The importance of developing sales skills for entrepreneurs was discussed, emphasizing the need for practice, pattern recognition, and a structured approach to sales training. Effective communication and adaptation in sales were also highlighted, including understanding the customer's perspective and tailoring sales strategies to each individual. Leveraging existing lists, building a small sales team, and diversifying revenue streams were also discussed as strategies for adapting to algorithm changes. Finally, insights on generating leads, building a strong brand identity, and improving sales strategies for small businesses were shared, with a focus on effective marketing and finding the right audience.
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- Uncover the fundamentals of sales to close a deal.
- Discover how to overcome lead flow problems.
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Episode Highlights
Flo Kunle, Entrepreneurship, sales, and marketing with a successful business owner
- Flo Kunle started his business after getting laid off from his corporate sales job and dabbling with marketing.
- Flo has since taught over 30,000 entrepreneurs and brought close to $1 billion in sales through his company.
- Harold started selling perfume fragrances and bootleg music CDs as a teenager.
- Flo Kunle became the rep of the year at Time Life in his first year, making over $1 million in sales.
Sales fundamentals, practice, and commitment
- Develop sales skills through practice and training, just like athletes improve their skills through practice and coaching.
- Recognize patterns in customer interactions to tailor your approach and improve sales outcomes.
- Flo emphasizes the importance of recognizing patterns and committing to the process, even if it means sacrificing eyeballs or potential rejection.
- Flo Kunle and guest Daryl Urbanski discuss the concept of "doing the common uncommonly well" in various fields, including martial arts and marketing.
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Sales strategies and techniques, including agreeing with customers and providing value
- Flo emphasizes the importance of building confidence in dealing with objections and overcoming fear of rejection.
- Flo Kunle and Daryl Urbanski agree that sales don't start until the prospect says no, and the goal is to work through mental and emotional barriers to understand the opportunity.
- Flo disagrees with traditional sales strategies of memorizing rebuttals and instead agrees with customers to build trust and empathy.
- Flo Kunle finds success by acknowledging customers' complaints and taking their side, rather than defending the company.
- Flo apologizes for sending CDs with unwanted songs and offers a new CD with the desired song.
- Flo Kunle uses jujitsu technique to create a positive experience for the customer by accepting their energy and providing a solution.
Overcoming sales challenges and leveraging digital marketing strategies
- Daryl Urbanski shares insights on sales training and building a sales team.
- Flo Kunledemonstrates how to apply sales strategies to any industry.
- Flo faced significant challenge when Google shut down their digital marketing accounts, but found a way to overcome it by building a sales team and partnering with other individuals.
- Flo Kunle learned the importance of using strategies from the corporate world in the digital entrepreneur space, and was able to generate over $1 million in sales without paying Google a penny.
Generating sales through teleseminars and email marketing
- Daryl Urbanski and Flo discuss how to generate sales without relying solely on digital advertising.
- Flo Kunle generated $40,000 in sales in one day through a QVC-style conference call.
- The call focused on building credibility and showcasing the benefits of the web development and consulting service.
Sales strategies, lead management, and follow-up techniques
- Flo Kunle defines terms and establishes clear communication to avoid confusion.
- Habits of successful salespeople include talking to people and documenting conversations.
- Daryl Urbanski emphasizes the importance of talking to people and documenting their feedback to refine models and make predictions.
- Daryl Urbanski's philosophy for managing leads involves a combination of 12 touches and calling every day, tailored to each individual.
Sales process optimization, roles, and customer qualification
- Define the different pieces of a sales process and assign roles accordingly.
- A salesperson can create inbound leads and another can close the deal.
- Daryl Urbanski discusses three-tier strategy for sales, starting with raising hands, then qualifying, and lastly building lifetime relationships.
- Flo agrees that almost anyone can do the first step, raising hands, for $15 to $20 per hour.
Marketing strategies and sales techniques
- Daryl Urbanski and Flo discuss marketing and sales strategies.
- Flo emphasizes the importance of marketing in making sales easier.
- Daryl Urbanski discusses marketing and branding, using the food court analogy to explain the difference between the two.
- Daryl Urbanski emphasizes the importance of filtering out unqualified leads through a sales process, using the "raise hand, qualify, and close" method.
Branding, deadlines, and marketing strategies
- Flo Kunle emphasizes importance of exposure, credibility, offer, and deadline in branding and sales.
- Daryl Urbanski recommends repeating successful promotions every 10 days.
Marketing strategies for exposure and sales, including search engine marketing, Facebook advertising, direct mail, and renting email lists
- Flo suggests using event-based selling to create urgency and focus for potential clients.
- Flo recommends search base marketing as an effective way to get exposure for services, regardless of following size.
- Flo highlights the advantage of targeting actively searching customers, as they are more likely to convert.
- Flo shares a success story of buying a list of 1000 software buyers for $500 and making $20,000 in one month.
Marketing and selling strategies with a focus on influencers and building an audience
- Daryl Urbanski discusses three ways to get traffic: buy, borrow, or build an audience.
- Flo found an individual with 1000 ideal prospects, no upfront cost, and split profits.
- Influencer launched product on Kickstarter, raised $1.4 million, and now selling more.
- Flo shared 101 hybrid marketing and selling strategies.
- Flo thanked Daryl Urbanski and offered to work with sales team.