to use automation when selling – is it personalised?

✅ Does it reflect your prospect’s communication style? Some people prefer visual over auditory…

✅ Will it be seen by the prospect? For example, if it is email marketing, you might need to customise the settings, so it is received by the reader at the ‘best’ day and time they usually open emails.

✅ How often will the prospect receive something automated? Don’t overdo it or they may opt out!

#Top Tip 3

Types of automation to consider to for your business:

  • Sales Enablement – resources and tools to convert business in to sales
  • Recruitment, onboarding, and employee engagement
  • Data input, processing invoices/claims/purchase orders
  • Chatbots, customer support, IT help

Your staff is one of the most important elements to retain in a business – make sure any automated processes benefit the staff as well as the business.

Jamie Martin BSc (Hons), PGCert (Managing Director & Founder)

Correct Careers Coaching – An award-winning Modern Sales Training and Sales Strategy Business.

Jamie@correctcareerscoaching.com and 07599 332178

https://www.linkedin.com/in/jamiemartin111

To use LinkedIn or not to use LinkedIn?


LinkedIn has nearly 800 million members, 55 million+ businesses, and in more than 200 countries across the globe.

If you are not using LinkedIn for business, you are missing out on opportunities with a vast number of professionals!

#Top Tip 1

How to connect with prospects…

You need to give a reason for someone to ‘Connect’ with you. Do you have a mutual/ connection/s? Did you have a conversation at a networking event? Did a business contact advise you to approach this prospect?

Or do you want to use their services? And give them a LinkedIn ‘Recommendation’ ⭐

The WHY is important when sending a connect request. Some people on LinkedIn will be near to their connections quote and will be selective on who they accept.

If your connection request wasn’t accepted – why not ‘Follow’ this prospect instead and you can still engage with their social media marketing.

#Top Tip 2

Engage with your Followers…

Reciprocity! If you, ‘Like’, ‘Comment’, and ‘Share’ on your connection’s post/articles, the more likely they are to return the gesture. The more engagement on your posts will increase the organic reach, as well as the audience of your connections.

The more visible you are on LinkedIn, the more awareness you and your brand will have on this channel.

If you’re going to send a prospect a private message – your engagement needs to be detailed and personalised.

Some examples:

  • Excellent post/article you have just written on LinkedIn…
  • Thank you for liking my post about…                   
  • I see you are interested in… and we are also part of the same LinkedIn group …

Turn a cold contact into a warm relationship by building rapport consistently with prospects on LinkedIn.

#Top Tip 3

Social Media Marketing…

Are you embracing social media marketing? Your competitors will be!

Whether you post daily or occasionally, make sure you do post. The more you do social media posts, the more your current customers and future customers will remember you and be aware of your services/products.

You can post about:

👉 Industry news or your business market updates

👉 Staff achievements and socials

👉 Client wins and testimonials

🔥 Do include a video or graphic – this will grab your readers attention!

Or create a ‘poll’ – a simple question can generate useful insights and statistics to share as a post with your network.

*Don’t forget to add 3 ‘#’ to your LinkedIn posts!

If you require LinkedIn and Social Selling Training for your business (storyboard attached), contact:

Jamie Martin BSc (Hons), PGCert (Managing Director & Founder)

Correct Careers Coaching – An award-winning Modern Sales Training and Sales Strategy Business.

Jamie@correctcareerscoaching.com and 07599 332178

https://www.linkedin.com/in/jamiemartin111

Who are your ‘Ideal Customer Profiles’?





You may have heard the phrase ‘I don’t want to work with a bad customer’.

This statement doesn’t necessarily mean that this ‘bad customer’ is annoying or will give you a headache if you work with them, it could just mean that this customer isn’t a suitable fit for your business model.
 
#Top Tip 1

Identify your Ideal Customer Profile (ICP)

This is a target prospect or company you want to work with or who is predicted to buy your service/product.
These ICP’s could be your customers ‘customers, the competitors of your customers, or a specific industry sector within the business ecosystem.
 
#Top Tip 2

Why this specific ICP?

Are they a competitor of a customer you have already worked with? Is this ICP in an industry you have expert knowledge of? Does this ICP have a similar size of organization, number of employees, or various departments you are used to working with?

Working with a new ICP similar to your previous customers enhances the likelihood of successful results in a quicker timeframe due to you having already done the ‘legwork’ with similar businesses.

The outcome of exceeding expectations demonstrates how effective your service/product is to your new customer, thus increasing customer retention rates.
 
#Top Tip 3

How to convert a new ICP?

You will need to identify their behaviors, e.g., what social media channels do they use?

Social media profiles (primarily LinkedIn) can provide details about an ICP’s personality, communication style, interests, etc.

The more your find out about your ICP prospects, the easier they will be to sell too!
 
Jamie Martin BSc (Hons), PGCert (Managing Director & Founder)
Correct Careers Coaching – An award-winning Modern Sales Training and Sales Strategy Business.
 
Jamie@correctcareerscoaching.com and 07599 332178
https://correctcareerscoaching.com
https://www.linkedin.com/in/jamiemartin111 

How to sell post-covid? The same as you did before…

#Top Tip

Sell on what your current customers say

Demonstrate the value of your service or product to a new prospect during the sales pitching stage from case studies or testimonials you had received from recent customers/clients who have already worked with your business.

Help your new prospect visualise (by storytelling) the outcomes or results your service or product had with other businesses (similar service, industry, size, etc.).

Your new prospect will experience emotional thoughts during your conversation by comparing themselves to their competitors, enticing them to proceed further in the buying process.

This new prospect will be convinced further from hearing real feedback about you and are more likely to proceed in working with you from fear of missing out!

What if you don’t have many testimonials?

👉 Ask your LinkedIn network for ‘recommendations’ and use these as testimonials and social media marketing post

Not sure which testimonials or case studies to quote?

👉 Use a testimonial that reflects similarities with your new prospect (Is the testimonial from a similar industry to your new prospect? Is the testimonial from the same job title as your new prospect? Does the testimonial describe a similar problem your new prospect is experiencing?)

Selling at present couldn’t be easier… let your current customers’ comments do it for you!

Jamie Martin BSc (Hons), PGCert (Managing Director & Founder)

Correct Careers Coaching – An award-winning Modern Sales Training and Sales Strategy Business.

Jamie@correctcareerscoaching.com and 07599 332178

https://www.linkedin.com/in/jamiemartin111

How I won my B2B clients?

…The tenth in this series:

Problem solving… for Sales/Account Executives, #SDR’s/BDR’s, Business Development Managers, Sales Managers, Sales Directors, CEO’s, Managing Directors

⚙ ⚙ ⚙

In the sales environment, we all face conversion challenges…

Challenges SDR’s/Sales Professionals face:

– Your client is already working with someone else (usually a competitor of yours)

👉 Does your competitor provide all the services/products you do? Could your prospect work with you on one element to start?

 – They have not got the time to explain their needs/problems to someone new

👉 If you are engaging, your prospect has time – find out when is more convenient? Or what is hindering their business initiatives early in your correspondence with them.

They have a requirement for your services, but not at present (or so they tell you)

👉 A business environment changes daily. Agree on a timely follow-up process with the prospect to keep in contact regarding any updates on their needs.

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My Advice:

– Probe and ask open questions to overcome objections

– Be an active listener!

– Build rapport – You need to be unforgettable to your prospect

– Needs-based sell

– Understand the prospect’s communication style and personality

– Be adaptable, brave, and agile: It is about your prospect during the buying process (and not your goals/targets)

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Remember – Identify your client’s problems to needs-based sell and deliver a personalised solution.

#salesexecutive #businessdevelopmentmanager #salestraining

https://linktr.ee/correctcareers

How I won my B2B clients?

….The ninth in this series:

Referrals and Introductions

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I was approached via LinkedIn by a Sales Executive/SDR currently working in a global SME (where the sales process and training were still being developed). He researched my LinkedIn profile and felt I was their external Sales Trainer of choice to develop their selling capabilities and confidence.

We had a personalised one-one 4 hour session regarding the full sales cycle and applying it to his industry sector.

⚙ ⚙ ⚙

The sessions covered:

✅ Selling techniques, advice, and tools

✅ Real examples, storytelling, and case studies

✅ Guides and handouts

✅ Follow-up emails and calls

✅ Occasional check-ins for how they were applying the acquired sales skills within their job

⚙ ⚙ ⚙

I was delighted to receive this kind testimonial:

“I am so happy that you were able to help create a system in order to help me get in front of the right people as this is something that has caused me the most insecurity and anxiety as a salesperson and isn’t really something that is readily taught or available online so I am very grateful for that.”

A while later, his brother was also in need of services that my business also provided. The Sales Executive introduced us, following a discovery call with his brother regarding their current challenges and requirements for training and development. His brother also became a client of mine and was coached by me.

Remember – It is what your client says about you – always over-deliver!

#referral #recommendation #testimonial

#sales #selling #sold

https://linktr.ee/correctcareers

How I won my B2B clients?

….The eighth in this series:

Rapport Building – Selling to Personalities not Businesses

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I had been approaching a company for the past 8 months, they were a global company with a £100+million turnover.

On a few occasions, the Head of HR was happy to chat/video conference with me regarding my services. The company had internal changes, so the time was not right for our businesses to work together.

Every couple of months I would text her (preferred communication style for this prospect) for updates on their business operations. Our personalities were similar, she seems to like my approach and character.

⚙ ⚙ ⚙

After consistent correspondence, case studies, proposal pitches, and the occasional personal comment, i.e., how was your holiday? Friend’s wedding?

I delivered a demo with the Head of HR and following this, I was booked to provide LinkedIn training to one of their Managing Directors. The MD understood the benefits of LinkedIn but didn’t know how to use and embrace it.

The feedback was that I trained the MD on loads of techniques, tools, and valued information for utilising LinkedIn in the areas of developing a personal/company brand, growing connections, social media marketing, and building client relationships.

Since then, we are exploring internal options for me to train other employees regarding LinkedIn and social selling.

Remember – Understand prospect’s individual differences; their personality traits and communication styles – adapt your selling approach to suit there’s!

#personality #communication #rapport

#sales #selling #sold

https://linktr.ee/correctcareers

How I won my B2B clients?

….The seventh in this series:

Objection Handling and Conversion

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A client was referred to me. At the start of our communication, the client explained her business had not been successful in the last year and her budget for any services would be a challenge.

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My cadence process included a phone call, a zoom call, an email and a text! During these touch points and several correspondences with each other, she felt confident my services of sales, strategy, and social media training could benefit her business.

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We openly discussed a suitable situation regarding costings (I provided an introductory offer to start growing her client base and revenue), once her business had more cashflow, she would be happy to pay my standard rates for further training and support.

I supported this client in many areas:

⚡ Analysing previous client data and account managing previous clients for repeat business and upselling

⚡ Strategy for generating more clients on a global scale using different channels (including social media)

⚡ A plan for increasing her prices for her services

Remember – Any objection can be overcome with needs-based selling.

#sales #selling #sold

https://linktr.ee/correctcareers

How I won my B2B clients?

….The fifth in this series:

Networking…

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It was the right time for my business to join a networking group on a membership basis. During your 60-second pitches each week, I would mostly communicate my sales training and sales strategy experience and services.

Occasionally I would explain add on services I provide to clients, i.e., recruitment training following my 6 years of achievements within the recruitment industry.

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It was 6 months approx. before a business within this group required this service area of my business. When a HR Consultancy who was also a member of this group, remembered my recruitment training background and services and engaged with me on a recruitment project.

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Remember – people do remember what you say and do… Make sure you stay visible and communicate the full range of services your business offers.

Even if you feel there is not an ROI straight away, be consistent and positive, as a business will come back to you when they have the need for your services for their business.

#networking #communication #businessvalue

https://linktr.ee/correctcareers