A complacent salesforce is the leading cause to decreased revenue and profitability in an organization. When revenue and profitability suffer, salesforce retention become a major challenge. Every Wednesday join Anthony Garcia, author of the book Catapulting Commissions, as he interviews top sales executives from around the world. If you find yourself trying to get the most out of your sales organization or you are a sales professional looking to elevate the mental approach to your sales career, this is the podcast for you.
129. Overcoming challenges and setting goals
Welcome back to the Catapulting Commissions Sales Talk Podcast with Anthony Garcia. This week’s podcast is part two of two. Anthony is excited to welcome back Charlotte McKay and Cari Nokes for a live coaching session. Both women are active in the world of direct sales. In this episode, Anthony advises Cari and Charlotte on how to overcome challenges and set goals for 2022. Like a lot of sales professionals, the biggest challenge for Charlotte and Cari is to avoid coming off as “sales-y.” The way they avoid that now is to make the process fun, stay connected to their team, and share their journey in direct sales. That includes sharing both struggles and their successes– as well as their vulnerabilities. Anthony says doing this means they are connecting with their teams on a human level. Doing this allows them to sell by educating and influencing–not by being “sales-y.” With a peek into Charlotte and Cari’s private lives, buyers and team members see them as approachable and authentic. It’s not just about selling products, it’s about sharing their own lives. It’s easy to focus too much on having a huge audience but that’s not important; if you can influence one person, you’re making a difference. It’s also challenging to set boundaries and stay motivated. Charlotte says there’s no such thing as a nail emergency, and she makes sure her team understands that. Cari likes to teach self-sufficiency so they don’t call on her at all hours. Anthony suggests adding a system of automation to help with boundaries. That way if someone reaches out with a question that is commonly asked, there is a system in place where they can find the answer. It takes some time on the front end to set it up, but it will save time in the end. To stay motivated, Charlotte says the motivation isn’t always there, but she shows up no matter what. Cari’s motivation is the desire to avoid going back into corporate America. Anthony says at the end of the day mindset is everything. Let go of your fear of failure and do the work, it’ll be easier to stay motivated, overcome challenges, and have success. To finish out the session, Anthony runs through a goal exercise with Cari and Charlotte. They share their goals, which he helps turn them into SMARTer goals. Going through this process shapes the way they will attack their goal. The SMART goal is a common tool, and it’s a good starting point. We all know the elements of a SMART goal. Specific. Measurable. Attainable. Relevant. Time bound. Anthony challenges them to add an ER. What are the “Emotions” you will feel and what is a meaningful, specific “Reward” you will get when you achieve those goals. He also recommends writing down what you “must do” and what you “must eliminate” in order to achieve your goal. Cari Nokes website: https://www.colorstreet.com/Cnokes/products Cari Nokes Instagram: https://www.instagram.com/dont_worryb_happy/ Charlotte McKay website: https://linktr.ee/phenomenailswithcharlotte Charlotte McKay Instagram: https://www.instagram.com/phenomenailswithcharlotte/
128. Handling Objections
Welcome back to the Catapulting Commissions Sales Talk Podcast with Anthony Garcia. This week’s podcast is part one of two. Anthony is excited to welcome two guests over two episodes– Charlotte McKay and Cari Nokes. Both women are active in the world of direct sales. If you’ve ever wondered what it’s like to have Anthony as a coach, this is the episode for you. It’s full of teachable moments as Anthony advises Cari and Charlotte on how to handle objections when recruiting new team members.
Cari and Charlotte don’t have the same type of sales background that many Catapulting Commissions Sales Talk guests do. But make no mistake; they are just as inspiring as some of the biggest names Anthony has hosted. Both women had careers before direct sales– Cari in retail and Charlotte as a preschool teacher. They also both had the same epiphany when they had children. They wanted to continue to contribute financially to their family, but they also wanted to be able to spend more time at home. Direct sales was the answer for both of them. Now they each own their own dry nail polish strips business, for which they recruit and manage a team. This career path allows for personal development, family time and financial freedom.
When recruiting new team members, Anthony says it’s important to understand the difference between an objection and a condition. The most common reason people say no to joining Cari or Charlotte’s teams is that the prospective team member doesn’t have enough time. Not having enough time can be an objection or a condition. As an objection, it translates to “I don’t have time because this isn’t a priority, or because I don’t know how to make time.” As a condition it is much different. “I don’t have time because I’m a caregiver for my aging parent, I work full time, and I’m a single parent.” The former person has real conditions in their life that drain their time and resources. In this case, you don’t want to invest too much time trying to convince that person to join your team. The latter person is objecting, can be coached, and may be a good fit for direct sales. Anthony says Cari and Charlotte have to help the person see how they can make direct sales work in their life.
To do that, Anthony says to go back to the fundamentals of sales. People say yes or no because the opportunity in front of them provides pleasure or helps them avoid pain. Charlotte and Cari have to be authentic, listen to the prospect’s story, and find out their “why.” Determine the pain points in their lives. Show the prospect how being on the team can provide pleasure or avoid pain. Paint a vivid picture of what their life is like without this opportunity in it, and what life would be like if they took advantage of the opportunity. When you do that, you can help overcome almost any objection.
Another common objection is that the prospect says they don’t know enough people. Anthony says that masks the real problem. The prospective team member doesn’t think they don’t know anyone who will want that product. But really, if the potential team member is surrounded by people who want to see them succeed, they’re surrounded by people who will want that product. And if they’re NOT surrounded by people who want them to succeed, then they really need this direct marketing community to bring positive influence into their life.
The process of selling scares off other potential team members. There are many stylists out there from whom people can buy a similar product. According to Cari and Charlotte, people buy from them because of the whole experience they provide. Cari and Charlotte make their customers feel special and valued. And that’s exactly what they need to focus on to convince people to join their team. Show the prospect that they don’t need to be intimidated by the sales process. The customers will like the products because they are affordable and fun; they
Combating Complacency w/ Brandon Fluharty
Welcome back to the Catapulting Commissions Podcast with your host, Anthony Garica. This week, Anthony is talking with Brandon Fluharty, a former pro soccer player turned sales veteran. He’s a VP at LivePerson and founder of Be Focused. Live Great. Today he’s sharing how he found success and how he’s passing that on to other top-tier sales professionals.
Episode 126: Marketing to the right customer
Welcome back to the Catapulting Commissions Podcast with Anthony Garcia. This week Anthony welcomes Shannon Eckroth. Shannon is the Founder of The Eckroth Sales & Marketing Agency, LLC and has over 10 years of progressive sales and marketing experience including providing coaching, team accountability management, lead generation, marketing services done-for-you, and recruiting sales and marketing professionals from entry-level to executive. Today they’re talking about how to use outbound marketing to find your customer and market directly to them.
Her sales and marketing agency exists to do sales coaching services, but they also do marketing and recruiting where necessary. Though she worked with small businesses when she first launched the agency, the businesses she’s attracting have grown as her business has grown. Now she’s working with sales teams who are in growth mode, who have the capacity and systems in place to handle more leads.
Even knowing that the average consumer has a short attention span, Shannon doesn’t believe you have to put on a show. She believes consistency and knowing your client avatar are the key ingredients of successful marketing. Showing up over and over– in an authentic way– to educate, inspire, and provide value to your target audience is what’s most important. With the right data, she can help a client reach their target audience at any point in their journey, and speak to them in a way that resonates, leading to more conversions.
Shannon works with clients on a LinkedIn marketing strategy and essentially flips the traditional sales funnel. She doesn’t focus on inbound marketing. That’s where you put your content into the world, hope the right buyers find that content, and then wait for conversion. Instead she does outbound marketing. Outbound marketing puts the narrow part of the funnel at the top. You have to identify and truly understand the people who fit your very deliberate buyer persona. If you go find those people and share your best content, tailoring that content exactly to their needs, it’s far more likely you’ll close. When you reach the right people, educate them, and provide a valuable service, it creates loyalty– and eventually leads to more business through referrals.
Once she overcomes a client’s objective that their potential clients aren’t on LinkedIn (they are), she helps them optimize their profile. It’s not about just uploading a resume and sharing some accolades from your past. The LinkedIn profile has to tell your story. When someone gets a connection request from you, they need to be able to look at your profile and tell immediately if connecting with you is beneficial to them. The most important section to get right is the LinkedIn header because it follows you everywhere on LinkedIn. Use the header to tell them what you do in 10 words or less and how to contact you.
Shannon Eckroth on LinkedIn
Episode 125: Put the mission before the commission w/ JamieLynn Fajardo-Cota
Thanks for tuning into Catapulting Commissions Sales Talk with Anthony Garcia. This week, Anthony welcomes JamieLynn Fajardo-Cota. She has an MBA, is a serial entrepreneur, and is a full-time, home-schooling mama to her two children. With her husband of 14 years, she owns two family businesses, and as a certified life coach, she runs a successful health coaching business of her own. All this while being a lover of Jesus and a servant in her community. Today she and Anthony discuss just how she balances it all.
JamieLynn has a long history in sales– from network marketing to door-to-door sales and everything in between. But it was never just about making money. Instead, it was about building relationships. By doing that, she was able to bring clients with her everywhere she went. After years in the grind, she achieved her goal of exiting the corporate world, and now her top priority is using those finely-honed entrepreneur skills to run her home and family. Then she uses those skills to run her businesses. Of course it’s exhausting, but she loves that she is able to be present with her family while also making meaningful financial contributions to their lifestyle and goals.
The old adage of “always be closing” doesn’t hold as much weight when you’re running your own business. JamieLynn believes that if you put your integrity in the forefront of everything you do, the close is going to happen. It’s the mission before the commission for JamieLynn. She wants clients to feel valued first and foremost– not like she’s trying to sell them.
Even with the burden of having to provide financial stability for a family, at the end of the day, the mission is still the most important. Now that she’s in network marketing, she knows if she helps others get what they want, what she wants will follow. This dynamic is more rewarding than her days of closing her own deals in the corporate rat race. It’s no longer sink or swim; it’s about swimming along-side her team, helping them learn the strokes as well.
Juggling so many roles– mom, friend, wife, business owner, community servant– requires intentionality in all she does. JamieLynn is able to find balance by making her physical, mental, and spiritual health a priority. She fills her cup first so that she can fill the cup of those around her. And when it feels like it’s too much, she has a strong support system (the center of which is her husband) to help her put things back into perspective. Her mantra is to have a SYSTEM: Save YourSelf Time, Energy, Money. Having systems in place– and communicating them clearly to those around her– has helped her gain clarity in all her roles. She and her husband have regular family business meetings to make sure all those SYSTEMs are functioning smoothly.
In her health coaching business, her relationship-building muscles come in handy. She creates customer-tailored wellness plans to help her clients achieve their optimal health. That means more than helping people lose 20 pounds or completing a 10K. JamieLynn helps her clients reach optimal wellness in the mind, body, spirit and even in finances. After reading “Atomic Habits” by James Clear, she stopped tying her goals to her specific result. Instead she ties it into her identity. That identity is being in optimal health to serve her clients.
Follow her on instagram at jlcota_mamapreneur
JamieLynn Cota on Facebook
JamieLynn’s Health Coaching business
Atomic Habits by James Clear
Establishing Genuine Trust w/ Lon Graham
Welcome back to the Catapulting Commissions Podcast with your host, Anthony Garica. This week, we’re sitting down with Lon Graham, a sales veteran with more than 25 years of sales experience. Using a logical approach to storytelling that combines inspiration with action, Lon will help your team get the sales they want by clearing up confusion and creating real connections.
Smart sales advice
Anthony gives smart sales advice to help you take your individual and team sales to the next level. I appreciate his reminder to have and share your 3rd party stories in selling situations.
Follow up vs follow thru
True! Don't teach how to follow up but follow thru is insightful - offering another bit of information, another angle at solving their problem with value. Thanks Anthony for teaching the difference.
Sales Sales Sales a Must!
If you are in sales this is a must! Thank you Anthony Garcia!