Blair Singer

Discover and Verify

January 8, 2022 by Drisana

In an earlier message, I said that the first step to pumping up your sales is to find people with money and a need.

And then, you also need a medium or a way to reach them.

The next step is to discover and verify.

What does that mean?

When you’re selling big-ticket items, such as office equipment or real estate, you want to find out what the buyer wants.

What are their criteria?

What are their problems that those items will help solve?

A great way to know this is to create a questionnaire, like when we do a training interview for a company.

We have a list of about 50 questions we ask them – about their teams, salespeople, selling cycles, those things. Next, we ask them to rate themselves on a scale from one to ten.

That’s how we can show them where they’re weak and where they’re strong.

The same scenario applies here.

It’s helpful to let the customer do a self-assessment when you do the discovery. That’s because it helps them understand their problems. They may think that they need more money, but in reality, there’s a reason they don’t have it.

Nobody ever became overweight because they ate one piece of chocolate cake, right? There’s something going on with their eating pattern that’s making them gain the weight, not that single piece of cake.

So, you need to list those problems.

An online questionnaire works well for this purpose. It’s a great way to get an appointment. Offer them a free assessment to see if you can help.

If there’s chemistry, you can continue to work together. If not, you can move on.

How easy is that?

Just be honest and don’t try to sell too soon.

People suffer what I call premature closing syndrome. When you’re so eager to make the sale, they can smell it on you and put up their guard.

That’s why you should show that you have a genuine interest in your customer. Build good rapport and find a way to add value. Help them find solutions to the problems found in the discovery before you make the offer.

That’s the whole deal.

Through asking lots of questions, you discover the issues. After that, you verify their answers and help them connect the dots.

Be Awesome,

Blair

If you’d like to master discovering the right clients which will catapult your business sales, click here>>

Climb Out of the Rat Race to Your REAL Business with PERT | Apex Step 3

January 3, 2022 by Queue Simple

Did you know PERT can help you climb out of the rat race?

You must be thinking, “What’s PERT?”

I’ll give you a hint… it’s EXPLOSIVE… at least it’s origins are. More about this in a moment (keep reading).

You see… When you want to scale your business, the first two steps are to start with your reason why… and then assess your current situation.

Like climbing Mt. Kilimanjaro, you prepare yourself for your ascent.

The planning process I’m about to show you is not new, and it’s your 3rd step in your ascent to your business Apex. The process was developed and introduced in 1957 to support the U.S. Navy’s Polaris nuclear submarine project.

It’s called…

Project Evaluation and Review Technique (PERT)

PERT has been used in all sorts of applications in various industries. An early example is when it was used for the 1968 Winter Olympics in Grenoble which applied PERT from 1965 until the opening of the 1968 Games.

Imagine that… a plan to build a destructive weapon helps you build your business, and achieve financial freedom.

Click “play,” and turn up the sound on the video above to climb out of the rat race to your real, scalable business (even if you’re just starting out) with PERT.

Or… If you’d like to go even faster, click here >>

When you properly plan your ascent, PERT will guide you to your business summit.

I want to see you at the top.

This video is part 3 of my Business Apex series about moving from Self Employed to fully scalable Business. Click here for the first step to get start your journey >>

Call to Action

January 1, 2022 by Drisana

Have you ever seen Glengarry Glen Ross?

You might remember what the sales manager, played by Alec Baldwin said in the movie:

“ABC – Always Be Closing.”

Business owners usually struggle with closing the deal. When it’s time for this part of the sales cycle, many of them don’t know the best way forward.

If this is the case with you, I’m here to help.

I’d like to talk about a particular mistake that I often come across:

Forgetting to include a call to action.

When you present your offer, how do you finish the presentation?

It doesn’t matter whether you’re presenting live, via chat, or through your website. All sales presentations must end with a clear call to action.

Why?

Let’s say you got everything right to this point. You’ve researched your audience, found their problems, and shown them what you can do to fix them.

You’re talking about your program and ending it with how much it costs.

What do you expect to happen in this situation?

In most cases, you’ll hear crickets.

If someone decides to buy, it would be because they’re already warmed up enough. However, this wouldn’t be the case for the majority of your prospects.

What they need is a nudge in the right direction.

And your call to action is that nudge.

You must tell people to sign up, contact you, or do whatever else it takes to start working with you.

It makes no sense to invest so much time and effort in sales if you don’t tell people exactly what the next step should be.

If you remember my past messages, you know I mentioned that you need to connect all the dots for the prospect. And a clear call to action is among the most important in this regard.

Make sure that yours is clear and effective enough to motivate people to buy.

Be Awesome,

Blair

If you’d like to master the presenting your call to action which will catapult your business sales, click here>>

TRAPPED! The ONE Word to Change Your Business Trajectory (and It’s Not What You Think)

December 28, 2021 by Queue Simple

Do you feel trapped in your business?

You’re not alone.

The root of the problem is this…

Most people build blind and hope for their big break to have a bustling business.

Did you get all that?

Here’s the bad news.

It doesn’t work that way. In fact – It’s a terrible business plan.

To compound the problem…

People tend to confuse scale with size… and size isn’t (necessarily) the same thing… nor necessarily a good thing.

Scale brings you and your business to the next level… Size can keep you where you’re at (with even more headaches).

You do not stumble on a scalable business – you architect it. It is intentional.

Click “Play” to listen in as my good friend Joe DeMaria shares what it really takes to scale your business… even if you’re just starting out. If you’d like to go even faster, click here →

Asking the Right Questions

December 25, 2021 by Drisana

Many people don’t know this but selling is more about listening than talking.

Bombarding your prospect with how amazing your offer is won’t turn a “no” into “yes.”

On the other hand, you’ll have a much better shot at it by listening closely.

Like I explained, the way to handle objections is to acknowledge and ask questions. After you’ve confirmed that a prospect dislikes your offer for some reason, the first thing you need to do is to find out why.

If someone tells you that your offer is too expensive, ask why they think so. Do they genuinely not have enough money for it? Or, are they comparing it to something else that seems to offer more value for the price? Maybe it’s neither and the prospect just wants to negotiate a lower price.

In any case, there’s no way to find out what’s wrong unless you ask.

Remember that the answer is “no” by default if you don’t ask.

In my experience, a big reason why people can’t sell is that they don’t ask enough of these questions. And it’s because they freeze as soon as the prospect declines.

You’ll fix this problem by acknowledging the objection and asking questions. It will also make you feel calmer and more rational during a sales meeting or presentation, which is vital to closing the deal.

The more emotional you get, the less intelligent you become.

This is true for just about anything in life, including sales. The prospect will have all the power if you allow emotions to overwhelm you.

To prevent this, ask the right questions and listen closely to the answer. You’re bound to find something that you can use to change a prospect’s mind at some point.

Best of all, this is something that gets better with practice. Even if you have no idea how to handle objections the right way, it shouldn’t take you a lot of time to learn.

Be Awesome,

Blair

If you want know the secrets to asking the right questions, online or offline so they trust, love, and respect you within minutes, I’d like to invite you to click here >>

Reality Check! Your 2nd Step to Business Freedom

December 22, 2021 by Queue Simple

Reality check! Many entrepreneurs fall into the bad habit of operating delusionally.

“I’m going to change the world…”

“I’m going to make a difference…”

“We’re going to be number one…”

Can you relate?

When you climb Mt. Kilimanjaro, your mission is to get to the top…

…and there are a lot of other things you need to do to prepare yourself for the ascent.

If you missed the first step to moving from Self Employed to fully scalable Business, click here now, because…

Your second step to scale your business is to do a current reality assessment.

Being delusional makes you look like a fool later on. The worst part about delusion is — you are not telling yourself the truth.

Business is a funny way of putting the truth right in your face and burning it.

It’s a journey.

Is it an adventure you’d like to go on?

If you’d like to get there fast, press “Play” and turn up the sound on the video above. If you’d like to go even faster, click here >>

Project Evaluation and Review Technique (PERT)

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