How To Sell Show

It's sales slump time and you are wondering what you can do to bust out of the slump. The first thing you need to know is it will happen... at some point. - What sales slump? You might be saying this in your head because if sales have been going well for a while now, chances are good that sales will continue to go well. If sales haven't been going as well lately it shouldn't come as a surprise that sales aren't exactly booming right now either. In fact instead bosses are having "that" meeting with sales people about not reaching revenue goals last quarter or maybe even throughout the year. And then there's all kinds of reasons why sales aren't as strong as they should be! Everyone seems to think there is some magic sauce or voodoo in order to get back on top. In reallity you just need to know what to do to get out of the sales slump. Follow the sales slump steps below and sales success will be right around the corner What is The sales slump exactly? For sales or sales management it can mean a period of t

Sales coaching is more important than you know. Most salespeople never get their skills to the point of where they succeed, and your ability to grow your income happens from a sharp sales process. You need someone who will call you out on what parts of yourself that could use improvement; this can be an uncomfortable position for anyone at first, but it's necessary for someone else in order to guide you and push your limits as far as possible." Hiring a mentor can help you improve your sales skills and boost your income. If it has been a while since you have had any formal training, then getting in-person coaching from someone who knows what they are doing is the key to success. Especially as time goes on without new knowledge or experience of some kind, our brain will start functioning more like an automated machine that needs less energy input for tasks which do not require creativity so we lose precious minutes with every single task because there's no need to think about how best to approach them anymore

One of the most common questions about selling is around scripts. Salespeople constantly ask do sales scripts work?  The answer is Yes of course sales scripts work but there are a few challenges you must know about.  When you become impatient and the conversation feels fake sales scripts fail. Your timing also has to be worked on. If you speed up to the conversation you will struggle with working with your buyer.  If you have conversations that feel weird you will lose your buyer.  You do have to take the time to make the script your own and that only happens from repetition. Most salespeople give up and have not been through enough cycles of their process. One of the ways you can work on your sales presentation and make your script feel better is with the Rootbeer Rapport Trick. You hold a bottle of Rootbeer in your hand as if you were to socialize with a friend. Adopt the feelings and the posture is if you were at happy hour. 

If you are in sales long enough there will be patterns you can spot. When you take the time to map out activities you can see what will happen in the future.  You may have issues with compensation, agreements, Management, and even the company being bought out.  Most salespeople don't think about the cycles of business and how it impacts their sales cycle. Preparing for sales also means knowing what is coming.      This episode was recorded in Sacramento California at the How To Sell Show Studios 

When you are selling leads its easy to feel good about closing deals. When you lose deals you may fight taking responsibility for the loss. All salespeople will struggle at some point. When you are in a sales slump it does matter how you describe the leads you lost.  All too often salespeople want to blame the leads for the loss. There will be times where you sales skills are tested. You may want to look at the leads as being the fault when it could be your issues or even lack of sales skills.  The more ways you know how to close sales and prospects the better off you are. Instead of looking at a tough sale as a detriment, you can ask yourself "How could I close this deal" or even "What skill am I missing that would allow me to close this sale". Look at the best closers you know and see if they blame the lead or if they blame themselves when the sale is lost. Chances are good the best closers you know will look for ways to make a deal happen. They are creative.  Your own personal life matters when you are

Gregory Downey is known as the GREATitude coach and has a fantasic book called Attracting Miracles. In this episode of The How To Sell Show Gregory shares how to use the law of attraction and how to utilize it to be better at business, sales, love and life.  If you have ever wanted to manifest a better life, Gregory Downey has some ideas to share with you. What you focus on you will get more of. Greg shares a simple technique to shift your focus and allow yourself to get back on track.  One of the insights Greg shares is you have to put in the work and the effort but you also need to focus on the outcome.       

Salespeople get stuck in the moment of problems in presentations. This hangs up the sales process another way to say this is people get stuck in the mud. They don't know what to do or say... so they lose momentum.  The deal goes sideways and salespeople cant figure out where to go.  Losing momentum kills deals and you need to know why. The buyer feels the presentation and has a rhythm. The conversation slows down and then feels lost. The momentum is lost in the presentation. The buyer goes into “I need to look for other options”. The deal could have been made.   There are a few elements to keep a sales presentation moving forward: Look at what the current problem is at a micro and macro level.  What are the solutions that are possible for what you can deliver? List them out in your head but more preferably on paper Word tracks – why don’t we do this, how about we do this The right answer is not always the first answer, sometimes you have to come up with a few ideas for this to work. Your conversation

There is a statement you may have heard before. It goes something like this... "Your network is your net worth". I always heard this statement but didn’t quite understand it. I really thought of it as a silly mantra.  The power of masterminds is more than you imagine. It's important to disect what a group of dissimilar and similar people can do. The insights and shared knowledge is powerful for so many reasons.  Your interactions are based upon: Questions from others for introspection  Ideas or concepts you would not have thought of  Work flow or deal flow from introductions to others  In a room / zoom / mastermind – you get to hear other perspectives from in and out of your industry, you get to travel and see other places You get put on the hot seat and asked questions – if you use the mastermind the right way your boundaries are pushed You only know so much and then you get in your own way. This is natural for everyone. The best in service and industries know they are limited in knowledge.  When y

If you watch enough sales presentations you will see patterns and trends. Most people are lazy in communication and hope their listener finds the answer. If you want to be the best in sales you must communicate better.  You can't unring the bell on this conversation. Once you hear there are better ways to communicate you will want to take action. “It's not your fault but now that you know it's your responsibility” – Jon Benson  There are multiple reasons why salespeople struggle with communication. This can happen because: You were not taught or shown how to be better when sharing ideas, concepts, strategies or outcomes.  You are tired because of too many sales calls, not enough sleep you are overwhelmed by life. You are hungry and went into a sales call without being prepared.  You are frustrated from not closing deals, not understanding your product or service, and because you are losing money from lost deals.  You are excited about getting to the end of the deal, thinking about the commissions you

If you watch enough sales presentations you will see common threads. You will find closers look for ways to get momentum and close deals. Those who struggle will look for others to blame as well as their business circumstances.  There are quite a few things that go wrong in sales daily. It doesn't matter what industry you pick, everyone has problems. You have to choose what you want to look at and focus on.  All salespeople will fall for this trap at some point. From the outside, you can plot where salespeople are by who and what they blame for not closing deals. For some salespeople, they can find the link of where they do the best and why they close deals. It may be a focus on personal improvement, goals or, training.  Salespeople who struggle find constant problems in their way People in the office People outside of the office Family members Clients The weather The product, service or, manufacturing company  Other salespeople and companies The Government  Closers and performers find ways to fo

You can maintain a better day through a set routine. I thought morning routines were stupid, in fact, I made fun of them. When I look back the best I have ever done financially and physically have been times when I have had set routines. I used to coach a top salesperson and my sales soared as well. Even though we didnt even work in the same field my numbers increased.  There are a few great books from Hal Elrod the morning miracle and Robin Sharma 5 am club. Alex Charfen has some great content as well.   Here is why morning routines matter: A daily set routine will set the tone and then program you for the day. You can use something like a recording, a book, a vision board, a whiteboard or anything similar to multiply your daily action.   My personal daily routine 5 am 1 glass of water 16 oz Goal recording – its 13 minutes read by the beach in Haleiwa Oahu / Waimea Bay Meditation / breathing Spiritual content Gratitude – 3 things I am thankful for Think through people I want to connect with Set

If you keep working for the same type of people with the same problems you are the root cause. This may be tough to hear but it is easy for you to find yourself in a pattern. We all have Internal blind spots that hold us back. These blind spots may not be seen until someone shows you what actions you keep taking. Sometimes these conversations hurt feelings because they are so personal. We pick the wrong job and don’t think through what we are looking for. The weaknesses we have may get us to now take a position we should because we don’t think we are worthy. The type of people we look to associate with can be part of this problem that you and I face.  We take the words of people who don’t matter and look to them as valid critics. We don’t discuss our shortcomings with people we trust. There is a catch 22 where we take the advice from people we don't really care for but we don't talk to people we trust.  This causes another problem and it is we don’t ask for help when we need it. Help is not requested out

If you are a Business Owner, Executive or, even a Sales Manager there are a few reasons why your sales team could be struggling. As you look at the team there are dynamics at play as well as items in your field of specialty.  Most of the time when a sales team struggles it comes down to the leadership. Sometimes in this conversation is the lack of leadership and examples for the team. Some managers are not good at holding their employees accountable. Most closers do not need this type of hand-holding to get their work done. It's the other 80% of the team that needs the most amount help.  When a team has training and coaching the elements that cause problems are accountability and then the internal faults the Business Owner, Executive or, Sales Manager has. It is a problem to duplicate yourself. This means you hire what you like about yourself and shy away from what you don't like. In essence, you hire the traits of what makes you feel good not what is necessary for the team. When this happens you may see th

Cancelations in sales are part of the game. You may have other names for when buyers back out of a deal. You could say that the buyer wants to unwind the deal or that they believe they made a bad decision.  Sometimes the loss of the deal happens because you don't understand oscillation. There are also times where you lose the deal out of lack of preparation.  Whatever the case maybe you can help keep a deal to stick by preparing in the presentation and coaching the buyer through what they will go through.  First and foremost you must be prepared for the presentation and the deal. This means you practice and roll play your work.  You let the buyer know their feelings and concerns are normal during the presentation. You deal with their back and forth decision.  When it comes to the end of the presentation you ask for the deal. Once you get the deal you take the sale away to confirm the buyer wants the decision they made.  You may be scared to think through the idea of asking to destroy the deal but you ne

You will see a massive difference between top closers and average salespeople. The main item to look at is the ownership of actions.  As you learn how to sell and get more deals to close there is a point to look for. This intersection is where your skills have increased and your closing rate is harder to accelerate. At this point, you do have to look at what you are doing and make a conscious decision to keep going. Most salespeople coast with their actions.  You must have personal responsibility, nobody else can do the hard work for you. You do have to put in the time, effort, energy, and risk. You have to put in the work. The best in sales are those who are willing to hone their abilities by paying for their own training, books, courses, and even practice.   You do have to decide you will be the best. This investment will not always be comfortable. The average salesperson will not invest $20 in their own education. You can't wait for others to pay. There must be a constant dedication to refining skills,

If you lose a sales job or leave a sales job there will be emotions you go through.  It's not just the standard feelings you have there is also grief to deal with. When you have time, effort, energy and money involved in a project you have the formula for rejection.  When you face rejection and grief it can be a powerful interrupter in your life.  Knowing that you go through these emotions in a day or an hour can help you realize what to expect. There is a whole spectrum of emotions in the process. Think of this as a pendulum instead of just a linear straight line. Here are a few of the emotions you may face: Loss of hope – Distress Anger Frustration Loneliness Glee Happiness Excitement Even if you win there is a feeling of loss, the grief of the time, energy, effort, and money involved. If you walk away on your own terms there is a feeling of loss and you do need to be prepared for it. These feelings and emotions will stick with you for a time.  You could even ask yourself:  Did I make the righ

Get used to changes in sales and close more deals If you want to be in sales for long term you must get used to changes. Closers know there is a change game to play and because of it the new endeavors do not freak them out.     Average salespeople whine and complain about the changes and it holds them back. If the changes are too significant for you find something else or somewhere else to change.   Think through your sales process and your long term ideas because nothing stays good for too long. Staying too long in one place can lead to stagnation.   There may be benefits for you leaving a sales position every few years. People who have been in sales long enough know there are always changes on the horizon whether good, bad or indifferent.      Here is a short list of things that can change:   Product / service – Old product go away, stats change, internal parts change.   Buyers preferences – What was in vogue today may not be tomorrow.  Laws – What was legal can be illegal tomorrow. The rules ma

How to create an adversity plan the right way Its not a matter of if you will have problems and doubts it’s a matter of when. Most salespeople struggle because they don’t think adversity and sales slumps will happen to them. How you prepare for adversity matters in any situation. If you want a leg up on your competition then having an adversity plan can and will help you out. When you create a plan like this it proves you are all in. The problem for most salespeople is they have not made the choice to be “All in”. A planning session like this helps you know what to be ready for and have that mental buy in.  Fair warning and process like this takes work and effort. Maybe 1 out of every 500 salespeople will actually take the time to put in this work. Step 1 - List every way you could fail You could lose it all You could file bankruptcy You could lose a deal You could look dumb Now ask yourself what happens if none of that every takes place? Most of the time our fears are not realistic – we tend to t

Why you must role play in sales The one thing most salespeople need is the thing they are scared of the most. Role play is a necessity in sales and throughout sales. When you look at the reasons why salespeople do not want to role play come to a few things: Most salespeople are scared to be judged. This comes from the pressure of a sales team watching Salespeople struggle with not wanting to look dumb Fear of showing what they are doing causing the fear of content being ripped off There is no way to stop any of these items from happening. You will get judged, you will look dumb and you will get ripped off. You have to get moving and not worry about these things.   The magic math of role play For every minute you spend role playing it puts you an hour ahead of your competition.  You can  getup to a 1/60 payout.  Your competition is lazy and you need to know this. Most salespeople are scared to role play and to practice.   If you have been off for an extended period of time you must role play. If you

How you create objections in sales calls and lose deals  There are things that you do in your sales presentation that cause you problems. You have to own your sales process and know that you can cause serious issues. You have the ability to create your own objections and you do, just like anyone else does. In a majority of the time you are the problem and not the buyer. Its not a sales call it’s a performance and you have to understand how this helps you be a closer in sales. You have to take what you do seriously and it takes work and effort to be consistent.   The 12 ways you create objections in sales Not believing in your product or service If you are selling a good or service your buyer knows when you are not into it. Your vocal pitch and tone is wrong as well as your presence. The buyer may or may not come out and say they don’t believe you or they may give a weak objection Old school sales Always be closing creates problems for you in your sales presentation. There is a form of neediness with c