How To Sell Show

Your training is  beyond the book  At some point, your skills are only enhanced fractionally from what you read in a book. The saying "Beyond the book" comes from Roland Frasier. Beyond the book means your skills and knowledge will happen in real-time with time, energy, and effort.   Most sales books rehash content  When you look at the books being released lately there isn't much new. If you read 5 - 7 of the top books on sales you will cover most of what you need to know when you put the training into action. There is no substitute for real-life experience. You will want to hear the training or knowledge 2-3 different ways so that you can connect with the strategies.  Sales books are typically the ascension model    Most books are the entry point to live training and were built on the ascension model. This means the books are only the start. The whole goal is to get you to a mastermind or to one to one coaching.  How to get better at sales  You need life action and role-play + sales reps. You will wa

How to be memorable in sales When people make a purchase from your its not just about the money, the sale is also about who you are. You can offset your investment with the actions you take in a sales presentation. When you are memorable in the sales process you are also being preeminent. You will want to remember, "Its not a sales call, it’s a performance". When you perform in front of your buyer you are not acting in a bad sense. You are putting on a show for the buyer. People want to be engaged and entertained. You do need to put focus on your presentation before, during and after you meet with your buyer. One sit closers can still be memorable  A one-sit close is where you close the deal the first time you meet with the buyer. You can use your charisma and personality when you meet to close the deal along with your sales skills.  Some industries are not one sit closes, sometimes you have to do the rounds and come back to meet with the person or people you presented to. You can close deals later on by

Negotiation skills training to help you close deals You need negotiation skills for your daily life. In the United States and the west negotiation isn't needed for everyday store items. The magic word for negotiation in any type of aspect is "respect". Sales negotiation skills training  The average person buys a big-ticket item 2 – 3 times every 5 years. Most people are not equipped to buy. It's not uncommon for people to not ask for a discount. As a consumer, you do need to get used to the back and forth of a deal or a sale. You should at least ask for a better deal once.  Sales negotiation books  2 of the best books on negotiation are from Jim Camp and Chris Voss. You can pick up Start with No by Jim Camp and Never split the difference by Chris Voss. Both of these books have a strong framework for the daily negotiation skills you need as well as big deals.  Learn how to negotiate on the secondary market  One of the best places for you to learn to negotiate is in the secondary marketplace. You can sel

Learn how to stay focused in sales If you want to learn how to stay focused in sales there are a few things you must know. First in the beginning it isn't easy. Second, others will try to get your attention whether on purpose or not. Focus is a major problem for salespeople and even entrepreneurs.  Goal setting and focus for salespeople  You will find that it is a mix of focus and goal setting that will help you get to where you want to be. These 2 items go hand in hand. Your ability to stay focused starts with you telling people "no". You have to be a man or a woman on a mission to get things done. Some salespeople struggle with this as it is a form of rejection.  Staying motivated in sales  Sales motivation is a real thing. You do need some of your own internal rules. These edicts or rules will help you stay within the lines. Tony Robbins says "Where focus goes energy flows" this is true for your personal life as well as business life.  Sales focus can feel like pressure  When you work a system or a

How do you lose a sale and miss out on a deal You will need to be open for you to close as many sales as you can.  The answers may not just be about sales. You have a personal life and it impacts your business life. When you lose deals it can be your fault and you do have input on it.  The sales basics you can lose deals with: Its not typically 1 thing that loses the deal, most of the time it is multiple things.  There is a belief that you say 1 thing and the deal is over. When it happens when egregious You have to be willing to be accountable to yourself – this is an important conversation Most of the time its lack of focus and is sloppy Lack of prep show up late, no resources No discovery and straight to the price   No presentation and or fly by the seat of the pants Not asking for the sale Not paying attention to the details Old school sales – not understanding what ABC is and doing general dumb things Lack of follow up The medium range reasons why you lose deals and sales  It's not just th

When you look at the investment you make in sales, good sales training is rarely cheap and cheap sales training is rarely good.  Its not just the cost of the training, it is also the time, energy, effort, and risk taken from the training. 

A simple sales pitch will outperform a complex sales presentation  When you give your sales presentation you will want to remember that persuasion is simplicity. The easier it is to get someone to take an action or to say yes, the faster you can close deals. As you go through the idea of persuasion is simplicity this covers all spectrums of the sales process. You will see from being in sales long enough this is part of: The presentation  The demonstration  Asking for the sale  Follow up  Sales management CRM    Long stories that are cute will destroy your sales process. When you talk too long your buyer will lose interest. There is only so long you can keep someone captivated.  Just like jokes have to have a build up and then resolution so does your sales presentation. The huge item to remember is the juice must be worth the squeeze not just for the buyer but also for yourself.  How to make your sales presentation more powerful  If you want to make sure your sales presentation is converting as muc

Private equity and your sales role changes  Private equity is buying small, medium, and large businesses.  These roll-ups are being fueled for revenue and future values of the companies. The company you work for could be in the hands of an owner you know one day and then its sold the next.  You have an owner you know one day and then you are owned by a faceless group the next. The first thing they say is “nothing will change”. You need to know this isnt true.  What to expect from new company owners with private equity  When a company is bought you will have major changes coming your way. You can expect these changes to happen quickly. Here are a few things to expect: Prices will be increased / maybe multiple times It will mostly be about the money from here on out Rules will change / all of them Investment in your 401 / retirement will change They may want you to train / they want your skills to be duplicated across their company Teams will be combined Management changes in sales when private equit

Important sales reframe you need to close deals and stay sane  What you tell yourself matters before a sales call, during a sales call, and after a sales call matters. How you describe your problems to yourself and others matters more than you know. As you talk to yourself you are creating a "program" for your mind. This programming creates energy and will take you in good directions with sales or bad ones.  Any salesperson can lose their edge in sales, or they can say they are slightly off. When you describe your problems to others you are signaling to your brain what you think of yourself. You do have threats and opportunities here.  The great rule in sales about internal thoughts  Pay attention to this statement "It's you against you in sales first, it's you against your team second then third it's you against the world". When you look at sales in this manner it helps.  You don’t have problems with your sales process – you have opportunities Look for ways to reframe what you struggle with I am still

Common traits that drive salespeople crazy in the middle of a deal As you work on your sales call or interact with people there will be traits that bother you. You have to live a style of life to close deals and make actions happen. As you work with people on a daily basis your conversation will flow towards making actions happen.  What you see even when not in a deal  As you sell you have to paint the picture and the vision of the idea. As you preframe the sales using verbiage like "when" will turn into an "if". When you are selling you have to get people to buy into the idea and or the conecpt. what you will see is indecision from the buyer and not  being able to choose and say yes. There time of a deal in sales  Long winded people chew through time and drag the sell on. Over verbose or wordy people speak in terms of too many words. As people talk for a long time it puts pressure on you to focus longer. When you are not selling long winded people will drive you up the wall.  It takes outcome orientati

Learn how to sell more by looking at Heros and Villains  If you want to be a top performer in sales you will want to look for ways to describe what you are doing but differently. When you can think through problems a little diffrenlty and then explain them to others it creates conflict and interest.  There are 2 movies that can help with the idea of a hero vs a villain. Both of these movies can shed some light on how to increase the conversation of a hero vs a villain.  Mission impossible 2 Unbreakable Explain a better advantage and or benefit in sales  You have to be able to explain what you have or how your advantage matters. The problem is when done wrong this is boring. You can't just be the good guy. You need to add conflict to the conversation. You need to know what a villain is (every industry has multiple villains) Law Competitor Product flaw Salespeople Rule changes Your buyer has villains and they need heroes  What is it the buyer doesn’t like and what is it that they really hate? Thi

Are you paid on commission in sales is a question you need to prepare for  At some point, you will be asked about how you are compensated by a buyer. You need to understand why this is happening before you answer. Where you asked matters this question is in the first few minutes, in the middle, or at the end. Your confidence matters more than you know when you answer this question.  When you are asked about commissions at the beginning of a sales call: There are different times where you are asked this question in sales. It may be when you are asked at the beginning of the call your buyer is: Try to size you up for attitude Trying to size you up for trust Trying to find your tells (poker move) Trying to see how you answer They are trying to Intimidation They are trying to rattle you You started off with big words and scared them I don’t want to waste your time (I am after free advice and or expertise) How you dress or appeared to them – a possible mismatch of clothing to the client You said somet

In sales you must know when to walk away from a deal  Closing a deal is what all salespeople want at the end of the day. A deal can be a client, install, roll out, product and the list can go on and on. Whatever term you use for the item you sell is what you are trying to close to the person you are selling to.  Why you lose interest in deals  There is a point where the deal goes sour, you lose interest or it is no longer viable. You do have to pay attention because neediness can play a part in staying in a deal. You could need the money or the attention. One of the best resources on neediness is Jim Camp Start with no – Chapter 1. Your need for a sale could get you to stay into the deal for a time you should not.  Holding onto a deal too long  Sometimes salespeople hold onto the hope of a deal for way too long. There is a sweet spot of good as well as a one where you will end up losing: Time Energy Effort Risk  Money  These 5 items are the main elements of rejection. You will try as hard as you c

Sales cycles are cyclical and you can close more deals knowing this If you can stay in sales long enough you will find you run in cycles. Statistically speaking you will run through all 6 of these periods mentioned. If you keep good notes you can spot trends before they happen. Top salespeople hold themselves accountable   You have to be willing to be accountable to yourself, a CRM or a Manager.  When you are new the time frame typically is short and the run-up and rundowns happen quickly and the plateau is short.  If you have been in the field for a while the run up and run downs are quick but the plateaus are longer. The Bell Curve of Sales Success  Think of long term sales like a bell curve.  Everyone has their own time frame for this, meaning your time frame isnt someone elses time frame. You can look at what others are doing and see what phase or period they are in.  There are 6 stages identified for sales success: The climb – you are selling and getting traction Momentum is weird and it can be s

Creating a Bear Trap for your competition and sabotage their sales process  A bear trap is a covert way to “talk trash” on your competition and make the sale an “uphill battle”. When you make the other sales guy or sales girl work harder than they need to it can lead to you selling more. You may call this strategy something else, I had to give a name to it. Bear Traps in sales to your advantage When you build out the conversations you are going to have there are some elements to them. These are not long drawn out explanations to your potential client they are just quick jabs against them.  The structure is 3-5 sentences – not too much Your interaction should be really calm friend voice / late night dj voice When you talk it can be off the cuff – mmmhh / dry sense of humor The whole process is a throw away conversation – you cant be too into it They may not respond until later – they may come back and ask about your question. If it doesn’t land, let it go This is after you have built rapport / not thr

Your ability to close sales takes creativity Closing deals is all about creativity. You do have a base form of a sales process that you use. No two sales presentations play out the same exact way. Some of creativity in the sales process is 80/20 math. Some of the creative processes works in some instances but not in others.  What is a play or gambit in sales? When you look at your sales process you have a playbook. Each play you run has consequences that you have to deal with. Another way to explain a play is a "gambit". Whatever term you use you are still running a play. What you need to know is your buyer or buyers have playbooks and plays as well. You do need some flexibility to make your creativity to work. The best salespeople use base routines + creativity for their sucesss.  What is creativity in the closing process? Creativity is 2 ideas or more combined with some content left behind. When you take 2 winning ideas or a winning idea and a losing idea to be modified. When you meet with your buyers

How to get out of emotional downturns and sales slumps As you go through your sales cycle there will be a point where you hit a sales slump. You can have an emotional downturn in sales for multiple reasons. It helps you to know what has caused the sales slump and if it was induced by you.  Sales have patterns of success and failure. You can sustain a longer closing cycle when you know what to do to find success again. As you make a list you can mark off the items that will help you.  Music - can be a way for you to reignite your feeling and emotions. You can make a playlist on your phone, in Spotify, and or YouTube of songs that pump you up. You will want to be aware of songs that can make you feel down or lonely.  You can borrow the emotions you want or need from special videos. You can start with Golden buzzer moments as they are quick look-ups. You will want to identify the videos that fit your needs and emotions.  Movies can be a way for you to grab a feeling you need. There are multiple movies that

Why you need tension in your sales process  You don't always have to be polite in sales. In fact, you can loose deals by being too agreeable with your buyers and or clients. Social conditioning can hurts and help salespeople. By being "too nice" you can be walked all over. Be acting like a jerk you can go too far. There is a sweet spot when you have tension with your potential client or client. Tension can actually help keep attention in the sales process. Rapport can actually hurt sales  You may be trying too hard with rapport and losing deals because of it. Being too nice without pushing back can prove that you will not stand up for the buyer or the client when they need it.  You could be trying too hard and it can come across as desperate.  Sales actions can feel like flirting Social interactions like flirting rely on good and bad tension. The conversation, the timing, and your responses can feel like fun with a twist. You can take a look at these 4 books as a way to gain insights into adding pressure

There is always another deal in sales  Most salespeople live on scarcity to close the deal and for them if there is no scarcity there is no deal. The real question is could you sell and close a deal without scarcity? What if your company or service ended specials and discounts? Would you be able to close the deal? You sell how you buy and you buy how you sell   Can you live with this in your own life – when you learn this lesson it increases your sales skills.  It is possible for you to stop selling only on discounts and develop new abilities and skills. When you learn how to sell without only using the price this skill helps you in every other deal you could be in.  Every Day Pricing was a mistake One promotion every salesperson should study is EveryDay Pricing from JC Penny.  Your buyers may like deals. You do need to know that when you have a target market you will want to know how they buy and make their decisions.  There are other things you can do in order to induce a purchase. Discounting isnt the

You will face problems with skinny deals  Deals, where you are not making much money on the commission, is considered a skinny deal. When you meet with buyers that dont want to pay the money you are asking for it can chew through your time and allow you to not be interested.  Skinny deals in sales are common  It doesnt matter what industry you are in there is always a deal you don't like to make. The skinny deal can come from lack of revenue, commission or the fact you are forced to be pulled away from other deals where you could be making money.  All industries have different types of buyers they work with. Everyone deals with cheap buyers or difficult buyers at some point. You do learn how to politely tell people "no" over time. You also find ways to hold your gross as well.   The keys to rejection in sales  Whenever you put time, energy, risk, effort or money on the line you have the elements for rejection. Skinny deals in sales typically have 3 or more of these elements. When skinny deals go sidewa