Adam R. Hornack Sr.’s Post

Friday sales reminder: Elite sellers don't circle back, follow up, and check in. Here's an easy gut check. "Does this email add value to the prospect? If yes: ↳ Send it If no: ↳ Make some edits first Add value prior to any ask you have. Make it clear there’s a 0% chance it was automated. The email was meant only for them. 𝐖𝐡𝐞𝐫𝐞 𝐭𝐨 𝐟𝐢𝐧𝐝 𝐯𝐚𝐥𝐮𝐞: ↳ Review your last conversation. Reference a specific question or something of interest and share more material on it. ↳ Go to their website and blog - what is on their homepage? What are recent blog articles about? ↳ LinkedIn for their company + ind. profile - what is recent or new? ↳ Google "company name" and hit News. If you have nothing valuable to add to the convo, 𝐝𝐨𝐧'𝐭 𝐡𝐢𝐭 𝐬𝐞𝐧𝐝 You're either breaking through the noise or adding to it Happy Friday ;) 🦙 P.S. Join 12,000+ sellers choosing to level up on the (free) weekly newsletter: https://lnkd.in/gjeVd_U8

Highly underrated tip for closing more deals. (Make your offer 2x “better” than your price). Before I knew how much to charge for my service, I wish I had known these 2 things. Congrats… You can. 1. Charge a “bit” lower than your “value” You won't get the best price in one shot.  Firstly, charge a bit lower than your value.  Then when you "feel" it's low → Increase it.  Once they're buying too much → increase it Start low → Get more valuable → Increase wisely. 2. Ask 1 person to buy from you every day. Most people don't know they need you. Most don't even know they have problem. Most know, but doesn't know who can help. So, put yourself out there, tell 1 person daily. The worst you'll get is No. But you can also get YES. It's not a game of luck, it's a game of number.  1 person daily = 365 people in a year. Whoa! 7 people daily = 2,555 people in just 1 year.  You will get many Nos but many "Yes" too. So... That's my cheat code for "more" sales.  Sorry... Our cheat code for making more sales. Repost ♻️ for your network. Help 'em make more. P.S. Which of those 2 do you like most or your no. 3?

2 hardest things as a seller: being in a slump, and selling your first deal at a company. Ive seen many 1MM+ sellers struggle with is. Heres what you do: When things arent going your way, its normally because of attitude and process. These are the two highest impact things that break down. - Insecure - Nervous - Over- eager - pushing - too much information If this is you, just remember to focus on these things: - problem oriented discovery and selling - 100% focused on finding what the 1 BIG THING is - solid follow up oriented around the 1 BIG THING - casual attitude - be 100% ok with them not buying - multithreading The tendency is to try and get them to see value by showing them ALL the things you can do. Instead, find the one thing, and run a super cookie cutter sales process oriented on that one thing. Your win/loss metric should be: did I find that one thing that mattered to them, and did I execute the process as best as I could. If the answer was yes, keep on moving on! The deals will come. If you are nervous about multithreading, heres the template that helped me win my first deal at Mutiny. "Hi {{executive buyer}}, Quick update to keep you in the loop on the conversations I’ve been having around your org. No need to reply directly. Summary below: - (People you’ve met with) I have met with Joe and Mike the past few weeks - (Key findings) It seems like there is a good fit between your XYZ intiative and Mutiny. The main use cases being: {{insert use cases related to biggest problems/opporunity}} - (Next steps) {{I like to use a google sheet screenshot, see in the comments} I know {{direct contact}} has shared this information with you. I know you are incredible busy, so hopefully this is helpful context. Otherwise, I’ll continue with emails like this to keep you up to date. Best,"

5 sellers cold called me in a day and 4 were marked as spam. Here's how you can prevent that from happening to you (I didn't know this): Ken Amar taught me the other day that most sales engagement platforms and power dialers "recycle" phone numbers. In other words, you're not the first person to make a cold call on that number. So before you dial using a purchased number... ✅ Call yourself and see if it comes up as spam If it does, rotate the number. Yes, this might cost money. But it's very expensive to make 200 dials and connect with 0 people. (PS: This was after I made a post about not getting cold called enough) (PPS: No that post was not a promise to answer every cold call) #sales

Take your sales conversion rate from 20% to 80% with this cheat code… There are no cheat codes, grow up. However, after sitting on 1,000s of sales calls there is 1 thing that will make your life SO much easier. We personally went from under 20% to over 80% conversion rate on our mid ticket sales calls when we implemented this. THE “NO BRAINER” OFFER. Now there is a HUGE caveat here, if your product is rubbish, helps no one and is priced ridiculously, then give up now. Lets assume that isn’t the case… You now need to TRULY understand the person / potential client you are helping. Build everything around them. Now this is the skeleton of the offer. Then you need to add the magic dust. STORY / REASONING URGENCY / SCARCITY BONUSES I will dig into all 3 of these in further posts but if you want me to send through the loom where I went through the whole “no brainer” offer creation blueprint then either comment on this post or drop me a DM. Cheers! 

There are lots of great sales people out there who want to help you. They want to consult, be friendly, and guide you through the buying process. Some will even tell you when it's not a good fit. ...but for every great sales person in #b2b, there 10,000 Slick Ricks. Slick Rick won't take "no" for an answer. Slick Rick has no empathy. Slick Rick will double tap you..use local dialers...pushes to trick you into answering your phone. They'll blast you with automated spam check-in emails and LI messages for 60 days. Slick Rick doesn't care that you are in a meeting, have another huge project due, or are stressed about your company's budget. Slick Rick doesn't realize bugging you every day is causing you and your coworkers to practice cognitive switching...which is killing not just how quickly you do your work, but how well you do it. You can stop the Slick Ricks out there, celebrate the good ones, and filter out the bad actors. Contact me and I'll show how we're doing it. The best sellers put YOU and your COMPANY first. At the bottom of their list is their commission check. #sales #productivity

Let’s talk about smoke screens vs. objections. Smoke screens are the first thing a potential Buyer will say to get you off their porch. Here’s a few examples .. not so much about what is said, but when it’s said. “Hi there! How’s it going? … great. Ill be quick, I’m Joe the window guy. I’m looking for one more…- “I’m really busy right now” “I’m not interested” “You have to talk to my spouse and he/she’s not here” We’ve all been there before- there’s a human on your porch, you opened the door… they are sledding downhill into their pitch and all you can think is “how do I get this man off my porch?” Your brain gives you a smokescreen. What you say is supposed to get sales dude to move on and you haven’t even internalized why he’s there. New Sales people: don’t “overcome”smokescreens! 👇 Customer: “I’m not interested” You: “totally understand! We’re looking for one more house for the promo, neighbor A and Neighbor B both saved over 50% on the window project and they look great. Have you looked at replacing some of these original windows?” Once you’re on the other side of one smoke screen, the next thing they say will be an objection to overcome. I’ll step thru one smoke screen and overcome one objection.. if they don’t budge, they’re not a buyer yet. It’s not worth time and energy in cold prospecting to try to reel the whale in on every interaction. Hit enough doors, stay sharp and pleasant, and the deals will be there. Don’t acknowledge or address smoke screens! It may feel a bit uncomfortable at first but you’ll be amazed how many people will forget their smoke screen and engage with you when they hear your hook.

THE BEST WAY TO BOOST YOUR SALES CONVERSION RATE. Have you wondered why people choose to buy or not to buy? what did you find out? Many business owners make a big mistake when approaching their sales strategies. They feel that stating the price and showing the product is all that is needed for buyers to make a decision. Well, they are wrong. For someone to decide to buy, they need to have a clear understanding about the services or the product they are about to buy. After awareness is consideration, this is where most businesses lose sales. Why? because they don't help buyers to make a decision. If you want to improve your conversion rate, learn to help buyers decide. Here is how you can help them decide to purchase. 1. Educate them about the importance of the service/ product your selling 2. Share features, details of your services or product 3. Give them the reason why you are the right choice 4. Share a proof of how you helped other clients with the same challenge 5. Give them a deadline to when they should buy (this offers ends soon) Are you facing challenges with your sales conversion rate? let me know what strategies you plan to use to boost your sales

Hello, Everyone Did these 3 words confuse you too. 1.Lead 2.prospect & 3.customers Most of the time people tend to interchange one with the other. So, let me explain to pave the way for clarity. LEAD is a person you can contact. If you bought a list of emails, those are leads. If you get contact information from a website or database, those are leads. people on the street are leads. If you contact them, they are leads. On the other side a PROSPECT is a potential customer or clients who has shown some level of interest in your product or service but hasn't yet made a purchase. And the third one is someone who has already purchased a product or service which is a CUSTOMER. Unlike a potential buyer(prospect) they have made a transaction. I hope this clears the confusion.💡

Most sellers move on to/ask for next steps, without ever PRE CLOSING the prospect. It's costing you time and money my friends. You have to nail your 'pre close' question. You need to make sure whatever goal of the call was actually achieved before even asking for next steps. Here is my personal favorite framework. --- 'So Jenny, before we dive into _______ (pricing, procurement, proposal, more people on next call), what do you think? Do you think this will solve X, Y, Z (key problems discovered) for you and allow you get closer to A, B, C (Better future they want), better than what you're doing right now? Because if not, price/proposal/more people doesn't even matter' --- Sellers you're going to get 4 answers to this question and you need to be ready for all for. Hard Yes - 'Amazing, why, what stood out to you the most?' Soft Yes - (sure, yeah, i think so, yes? - 'Hold on, you didn't sell me on that, what did we miss, where do you feel usnure?' Deflection - Prospect: 'Well it depends on how much it costs?' Seller 'Whether you think it will solve your problem doesn't, so wanting to know price it is safe to assume you think it will work as long as you can afford/budget it?' No - 'Oh wow, ok where did we miss? Lets see if we can unpack this a bit, and if not, all good, at least we gave it a shot. This type of question gives you a REASON for the next steps. You get them selling YOU. This is crucial before going into pricing. This is crucial before asking for more people on a call. This is crucial before sending a proposal. You need to know that they want it/belleve in it and why. Because now next steps are about helping them get what THEY want, not what you want. Pre Close - That is the key to ACTUALLY closing next steps