The old way of selling is dead. Long gone are the days of manipulation and corny techniques instead of actually delivering value. Salespeople and leaders who understand this change is happening will be rewarded, while those who don’t will fall by the wayside. The sales revolution is happening, and it’s happening quicker than anyone realized. The industry needs an approachable and authentic system that blends tactics AND personal development.
Which is exactly the book that Mark Evans decided to write. Raise Your Standards: The Definitive Guide to Building Seven-Figure Sales is a guide to creating high-performing sales teams that focuses on four standards: mindset, prep work, selling, and follow up.
I recently sat down with Mark to learn what inspired him to write the book, as well as a couple of his favorite ideas that he shares with readers looking to up their sales game.
What happened that made you decide to write the book? What was the exact moment when you realized these ideas needed to get out there?
A couple, I started working with sales teams to help them grow really fast. Throughout my history of working with these teams and taking them from just starting off to hyper growth, I started to learn some principles that could be applied to any fast-growing sales team. That’s when a light bulb went off in my head: I could share these principles with other companies.
I started doing that, and very quickly people were asking me, “Hey, this is good. We really like your coaching and the way you came in here and interacted with us. Do you have a book?” They were looking for a leave-behind, something they could use as a resource after I left.
After about a dozen people said that to me, I thought, “Maybe there’s something here. Maybe I could really write a book.” When I sat down to write it, I really tried to capture the things I wish I knew when I was just starting off as a salesperson. As I became a veteran salesperson, what were the tools and tactics that helped me the most? If you’re just starting your career in sales, this book will help you take it to the next level and get everything you want from sales.
What’s your favorite specific, actionable idea in the book?
One of the most actionable ideas in the book is something I call cadences. I wrote this because it reminded me of my daughter, who’s five and a little string bean. But at dinnertime, especially if we’re at a party, she loads her plate up. I know she’s not going to eat any of this.
Sure enough, she only ends up eating like a third of it and I’m left to eat the rest. This got me thinking about businesses. So many businesses are leaving tons of meat on the bone when it comes to following up with and reaching out to their prospects and customers.
So many salespeople are stopping after just one, two, maybe three attempts to connect with a prospect or a customer, then they give up. To help with this, companies can introduce and follow a cadence. Those companies that have developed a schedule of how and when they follow up with a prospect or customer are seeing huge results. I’ve got several clients that have increased their pipeline and their amount of sales to the tune of hundreds of thousands, if not millions of dollars, all because of a simple strategy of applying cadences.
What’s another idea from the book that you’d like to share?
I believe there are two superpowers in this world: gratitude and enthusiasm. There are more people in this world who need to be enthusiastic, especially when it comes to sales. There are so many “Jenny Rain Clouds” and “Sally Wet Blankets” out there. It drives me crazy.
Give me someone who is enthusiastic about their product, their company, and their life. That’s the person I want to work with, and chances are, their customers will feel the same way.
For more advice on building a high-performing sales team, you can find Raise Your Standards: The Definitive Guide to Building Seven-Figure Sales on Amazon.