Michael E. Pyle

Sales thought 💭 Doing something different requires change. Change induces fight or flight reactions. So when your prospect initially says no, that’s normal. It’s not because of you. Don’t take it personally. Don’t get upset or discouraged. Anticipate the NO. Now. Dig deep and help your prospect cross that line of change. (As long as you believe 100% that your service/solution will help them). It’s not going to be easy.

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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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Dominate the Sale, Own the Relationship Stop leaving money on the table! Sales isn't about tricks, it's about persistent pursuit and delivering undeniable value. Treat every customer like a million-dollar deal, even if they're buying a R10 product. Obsess over their needs, blow their expectations away, and they'll be customers for life. Service is your secret weapon. Use it to build an army of loyal buyers. Go above and beyond, surprise and delight. Make them feel like royalty. This isn't just about closing deals, it's about creating a legacy. Now go out there and make it happen!

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Stop chasing clients. Start commanding the room. In high-ticket sales, it’s not about getting picked—it’s about being the only option. — Dawnna St. Louis, Higher-Ticket Sales Secrets higherticketsales.com Amazon: https://lnkd.in/gXmqQTWb #SalesDomination #HighTicketSales #SalesLeadership #MillionDollarDeals #SalesSuccess

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Don’t freak out when you get an objection 🤯 Receiving an objection usually means you haven’t done enough in the build up to that point to successfully create value for your customer or prospect Don’t take it personally or react badly if a customer doesn’t like your prices or feels it isn’t the right time Just see it as an opportunity to refine your questioning and pitch next time In fact, welcome the objection Acknowledge that you’ve been here before That way your building trust and creating an opportunity to educate them Don’t just brush it off or avoid it By facing the objection head on your not only giving yourself a valuable learning point But also differentiating yourself as someone who genuinely cares about your customers needs P.S - what’s your most frustrating objection you get on a day to day basis?

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I have reviewed 220+ high-ticket closing calls this simple mistake could be costing you ($8,000) I’ve seen closers/businesses lose deals because they sound desperate during the Zoom call It doesn’t have to be this way to avoid sounding desperate and secure more deals Mindset shift is important: - Consult your prospect - Don't sell: It Breaks the relation It ok to lose the "deal"... But don't repeat the mistakes in your next closing deal 𝗦𝘁𝗮𝘆 𝗖𝗼𝗻𝗳𝗶𝗱𝗲𝗻𝘁: (Research and prepare your prospect) → Believe in the value you’re offering. → Speak with assurance and clarity. Instead of saying, I hope this works for you, say This solution has worked exceptionally well for clients like you. 𝗙𝗼𝗰𝘂𝘀 𝗼𝗻 𝗩𝗮𝗹𝘂𝗲: → Highlight how your product solves their problems. → Use specific examples and case studies. For instance, Our [Service/Product] reduced processing time by [40%] for Company X, saving them [$50,000] annually. or use Our service increased Client [X's] sales by 30% in just [six months] by streamlining their sales process. 𝗣𝗿𝗲𝗽𝗮𝗿𝗮𝘁𝗶𝗼𝗻 𝗶𝘀 𝗰𝗿𝘂𝗰𝗶𝗮𝗹. → Know your product inside and out. → Anticipate objections and have answers ready. (based on the script) → do your homework on your client → Make them feel, you’re serious about helping them and value their time. 𝗘𝗻𝗴𝗮𝗴𝗲 𝘄𝗶𝘁𝗵 𝗤𝘂𝗲𝘀𝘁𝗶𝗼𝗻𝘀: → Show genuine interest in their needs. → Listen actively to their responses. Ask questions like, What are your biggest challenges right now? How do you see our product fitting into your strategy? and Shhh... 🤫...let them speak ..Do not interrupt 𝗖𝗼𝗻𝘁𝗿𝗼𝗹 𝘁𝗵𝗲 𝗽𝗮𝗰𝗲 𝗼𝗳 𝘁𝗵𝗲 𝗰𝗼𝗻𝘃𝗲𝗿𝘀𝗮𝘁𝗶𝗼𝗻. → Don’t rush. → Allow the prospect to process information. → Pause after making a key point and let them respond. → Giving them space to take their decision and respect their decision. 𝗙𝗿𝗮𝗺𝗲 𝘀𝘁𝗮𝘁𝗲𝗺𝗲𝗻𝘁𝘀 𝗽𝗼𝘀𝗶𝘁𝗶𝘃𝗲𝗹𝘆. → Avoid words that imply uncertainty. Instead of saying, "Hopefully, this will work for you", say, This solution will meet your needs...Because... 𝗕𝗲 𝗪𝗶𝗹𝗹𝗶𝗻𝗴 𝘁𝗼 𝗪𝗮𝗹𝗸 𝗔𝘄𝗮𝘆: → If the prospect isn’t a good fit, don’t force the sale. → Respect their decision. → Leave the door open for future opportunities. Say, “I understand it might not be the right time now. Let’s stay in touch for future opportunities.” 𝗙𝗼𝗹𝗹𝗼𝘄 𝗨𝗽 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝗰𝗮𝗹𝗹𝘆: → Agree on a follow-up plan if they need more time. → Send a recap email summarizing the call and next steps. For eg, Thank you for your time today. Here’s a summary of our discussion and the proposed next step PS: What strategies do you use to avoid sounding desperate? Share your thoughts in the comments.

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What does the first call with a small business broker look like? Having been on close to a 100 of these calls it varies greatly.... Sometimes it feels more like an interview, the broker asking you a handful of questions to screen the potential buyer (Usually on more competitive deals) Sometimes the broker just opens the conversation for questions and leaves the flow up to the potential buyer Sometimes the broker doesn't know anything more than what's on the CIM and the call is a complete waste 😂 Sometimes the broker is well versed and can help the potential buyer quickly realize if the deal is a good fit So as a potential buyer, be prepared and go with the flow 😁

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If you're in sales, you probably find yourself having to leave voicemail messages... probably lots of voicemail messages. And if you're like most reps I know, it's a struggle getting prospects to call you back. Interested in upping your game and scoring a few more callbacks? Then check out this week’s 2-Minute Tip with Tim. And if you're curious about how I teach sales teams to sell more without being slimy or manipulative, let’s schedule a quick call where I’d love to share ideas with you. Just send me a DM and I'll shoot you my calendar link. #sales #salesmanagment #salestraining

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Prospecting is a skill. Trust based prospecting is gonna make all the difference in a declining market. #trustbased

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If you're in sales, you probably find yourself having to leave voicemail messages... probably lots of voicemail messages. And if you're like most reps, it can be a real struggle getting prospects to call you back. Interested in upping your game and scoring a few more callbacks? Then check out this week’s 2-Minute Tip with Tim. And if you're curious about how I teach sales teams to sell more without being slimy or manipulative, let’s schedule a quick call where I’d love to share ideas with you. Just send me a DM and I'll shoot you my calendar link. #sales #salesmanagment #salestraining

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Sales isn’t just about revenue. It’s a great measure of success—just not the ONLY one. And if you ever feel like you need to sacrifice your integrity to hit a certain revenue number, that’s when you can get into real trouble. ➡️ You skip parts of your sales process (+ all are critical!) ➡️ You neglect important needs and feelings they have ➡️ You feel pushy, off your game, and rushed on calls ➡️ You fail to listen and talk WAY too much ➡️ You spiral in self-doubt after each call ➡️ You follow-up too much or not at all And the WORST part? You rob them and you of a great sales experience! This is why your measurement of success can never be your goal. Instead, make your goal about the process. Try repeating this to yourself before you jump on any sales conversation: “I’m showing up for THEM. I commit to listen to them, ask them good questions, give them as much time as they need, and trust my own process to work.” You’ve got this xx

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Best way to handle a new sales rep WITHOUT losing a lot of money:   1. Before hiring them give them your scripts and calls to listen to 2. Have them take a practice call (just give them a call you'd usually cancel) 3. If they sound good, bring them on. If they don't, don't.  4. Have them shadow you for 1-2 weeks and listen to every call 5. Shadow them and jump into the call and "save it" when you need to (this is how you minimize lost cash) 6. Once they can handle most the calls on their own...jump off   Most won't do it because it's hard (I know). For the lazy ones you can hire it out or pay double for an agency to do it....when you're sick of that do the above :)    P.S. Even if a company brings you the reps you still gotta put in some elbow grease.

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Do your prospects buy your results? I hear this a lot: "People buy results." "Buyers want ROI." "They want to know the impact on the business." This is true, but only half of the truth. Prospects need a reason to engage with you. 'Results' is a great hook. Everyone wants to 'steal' your 'results', cheat sheet or playbook. But it's instant gratification. It comes and goes like rolling tumbleweed in a dessert wind. What makes your prospect stick around? Yes, show them what you delivered. But - also show them HOW you delivered it. Show the 'delivery mechanism' of your proposition. That's a powerful and compelling message you can give them. Take your results, and then wind the clock backward and walk them through how you delivered this. Win them over with story-telling.

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Stop prospecting NOW! Truth: most agents are not good for one reason. Intention. The intention you have as an agent isn't to qualify so you don't waste you're time. Sales vs service. Qualifying is a sales tactic. Service is an advisor role. This will change everything. I teach my team and my clients don't worry about if people are qualified. Just book everyone for a "sales audit" with me. Let me find or educate them. Inside my online and group classes I teach our clients like Ryan Markowitz Cynthia Wrench Molly Mekus Jan-Michael McClintic Daniel Rude | Maui, HI and so many more to book everyone into a buyer strategy session. Our jobs to educate the prospect not qualify them over a crappy phone call using lpmama ineffectively. Service means we serve. How we serve is education on the hardest process in the world. I heard a call yesterday where you 60+ year old lady didn't have a clue and the agent was assuming she wasn't serious yet she asked 3 buying questions he missed. Service means you 1. Don't assume 2. Listen 3. Have an education heart 4. Empathy 5. Help everyone regardless If you're calendars packed we will build in a few questions but my last year we did 60 million in volume and did over 200 buyer presentations and had plenty of time for showings and admin. If you are a service agent type service below for a free gift.

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People think selling a business is all about the money. But there's more to it. (A lot more) Here's what I mean: 1. Most deals don't work out. 7 or 8 out of 10 business sales fail or disappoint. That's a lot of unhappy sellers. 2. Money matters, but so do other things. Like: - Do the companies fit well together? - Can the staff work as one team? - Are there hidden problems? You must look at the big picture because, if you don't, you'll be sorry later. 3. Merging two companies is hard. There are a ton of moving parts. People to manage. Emotions are sky-high. It's tough. And you need to plan for it from the start. Need some help? DM me "SELL" and let's talk. P.S. Follow me for more content like this.

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Not doing this is a sin against sales humanity. As Sales people you deal with the unknown every day You have to make 100 calls to talk to 3 people. You have to deal with angry unkind people who don’t live up to their word. You have to play in a field where you know most people are distrustful of you. The things that you can control you should control The easy things like What time you wake up in the morning? What time you go to bed at night? And how many attempts you make today! Do the easy stuff that gives control and power! Go get em today! #sales #performance #coach

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Sales is a game of integrity. Not manipulation. If you don’t keep your word, why should anyone ever listen to you?👂 The best salespeople are great people first.😊 ⛔They don’t use tactics, pattern interrupts, magic scripts, or manipulation. ⛔They don’t bait and switch, they don’t have loopholes, they don’t rescind offers. Kindness lives in their heart; they don’t use it as a strategy.💞 Sales is an honorable profession and one that deserves respect. It's a profession that we should always be striving to master.🥇 Do you truly want to become a sales professional? If so, focus on your craft. Put the needs of your clients first.🤝 Don’t sell something to someone just because they want to buy it. Commit to learning, improving, and executing to the best of your ability.📚 Give this vocation the respect it deserves. 💭When you tell the truth, you never have to remember what you said. -- ✅Follow Steve Heroux for more sales content. 🔁Repost/share with your network.

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Sales emails aren't the problem. Cold calling isn't the problem. Lack of sales 101 skills is RAMPANT. Get back to basics, sharpen your sales skills, and watch your confidence and your paychecks grow.

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