Franchise Advisory Board | Expert Franchising Advice for Franchise Leaders Unlocking Revenue Growth: Proven Sales Strategies with Simon Severino
Jun 11, 2024
46:26
Welcome to another insightful episode of The Advisory Board Podcast, where we connect you with industry experts to provide actionable advice for driving your business and franchise success. Today's episode is brought to you by our sponsor, ClientTether. We are delighted to have the exceptional Simon Severino with us. Simon, the CEO and founder of Strategy Sprints, is a renowned expert in accelerating revenue, enhancing creative sourcing, and increasing close rates. You may have come across him on social media or one of his 1,300 podcast appearances. He's a Forbes author, top TEDx speaker, and triathlete, with a wealth of knowledge that we're excited to tap into today.
Introduction and Background
Simon began by sharing his journey of falling in love with strategy 22 years ago. As a strategy advisor, he realized the immense importance of having an executable go-to-market strategy. His passion led him to focus solely on this critical area, developing a deep expertise that he now shares through his company, Strategy Sprints.
Core Topics
We delved into three main pillars to help businesses thrive:
Increasing Pricing Power:
Simon emphasized the importance of positioning and branding before increasing prices. By positioning your offering as a high-value solution, price becomes a secondary concern. He shared a practical exercise using the positioning tool, which asks three crucial questions to frame your value proposition effectively.
Improving Win Rates:
The key to increasing win rates is reducing talk time during sales calls. Simon recommends a talk time of 28% and listening for the remaining 72%. This approach builds trust and demonstrates that you understand the client's needs. He outlined a method involving eight steps and powerful questions for each stage of the sales process, ensuring a structured and effective approach to closing deals.
Accelerating Sales Velocity:
Simon shared strategies to shorten the sales cycle by 25%, such as creating valuable email sequences that partially solve the client's problems. He also discussed the importance of leveraging current clients for referrals and addressing their pain points to turn dissatisfied customers into advocates.
Current Industry Trends
Simon provided valuable insights into the current economic landscape, noting a decline in sales for lower-tier products while high-ticket items remain stable. This trend underscores the need for businesses to focus on high-value offerings and ensure their pipelines are robust and reliable.
Actionable Tips
Increase Pricing Power: Position your brand effectively, emphasizing the unique value you bring to clients.
Improve Win Rates: Listen more than you talk, ask powerful questions, and ensure your sales process is structured and repeatable.
Accelerate Sales Velocity: Use email sequences to add value and leverage client feedback for referrals.
Final Thoughts
Simon shared his own experiences of refining his sales approach, highlighting the importance of humility and continuous improvement. He also stressed the need for a sales coach to provide an external perspective and keep your strategies aligned with client needs.
Engagement and Resources
For those interested in diving deeper into these strategies, Simon's book "Strategy Sprints" is available on Amazon. You can also visit StrategySprints.com for more resources and to connect with Simon directly. Follow him on YouTube (Simon Severino High Ticket Sales) and X (Twitter) at @SimonSeverino for more insights.
Closing Remarks
We wrapped up the episode by discussing creative sourcing and lead generation strategies. Simon highlighted the importance of sharing valuable content and engaging with your audience authentically. By focusing on making people smarter, richer, or happier, you can create content that resonates and attracts potential clients.
Thank you for tuning into this episode of The Advisory Board Podcast. We hope you found Simon's insights as inspiring and actionable as we did. Don't forget to check out our sponsor, ClientTether, for all your sales automation needs. Until next time, keep pushing the boundaries and driving your business to new heights!
Introduction and Background
Simon began by sharing his journey of falling in love with strategy 22 years ago. As a strategy advisor, he realized the immense importance of having an executable go-to-market strategy. His passion led him to focus solely on this critical area, developing a deep expertise that he now shares through his company, Strategy Sprints.
Core Topics
We delved into three main pillars to help businesses thrive:
Increasing Pricing Power:
Simon emphasized the importance of positioning and branding before increasing prices. By positioning your offering as a high-value solution, price becomes a secondary concern. He shared a practical exercise using the positioning tool, which asks three crucial questions to frame your value proposition effectively.
Improving Win Rates:
The key to increasing win rates is reducing talk time during sales calls. Simon recommends a talk time of 28% and listening for the remaining 72%. This approach builds trust and demonstrates that you understand the client's needs. He outlined a method involving eight steps and powerful questions for each stage of the sales process, ensuring a structured and effective approach to closing deals.
Accelerating Sales Velocity:
Simon shared strategies to shorten the sales cycle by 25%, such as creating valuable email sequences that partially solve the client's problems. He also discussed the importance of leveraging current clients for referrals and addressing their pain points to turn dissatisfied customers into advocates.
Current Industry Trends
Simon provided valuable insights into the current economic landscape, noting a decline in sales for lower-tier products while high-ticket items remain stable. This trend underscores the need for businesses to focus on high-value offerings and ensure their pipelines are robust and reliable.
Actionable Tips
Increase Pricing Power: Position your brand effectively, emphasizing the unique value you bring to clients.
Improve Win Rates: Listen more than you talk, ask powerful questions, and ensure your sales process is structured and repeatable.
Accelerate Sales Velocity: Use email sequences to add value and leverage client feedback for referrals.
Final Thoughts
Simon shared his own experiences of refining his sales approach, highlighting the importance of humility and continuous improvement. He also stressed the need for a sales coach to provide an external perspective and keep your strategies aligned with client needs.
Engagement and Resources
For those interested in diving deeper into these strategies, Simon's book "Strategy Sprints" is available on Amazon. You can also visit StrategySprints.com for more resources and to connect with Simon directly. Follow him on YouTube (Simon Severino High Ticket Sales) and X (Twitter) at @SimonSeverino for more insights.
Closing Remarks
We wrapped up the episode by discussing creative sourcing and lead generation strategies. Simon highlighted the importance of sharing valuable content and engaging with your audience authentically. By focusing on making people smarter, richer, or happier, you can create content that resonates and attracts potential clients.
Thank you for tuning into this episode of The Advisory Board Podcast. We hope you found Simon's insights as inspiring and actionable as we did. Don't forget to check out our sponsor, ClientTether, for all your sales automation needs. Until next time, keep pushing the boundaries and driving your business to new heights!