Kevin Boyle

Today is the official “launch” day of my new book, “The Secrets to Sales Mastery”.

If you have ever been curious about what all the fuss is about, now is a great time to take advantage of a lot of people’s generosity!

To help me out, 38 of the world’s top sales and marketing experts and self development success coaches have come together to help me in promoting my book, by providing some great gifts if you purchase my book and taking part in the promotion!

What are people saying?

“The Secrets to Sales Mastery is a very powerful and impressive piece of work…”
Peggy McColl, New York Times Best-Selling Author of Your Destiny Switch

“The Secrets of Sales Mastery is a nonstop idea packed book filled with valuable
tactics and techniques… I found Kevin’s book almost impossible to put down!”
Rhonda L. Sher, Author, Keynote Speaker and Consultant

“The Secrets to Sales Mastery packs a lot of high-quality insights and wisdom on selling
and includes some hints and insights that I hadn’t ever seen before…”
Alan Tutt, Author “Choose to Believe” (voted the #1 best book on the Power of Beliefs
and the Law of Attraction.)

You can read all about the promotion and the free gifts here…

A BIG THANK YOU to EVERYONE who has supported me through this campaign!

Kevin

Every now and then I have the rare privilege of speaking with someone who mirrors my values on being authentic and being genuine in their desire to help others.

Bob Burg is such a man.

This man practices what he preaches, which is relationship selling. In fact one of the principles he espouses, “All things being equal, people will do business with and refer business to those people they know, like and trust,” can also be found in my book under The First Key to Asking For and Making the Sale, “You must earn the trust of your customer”.

I would like to take this opportunity to share with you a book that Bob co-authored with John David Mann, it’s called “The Go-Giver: A Little Story About a Powerful Business Idea.” “The Go-Giver” is a business parable that presents its message in the form of a story where the authors explore what is the real value behind creating wealth and success in your business.

The book is a parable, and if you take the message to heart (like I did) it will give you and your business soul! Rather than seeking what others can do for you, seeking what we can do and how we can be of service to others. A seemingly easy concept to grasp yet for some difficult to master and to put in actual practice.

Ultimately, for me the book is a practical guide of how to make the “Laws of Attraction” work for you.

Here are the Five Laws of Stratospheric Success (as presented by the authors):

1) The Law of Value: Your true worth is determined by how much more you give in value than you take in payment.
2) The Law of Compensation: Your income is determined by how many people you serve and how well you serve them.
3) The Law of Influence: Your influence is determined by how abundantly you place other people’s interests first.
4) The Law of Authenticity: The most valuable gift you have to offer is yourself.
5) The Law of Receptivity: The key to effective giving is to stay open to receiving.

Simply put if you are looking to reaffirm what is really important in your life and learn some practical lessons along the way, then “The Go-Giver” is a must read!

To find out more about Bob Burg, his work, and his books visit him here…

** Please note, Bob is the real deal. (He does practice what he preaches).

If you are looking for a book that is practical and has real substance, then look no further!

In short, noted author John Seeley goes where I needed him to go with his powerful, insightful, and life changing book “Get Unstuck! The Simple Guide to Restart Your life!”

This book offers a practical guide for anyone who’s not really happy with where they are or who for the moment may be feeling “overwhelmed” and might not be completely sure on what steps they need to take in order to make that shift they need to improve their life circumstances.

What I liked most about John’s book is how John looks at our underlying beliefs and experiences. I think most of us at some point in our lives wrestle with our self image and how we got to here (wherever here may be for you). What most of us don’t fully understand and fully realize is that the person that drives us (our unconscious behavior patterns) for the most part comes from and through the lens of our early childhood!

And this is where John’s book really hits a home run. John’s book is chock block full of thought provoking questions, action steps for setting goals, and most importantly exercises for accomplishing change in your attitudes and your circumstances!

How many times have you found yourself making the same mistakes over and over? I think we all need help from time to time in “Getting Unstuck”! This practical, easy-to-read and all so very inspirational book is a must have for book lovers and people who are serious about real self improvement!

My thoughts, highly reccomended!

If you would like to learn more about John and this fantastic book go here!

Every now and then there comes along a person who gets you to reevaluate your approach to selling, that person for me is none other than Joe Nunziata. A long long time ago I had met a sales trainer at a networking function, basically his words of wisdom for me were, “if you haven’t taken my sales training program then you’re doing it wrong”.

Now at the time it came as a little bit of a shock to me as I was currently not only our companies best salesperson but our industries best sales rep (I was setting new and higher sales records each and every month). But, I guess what really bothered me was the arrogance of the statement.

Perhaps he thought he was being confident in his program, but for me it only diminished his stature in my eyes, probably the exact opposite effect he was hoping to elicit from people!

So what does this all have to do with Joe? Well Joe is the opposite, Joe and I share familiar phislosophies when it comes to selling, all be it, Joe has a twist. Joe and I believe that every single person (in fact I continue to learn even from my students each and every single day) bring something new and innovative to the table. We can never stop learning from each other! We are all students in this journey we call life. We all bring value to the table.

More importantly though, where the “rubber hits the road”, Joe takes a unique and valuable look at selling. He goes where other authors seldom have the courage to go, a deeper understanding of your spiritual self and it’s affects on your ability to sell and generate business success.

My takeaways from Joe Nunziata’s book, “Spiritual Selling” included but were not limited too;

1) Clearing your blocked chakras for improved success in selling.

2) Partnering with your customers to help them buy rather than “selling” them.

3) Joe’s easy to use and follow guideline to help you organize your day.

4) Joe will help you connect to the higher power that surrounds each and every one of us. “Love what you do, and what you do will love you back!”

For those of you who don’t know Joe, he is real, he is genuine, his message is powerful and his book is definately worth putting on your “books worth reading list”!

If you would like to learn more about Joe Nunziata and his book “Spiritual Selling” go here…

From time to time, I like to introduce you to new material that I believe will be of great benefit in helping you getting more out of your life and more out of your business.

Recently, I had the pleasure of speaking with Alan Tutt, celebrated Author and self-empowerment coach. Alan, is one of those rare authentic individuals who’s main concern is helping others. This is quite evident, when you get the opportunity to speak with Alan and see the quality of his materials.

While speaking to Alan, he introduced me to his Pathway to Power program. The Pathway to Power program consists of three recordings that come in MP3 format in which you can download to your iPod or burn to into a CD.

For those of you who know me, you know I’m pretty well working six days a week in and on my business. For me it’s love, but it does come with it’s challenges and there are days when I used to feel overwhelmed. Although there are three CDs in the series; Sharpen your Focus, The Power of Intention, and my personal favorite by far is Alan’s meditation “Awaken your Power”.

It’s been a week since I started listening daily to the meditation “Awaken your Power” and I noticed a difference in what I was able to manifest in my life after the first couple of days. In the “Awaken Your Power” meditation, you’re guided to relax and open yourself up to the Power of the Universe. Alan does the meditations himself, and you will find ways very soothing, relaxing and reassuring.

As with most of these programs, there just simply isn’t enough time to really utilize the full power of all three audio programs that can take up an hour of your day. Because of this reason, I try to fit in; Sharpen your Focus and the Power of Intention when and where I can.

Overall the quality of the recordings and the background music is very professional and well done, and I would have to say that you are looking for something to help you to relax and access a higher power than yourself, then I would highly recommend this material for you.

From what I understand, Alan is also coming out with a new book called, Choose to Believe. Therefore, I copied and pasted the following from Alan’s web site so you can get a mini preview:

Within this revolutionary new book, Alan presents some VERY interesting concepts – including some that have NEVER been presented before.

Concepts such as:

why thoughts DO NOT create reality
how quantum irregularities become real magic
why you’re not ALWAYS responsible for the things that happen to you
why we sometimes experience things that conflict with our surface beliefs
why some people use affirmations or visualizations and get the opposite of what they focus upon
why the connection between reality and the Power of Belief is not always obvious
the role the Placebo Effect plays in creating the life of your dreams.

Of course, understanding WHY things happen is not nearly as important as knowing HOW to change things as you desire.  That’s why this new book presents a POWERFUL system for doing exactly this, and offers some UNIQUE tools.

You can find out more about Alan and his TRANSFORMATIONAL work here…

Over the past couple of years several “guru’s” and so-called industry “experts” have tried to demystify the “myth” that sales is a numbers game.

Their argument is based on numerous conjectures, for example that the salesperson who goes for numbers is not interested in quality. That they are just unskilled salespeople using a shotgun approach.

That they will sell anybody with a pulse.

They will explain further that because the salesperson uses this “willy-nilly” approach that in doing so they’re actually getting bad customers. Bad customers who are difficult and represent most of your headaches, and drain you of your precious energy throughout your day.

I’m not going to go into how silly and preprosperous this is, any professional successful salesperson is always concerned about the quality of his leads. And any professional successful salesperson generally has clients who can be difficult at times whether they were a good initial fit or not.

This overgeneralization about salespeople going for quantity over quality is an oversimplification of the process, and demeaning to sales and business people in general.

Another argument put forward by our so-called “gurus” and “industry experts” is that their “system” which in my opinion is nothing more than a lead generating piece (a marketing piece for lack of a better term) is to entice interested prospects into contacting them.

So my response to that is while you are waiting for the phone to ring, what is it that you are doing with the rest of your time?

The fact is any marketing piece or lead generating piece takes time to bring in qualified leads. Would you rather use a system that’s reactive (a marketing piece or lead generating piece) or a system that’s proactive?

Leaving those two arguments aside, I do believe sales is a numbers game and I want to prove it to you.

The professional successful salesperson proactively looks for quality leads, he or she qualifies each prospect carefully to see if there is a good fit for their product or their service. These are called sales skill sets.

Additionally, professional successful salespeople and business owners have a high degree of belief in themselves and in this one life transforming principle:

“All it takes is one person or one opportunity to change your life.”

Really think about what you just read, and how that relates directly to the premise that yes sales is a numbers game.

My message to you is simply this, never stop knocking on doors, you never know who or what is going to be behind the next door and whether there will be that one person who will change your life forever!

All it takes, is one person to believe in you. That’s why sales is a numbers game. It’s about finding people who believe in you, and yes if you knocked on enough doors you will find people that will believe in you and your product and your service.

I have met some of my best friends and business associates from cold calling. These are people I would’ve never had the opportunity to speak to, these are the same people who take flyers and throw them in the garbage, I’ve asked them, they actually prefer someone who has the courage and the belief in themselves to call them. I’ve asked them about e-mails, they said more often than not they just hit the delete key.

When you cold call, and you leave voicemails, you leave a part of yourself with that person. If you are not getting the results that you want, it doesn’t mean that there is something inherently wrong with sales being a numbers game, or cold calling or prospecting in particular, it might just mean that your scripts or MOST importantly your approach needs some fine tuning.

So never, never underestimate how life-changing that next call with that next person can be. That next person could be and can be your next best friend, that next person who helps you out in lifts you up, that next person that gives you a referral into another account, or that next person who becomes your very best client.

But you will never know, you will never have that opportunity, if you do not have the courage to pick up the phone and use it.

Kevin, I need help!

Kevin Boyle
Author / Public Speaker / Sales Trainer and Coach
“The Secrets to Sales Mastery”

ps – Did you enjoy this post? Please feel free to add your comments!

Other Blog Articles on Cold Calling Techniques;

3 Rules to building a compelling cold calling strategy!

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Did you know that more than seventy five percent of today’s businesses have replaced cold calling with emails?

I would be willing to bet my next dollar, that the reason most salespeople and businesses do this is because they don’t want to feel the rejection of making that dreaded cold call. What most salespeople and business owners fail to realize is that according to studies up to 97% of those e-mails either end up trapped in a spam filter or deleted before their even read.

So what then?

I would love to sell you a program on how to “never suffer through another cold call again!” How to double or triple your prospecting results by just using e-mail! But I would be lying to you. The fact is unsolicited and one unwanted advertising is the same in any medium or form, it’s spam.

And no one likes it.

What determines whether a marketing piece is going to be successful or not is the effectiveness of the headline, targeting the right person or audience, and having a Client Centered Value Proposition that speaks directly to the recipient.

With the introduction of the internet sales people and business owners alike have access to new tools to communicate with their prospects and their customers. Some sales people and business owners may even think using email to sell their products or services is a great idea. But I would ask them, what is their real motivation, fear?

E-mail should be part of an entire cold calling and prospecting campaign. A campaign where cold calling is part of the overall strategy.

Why? In my opinion leaving a voice mail is still a better option than an e-mail.

And let me tell you why, when you leave a compelling voicemail, you are leaving your prospect with something that you can’t give them over an e-mail. You are giving them a sense of who you are; by your enthusiasm, by the tonality of your voice, and most importantly, by your presence. This is something you just can’t do by e-mail.

If you’re confident in what your product or service can do for someone and the solutions that you provide, you should be excited by the prospect of having an opportunity to tell someone about who you are and how you can impact their life.

That, is the attitude of a successful business owner and salesperson.

If you believe in replacing calls with e-mails, I invite you to really consider why? Why do you feel uncomfortable with calling someone? Why would you worry about someone’s perception of you that you haven’t even met yet? Why would you buy into the negativity that surrounds the two most evil words in the English language “cold calling”?

You show me a successful salesperson, and I’ll show you someone who is comfortable with picking up the phone and calling a prospect or client.

There is one exception in which I advise my clients to use e-mail as a prospecting tool to begin relationships, and that’s when the company that they are contacting as a rule does their business online. But I still strongly recommend a follow-up phone call.

Speaking to someone in person is the only basis to ensure that your communication is being received and understood and it is the best way to start a long-term profitable relationship.

Some e-mail tips:
1) Don’t put your company’s name in the heading of the email.

2) Put the persons name who you are corresponding with in the subject line instead.

3) Remember people tend to skim e-mails, so put your best stuff where it’s going be read at the top of the body of your e-mail

4) Mondays and Tuesdays are the best days to send emails.

5) Use a credible email address in your “from” field.

All my best!

Kevin Boyle
Author / Public Speaker / Sales Trainer and Coach
“The Secrets to Sales Mastery”

ps – Did you enjoy this post? Do you have any tricks or tips on how to use email more effectively in filling your sales funnel? Please feel free to add your comments!

Click here to see how I help people just like you!

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I do not look at cold calling as an isolated event. I also do not take the attitude that I am going to fail. In my mind, what I do is so critically important. Can you think of anything more important than a salespersons or business owners ability to connect with other people and get their ideas across? In my mind cold calling is more about starting a conversation and connecting with people and educating your prospects as to why you would be the best person to do business with.

Begin with these goals in mind and you will have more success with cold calling and prospecting. It will also change your mindset about why you are cold calling. When you change your mindset about cold calling and what your true objectives are it frees you and it also frees the person that you are calling. Cold calling is simply the start of a wonderful relationship with a person who doesn’t know you yet.

That should be your mindset.

Fact – it takes an average of 6 to 7 contacts with a prospect in order to make a sale. I think this is the reason why most people get so frustrated with cold calling and prospecting. Not fully understanding the nature and the reality of the daily stresses and challenges of the people that they’re calling. Today’s business owner and entrepreneur is simply overwhelmed with e-mail, things to do, and their own goals and agendas during the day. Not responding to your cold call is not a personal slight on you.

As a sales person or a business owner when you make peace with this concept and the realities of the people that you are trying to connect with then you can give yourself and them a break. So let’s take a look at a cold calling campaign.

Your objective; Cold Calling is about building awareness.

Rule #1 in prospecting.

People can’t have a relationship with you or buy from you if they are not aware that you exist.

Long-term strategy; cold calling is about believing in what you can do for other people and the positive impact that you can have on them and their business.

Rule 2 in prospecting.

I’ll say it again, just in case you missed it the first time – it takes an average of 6-7 contacts with a prospect over a period up to as much as 18 months in order to build a sufficient relationship with them, and where enough trust exists to make a sale.

Are you giving up after the second call? Are you following up throughout the year to continue to build your profile with your client to be, so that when they need your product or service they will call you?

So how does knowing this key piece of information affect your cold calling strategy?

Well first of all realize that in business to business selling as we have stated, is all about building relationships, and building relationships takes time. We know it – yet we procrastinate or allow our fear to control us. The time to start cold calling is not when your sales are in the tank, cold calling is about building sales for 2, 3, 4, 5 months from now.

Rule 3 in prospecting.

Always think in terms of value and speaking directly to your prospects concerns and challenges. Remember, your prospect is always asking themselves, why should I listen to you? Why should I respond to you?

Start a form, label it A B C and D

A – are companies who are interested and want to do business now
B – are companies who have indicated interest and are not rdy now
C – are companies that could use your product but have shown no interest in you
D – are companies who have purchased from you, and are moving from column A – for future business, referrals, testimonials and follow up.

A is pretty simple – make an appointment to go see them

B & C – develop a plan to continue contact with your prospects

- press releases
- articles that may interest them
- develop a piece – reason to do business #7 with your company
- a survey
- a referral for them
- an invitation to an upcoming trade show

After you have listed the activities that you can use to keep in contact with your prospects – then you need to map out the time frames, delivery means and the content.

For instance after your cold call you find out that they are not interested until Feb – that 5 months from now. A common mistake a lot of salespeople make is to phone back in Feb – and say hello its John from Grand Widgets we spoke last Sept and you said to give you a call. And they are left wondering who you are.

Where a savvy prospector – would have sent a thank you note after the cold call thanking them for taking the time to speak with them, and then followed up a month later with an article and thereafter within invite to a trade show. Perhaps a survey to ask their opinion on something or an educational marketing piece.

Building awareness takes time, persistence, and courage – make cold calling work for you!

Kevin, I need help with Getting My Foot in the Door!

Kevin Boyle
Author / Public Speaker / Sales Trainer and Coach
“The Secrets to Sales Mastery”

ps – Did you enjoy this post? Do you have any tricks or tips on how to build long-term relationships with prospects? Please feel free to add your comments!

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Your words have power.

Never underestimate the influence your words can have on others.

Every single marketing piece you have, your flyers, your emails have the power to either compell someone to respond to you or not.

Use your words to paint pictures for your prospects and your customers. Create a picture in their mind that speaks directly to them. That satisifies their immediate needs, their wants and their desires but also words that help alleviate their fears about making a poor purchase decision. 

Use your words to invite conversation, to empower people in their choices.

Your words cannot only influence the minds of people, but they can completely change their perception about a particular thing. Words have the persuasion power to entice and motivate. They are used by sales people, and business owners alike to pass on a message, the message? Why I should do business with you. These words are known as power words and they can do wonders when used properly in your marketing campaigns.

Words can create a sense of curiosity. Your customers and prospects will get the impression that your product or service is something that’s different from others by the words you choose to use. Laundry products have always been advertised as new and improved, from years gone by. The power of both these words and the product itself reinforces each other’s strength.

Take for instance the line ‘100% money back guarantee’, these powerful words help gain the trust of your customer for them to take a risk and buy. It is absolutely a must to print these words at the closing line of your advertisements or sales pages. After your guarantee, the methods of payment and how money will be returned if the customer is not satisfied should be also stated.

Invite curiousity and communicate with people in an authentic new way. Instead of asking someone if they would like to explore something, or if they are open to something or if they would be interested in something, (this is ALL salesmen language). Try new language! After asking a series of open ended questions, try this as a response instead…

“If you are looking to ______________ then have you considered ___________” 

See where it takes you, I guarentee you will be pleasantly surprized at the results!

Curiousity can be used in other ways. Employing the word “secret” in a headline is extremely effective.  People are knowledge thirsty, they want to know what others don’t know.   

Using the word Free in the headline simply does wonders. Your readers will more readily easily absorb your message, I mean who doesn’t like, free?  Usually the word FREE is spelled as FR~E or some other variation on websites or in emails as ISP filters blocks messages having the actual word, considering it to be spam.

“You” is a very important word to be used in an advertisement.

Do not write from “your” perspective, write from your customers perspective.

Directly point out the advantages to that particular customer in his or her own mind. I cannot state this strongly enough, the prospect must feel like you are speaking directly to them about his or her own particular concerns! This is perhaps the hardest part, step into the shoes of your customer and read it from their viewpoint.

The word ‘Immediately’ denotes that your reader should take action now. It can be interpreted as ‘Don’t wait, or I’m going to miss out!’ This motivates the customer to take necessary and quick action.

The basis of any successful advertisement is in understanding your consumer’s “core” needs and then designing the advertisement accordingly. Just stating the advantages of using the product or service of the company isn’t enough. Your sentences should be designed so that your customer sees the advantages in having your product or service right now. For example, when advertising for a digital camera, just stating that the in-built memory of the camera is of 1 GB, won’t do the trick.

Instead, your sentence should be changed to ‘enough memory to store up to 350 pictures or 50 videos’. The solution to the problem of your customer is reflected in ultimately what your customer really desires, a camera which can take a lot of high quality photo’s. 

Kevin Boyle
Author / Public Speaker / Sales Trainer and Coach
“The Secrets to Sales Mastery”

ps – Did you enjoy this post? Do you have any tricks or tips on how to use your words more powerfully?Please feel free to add your comments!

Other Blog Articles on Sales and Marketing Techniques;

The top 10 mistakes business owners make (big or small)!

How to handle the objection, no thanks I’m just looking…

Marketing Blunders, not having all of your systems in place.

If you enjoyed reading this article please let other people know about it by Digging It, Adding it to Delicious, Sharing on Facebook, Stumbling it or Tagging it on Technorati!

Thank you!

This is something that I highly reccomend both salespeople and business owners to do alike. The fact is within almost any given industry there is a “niche”, you just need to look for it, and understand what motivates your customers to buy.

For instance, I am a sales coach and trainer. I help sales people and business owners improve their sales results. But what is their real problem?

It’s getting more customers!

Right?

Well almost… you see if you dig a little bit deeper it really is more about cold calling reluctance. Every single sales person or business owner that I have ever worked with who has trouble in making their sales targets or meeting their budgets, has a problem with cold calling.

The majority of succesful sales people or business owners will tell you that generally the more successful a person is in business or in sales the more confortable they are and the better they are at with cold calling.

So I’ve discovered my “niche” but have I uncovered my customers “core” problem? Not quite yet… I know, I know I already said we were almost there… we need to dig “just” a little bit deeper. You see people who have difficulty in cold calling and prospecting, generally have some challenges in and around their own internal belief system about cold calling.

Why is that?

Well despite the naysayers, cold calling works and it builds businesses, profits and companies. You show me a struggling company or sales person and I will show you a sales person or sales force who has poor cold calling skills. Successful people exude confidence, and they don’t don’t have any problems picking up the phone and calling a prospect.

How can you apply this sales technique to your industry? No matter what you are selling I implore you to go deeper and discover what your true “niche” is and the real “core” problems of your customers. In this way you can really help your client get the break throughs that they are looking for.

Do you have an online business or are you thinking of taking your business online? Do you have the right product and/or service that targets a specific need?  What do you want to sell?  What is your passion?  What subject or topic do you have a lot of knowledge about?  Let me start by telling you that selling an informational products online is easier than selling a service.  But, selling a service online makes more money with monthly memberships. 

Before you spend all your time working on a website and writing up eBooks, you want to be sure that your customers are going to be interested in what you are selling.  Do your market research.  Start by seeing how many competitors you have.  Read through newsgroups, discussion boards, and chat rooms and learn about your target market customer base.  If you already have an email list, send them a survey to see what they are most interested in.

When researching your niche, use www.Amazon.com and find the current top sellers.  Find out what people are reading about.  You will want to research keywords with keyword tools such as www.wordtracker.com.  You need to discover which keywords are being searched for frequently. 

Doing a little poking around your competitors web sites and subscribing to their newsletters isn’t a bad idea.  This is one way to come up with ideas on what would make your company different or better.  Take a look at their traffic rankings (http://www.alexa.com/) and their related links.  By analyzing this information, you can see how many visitors they have each day and how profitable their company is.

When you discover your true “niche” and the “core” problems you address, “the real reasons why your customers buy from you”. You will notice your sales and marketing efforts dramatically improve. Why? Because you will be speaking in your customers language, and isn’t that the only language that really matters?

Would you like to learn practical sales skills and strategies on how to get your foot in the door, book more sales appointments and dramatically improve your sales results?

Then go here…

Kevin Boyle
Author / Public Speaker / Sales Trainer and Coach
“The Secrets to Sales Mastery”

ps – Did you enjoy this post? Please feel free to add your comments!

Other Blog Articles on Sales and Marketing Techniques;

The Choice Close

Feature Advantage Benefit Selling

Have you ever pondered the meaning of life?

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