How To Sell Show

How to prepare for a sales job  There are multiple approaches to interviewing salespeople. If you have never been in sales there is a feel to the interview. Some people fly off the seat of their pants while others use a full structure. It is important to note that some Business Owners and or Sales Managers like to see salespeople squirm. You will want to be prepared for an easy sales meeting or a difficult one. Either way, it will come down to your skills, conversation, rapport, and charm. You can learn from sales job interviews as to things  Why do sales interviews matter  A sales interview is a way for a company to decide to hire you or not. This seems simple enough. Some companies cant find a closer and are willing to hire someone to train. Sales interviews can range from easy to difficult. The better you prepare and the better your answers are you can improve your chances of getting hired. If you are looking for a sales job, this content could prepare you for what to expect.  Questions you may get on

The reasons why your sales team is failing  This may be a tough conversation for some Executives, Business Owners as well as Managers. It's not always the sales team's problem that creates a lack of sales. For this reason, we are not going to talk about salespeople. We will exclude salespeople from this conversation just for a moment. For a moment we will imagine that they are perfect. This is the only way we can examine this side of the conversation.  The problems internally in your business When you look at the people inside your business running they show, are they the right people? You could have the right team inside the sales department with a great manager and great team.   You could have a wrong culture outside of the sales team. Your support staff may be the problem. There is no common goal to take care of the client. There is the idea “I need to get my job done and the client will work around me”. This is where the office makes it difficult to do business: They reschedule They don’t call back /

How to use emotions in sales to close deals You can use emotions in sales to close deals. Please make sure to do this right or you will be seen as manipulative. If you are not careful you can induce reactance and skepticism in your presentations. When you reach reactance or skepticism in your sales process you can close the deal but it will probably take hard closing or heavy discounting to close. When you use emotions incorrectly or push too hard enough you can trigger contempt and that will lead to no sale.  Should salespeople use emotions in sales? You should absolutely use emotions in sales to close deals. If you are not using emotions in sales to close deals it, you are leaving money on the table. There are times where you must pay attention to how you ask questions and interact with your buyers. Some ground rules for using emotions in sales: Your vocabulary has to match your style Vocal pitch and tone matter You can mirror your buyer Questions and stories rule – tell the story and insert the word

How to use goals to sell more  If you look at goal setting there are so many pieces of information from you to choose from. You have to find what works for you. There isn't a one size fits all goal-setting process for everyone. It's ok to try something and if it doesn’t work find something that does. Your job is to find a plan, stick to it and work it. You can always modify as needed, in the end, this is your recipe.  Goal setting and sales  One of the common mistakes salespeople and entrepreneurs make is to think they have to wait until January 1st every year to start with their goals. You will find consistency in sales starts with expectations and tracking. Plenty of salespeople and companies struggle with consistency and tracking.  Goal setting data points  Most stats about goal and goal setting have no attribution. Most studies have too small of sample sizes. It's tough to judge off success off of 10 people vs 1000 people. The Harvard Study Study has been shown to be fake or nonexistent. Here are the

Money is emotional in business and sales  You will find that when you spend money or make money it is emotional. This comes down to  the money spent vs time to make it. You will want to understand this concept in order to close more deals. When you can grasp the money vs time concept you can have better communication with your buyers. If you add in the understanding of risk it's that much more impressive. When older people tell you their age, it’s a money issue.  Trust helps close deals in sales  As consumers, we have a fear of being taken advantage of. We don't want to lose out. This fear comes down to protecting your back end and not losing. When you win there is a dopamine rush, when you lose there is panic.  Time vs cost in sales and emotions  When you make money you calculate the time, energy, and or effort it takes to make a purchase. This is normal for most people for mid-range and large purchases. Sometimes what you sell will take weeks, months, or years to pay for. This comes down to time, energ

How to create a buyers guide One of the coolest things you can do for your service and or industry is create a buyers guide. A buyers guide is an explanation for what a buyer could do to make a good decision. This guide is your way to influence the sales process. You get to put your ideas out in front of the buyer before, during, and after the sale. You get to have some help with some of the buyers purchasing behavior. Part of the buyers guide is to help overcome things like getting 3 bids, shopping on the lowest price, and time stalls.  Most consumers dont know how to purchase items  Most people don’t know to buy the products and or the services they need. Most companies make it all about the price so it becomes a discounting game. Having a buyer's guide automatically makes you an expert. You are distilling information to make it easy for the buyer. In essence, you can become their hero. At the same time you get to distill the concepts and or ideas that you think are important.  Buyers psychology and bu

celebrate all wins in sales Sometimes in sales, we are our own worst enemies. It's easy to discount the accomplishments made over the course of a day, week, month, quarter, or year. You may have achieved something great only to tell yourself it wasn't that good. What you tell yourself after you close a deal matters. So often salespeople struggle because they ont see the good in what they have done. Part of this conversation comes from content from Blair Singer and part of it from coaching salespeople.  What you say to yourself in sales matters Your inner voice is your operating system. How you talk to yourself about your wins can either propel you to close more deals or give up on winning. Its easy to look at others and minimize what sales have been made because someone else was able to do more.  In sales, we have a way of minimizing what we do because it isn’t big enough. If you look at social media everyone is crushing it. In your mind, you end up with a "success measuring contest". The universe feels s

Risk vs reward in sales and business Google the words risk or reward and you will see exactly what they have to do with your sales presentation. As you meet with your buyers they are thinking about the risk they have of doing business with you, they just may not say it that way. The risk vs reward levers are used in purchases you make as well as your buyer.  Risk - a situation involving exposure to danger Reward - a thing given in recognition of one's service, effort, or achievement. “The juice has to be worth the squeeze in sales and business” This is really the framework of offers, and or deals in business, marketing, and sales. One of the movies that explain this thought the best is Tommy Boy. At the end of the movie, Tommy needs to sell brake pads. He wants to show a superior product so he talks about guarantees. Some people, not all reduce their risk by wanting a guarantee. Here is the exchange from Tommy and Ted: Tommy: Ted, why would somebody put a guarantee on a box? Hmmm, very interesting. Te

How to keep going when you want to quit sales  All salespeople hit a wall in their careers. The thoughts of wanting to quit is normal. Sales is not easy, especially in the begining. You go through ups and downs throughout the time you sell. These spots can be a high or a low. Sometimes it feels like a low all of the time. You will feel like nobody understands what you are going through. The pains you face don't seem right and quitting feels like the correct option.  What the pros say about tough spots in life When you talk to Drs, therapists, and health professionals they will all tell you something different. In the end, you will have to do what is right for you and what gives you momentum. Some will tell you that you need to live through the situation instead of speeding through it, you may hear that you have to be gentle with yourself and even to do the work and not complain.  Books to read when you want to quit sales  There are books on every topic these days. Some are helpful and some are not. When

The problem with shame from sales  The emotions nobody wants to talk about are the ones you should. Everyone wants you to close deals and you want to be a closer but we have to talk about side products, bi-products of the sales process. These conversations are what you may think but are scared to say. Shame comes from internal issues and problems, conversations with salespeople and even professional therapists. Shame can come from the feelings you feel about yourself and the events that take place. Your personal life affects your business life more than you know. Shame and sales problems  You can look at multiple definitions of the word "shame" you will find a common thread. This can be internal guilt you have after an event. Lookup multiple definitions and you get something along the lines of: Wrong or foolish behavior Regret, self hate, and dishonor Deep shame comes from regret and rejection. Shame from sales comes from the belief of judgment from not just others, but yourself. Embarrassment and or h

Why a structured sales processes help you close deal Flying by the seat of your pants nets nothing except frustration. Your clients know what you are doing, they feel it.  Your buyer deserves your best effort. If you really want long-term success in sales you need a system. Consistency in sales only happens what you have a solid game plan.  The power of structured sales processes  Masterful presentations demand attention, you get out what you put in. You may hate the structure, it really gives you freedom. There is a common pattern where newer salespeople push against the process because they think it’s the process not closing the deal – in all realities the sales presentation isn’t that good or prepped. Secrets of sales success  Top salespeople use a consistent process that they built or had someone build for them. You may hear the phrase “It's not a sales call it’s a performance”. If you need a generic formula to a sales presentation here it is: Mind Prep – get in the game Intro – there is all sorts

Reframing rejection in sales  Rejection is a common conversation in the sales world, most salespeople are not ready to dig in and have the tough conversation. There are sales trainers and sales managers not prepared to discuss what salespeople go through. As a salesperson, you should always be willing to increase your knowledge in and around rejection.  Your need for approval can lead to rejection  Deep down inside we all want approval from someone. You can want approval from people you know and even people you have never met. This "need" for approval can amplify you feelings around rejections. You may find yourself in a state of panic from not having deals closed because of a lack of approval. Who are you looking for approval from: Friends Family Co-workers Coaches / mentors The world Your search for approval from strangers  You may be searching for approval from strangers and not even know it. This approval can feel like a dopamine rush. Rejection from sales is real and rejection in sales hurts.

The power of learning how to be assertive in sales  To take your sales skills to the next level you will need to learn how to communicate better. Being assertive in sales is one way for you to move towards being a closer. You have to learn your own path and process. You can take and model what you learn but you will need to expand your zone.  How to stand up for yourself in sales  You must learn how to stand up for yourself in sales and not get pushed around. The people who meet with you need to see you have a direction to your process, you will say what you need to and you can deliver content to them. You must learn how to take comfortable control. What you need to know is this idea can be controversial. Some sales training concepts are anti-sales as some scripts and word tracks will get you in trouble. How to build powerful scripts in sales  You must be careful with your scripts. It’s a case of Dr. Jekyll and Mr hyde when you are building rapport and then you go on the script. You have to learn how to

Why I spend so much time putting content together This episode may sound like its all about me, its not. I have to share my experiences to build the road map. This isn’t a cheesy covert hypnosis or inception all about myself. With 2600 YouTube videos and nearly 200 podcasts episodes, you have to know I have an agenda. Every chance I talk I get to refine my content, my thoughts, and my skills. How my past helped me build content  I was made fun of relentlessly for my speech problem as well as my weight. I was told to be quiet my whole life. When I started in sales there was not the level of coaching, youtube, podcasts, or blogs as prolific as they are now. If you are just getting into sales you have more content available to you to choose from. The building of content is a reminder for me of a path, a digital journal of sorts. How my content creation process was jumpstarted and why it matters  In 2014 my house was broken into and I was in a slump. This was the time that the ice bucket challenge. In May 2

5 Sings of being in a toxic sales environment You can start working at a company and everything is fine. Over time the office can go sideways. You need to know what to do when your company becomes unethical. The company may have been great before but then they change. There is a point where some companies become toxic. This is a process and evolution of a business. Sometimes the change happens overnight, sometimes it happens over time and sometimes you didn’t see the signs. Why toxic business environments start: Profits were weak the previous year An old manager is fired – average time on a job is 3-5 years The company is being prepped to be sold Bad professional advice Management can encompass managers, owners, and even new owners. These issues can happen with people you know and people you have never met.  Management or ownership is abusive to employees: The way employees or other managers are treated is like hazing, some managers treat the employees poorly Management plays games to get people t

7 skills all closers have  There are common traits of salespeople in all sorts of industries. When you take a look at styles and skills here are some of the places you can learn from: In home sales Commercial sales  Real estate sales  SaaS sales  Car sales Enterprise sales  Phone sales These are the 7 traits closers have. If you look long enough you may find different ideas. You can build out your own list or concepts. You can take and compare notes for what you find. Watch other salespeople and see what you would come up with or if you would use the same list. The top traits of closers When you look at the skills and the talents closer have you can then duplicate them. In NLP this would be modeling. You copy somewhat the things you see and duplicate them. You then evaluate where your skills and capabilities are. You must be willing to dig in and ask if they are the real things you feel or if they feel fake.  7 traits of top salespeople  These traits are for the most part in order of the presen

What to do when you lose a sale or a deal This is a hidden conversation in sales to the extent most people can't answer it properly. What happens internally to you when you can't close a deal or you lost a sale. Nobody talks about this because they don’t know how to fix your problems. When you take the time to commit to fixing the issues you will get further in sales. You must be willing to answer tough questions and be accountable to someone.  How to pinpoint a lost sale or deal  There are plenty of places you can be influenced from to be a better closer. These ideas and concepts have come from therapy, other closers, notes, and well as conversations with salespeople who lost deals. Most sales trainers will say keep going and not give ways to fix your problems.  Rejection in sales is normal and part of what you do  When you look at sales rejection is part of the industry. Rejection is supposed to happen in sales. You are supposed to get better over time. Great sales trainers and coaches use their exper

Would sales be a good career for me? A common phrase that comes up in Google is "Is sales a good career to get started in". This is something sales trainers and sales experts get asked as well. Know that sales is a great service to be involved with. You get to help people with problems and issues they face.  Common fears about sales  There is always the fear about taking advantage of people – you don’t have to do this Living on commission Asking for the sale What you get to take with you for life. When you know how to sell, you get whatever you want.  How to ask for what you want Negotiation Better confidence Ability to speak in front of a crowd Talk yourself out of stations Up your income You get a better understanding of people Sales is a great career, you can move to different positions and or locations: Industries Services Locations Systematized sales processes can be used in multiple locations. Here is what you may have to put up with: The learning curve Management - Product chang

Overcoming your money fears in sales  Most fears of rejection come in around money. You may be the cause of objections with your buyer. You have to be willing to ask for what you want in sales and that includes money.  Salespeople who don’t make money tend to make decisions for the buyer. If you wanted to look for a similar type of energy this can be compared to asking someone out on a date.  You sell how you buy  You sell how you buy or you buy how you sell really is your operating system. If you had pre-sales programming this is it. Your own internal money fears create your objections. You literally talk yourself into your greatest fears. Your buyers feel your fears, your buyers know your fears. Buyers hear it in your voice and it betrays you.    Price reluctancy in sales is real   You talk circles around your fears. Kids talk circles around things they want or people they are interested in. Salespeople may tell themselves "I don’t want to ask the buyer, the client or otherwise for that much money". Sa

50 Killer questions for your sales process As a salesperson, you do have to get used to nervous energy, silence, and even pressure. Questions deliver all of these concepts and ideas. Whoever can ask the best questions can win. You should study books on questions. You should get good at interviewing as it will help your sales process. Questions and stories are the 2 most powerful forms of communication. You don’t have to answer a question but you do have to think about it.  The downside of asking questions  You don't want your conversations and questions to be an Interrogation. When you ask questions, "how" and "what" questions are better than "why" questions. The fortune is in the follow-up, that is the fortune is in the follow-up question.  How to gather great sales questions  You can go to google and a whole bunch of sites and gather as many questions as you can. Look for the ones that you are comfortable with and the ones that make you uncomfortable. Look for ways to work in the uncomfortable ones.