Just Launch Training & Consulting

03/09/2022

“I HATE objections!”

That’s what John said to me during our coaching call last week.

When I asked him why he said, “I never know what to say. I feel like I have to go on the defensive and show them they’re wrong.”

Unfortunately, I know that feeling all too well.

The fear of objections was real for me. It was a big reason I struggled for too long as a new salesperson.

And I’ve seen hundred of other salespeople grapple with the best way to handle objections too.

Now I see objections with a different perspective.

I learned to want the client to share their objections with me.

These days, I’m more concerned about the prospect who agrees with everything I say.

Cause either they are giving me lip service and have no plans of buying or they are so easily sold they’ll only stick around until the next salesperson comes around.

We should see the client’s objections as a way of saying, “I have doubts and concerns you haven’t addressed yet.”

Of course, it would be great if they were that open and honest and vulnerable.

But if we look at objections differently, as an opportunity to provide clarity, additional value, or come to a better understanding of their needs…

If we can do that.

We won’t hate the objections.

We will look forward to them.

In my trainings, Welcoming and Acknowledging are the first two steps I teach for handling objections.

Changing perspective has already made a difference for John.

Will you let it make a difference for you and your clients?

03/08/2022

Why do we hesitate to learn what we don’t know?

What keeps us from exploring topics, opinions, and skills that are outside of the experience we have had so far?

Do we forget that at one point we didn’t know anything?

At one point, you couldn’t walk or talk.

You didn’t know math, how to read, or drive a car.

Someone had to teach you to use a toilet.

So if we start from nothing and have to learn everything

Why do we feel like we should stop?

There is more information available to us than every before in the history of man, AT OUR FINGERTIPS!

Real information, facts, books, libraries, studies, and the experience of others.

There is more knowledge than I could ever consume.

So why would I be so arrogant or complacent to stop learning, to stop growing, to stop becoming more knowledgeable, better, and embracing my potential?

The biggest failure we can make to ourselves, to our families, and to our circle is to stop learning.

What are you going to learn today?

03/07/2022

How often do you go All-In?

Where you dive into something without hesitation, ignoring fear, and fully embrace whatever outcome happens?

That’s hard for me.

REAL Hard.

I prefer to minimize my risk, limit my odds of failure, and prepare for the situation.

At least, that’s the positive spin I put on it.

Really, I fear being wrong. I fear being embarrassed. I fear giving my best and coming up short.

I fear not being enough.

So I hesitate.

I overthink.

I make excuses.

AND IT HAS HELD ME BACK IN EVERY ASPECT OF MY LIFE.

Now my life isn’t bad. In fact, it’s pretty great.

I am grateful for so many things and honestly, I wouldn’t change the journey I’ve taken.

But in order to grow, like really grow, you have to put yourself out there.

You have to get uncomfortable.

And the sooner you dive in, the earlier you commit, when you decide to go All-In.

That’s when you will see change. That’s when you will make giant leaps forward.

When I do put myself out there, when I do go All-In

I win almost every time.

So I am going to go All-In on going All-In.

Who’s with me?

03/02/2022

I have a little secret to share.

Ok, maybe it’s not so little.

There are days where I feel like I’ve lost my passion, my drive, and even my confidence.

I want to give in and to quit.

To do something easier and safer.

I wonder if all the effort is worth it.

Does this ever happen to you?

How do you get out of it?

For me, having a coach, a mentor, someone to give me a pep talk or a swift kick in the arse makes all the difference.

It gets me back on track working towards my goals.

Having someone who can share their passion, their drive, and their knowledge is a powerful tool in life and business.

Especially in tough roles like sales.

Do you have a coach?

02/28/2022

There are lots of amazing ideas out there.

Sales theory that can take your game to the next level.

Make you tons of money.

Turn you into a top producer.

IF you can figure out how to apply it.

How to make it work for your industry.

How to make it work for YOU.

I used to share great ideas with my sales reps and then wonder why they weren’t applying them.

Then I realized we needed to take it further.

Figure out how to put them into conversations.

Refine how they used them.

Practice and role play to increase their comfort and confidence.

Then theory becomes strategy.

And you start to make the money.

Who helps you take theory and put it into your daily strategy?

02/24/2022

You will Fail!

Over and over again.

You can’t avoid it.

Especially if you are in sales.

Having trained and lead hundred of salespeople over the years there is one thing that causes most to fail.

It isn’t their work ethic.

Not the sales strategy, methodology, or script being used.

IT'S NOT THE LEADS or the territory or the product.

The one thing that causes most people to fail, to give up, to quit…..
Is our MINDSET.

Life, and sales, are full of challenges, setbacks, hard times, and results that don’t show up overnight.

I spent 8 years in sales and many more in life struggling to accept this.

Once I changed my mindset, once you accept that the challenges are part of the journey.

Everything Else Changes.

When you embrace the setbacks as lessons, the struggles as growth, and the challenges as opportunities, YOU WILL FIND SUCCESS.

So prepare to fail and find the happiness, success, and future you deserve.

02/11/2022

Are you chained to your office?

Does your company keep you from doing what you love?

So many of the business owners I work with don’t have the freedom they so desperately want.

Because they have to do it all.

So they sacrifice their time with family, friends, and having fun so they can close more deals.

You don’t have to do it all.

You can build a team so you can run your business from anywhere instead of your business running you.

If you need help with hiring, training, or retaining a salesperson or two let us help you.

So you can get your time back and spend time with the ones you love.

01/19/2022

Some of my biggest wins in sales have been learning how to work with gatekeepers whose primary goal is to keep me from getting into an account.

Not that I blame them. They have to filter out at least some of the sales calls.

Fortunately, I also understand if I can work with GK to get in front of a DM that same GK will help keep some of my competition out.

Plus they will likely have a good amount of useful knowledge I could possibly tap into.

But I always start with a less is more approach.

Such as,

“Hi, may I speak with Steve, please?”

Like Steve and I are best friends.

Like we’ve been working together for years.

Like he is expecting my call.

Of course, I’ll answer any questions I get honestly.

* “Who is calling?” - “Oh, this is Shawn.”
* “And what company are you calling from?” - “Sorry, Just Launch.”
* “Is he expecting your call?” - “I mean, probably not at this exact moment, but I needed to follow up with him on an email from earlier.”

Think about how you call when you’ve been working with a company for months or years.

You probably wouldn’t give the Gatekeeper an intro and explanation on why you are calling.

Act as if the account is already yours

And it just might be.

Do You Want To Close More Sales? If you are looking to Master the Art of Sales, Improve the Results of your Sales Team, or Build a Sales Organization that Grows your Business You can Launch with Us.   How can we help you grow your sales? Whether you’re a small business owner looking to…

01/13/2022

If you are in SALES you will probably have to reach out to a customer today.

Maybe even more than one.

You probably won't be the only salesperson reaching out to your contacts.

Chances are someone else will be too.

So finding a way to stand out from the competition could be the difference between getting a response or not.

Maybe even the reason you make a sale.

If you are looking for a reason to reach out AND not sound like everyone else.

I got your back.

Use the link in the comments to get our new ebook, 19 Reasons to Make the Call, for FREE.

You can thank me by tagging another salesperson in the comments.

Sell Well!

01/12/2022

What is your prospecting cadence?

Whether coaching individual salespeople or helping a small business launch their sales team we always talk about their prospecting cadence.

I ask questions such as:

* How often do you reach out?
* When do you call versus email?
* Do you use email and voicemail templates?
* How do you track where you are at in your cadence?
* How many contacts do you reach out to within a prospect?
* How many attempts before you move on?

It’s difficult to have consistent success without a consistent formula.

So what is your formula for prospecting success?

01/11/2022

One of the questions I’m asked often by my clients is

“How many years of sales experience should we look for when hiring a salesperson?”

My answer is always a question…

Are you going to invest in training and developing them or do you expect them to figure it out on their own?

Personally, I believe, we should make the investment in our people regardless of their experience.

There isn’t a salesperson out there that wouldn’t benefit from the right coach and leader.

But that isn’t the belief of every company out there.

What is your perspective?