How To Sell Show

How sales systems and processes help you close more deals  You listen to enough successful people it's all about systems and processes. This framework is used to get consistency in their life. You can look at interviews with billionaires and or highly successful people. They have a repetitious element for the most part. Most salespeople early on look at systems, processes, and routines as a detrement.  Systems and constraints  Look at management as a system even though there are constraints they help. Looking at the numbers is a system, using time is a system, setting up funnels is a system and having the right managers is a system. Look at how many systems are out there.  Some systems are better than others. Some systems are more difficult and time-consuming. You have to find the right ones to help you and push you. If you don’t have a system and process you have one by default – not having a system is chaotic and sporadic.  Systems and processes are everywhere in sales  The commission structure is a go

Why is sales so hard and why cant I just be a closer? The question of sales difficulty comes up often. This happens in all services and all industries. Sales is a business decathlon it's not just one event or topic it's multiple you have so many things to look at. The more expensive the item the more things to remember. Low ticket items are easy to sell, there is no real risk. The more the investment, the more the risk. As you start in your sales career you have to get the basics down.  How to get started in sales  Most salespeople find some sort of job start early. It can be mowing lawns, selling candy or even a paper route. If you are thinking of getting into sales you are going to get a glimpse of what it is like. If you have been in sales get ready to nod your head for a few reminders. Look at all of the things you need to know how to do when it comes to sales for bigger ticket items. As you look at the list of what you need to know it is overshadowed by the list of: Bad training / coaching Bad infor

Sales rep failure rate and sales failure reasons Being a salesperson can be weird. Most salespeople fail more than they close. Some salespeople want something they cant have early on. What the salespeople want is a career without failure.  Most industries have an average of 20 – 30% closing rates. This means 1/3 appointments are closed. The better salespeople are 2/3 sales deals closed. Getting past fear of failure  Failure is part of life. The more risks you take the more failure you can face. It's your job to fail often and figure out how to make things work. As you fail you are supposed to learn. There are a few ways for you to get past failure and the feeling of it: Take notes Fail, beyond the training Know that attempts are tests  Read biographies of successful people How to get through failure in sales  Salespeople can be seen as unusual.  Salespeople look at going into the fire, taking the bullets, and then running out with a client on their back. Plenty of people have a fear of not doing we

Everyone wants to be a closer until they have to put in the work  Every time you solve a problem you create a new one, this is true and life and business. This is a lesson you must understand. Once you get this sales does become easier. Sales failures and sales slumps are a normal part of the job. There are times where people say they want to be in sales and that they want to be a closer until they have to take aciton.  Different ways to think about sales  Think about this, you sell a product and or service and its new to the buyer. They know what life was like before they bought but they don’t know what life is like after. You need to build comfort, consistency as well as commitment. Salespeople don’t know how to do this, they think its all bout the price. You must be able to resolve the issues of the past, present, and future. You don't want to be an emotional punching bag for someone so they feel better without them taking action.  Tough conversations in sales  Tough conversations are something you mu

The only shortcut in sales and business is hard work There are no shortcuts in sales except the work you put in. Sure on a Wednesday on a full moon where you stub your toe getting out of bed there may be an exception. Some training isn’t quick, its slow. You have to put in the repetitions. There isn't such a thing as instant learning. Everyone learns at a different pace, some people may be faster or slower than you. Your learning comes from your life experiences.  You must put in the hard work to learn how to sell  It's all about the reps you put in. You have to get multiple items down in order to sell. Sales is like a business decathlon. You have multiple items you must get good at. In Happy Gilmore its said "Its all about the hips “go with it, feel the flow”. In sales its about taking a path of learning what needs to be done to close the sale.  Momentum in sales takes effort  You have to put in the effort to make gains. Most salespeople say that they want to close deals but they don't want to put in t

Confidence in sales – the 7 steps of confidence There is a path, this isn’t automatic, it takes time, energy, and effort. You must put in the hard work to be a closer in sales. This means you have to practice, drill and rehearse. Another way to say this is role play. Your personal life has an influence on your business life. Daily struggles can turn a closing streak into a losing streak. You can over time find your confidence and keep it until something knocks you off your feet.  Restore shaken confidence  Your confidence can get shaken. Your confidence will get shaken, this is part of personal and business life.  Losing confidence is normal and happens to everyone, it's how you deal with it. When you have confidence and when you lose confidence think through what you tell yourself and what you say to yourself.  You can model confidence  You can use an NLP technique and do what others have done. This "modeling" is a way for you to borrow the traits of those who are confident. Look at people who are conf

HTSS180 - How to find the best salespeople One of the most common questions business owners and managers ask is "How do I find the right salespeople". If this is the case for you then you must get clear on what you want from your sales team and your office. Most business owners and managers don't understand how important culture is with a thriving business.  Ethics in sales matter Make sure to get ethical salespeople. This must be non-negotiable. The best salespeople are always in demand. This is why you should do everything possible to increase your skills and talents. Training from companies is important as well to set the stage.  How to find top sales talent Make a list of the traits you want in your team. You will also want to make a list of the traits your team has. You will need to bridge the gap between the 2. It costs too much to hire the wrong person, it takes too long to recover from their mistakes as well as the leads lost. It's not just that you want to find salespeople, you want the people

The Sales Hack formula for coaching and training  There are hacks to sell more goods and better coaching. What you need to know this is hard work. Being in sales is not supposed to be easy. H.A.C.K. is an acronym for you to work from.  Most salespeople say they "want it" until they have to put in the hard work.  The failure rate in sales and closing deals  Most salespeople and entrepreneurs don’t see the failure to success ratio (this is the number of times you fail vs the times you succeed). Most industries look at a 30% closing rate as good which means you fail 2x more than you succeed. You will have to take the hits to up that level. You need focus, skills, dedication, and a knowledge that failure isn't permanent unless you make it permanent.  Bad experiences in sales and business  As salespeople we have all been through bad experiences,  thank goodness you are looking to learn and improve. Correction in sales may lead to tough conversations. Sometimes you need to find a new coach because they cant he

7 basics of negotiation skills you must have  Basic negotiation is a need you must have in sales and business. You will find for some business owners and salespeople negotiation freaks them out. This means you have a huge opportunity to close more deals and make things happen. You have to be willing to learn how to negotiate with other people and or business owners.  Regret after negotiating a deal  You always walk away from deals thinking you could have done better, this is normal. You will get better with negotiation over time. Everyone could have done it better once you explain the deal. Monday morning quarterbacks are real once you share your side. You really can't pay attention to what others say after you do a deal.  Negotiation creates anxiety for others  You have to get over the anxiety and then put in the work. Your skills can only be improved from learning the negotiation process.  You will be beyond the book at some point. Roland Frasier shared this phrase and it's a perfect way to explain how

Why am I struggling in sales Questions about struggles in sales are more common than you would know. When it comes to sales you have to know what is normal and what isn’t. Finding yourself without closed leads can happen over time or it can happen quickly. Distractions are common, you have things going on in your life besides closing deals.  Sales is repetitive and so are struggles  You must get the reps in, it's just like going to the gym. You have to put in the work and the effort. There are cycles to sales, you do good and then you don’t You have to get used to: Your presentation – Comedians go to small towns to work on their sets to get their timing right Your timing in the conversation and interactions with your buyer  Your comfort – the average salesperson takes 200 – 600 presentations to feel normal It took me 500 videos to get used to being in front of a camera Confidence is felt, heard, and spotted – On the spectrum so is a lack of confidence and arrogance What happens when you face emotio

Costly Entrepreural mistakes I have made – please learn from them   As an Entrepreneur, I have made some mistakes over time. I am hoping that my mistakes will help you. Some of these have been very costly with time, energy, effort, risk or money. YOu have to look at the time you have vs the time you are spending on events.  Common mistakes made when growing  When listening to these mistakes you can take a look and do the opposite.  Trying to learn everything before moving forward isnt an option. There is a point where you are beyond the book. You do have to put in the action at some point and have it result in a profit.  If you are not using paid traffic you have a hobby and not a business – Todd Brown Not building a list like I should have Not maintaining Scottbellconsultant site Not creating articles on a consistent basis (podcasts as well) Doing more content creation than client acquisition Not building a Facebook group(s) Not networking enough Not partnering and or JV – its easier to work with

Nobody is coming to save you in sales and business  The title may sound negative, its meant to help you understand what you are up against in sales and business. When you watch Shark Tank some entrepreneurs are left to figure out their problems and don't get any money.  Problems in sales are cyclical   We all go through cycles. Most entrepreneurs have lost it all before. Entrepreneurs go broke all the time. Stats say most millionaires have lost it all 2x before they made their money. The truth is you have to save yourself, this means you have to put in the work. Look for ways where you can talk out your problems and spot where you have issues.  Jay Abraham says "you are the solution to someone else’s bigger problem" Desperation in sales  Desperation is a tough spot to be in. Desperation has an inward focus (strong focus) everything is all about you especially when you are at the bottom. Solutions happen when you put your feet to pavement or action to marketing. When you struggle there may not just be on

How to protect your time at work and in sales  People will chew through your time. You will want to think of your time like an attorney. This may sound aggressive, look at the time value of your money. This may give you insight when you try to connect with others. These examples will give you some ideas of what you can do.  Have a morning routine to protect your time in sales  Check emails till at a specific time Return phone calls at a specific time  Use airplane mode on your phone so you dont have to answer it  Have a set time and day for your meetings. Shop when most people are not in the store Run from drama – people will pull you into stupid stories (play stupid games, win stupid prizes) Cut negative people out of my life – look for flags knowing when you look for red flags you will find them. Don’t do conceptual ideas, talking just to talk… plans that will never go anywhere. Constant planning isn’t worth it – this eats time and sucks. Don’t get caught up in social media drama Have set times

What to expect when private equity buys your company (Part 2) When a company buys another it's automatic that the rules will change. These changes will take place quickly or over time. YOu have to be prepared for the changes and know its a not a matter of if they change but when.  New management with private equity take overs  There will be games that can get played against you. Companies that acquire are typically larger, they swallow the old one. The new company has goals and outcomes they want. The new execs will pick key people who were labeled as “critical” and “needed”, they are sizing up the team for who to keep and who to let go. The acquiring company has put new people into leadership without knowing the lay of the land, the legacy people and they change up processes. New people are pushed to be integrated and it screws up the dynamics. This is the case of too many things at one time, the dust doesn’t settle soon enough. The problems with quick changes in a business  New takeovers do not take t

Sense of urgency in sales and why it matters You must have urgency in sales. This is an absolute. You have to know how to use urgency in sales the right way. There is a scale of urgency that starts with 0 or apathy and goes all of the ways to high pressure/desperation. Intentions in sales  People feel your intentions when you meet with them. As you meet with people they feel your good energy as well as bad energy. When you meet with people There is something about people who have a hefty income that values their time, they put a sense of urgency into what they are doing. When people don’t value their time, they lose the urgency. Money is the grease for momentum. This has quite a few implications. When you meet with people you need to size up what direction they go. Your income matters in sales   Some salespeople will say things like "What's wrong with making 60k per year"? You can size up where salespeople by how they are taking. Urgency if future-facing – there is a direction in the conversation. No ur

How to have gratitude in your life and in sales  Its not uncommon to see people who are in a slump to ask what to do for help. The answer given may surprise you. As salespeople, we get caught up in our own internal events and then reprogram ourselves into losing deals. One of the greatest tools you have for your ability to grow is gratitude.   Managing emotions in sales  Your emotions betray you in sales. You can be on top one minute and on the bottom the next. The more desperate you are, the more common it is for you to lose deals and discounts. Some trainers and other salespeople will tell you to give away a sale in order to get back to closing deals. This advice can be a dangerous mistake.  How to get out of a sales slump  Everyone has their own opinion of what you do in a sales slump. Some of the sales advice is bad while some of it is good. You have to think through your sales process in order to beat sales slumps. Here is a huge hint, you don’t start with the sales slump you circumvent it. You have

Dangerous things you tell yourself in sales Our self-talk is our programming. This may sound like a simple statement. When you look at the conversation it is important. Going through and doing the hard work needed to program your brain can be complicated  Salespeople need encouragement I believe in you, you got this is one of the best things salespeople can hear from others and yourself. Encouragement is needed from your peers and internally. Salespeople can talk themselves into deals and out of deals. "What you think about all day is what you become," William James said this in the early 1900s. Your self-talk can be a poison and take you from being on top all the way to the bottom quickly.  Why salespeople lose confidence  The dangerous self-talk you tell yourself will ruin your confidence quickly. The dangerous self-talk will attract – Losers and or problems and or more issues. At some point, we all struggle with one or more of these, its normal. There is nothing wrong with asking for help and paying

Why you should break your sales calls into quarters Nobody really teaches a framework for looking at and thinking through sales calls. This isn't a negative statement, it's meant to give an idea of direction. When you break your presentation down you have a framework or system to use that helps. You can locate areas your deals are going right and where you struggle.  Why quarters matter in your sales presentation  You see that its not 100% of the sales process that isn’t working it makes it easier to take criticism. This episode is a generic road map process. You can treat this like a ruler or goal post and pre-gaming your sales process.  Here are some ideas for the breakdowns of the quarter.  Quarter 1 – Introduction – problem going too long Quarter 2 – Discovery – problem going too short Quarter 3 – Presentation – Problem - Talking about yourself too much Quarter 4 – Closing – Problem - not asking for the sale in a way that makes sense The challenge for you is to take this template and break your

You can close sales by being counterintuitive  Not all rules in sales are true or applicable to all salespeople. You can be counterintuitive in sales and close deals. You do need to understand the elements of sales basics mastery in order to make this work. This is not a part of sales new salespeople are ready for. Not all sales trainers and salespeople will believe this type of sales process.  Old school sales and high pressure Old school sales training is all about pressure. This concept goes back to the industrial revolution. You cant always agree with the buyer you do need some conflict. You do need to know that sometimes buyers just have nervous energy. Buyers don’t always mean what they say. In sales you have to learn how to calibrate. Ways to be counterintuitive in sales presentations In-home sales go naked Everyone else goes to the door with all of their content Counterintuitive Ways to handle sales objections You have to prepare this in the presentation that you will say what needs to be sai

How to model greatness from fictional television characters AKA Best sales closers of all time from television You don't always have to turn to sales in order to learn about your sales skills. You can use  NLP modeling to get a sense of what skills you can use from others. With NLP modeling you do what they do. In essence, you borrow what you like and you don't use what isn't liked. There is a danger that you need the abilities of the person but pick the wrong ones. Blair Singer teaches how to take someone's presentation and then borrow their traits.  How to borrow traits of the top salespeople  Here is how you borrow traits of closers, leaders, communicators, and other great people. Look at the traits of the person and make a list of what you like and or admire. Make a list of your self and the items you are good with. See where you are deficient and where you can improve.  How to really use a mastermind to model greatness  In the book Think and Grow Rich Napolean Hill explained that you can leverage