Advice

Creating a mastermind to make more sales

Posted 9/17/12

Calls not getting returned?

Prospects telling you your price is too high?

Prospective customers asking for three bids?

Unable to get to the real decision-maker?

Do you think you’re the ONLY salesperson facing these issues? Come on, really now?! My bet is every one of your colleagues has exactly the same issues. So, eh, why are they reoccurring?

Why aren’t your calls getting returned? Why is your price continuing to be too high? Why are you having major blockage to get to the decision-maker? Huh? Why?

Another bet: there are a few people on your team who are able to get through. There are a few people on your team that are able to get their price. But in spite of that or them, you go out every day banging your head against the wall and the world, trying to make your sales and your quota.

Here’s how to have a better, easier, more fun, more productive, less frustrating (sound good so far?), more bountiful, and more profitable sales life: Create an internal sales mastermind.

One of the most powerful principles Napoleon Hill wrote about in “Think and Grow Rich” is the ninth step: Power of the Master Mind. He defines mastermind as a “Coordination of knowledge and effort, in a spirit of harmony, between two or more people, for the attainment of a definite purpose.”

In other words – people working together in harmony to get to “best answer” or “best response.” In your case: sales barriers or objections in common.

Take one objection at a time and have single-subject meetings:

• Everyone has two to five minutes to discuss their issues and whatever form of success they have had.

• Everyone takes notes.

• No one interrupts.

• Everyone has a chance to have two minutes to share their best idea based on their homework, their past experience and what they’ve just learned.

• Everyone takes notes.

• No one interrupts.

• Each person in the group shares their personal opinion of what they believe will work best, either by what they’re doing in the field, or what they have just learned.

• Everyone takes notes.

• No one interrupts.

• One or several answers and strategies are agreed upon, and all participants agree to try them – and RECORD them as they’re being executed.

The next mastermind session (one week later) should begin with “what happened” in the past week.

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