Generate Predictable Sales Revenue With Wendy Weiss | MDIDSE215

Welcome, welcome. Welcome. This is Paul think and this is the Mavericks Do It Different Podcast, where we talk about how to do it different every single day to create a different world for you for me and everyone in our universe. This is the maverick universe to create a difference for all of us and today we have someone special joining us who has been creating that difference for a while for people in the sales arena or for all those people that should be knowing how to sell. Wendy Weiss is the founder of Salesology Prospecting Method that generates predictable sales revenue results. Oh, so key predictability. Wendy has helped over 775 businesses increase qualified appointments and sales faster, more easily and more profitably. Then you were before, that's for sure. Author of the sales winners handbook, essential strategies to skyrocket sales performance and cold calling for women, opening doors and closing sales. Former ballet dancer Wendy believes everything she knows in life and business she learned in ballet class, we'll talk about that. From warm ups to rehearsals, she shows her clients, how to perform their best and close all sales, all the sales that they need. Business Owner sales professional can be difficult these days. We all know that, so much to do so little time time to get real in tracking down the resources you need. So you can eliminate your frustration and create so much more in your world. We've got some great gifts for you. I want you to stay tuned and pay attention because we'll talk about the gift in just a moment. Right now. I want to bring Wendy on so we can get busy with the conversation. Wendy Weiss, welcome to the program. Welcome to the podcast.

Well, thank you for that fabulous introduction. Paul, I'm so happy to be here with you.

It's really exciting to have you here. I am a firm believer in sales. It's how I got my start. It is the cornerstone for what I know every business needs. And yet so few pay attention to it. And that's where you come in. And we've talked about some of the things that you can bring to the table. And so let's just get right into the weeds, if you will. They want to produce qualified appointments and sales. How do they do that, and I understand you've got some great methodology to make that happen.

I do I have a very simple three step method that increases qualified appointments and sales. And it's what I learned in ballet class. Let me explain brings it all together. It brings it all together my first career actually, I was never supposed to be a sales trainer. I was supposed to be a ballerina. And my first career was I danced with Pittsburgh Ballet Theater, and I danced with the Cincinnati ballet. So this is what I learned in ballet class.

If you're a dancer and you have a concert coming out, you don't just run out on stage and start dancing. You have to warm up, you have to get set up to do what you need to do so that you don't have a career ending injury. The lead athletes do the same thing. They don't just like run out on the on the field and start playing the game they risk having a career ending injury. If you are an entrepreneur, whether you're a solopreneur or you manage the sales team, there are things that you need to have in place and we can go in more in depth on what those things are. But there are things that you need to have in place for yourself where your sales team so that you don't hurt yourself. You don't hurt your bottom line. Step one. Warm up.

Oh my gosh, I'm gonna pause you there because that alone is the the worth the price of admission that is so profound. You've got to got to got to do the stuff and so many people miss that. That in everything that they do not just in the moment just prepping, preparing, understand that you're going in to do what you would consider a world a Olympic athletic events. And your Yeah, whatever.

Exactly. It's, it's exactly the same thing. And the second thing that I learned in ballet class, when you are a dancer, if you have a concert coming up again, you don't just run out on stage and start dancing. You've been rehearsing for months. And the famous Russian ballerina Anna Pavlova. She was She danced in the late 19th, early 20th century with the Imperial Russian ballet ballet dag left and she was the first ballerina to tour the world with her own company.

On a pavlova trained for eight years at the Imperial Russian Ballet School before she ever joined the Imperial Russian ballet. And if she hadn't done that, she would never have done any of the things that she did in her life. She learned her craft, she practiced her craft. That's what successful people do. And the really good news is, if you're an entrepreneur, you're a solopreneur. You're a sales professional just starting out. It will not take you eight years. You can learn to build a pipeline of qualified opportunities in a matter of weeks. You need to learn your craft. So step one is warm up.

Step two is rehearse. Learn your craft, practice it.

Step three, comes after step one and two. Once you have warmed up and you have rehearsed, then and only then is it time to perform, and what what enables execution? You know, in the last act of the great classic ballets like Swan Lake and Giselle and Nutcracker, there is a duet for the two principal dancers, it's called the grandpa to do. And as part of the grandpa to do, the ballerina must perform 32 Forte's. Forte is a turn on one leg, you turn all the way around, without putting the other leg down. And you're going to turn around 32 times in a row on one leg without putting the other leg down, you're on point you're on your toes. So you're going to turn around 32 times in a row, on one leg without putting the other leg down on your toes, you are not supposed to budge from the spot on the floor where you start, and your audience counts. So if you do 31, for what days, they know, the common wisdom is that in order to execute 32 Fuentes go out on stage every night and nail 32 fuertes, you need to be able to do 64 in class 64 turns on one leg in a row without putting the other leg down on your toes without budging from the spot on the floor, where you start.

You exhausted me i and I'm just listening to this.

Here's the thing, Ballet has a tried and true methodology for teaching dancers to do this. And when you follow the methodology, and you practice, you warm up, you rehearse over time, you can actually execute. So what enables you to sell, what enables you to execute? Well, you've warmed up, so you're prepared, you've rehearsed. So you have automatic muscle memory, that's, that's what practice does, it gives you muscle memory, so that you can do things without having to worry about them stress about them or think about them, you can just execute. That's what enables execution. That's what enables the performance. The problem is most people just jump right to the performance, which is why it doesn't work so well for them.

Oh, so powerful. And that whole concept of muscle memory is something that most people apply to like, like a performance of a physical performance. Only they don't equate it to a mental performance. Although, from what you're telling me, it's the same thing.

It is exactly the same thing. And when we work with clients, part of what we do, we do step one, the warm up and help them put everything in place that they need to have in place, and then we practice with them. Because when a prospect asks a question, or has an objection,

you don't have time to go, um, well, let me think about it. You just have to have the answer.

Yes, yes. It's so fascinating for my career, and I've been an entrepreneur for a long time. And when I started speaking on stage, I said, Bring any question to the table like, I'm ready. And most people avoid that only I've done over the last 40 years, what you're talking about only in pieces, is learn the craft and apply it and make it so rote. That it's automatic that it becomes they ask a certain question, I know exactly the answer to give them because I've heard it over and over and over again. And so there's very few questions I haven't heard. So I know the answers that I've practiced them. And I've experienced them live so often, that it's become that automatic. And yes, it's what's needed.

Yeah, that that is exactly right. And what's interesting is so many people approach sales as if it's going to be something every interaction with a prospect is going to be completely new and different. But that's not actually true. If you do this enough, over time, you will see, most people will ask you the same questions, or you will hear the same objections. And so it does become rote, you can practice it every once in a while somebody is going to throw you a curveball, that is true. But most of the time, you're going to hear the same questions over and over and over again. So it's complete malpractice. Not to be prepared with the answer, after you've heard at once, the question once or twice.

And so in my career, one of the things that's happened is I've learned these pieces over time. And so my experience and my expertise comes from that longevity of being in this just going through life. One of the things that that you deliver is the ability to, here's the methodology, to get it now to fast track this so that we can actually become and sharpen our skills as the expert today. Does that make sense?

Absolutely. And that's really, the secret to increasing sales quickly, is to have that process that methodology. Because if you're doing the same thing over and over again, and you track what you're doing, you know how you're doing, you can tweak it and make it better.

And one of the biggest mistakes that I see are business owners that say, Well, I want to hire a salesperson. And I say, great, what do you have in place for them? And the answer so often is nothing. Nothing? does? Yeah. So So even the business owner that doesn't want to be the salesperson needs to know the methodology, and know how to bring a salesperson from start to, to the end result of getting sales long before they hire somebody. Absolutely. And you know, Paul, I am on a mission to stamp out the myth of the Born salesperson because of this myth, you know, that somehow there are these people out there, they're just born and they know what to say. And they know what to do. This is a myth. Yes, its not true.

Yeah. And I will say, I'm the person that they point to go, oh, you see, it's easy for you to say. And yet, they don't recognize the fact that I have read, like everything studied, everything been through 10s of hours, hundreds of hours of class time in teaching just the sales components, to learn to do what I do. And, and they don't recognize that, that's what it took to, for me to be me, you go back 20 years ago, I wasn't this guy. I didn't know this stuff. I didn't know how to do it, I had to go get trained. And that's where you come in. And that's so valuable. So the key component to increasing sales, then is, because that's what we want, right? That's where your sales, what some of the key components for all of our Mavericks out there.

Well, the bottom line is you need to talk to people. And I see so many business owners that think that if I do a lot of email, and I do a lot of social media and all these different things I tell I text a lot that the sales are just going to pour in. And the truth is, you can do all those things, those are those could be good things to do. But at some point, you need to have conversations with prospects, especially if you're selling high ticket items, or high ticket programs, because nobody is clicking on a Buy Now button for a $25,000 purchase or a $50,000 purchase right or more.

And that and that's so valuable. You know, I look at some of the best digital companies out there and some of the best digital sales companies out there who teach how to perform digitally online, and they still have live events. They still engage with their clientele in a in a physical sense. And you go well, when they are perfect at teaching you how to do online and yet they still need one to one, they still need interaction with people live. So to you and to learn that is so key. You need the one two punch of understanding technology but also understanding how to communicate with people live in person is really important.

Yeah, that's such an important point, Paul, and the one thing that a lot of these digital companies or these gurus don't tell you is they have phone rooms, they are running a telemarketing operation to follow up on leads. And they don't tell you that.

Now, I'm a firm believer, I'm old school as well, I worked through all these stages in the in advent of technology and know, you need both. And to understand to be an expert in both takes some effort, some work and some, some bringing in outside influences to really teach you what it is that you need, what it is to do, and then you can fast track it, then you actually have the tools to do it.

Absolutely. And if you're a business owner, and you've set up the system, or you've had help setting up the system, so you've you've got the methodology, you know what works, then you can plug somebody else into it. Right? And you can make them successful, too.

Yes, we've gotten through so much with with our good change in our world now. And a lot of people lean into that going well, how does the sales process change? What's really changed in getting prospects and getting qualified leads to getting my increased sales? Post in three COVID? The difference between that what's your feel that alias?

Great question. So much has changed. And And yet some things are very much the same. It's very interesting to me that before COVID, talk in, in reaching out by phone to prospects prospects would often say, Do you know how many salespeople called me today?

And I can guarantee you that no one is going to say that to you. If you're reaching out by phone, nobody is going to say that. Because now now, people have stopped reaching out by phone because there's always been the myth that you know, cold calling doesn't work, or that the phone is dead. And so fewer and fewer business owners sales professionals are reaching out by phone. And the truth is, since they're not, you're gonna stand out even if you're leaving voicemails because nobody else is doing it.

Yes. Oh my gosh, yes. Same same kind of trend that we see with email versus direct mail, like a physical postcard or mailing. Same thing that when when everyone was doing it, yeah, like, you can stop because you're not getting heard. But now you make a phone call. Like it's one in a million. Like you, you are now standing out. Oh, such a great point.

Absolutely. And the fact that so many things that we have gone remote, that so many people are working from home. And the technology I mean, it was such a difficult change when it happened. It was a nightmare. But now people that people are used to it that enables you to simply reach a wider audience, perhaps your audience was local. Before COVID Now you've got the entire country, you've got the entire world potentially, because we're doing everything or a lot of things virtually. The downside of that is people do need to catch up with the professional demeanor on Zoom.

The first the first few weeks, you know when it was complete chaos and nobody knew what they were doing. If you were sitting in your bed in your pajamas, you were forgiven. But But today that really doesn't fly we need to have the the more professional demeanor and selling on Zoom or selling over video is actually different than selling face to face. It's harder to read cues. It's it's harder for your prospect to read and understand what you are saying. So it's important to get some training on how to how to sell on video. Because it's different.

And this is an I haven't heard your training on this. You trained on this on how to teach and engage on video versus not. This is not something that we train on. However, my colleague, Julie Hanson, who is a former actress, she trains on on how to sell excellent video. Yeah, excellent.

So the resources tap into you and you'll be able to if it's not within your scope, direct us elsewhere and make sure that we have all that we need. Absolutely.

Yeah, Salesology, Wendy Weiss just phenomenal conversation. We've got people listening all around the world to our podcast the people that are part of the maverick universe. Last words of advice for all of our listeners.

I think that Henry Ford said it best he said either you think you can or you think you can't. And either way you're you're right. That would be my last words of advice. And I do want to invite everyone to listen to my podcast, which is Salesology Conversations with Sales Leaders, The Art of Faster, Easier, More Profitable Sales. And we do have an interview with you, Paul coming up.

Oh, beautiful. Yeah! And, and we've got a gift, right?

Yes, yes,

Tell us about that.

81 tools to grow your sales and your business faster, more easily, more profitably. This resource came together because clients kept asking us for resources, say, Well, what CRM are you using? And what email platform are you using? And where can we find virtual assistants and people just they just kept asking us questions. And we started putting a list together. And we ended up with 81 tools to grow your sales and your business. So you can you can download it. And then you don't have to read through the whole thing. Just if you're looking for a certain type of tool, just go to the section, it's all laid out by the different types of tools, just go to the section for the type of tool that you're looking for. And you'll see what our recommendations are. Because every all the tools that are in the 81 tools, resource have been vetted. We're either using them or we know people that are using them would check them out thoroughly.

That's awesome. Yeah, so great gift, any place that the podcast is go to the description, you'll see the link for the 81 tools to grow your sales and your business faster, more easily and more profitably really key. So you'll see the link there absolutely grab it. It's a wealth of of information, resources, connections, all the tools that you could possibly think of are in there go check it out. When the absolute pleasure, everyone should be reaching out, get this tool get this free gift from you and everything else that you do with Salesology. real valuable with what we are experiencing now in the world.