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What is a dream 100 client?

What is a dream 100 list in sales and business?

Your dream 100 list in sales and business are the top clients you want to work with. This list of ideal clients are based upon your directives. When you take the time to build out a list of your requirements you know who to reach out to. Most salespeople think that everyone is their client. This could not be further from the truth. When you know who to work with and who not to work with your outreach becomes easier. The words you use have more meaning, your marketing has better targeting and you have better discretion of who to say “no” to.

Who invented the dream 100 concept?

Chet Holmes is credited with creating the Dream 100 client. This concept was used when Chet worked with Charlie Munger to target clients. The ability to know who to contact allows you to focus on your Dream 100 for specific results. This concept is described in the book Ultimate Sales machine.

There are a few other Authors who have written books and created content on the topic of a Dream 100. A few of these authors include:

  • Dana Derricks
  • Russel Brunson

This is an impressive way to search for and then acquire clients. The reason why is you bypass companies who do not meet your requirements.

What is a dream 100 client?

Everyone has a different criteria for their dream 100 list. Your Dream 100 list criteria can be determined by multiple categories. You can look for the ideas and concepts of:

  • Annual revenue
  • Celebrity status
  • Geographic location
  • Interaction needed from the client
  • Name recognition and branding or logo
  • Other Dream 100 clients connections
  • Product lines
  • Products or services that can be bartered or traded
  • Purchasing volume
  • Size of clients email list
  • Size of clients social media reach
  • Sponsors
  • Time to get paid
  • Total number of employees
  • Types of products produced

Who should be on your dream 100 list?

Your dream 100 list is unique to you and your organization. When you build out your dream 100 list there are specific companies you want to target. You will want to look for the items you like in a client as well as the specifics you don’t like in a client.

How can I build a dream 100 client list ?

When you build your Dream 100 you will want to make a list of the traits you find best in a client. You can start to build out your own Dream 100 list by looking for the attributes that suit your needs. You can build your list in a Google Doc, A Word file or even an Excel file. You may even be able to build your Dream 100 list inside some CRMs. As you build your list you can start with the highest value to the lowest. You may even look at the current probability of success with the person or company on the list.

Why does a Dream 100 client list work?

The reason why this works so well is you end up focusing on specific requirements and then results. You don’t chase people or companies that don’t fit your narrative. You focus on what you can do and then who to work with inside of a company and or organization. You exclude those who are not your ideal client. As you contact these people or companies you can exclude the people who do not belong and then add those who do. By narrowing down companies and people

How to connect with your dream 100 client?

You may have contacts already with some of the people on your dream 100 list. In the beginning, it may be easy to start this process. Once you get started you may need to have referrals, personal introductions, list buying, personal outreach and even surprise visits with people. You will find every source of marketing at your disposal from traditional outreach to paid ads and or gifts. You may have to be persistent in order to connect and do business. As you add clients or disqualify leads you will need to replace the people on your dream 100 list.

Why you must think through your dream 100 outreach?

You only have one chance to make a first impression. As you create your plan for outreach you will want to think through how you interact. If this is your dream 100 list you will need to treat it as such. You will want to check spelling, punctuation, pictures, social media profiles, signature lines and or any other item you could be judged on. You can map out your game plan on paper, in a computer doc or even with the help of a marketing manager or virtual assistant.

What’s the outcome of having a dream 100 list?

You can climb the ranks of business faster with an implemented dream 100 lists. Your ability to focus on “Your ideal buyer” reduces time with people who are not ideal for you. It’s not uncommon for people to be drawn to you after they see you taking action. Since business is a contact sport the better list of contacts you have the easier it will be to get quality introductions to the people in your Dream 100.

Scott Sylvan Bell

Now Go Implement

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Whats a bear trap in sales and do they work?

You may be wondering, whats a bear trap in sales and what does it have to do with me? As you work through your presentation there will be times where you have to sell against the competition and or wait for your potential client to talk to more salespeople. You have the ability to set the frame from what happened or what to expect.

Your ability to explain the reason why something was done or the view of the future is the bear trap. Your buyer will be skeptical of sales and salespeople. It is your role and responsibility to highlight the way other people sell and the problems they create for themselves. It is also important that you take the time to craft a narrative that is true. You do not want to make anything up in your sales process.

Bear traps in sales can be easy to create 

Most of your competition in sales will solely sell on price or using high pressure. Your ability to remain calm and in a sense make fun of these situations can be used to your advantage. Poking fun at salespeople for their shortcomings, their sales process or their product can be rewarding when done right.

Crafting a bear trap in sales 

As you use your bear traps correctly they will be tough to overcome when deployed. You will need to take the time to practice your craft and also work through the message.  You will start by looking for the reasons why your competition does what they do. You will want to make lists of what your buyer says they dont like. You will also want to take the time to know why you are better than others.

Using bear traps in your sales process

There is a natural timing to using a bear trap in a sales presentation. You dont just throw them out through the door. You will need to build a good amount of rapport with your buyer in order to make this easy. Sure, you can use a bear trap without rapport it just doesnt work as well. Overcoming objections in sales can start with the stories you tell as well as the bear traps you create for your competition.

What is a bear trap in sales videos and training 

Here is the full playlist with all of the videos. You can learn how to create bear traps in sales right here. You can also learn how to overcome bear traps in sales in these videos.

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Why you should enter the #closercontest

Why you should enter the #closercontest

Ryan Stewman has an event called The Million Dollar Mastermind. At this event, he brings in well-recognized speakers. You have the opportunity to speak at the event if you take a few actions. The upside for you is huge if you win the contest. You get to speak in front of a crowd, you get to hang out with Ryan and you get bragging rights.

What does it take to enter the #closercontest?

You may have questions as to what it takes to enter the #closercontest. There are not very many steps you need to take. Here is the list of actions for you to enter:

  • Create a video explaining why you want to speak and why you should be there
  • Add a post online and tag 5 people
  • Make a note on social media that you entered the contest

Reasons why the #closercontest help you be a better salesperson 

You don’t have to enter the closer contest but you should. When you speak on a stage it gives you credibility. You also build confidence from the people who interact with you. Speaking on a stage is proof that your content and knowledge is valid. This may be the boost you need to get to the next level. You have to step outside of your comfort zone and be willing to be judged. Most salespeople are scared of looking dumb and being told they are wrong so they don’t consider taking a chance.

Why professional speaking helps your sales career

When you speak on a stage you enter a population of people that isn’t very large. Sure, plenty of people sell face to face. Most people are scared to present one to many. The skills you gain from speaking from a stage cant be duplicated in role-play, paid for or even faked.

How you prepare for the #closercontest

If you are going to prepare to speak at the event there are a few ways you can come up with the content on your own. You can borrow content and give credit to who created it. You can tell stories of your adversity. Overall your goal can be to share hope for those who are struggling or need a “pick me up”.

You can check out Ryans Event here:

https://www.themilliondollarmasterminds.com

Here are a series of videos for you to engage in the #closercontest

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What is a bear trap in sales?

What is a bear trap in sales?

As a salesperson there are plenty of actions you can take to sell more. What you may not see it the internal back and forth your buyer or client has. When most salespeople present they only show the good of what can happen. Only one side of the rainbow is painted. You can create some skepticism from your presentation.
A bear trap in sales is where you “stick” your competitors with trying to explain away their downfalls. You do need to know that this concept is not new in sales. What is important is that is traditionally has not been taught effectively.
This idea came from watching the movie Eight Mile. B Rabbit was about to go up against Pappa Doc. Cheddar Bob asked B Rabbit what he was going to do about the negatives from life. B Rabbit decided to go up against them in the rap battle.
Most salespeople do think in terms of the negatives of their jobs, products and services. What salespeople don’t do it coherently explain what the competition does improperly.
Where does the term “bear trap” in sales come from?
When you look at the old school bear traps there were 2 clamps with jagged teeth that snapped when stepped on. In between the clamps was a trigger that caused the snap to close. To make the trap more effective a chain was attached to the base so it could be hooked to a tree, a rock or a solid object.
A bear trap in sales is a “snap trap” for your competitors that does a few things:
1. It catches them off guard and pulls them away from their presentation
2. The salesperson is now defending themselves in a negative story
3. When explained properly the bear trap creates doubt in the part of the buyer or the consumer
4. Last of all the salesperson is now trapped in framed information
A well-designed bear trap will cause your competition to become “stuck”. Instead of presenting towards the good, they have to offer they have to take time to defend outside ideas and concepts. You effectively turn their presentation into defense instead of an offense.
How to create a bear trap in sales
If you want to create an effective bear trap in sales you will want to look for all of the negatives in your industry. You can go broad and then go narrow. You want to start high level because you have more control of the conversation. You can use a white board or a piece of paper to build out your bear trap. Start with the most damaging thing the industry has that you do not.
It is important for you to know in order for this to work you do absolutely need honesty and integrity. Do not make things up that are not true, it will end up hurting you.
You will turn these common problems into word tracks and or scripts. You will need to practice the bear traps you come up with.
How to use a bear trap in sales
You do not want to roll out a bear trap right off the bat in the sales or presentation process. In fact the more discreet you are about a bear trap the better off you are. This is a case of more being covert than overt.
You can cloak a bear trap in commonality. In fact the more you make your bear trap normal the better off you are. You can use phrases like:
• A common complaint about the industry is…
• Here is what you need to expect with…
• The important conversation to have is…
• This is a common question I get…
• What you are not asking about is….
You will want to bring up the topics and explain what the buyer is in for. This is 3-7 sentences where you tell the future, explain a problem, highlight a deficiency or share an experience.
Rolling out a bear trap in sales
Your vocal pitch and tone matter with bear traps. You need to be the same person in the sales process to roll this out the right way. You must role play bear traps in sales for al of these reasons. There is a tendency to want to rush the conversations. This is all about timing and interaction. You do need rapport for this conversation to work properly.
Bear trap in sales roadmap
The real magic happens with a bear trap when your potential client asks for a “reason why” something happens. You can induce interactions where questions about “why” is asked. These questions can happen from the stories you tell, the examples you give and from the presentation you give. When you set a bear trap correctly your buyer will chase you and ask for your help. You will want to have 3 of these “bear traps” built. You will find times where they don’t land or they don’t fit in.
Why bear traps in sales work
When you remove the pressure from the sales conversation while inducing curiosity you can close deals. You are removing elements of fear your buyer will have about sales and the sales process. The front end work you put in with scripting and practice give you a base of content to work from. Curiosity is one of the strongest forms of creating attention and bear traps are all about curiosity and then the reveal. You have the elements of how not to buy as a “fair warning” for the people you meet with.