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Qualities Of A Brilliant Salesperson Who Actually Closes Deals.

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I’ve spent the last ten years analyzing sales people and what separates the good, from the uninspiring, worn out, no good sales person that is toxic to any sales culture.

I’ve also worked in sales for a long time myself. These qualities are what have worked for many other high performing sales people I’ve worked with and me.

Here are the qualities of a brilliant salesperson:

They’re humble as F*#K.

They’re not the person trying to tear everyone else down.
They don’t think they’re the best.
They want to train the junior sales people.
They aspire to be a leader.

Humble salespeople do all of these things because they know that if they didn’t have access to those same tools, they’d never be where they are. Bragging is ugly and eventually, it will reflect in your sales performance.

No salesperson is ever going to be on top of the leaderboard forever.

That’s why it pays to be humble in sales.

They get that relationship is everything.

If someone doesn’t like you, they probably aren’t buying from you. We all buy from people we like.

A relationship with a client is built with the following tools:

– Respect
– Vulnerability
– And Rapport

If you nail those three tools, then you’ll have a genuine relationship with the client. A relationship is another word for trust. Once you’re trusted, you’ll get all the business.

“All the snake oil salesman in the world can’t take a client from you when you are the most trusted sales person they are dealing with”

They worship the power of referrals.

The religion of a salesperson who knows their craft is one word: referrals.

Referrals come from doing a good job and delivering on what you say you will. That quality is so rare and that’s why many salespeople don’t get referrals. If you want to compound your results, you must do your best to over deliver.

This doesn’t mean underselling so that you can deliver what the client actually paid for; over delivering is delivering more value than should normally be expected from the same product or service in the marketplace.

They have gone all in on social media.

Everyone Google’s everyone nowadays.

“If a customer Googles you and you appear nowhere, then you become a commodity. Unfortunately, that translates to a heavy bias towards price”

When someone looks you up, they should see a professional social media profile like LinkedIn, they should see at the very least some content from you about your industry, and some reviews or references from people you’ve previously sold too.

A strong social media presence allows brilliant salespeople to have warm prospects approach them rather than having to go looking for them. A brilliant salesperson can turn a “Hi, how are you Tim Bob?” into a “Yes let’s meet next week for coffee to discuss X business opportunity.”

They take the complex and make it simple.

That’s why we fell in love with Apple. They took hundreds of menus and turned them into a few beautiful app icons. Life is complex enough and a brilliant salesperson can help us take a load off by giving advice to us in easy to understand language.

This method of communication requires the “less is more approach,” no acronyms, no industry jargon and a step-by-step process that can easily be followed.

They tailor to the audience.

Corporate pitch? Better put a suit on.
Seeing a new, cool, funky startup? Probably best to wear a t-shirt and take a backpack.
First-time users of the product or service? Stick to the why and 2-3 useful takeaways.

They capture your attention.

Not by using PowerPoint decks, closing techniques and fancy catch phrases: by using their infectious personality and sense that they care about the needs of the customer.

They avoid overthinking.

It’s easy to procrastinate in sales and try and predict every move that a customer will make. In the end, the client will use mostly emotion to make a decision. Quit trying to overthink the outcome of a business opportunity and focus on going all in.

Give it everything you have and then if you lose the sale, it’s all gravy. Move on to the next business opportunity.

They make actual decisions.

Sales is hard which is why there are incentives. If it were easy, we’d all have the job title of “sales.”
Sales requires many consecutive and challenging decisions one after another. You have to convince not only the customer, but also the internal stakeholders such as the product and operational areas.

This process is a series of lots of small decisions that match the urgency of your customer. If you take too long, you lose the sale. If you overpromise, you’ll burn the client. If you don’t offer a competitive price, they may go elsewhere.

All of these are decisions and brilliant salespeople make them daily, and do so efficiently.

They always use deadlines.

Without a date to work too, we all get lost in the busy trap. Either you become too busy or the client does. This is not about hard sell techniques or fake offers that expire. If you can genuinely help your client, then you should want them to have that benefit as quickly as possible.

They are aware of their ego.

Ego is the enemy. If you think you’re some hot shot sales person, your prospective clients will run. Too much confidence and an inflated ego are usually a mask of a salesperson who’s covering something up. In other words, someone who lies for a living.

Humbleness, kindness and humility are how a brilliant salesperson attracts customers. Too much ego does the opposite.

They use discipline to their advantage.

As I said, sales is hard work. To be good at it, you need to be disciplined.

You can’t help everyone.
You only have so much time to prospect.
You have to make the calls, respond to emails and see clients to make target.

If you don’t do the basics, you can’t be a brilliant salesperson. Kobe Bryant put in the hours to become a great basketballer. He went to the gym, did the practice shots and ran until he passed out. Phone calls, emails and prospecting meetings are the exercises used in the sales world.

The more you do the exercises and stick to the plan, the closer you’ll get to Kobe’s success in the basketball world. We’re lazy by nature though, so discipline is key in sales.

They listen.

Too many salespeople talk your head off but don’t actually listen. Listening in sales is how you understand the customer and deliver a message that will allow them to make a buying decision. You’ll learn more from listening than talking. Phenomenal salespeople recognize this.

If you want to increase your productivity and learn some more valuable life hacks, then join my private mailing list on timdenning.net

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Entrepreneurs

How Entrepreneurs Are Harnessing LLCs to Launch Successful Startups

LLCs have unique advantages for starting up and growing a successful business

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why you should set up an LLC

In my entrepreneurial journey, I’ve learned that LLCs have unique advantages for starting up and growing a successful business. But, before delving into the advantages, it’s essential to grasp the fundamentals of what an LLC is and how it operates. 

What is an LLC?

An LLC is a hybrid business entity that combines the liability protection of a corporation with the pass-through taxation of a partnership or sole proprietorship. This unique blend provides entrepreneurs with the best of both worlds: personal asset protection and simplified taxation.

One of the most significant advantages of an LLC is its limited liability feature. This means that as the owner, my personal assets are shielded from any liabilities or debts incurred by the business.

In the event of lawsuits or financial obligations, only the assets of the LLC are at risk, offering me peace of mind and protecting my personal wealth.

Advantages of Forming an LLC

Flexibility in Management and Structure

Another aspect of the LLC that appealed to me was its flexibility in management and structure. Unlike corporations, which have rigid hierarchies and formalities, LLCs allow for a more relaxed approach to governance. As the founder, I have the freedom to structure the company in a way that suits the needs and goals of my startup.

For instance, LLCs can choose to be managed by their members (owners) or appoint a manager to oversee operations. This flexibility enables me to maintain full control of the business or delegate management responsibilities to trusted individuals while retaining ownership.

Additionally, LLCs are not bound by strict meeting requirements or extensive record-keeping obligations, reducing administrative burdens and allowing me to focus on building and growing the business.

Pass-Through Taxation and Financial Efficiency

One of the most attractive features of an LLC, particularly for startups, is its pass-through taxation. Unlike corporations, which are subject to double taxation (taxation at both the corporate and individual levels), LLCs pass profits and losses directly to their members’ personal tax returns.

This tax efficiency not only simplifies the filing process but also allows for greater flexibility in managing cash flow and reinvesting profits back into the business. As an entrepreneur, minimizing tax liabilities and maximizing financial efficiency are critical components of long-term success, and the pass-through taxation feature of an LLC aligns perfectly with these objectives.

Enhanced Credibility and Professionalism

Establishing an LLC can also enhance the credibility and professionalism of a startup. Unlike sole proprietorships or general partnerships, which may be perceived as informal or less legitimate, an LLC provides a formal business structure that instills confidence in customers, investors, and partners.

By operating under the umbrella of an LLC, I can present my startup as a reputable and established entity, which can open doors to opportunities such as securing financing, attracting top talent, and forging strategic partnerships.

This enhanced credibility can be a significant advantage, particularly in competitive industries or when seeking to differentiate my startup in the market.

Protection of Intellectual Property and Brand Assets

For startups built around innovative ideas or unique intellectual property, protecting these assets is paramount. An LLC offers an additional layer of protection for intellectual property and brand assets, safeguarding them from infringement or unauthorized use.

By registering trademarks, copyrights, or patents under the name of the LLC, I can establish legal ownership and enforce my rights more effectively in the event of disputes or infringement claims. This protection not only preserves the value of my intellectual property but also enhances the overall stability and longevity of the startup.

Steps to Form an LLC

Let us now look at the general steps to form an LLC for your business:

Step 1: Choose a Name for Your LLC

Selecting a unique and distinguishable name is the first step in forming an LLC. Ensure that the name you choose complies with the rules set by your state’s LLC division. Typically, the name must end with “Limited Liability Company,” “LLC,” or an abbreviation of these terms.

Additionally, the name should not infringe on the trademarks of existing businesses.

Step 2: Designate a Registered Agent

A registered agent is an individual or entity appointed to receive legal documents, such as lawsuits or subpoenas, on behalf of the LLC. The registered agent must have a physical address within the state where the LLC is formed.

For instance, if you are forming an LLC in Texas, ensure that your registered agent has a physical address in Texas.

This role is crucial for ensuring that the LLC remains compliant with legal requirements and maintains good standing.

Step 3: File Articles of Organization

The Articles of Organization, also known as a Certificate of Formation or Certificate of Organization in some states, is a document that formally establishes the LLC. You’ll need to submit this document to the appropriate state agency, usually the Secretary of State or Division of Corporations.

The articles typically include basic information such as the LLC’s name, address, registered agent details, and the purpose of the business.

Step 4: Create an Operating Agreement

While not always a legal requirement, drafting an operating agreement is highly recommended for LLCs. This document outlines the ownership structure, management roles, voting rights, profit-sharing arrangements, and other important aspects of the LLC’s operations.

Even if you’re the sole owner of the LLC, having an operating agreement in place can help clarify expectations and prevent disputes in the future.

Step 5: Obtain an Employer Identification Number (EIN)

An Employer Identification Number (EIN), also known as a Federal Tax Identification Number, is a unique nine-digit number assigned by the Internal Revenue Service (IRS) to identify your LLC for tax purposes.

Even if your LLC doesn’t have employees, obtaining an EIN is necessary for opening a business bank account, filing taxes, and conducting other financial transactions.

Step 6: Obtain Necessary Permits and Licenses

Depending on the nature of your business and its location, you may need to obtain various permits, licenses, or certifications to operate legally. These requirements can vary widely from one industry and jurisdiction to another. Common examples include business licenses, zoning permits, health permits, and professional licenses.

In my entrepreneurial journey, the decision to establish my startups as LLCs has been instrumental in mitigating risks, optimizing financial performance, and positioning my ventures for long-term success.

By harnessing the advantages of the LLC structure, I’ve been able to navigate the complexities of entrepreneurship with confidence and resilience, laying the groundwork for a bright and prosperous future.

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Entrepreneurs

Build a Strong IT Team with These Smart Hiring Tips

Without dedicated IT staff, your company may not be able to function as efficiently or effectively

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Hiring tips for tech industry

The role of IT staff in your company is not only essential but also ever-evolving. As your business grows, so does the need for qualified IT staff and more robust recruiting solutions.

After all, from maintaining and troubleshooting the computer systems that keep your business running smoothly, IT staff also help employees stay connected and productive by providing technical support at all times. (more…)

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Entrepreneurs

5 Important Legal Tips Every Entrepreneur Should Know

With a firm commitment to legal knowledge, you pave the way to grow your business sustainably

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legal tips for entrepreneurs

Embarking on the entrepreneurial path is a courageous venture that calls for a diverse skill set to achieve enduring success.

While creativity, drive, and strategic vision are paramount, integrating legal insight into your entrepreneurial toolkit can be a game-changer.

This comprehensive guide delves deeper into the five critical steps that can empower you to navigate the intricate legal landscape and propel your venture toward prosperity. (more…)

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Entrepreneurs

6 Hacks to Boost Your Productivity as a Business Owner

To improve how much you get done each day, it’s smart to establish routines and use careful planning

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productivity for business owners

Entrepreneurs are always looking for ways to get more done with the time and resources they have. Business owners can use clever productivity tricks to break these limits and make the most of their projects. (more…)

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