Author Archives: Brian Farrell

About Brian Farrell

Brian Farrell is a sales leader, author and social seller.

WBECS 2016

Registration for the complimentary WBECS Pre-Summit is now open and as you know, I’ve gained incredible value from joining their sessions in the past…

Which is why I wanted to give you a quick heads-up today:

Since registration opened 5 days ago, 37 of the 50 sessions reached 50% capacity within the first 24 hours!

The summit starts next week with the first LIVE sessions on May 11th and if you’re interested in joining, I’d hate to see you miss out.

You can still register and secure your spot for up to 48 pitch-free sessions held by some of the most successful coaches and top leaders in the industry.

Click here to secure your spot at no cost!

I think you are going to love the summit!

Tools to Compel Your Prospects to Act

Selling is hard. Pressures from sales leaders notwithstanding, we’re also up against clients who are tired of old-fashioned sales techniques, often know more about our solutions than we do and are actively using technology to avoid us.

While a more informed customer isn’t bad, it has made them less responsive because they’re doing significant research before calling a sales rep. According to CEB, buyers now are 60 percent of the way through the buying process before engaging with a salesperson.

Here are a collection of six tools to help compel your prospects to act — and buy!

Click To Enlarge

An Offer They Can’t Refuse: 6 Tools to Compel Your Prospects to Act

Via Salesforce

Conversational Intelligence® for Coaches

I’m excited to share with you that in 2 weeks from now Judith Glaser is doing a live training on Conversational Intelligence® for Coaches – and I thought you might want to join!

I’ve received tons of value from Judith’s trainings in the past and she’s going to share some of her very best content like:

  • Why the quality of conversations is crucial for coaches to focus on – and the newest research on how to elevate conversations in your life, your partnerships and your business
  • The Epigenetics of Conversations and how we ‘transcribe new mind-opening, or mind-closing patterns and pathways in our brains – including the coaching framework you can use right away to expand your conversations and work with clients
  • How the Neurochemistry of Conversations will help you to understand and impact the way our brain makes sense of every interaction, and translates this into habit patterns that either serve to protect us from others or enable us to partner with others
  • How to make the invisible visible to go from vision to reality with your clients including practical applications for elevating coaching to another level

Discover How to Transform Your Coaching Clients

This training has the potential to take your business to the next level and I highly recommend that you join if you’re interested!

Click here to join the live training with Judith Glaser!

On Social Selling

For as long as there have been buyers and sellers, selling has revolved around relationships: who you know.

There are, however, new challenges. Your prospects and customers are busier than ever, actively ignoring and blocking your marketing messages. They’re resistant and resentful when being “sold to.” And they have unlimited access to information about you, your company, your products, and those of your competition. What’s more, they’re turning to people they know, like, and trust to educate themselves, diagnose problems, and, ultimately, make a buying decision.

In a recent Forrester survey, 74% of business buyers said they conduct more than half of their research online before making an offline purchase. These invisible sales stages, in which buyers initiate the selling process without calling on sales, gives them tremendous freedom to browse, learn, and compare without influence from sales. This online sales cycle is happening more and more frequently on social media: blogs, Facebook, Twitter, LinkedIn, and others, and has given rise to “social selling.”


The concept of social selling is a response to these fundamental changes in customer behavior and in customers’ buying processes. It’s also about directly engaging prospects on their terms, as well as learning their marketing, buying, and communication preferences. Just think about all the social media updates people make everyday. They are telling us their wants, needs, and frustrations.

With social referrals becoming increasingly crucial to the buyer’s online research process, and buyers almost expecting to be sold to on their terms, if you’re not social selling, you’re a dinosaur. Think about it – we’ve gone from selling features and benefits, to selling on value, to selling solutions, and have now reached the pinnacle with selling to specific needs at specific times.

But social selling doesn’t replace the old way of doing business. It just makes selling easier. For example, marketing departments can trigger the release of email communication based on visits to specific pages on their website, and sales can provide pre- and post-sale service via social media.

Jay Abraham once said, “People are silently begging to be led. They are crying out to know more about a business’ product or service. When you educate your customers, you’ll see your profits soar.”

So practice social selling and meet your customers online, interact with them on social media and give them the information they want, and watch your sales grow!