Join Brian Kavicky of Lushin as he discusses why salespeople get stalls and objections and how to overcome them.

Have you ever…

• Had prospects that seem interested in your product or service but decide not to buy from you?
• Known that your product or service is obviously the best solution for your prospect but they can’t see the logic and don’t buy?
• Experienced confrontations at the end of a sales call where you are stuck justifying and explaining away their objections—and still not getting the order?
• Not known whether or not someone is stalling for a legitimate reason or if they are putting you off?
• Wondered if a prospect is asking questions because they are interested or are trying to disqualify you?

Listen in on Overcoming Stalls and Objections. Learn the psychology behind prospect stalls and objections, why your people have a difficult time working through this part of the sales process, and what actions you can take to help your salespeople be more productive and effective.

Register Here

Overcoming Stalls and Objections Webinar
Wednesday June 20th from 2-3pm

Have you ever made a sale just to have your prospect back out the next day? Did you skip the confirm step in the sales process?

I work with many salespeople that have trouble picking up the phone. You may ask is it heavy? NO.  Does it shock you when you put to your ear? NO. But somehow they still have trouble getting the motivation to just pick it up and instead insist on making excuses on why they don’t have time today.

Clearly cold calling is not fun but we have to do it. Here are a few common excuses I hear and my feedback on how to think about it instead.

1 – Cold Calling is Unproductive – I am not saying cold calling is the most productive way to get business but you might be surprised that if you do it regularly it can lead to business.  This one is a mindset issue overall. We have to change our mindset to look at cold calling as simply practice and after you do that you may be surprised at the results that can happen. And it truly is practice. You will hear many objections and get asked many questions along the way that will prepare you for the times you are in front of a qualified prospect.

2 – Too Much Pressure! – Cold calls are scary. They are scary for the salesperson and the prospect so why not just take the pressure away. The feeling of pressure comes from not knowing so tell the prospect it is a sales call. Don’t hide it… they probably already know anyways. Also give them an idea of how long the call will take, what is going to happen on the call and what the end result will be.

3 – Need to do Research – Most salespeople feel the need to do a ton of research before picking up the phone. At times this is necessary but most of the time doing too much research leads us to make more assumptions on what the prospects problems really are and that can get us into trouble. It is better to be prepared with 3-5 ways on how you have helped other clients and pose those to the prospect and let them tell you what their problem is instead of you telling them. Selling is NOT telling. It is important to realize that our value in sales is determined more by the quality of questions we ask than by the information we give out.

It is a normal feeling to be uncomfortable cold calling and to have some anxiety but the truth is it is just a phone call. What is the worst that can happen? You get hung up on… someone is a not nice… they are not interested? Big deal! I am sure we have all dealt with worse. Change your mindset. Then change your behavior and ultimately your results will soon change too!

- Karen Casey

Have you or your salespeople ever experienced the “three month drop”? Where new salespeople excel for three months and then numbers suddenly start to dwindle. Find out why this happens and how to avoid it.

__________________________________________

Restaging the Pipeline Workshop
In this live interactive 2 hour session you will learn how to unclog your pipeline, how to develop a specific set of criteria for your company’s pipeline and the questions you can ask to determine the strength of your pipeline. Learn More>>

This question gets asked a lot by leaders of companies who can’t seem to keep their people motivated. It isn’t just a problem with their salespeople either. Lack of motivation can affect everyone in the business from admin to customer service.

Many times Presidents, CEO’s, VP’s, or front-line managers will do things that they think will help motivate their people but usually fail because they don’t fully understand what will or won’t drive motivation and productivity. With that being said, it is important to understand your people and understand the two different ways people are motivated: Extrinsically and Intrinsically.

1. Extrinsically motivated people will do whatever it takes in a role to obtain external rewards like money, cars, boats, houses, etc. Most entrepreneurs, Presidents, CEOs, Sales Managers, and some salespeople are motivated this way.
2. Intrinsically motivated people are motivated by the enjoyment of a task or role. They work toward feeling fulfilled by being recognized by their peers, getting approval from a boss, mastering their profession, etc. The rest of our work force is comprised of people like this.

I leave you with this. If you’re struggling to find out what will motivate your people…. ask them! You might find this to be elementary but, when you ask this question you’ll be able to identify what will truly help, rather than waste valuable time on trial and error!

- Whitney Lushin

__________________________________________

Restaging the Pipeline Workshop
In this live interactive 2 hour session you will learn how to unclog your pipeline, how to develop a specific set of criteria for your company’s pipeline and the questions you can ask to determine the strength of your pipeline. Learn More>>

Join us on May 16th for this live workshop presented by Aaron Prickel

Are you…

• Concerned because pipelines always seem full but the business doesn’t seem to close as fast as it should?
• Left wondering why opportunities become clogged in your pipeline?
• Frustrated because your reps have the same opportunities in the pipeline and the only piece changing is the future close date?
• Annoyed with reps wasting internal resources on opportunities in the wrong stage of the pipeline?

Attend Restaging the Pipeline. In this interactive 2 hour session you will learn how to unclog your pipeline, how to develop a specific set of criteria for your company’s pipeline and the questions you can ask to determine the strength of your pipeline.

Register Below

When: May 16th from  8-10am
Where: Lushin Training Headquarters Indianapolis
Who Should Attend: CEO’s and Presidents
How Much: Free

for Lushin clients on Friday May, 4th presented by Aaron Prickel

This workshop is for Lushin clients who want to expand their knowledge of the DISC personalities and how to effectively communicate with them.

• Do you know DISC but want to be able to own it?
• Do you struggle with motivating different personality styles?
• Do you want to truly master DISC so that you can better adapt your sales process to a variety of prospects?

This is your opportunity to better understand the people you interact with on a daily basis.

Test a Guest
Lushin is offering a discounted price of $50.00 for a DISC assessment for guests of your choice and an invitation to the workshop to review the results.

Register Here

Advanced DISC Workshop
When: Friday May 4th 8-10am
Where: Lushin Training Headquarters Indy
Who Should Attend: Clients and Guests

So you’ve hired some new salespeople.

In their previous jobs, they were top performers. People in the marketplace have great respect for them. Their network is both wide and deep. Just being around them on a daily basis gives you more confidence that they’ll be the fire that ignites your company’s growth. You leave them alone to do their thing—get out into the world and sell! Instead, how many strong salespeople haven’t worked out, left their job for another, or have had great starts only to fizzle the longer they’re with the company?So many companies stop supporting their salespeople once they’ve been hired. They think that, if they hire great people, those people will perform no matter what. That simply isn’t the case. If we applied that thinking to Peyton Manning’s transition to a new team, how would that work?

Imagine Peyton’s first day. He would probably get through the playbook, meet the other players, and learn how the team’s operations work. Peyton would get his locker and office, attend some team meetings, and fill out the necessary paperwork—then things would start to slow down. The expectation would be, “Peyton, go out and win us some games. See you on game day.”

“What about practice?” asks Peyton.

“We don’t have practice.”

“What about game day prep, watching films, and coming up with a game strategy?” puzzles Peyton.

“You’ll be fine, just go out and feel your way through it.”

“I am going to hit the gym,” Peyton comments.

“I guess you can, but we won’t support you. You need to do that on your own time if you think it will help.”

We respect Peyton’s work ethic and the preparation and practice he puts himself through for each game. We know that’s what makes Peyton a top performer; yet, when companies hire their own top performers, they don’t treat them the same way. Companies have no system to track their top performers’ progress (QB rating, completions, TDs vs. Closing ratios, number and quality of calls made, etc.). There’s no exercise or training program to develop and maintain the new hire’s skills. There’s no sales strategy or process. On top of that, the coach or sales manager may not have the skill set to manage and coach the sales team.

If a top performer like Peyton Manning would struggle in this kind of environment, how can you expect your top performers—or even your middle-grade performers—to do well? How do you expect to build a world-class organization if you’re not treating it the same way as a team that’s working towards a Super Bowl?

- Brian Kavicky

_____________________________________________

Closing the Sale Webinar
Join us for this one hour interactive webinar where Brian Kavicky of Lushin will help you discover strategies to increase your closing rate, reduce the length of your selling cycle, convey the right message to your prospects, and eliminate the pressure when it comes time to close.

When pipelines are thin do you tend to fill it with anyone? When a lead comes in do you get excited and just set the appointment? Watch 3 Qualifying Steps Before Setting the Appointment.

_____________________________________________

Closing the Sale Webinar
Join us for this one hour interactive webinar where Brian Kavicky of Lushin will help you discover strategies to increase your closing rate, reduce the length of your selling cycle, convey the right message to your prospects, and eliminate the pressure when it comes time to close.

on April 26th from 1-2pm presented by Brian Kavicky of Lushin

Are you…

• Getting enough meetings with prospects but the meetings don’t seem to move you closer to the sale?
• Frustrated with the length of your sales cycle, but don’t know what to do to make it shorter?
• Having a difficult time getting your prospects to make a decision?
• Sure your product or service is a “no-brainer,” but find that your prospects aren’t seeing the light?
• Feeling out of control when it comes time to close, but don’t want to push your prospects to make decisions?

Closing the Sale
Join us for this one hour interactive webinar where Brian Kavicky of Lushin will help you discover strategies to increase your closing rate, reduce the length of your selling cycle, convey the right message to your prospects, and eliminate the pressure when it comes time to close.

Watch the Recording Here

Brian Kavicky presents
Closing the Sale
Thursday, April 26th from 1-2pm