How To Sell Show

The selling in tough times game plan  There are multiple reasons why selling becomes tough over your lifetime. If you are in business for any length of time you will learn everything is cyclical.  This cycle can be local to you or extended to the world. You do need to be prepared for things like this to happen in life. You can have problems in your: Personal life Company Industry Local economy World economy This is normal function of business and life. You get conditioned to the good times. Be prepared for the bottom drops out. When things get good most people get lazy and start taking short cuts.     Be prepared for the mental game Look to where you are for real and know where you want to go when there is a struggle.  You must have the real conversation about where you are and where you want to go.  Take inventory of what you have and what need. Fake it until you make it doesn’t work you mut be real about what is going on. Understand there will be dangers, you will need to plan and to act upon th

Close a sale you would have lost  You have to take stock of your knowledge and what you do know and what you don’t know. This has to be a real conversation that you have to have with yourself or with others. When you think through your sales process what do you do right, what you do wring and where you are going it will allow you to leap past others. Your sales presentation matters You want to ask yourself how many objections deep can you go? The average is 3 for ok salespeople the good salespeople will find about 7. The most exceptional can do 10 objections deep or more.   You will need to learn how to be comfortable in the uncomfortable. You may have to find a coach, trainer or mentor that isn’t scared to hurt your feelings. Think of it this way be upset in the office and then make money in the field.  At the end of the day you must be willing to take some heat  and it may get uncomfortable.   People buy even when they are angry, its an emotion. When you get caught up in reasons why you cant find sale

It takes balls to sell and stay in sales  Being in sales is not easy. Its not just the grind from buyers but also the mental games you have to play. To have long term success in sales you do have to find outlets and ways to close deals others would not have. The average person would have a tough time selling. There are ups and downs like not other job. Very few professions have the same issues that salespeople do on a day to day basis. Why it takes balls to sell Living on commissions where you start at 0 monthly can be nerve racking. For most people not knowing what income will be had at the end of the month is a must. Salespeople on the other hand have to find their income throughout the month, quarter or year. Learning how to sell over time and living with the ups and downs is not easy. There is the constant push to perfect your presentation. Its you against you in sales first and everyone else second.   You do have to deal with difficult buyers who hate salespeople or hate life. There are other profe

Video creation is now part of sales basics mastery  There are conditions in the world that have made people stay at home. Since people crave connection they have turned to social media platforms to get their necessary attention. The videos that they are consuming are from multiple platforms: Facebook Live YouTube Live LinkedIn Live Zoom sessions Go to webinar meetings Since people have been stuck at home they are not in perfect social condition. Their hair is not combed, they are in T shirts and shorts in the video. This matter because they see they are out of excuses. They don’t care how they look, they don’t care how the sound and they are on the video streams. This means you can no longer get caught up in the way you look or sound.   More than ever video will take over 5 years ago if you wanted to create video you needed expensive gear. A good camera would cost you $1,200 and a good video editing laptop would cost you at least $2,000. Now most editing can be done on a phone or in the cloud. In

10 Important sales lessons I have learned from sales ride alongs   Over the course of the last 12 years I have had the opportunity to ride along with salespeople. I will do a sales ride along to see what a salesperson is doing right and what they could improve on. There are common threads and things salespeople do. Plenty of closers have sales basics mastery down. Those who struggle have common mistakes they make that are easy to spot when you know what to look for. The 10 lessons I have learned riding with salespeople: A turbulent personal life creates a turbulent sales life. You do take your struggles to work with you daily. If you have major changes or events happen you will lose attention to sales presentations.   Plenty of salespeople have fears or apprehension before a call. Its not uncommon for salespeople to be scared to walk into a deal. Salespeople may not want to meet with a buyer out of fear of objections or rejection.     Most salespeople will not roll play even if it can save their li

  How to look for the upside for the ultimate pivot and shift  What is being shared may sound like the issues are being minimized. Make no mistake this is work and it not always easy. You have to get past what others are thinking and doing. You can get caught up in all of the negativity of events that have happened.   Strategy vs tactics Most people live off tactics and do not take enough action. You can make multiple moves and use a strategy. If there are issues you can look to make multiple moves that are well thought out. You will benefit greatly if others are sitting on the sidelines. This means everyone else is reacting and you can make significant moves through strategy. Find the calm in the storm    Find ways to calm down if there is panic. If you are stressed out or in panic mode you do not have all of your capabilities. You can turn to Prayer Yoga Meditation Therapy (most people are emotionally burned out under stress) Work out Turn off the bad noise When times are tough everyone is a

The traits of an exceptional person and why it matters in life and business  What are the traits of a great person in your mind and how do you use this information? The traits of a good person allow you to decide who you will or will not enter into a relationship with as well as who you trust. When you look at what you deem as exceptional you can decide easier if you want to continue relationships or even take them further. Who is a major influence in your life and over your life is one question you could ask. Where have these influences made you a better person for the long run. You may be fortunate that the person or the people who have influenced you to be family members, co workers, mentors, coaches, trainers or friends. Who is it in your life that you look towards and why? 12 traits of an exceptional person Here are 12 traits of what could be considered and exceptional person. You may take this list and like it for what it is and how it is or you can modify it to fit your needs. Know how to be an

Why you must master second hand sales deals  You can learn a selling styles from other places than trainers, coaches or mentors. One of the places to learn new sales skills is from second hand market places. These would be internet sites or apps where you can sell used goods.   There are skills you need to learn that really cant be taught in a significant way in a classroom. You do learn from interacting with people in real environments. There are sales skills you get to acquire in ways that can help you with every type of buyer that you meet. Most salespeople know one to three sales styles and do not excel at most of them.   The different types of sales styles There are a few ways to sell Aggressive sales – This is the always be closing old school sales style (ABC) Fact based sales – When you look at this style it is close to what and attorney would use to prove a point. Question and commitment sales – This style can be used in a way that is better than they fact based sales process. Needs based / C

How to implement training to beat your competition  There are multiple places and platforms that you can gather information from. The ability to learn has never been so great. There is one problem and it comes down to how people consume the knowledge base. There are a few problems that have been created: There are multiple places to find information There is good information out there as well as bad information There becomes a move to consume information and do nothing with it People and companies hire pay for trainers and coaches and then nothing gets done with the training. This is a costly proposition for an organization to look at. Its no uncommon for events happen and the people treat the content like entertainment. This just isn’t a face to face problem or a coaching problem this is a problem everywhere. The sources of learning content There are plenty of places to find the content that is needed. Some of the places where the content is if free all of the way to paid for. You can find informati

Shutting down the inner critic in your head Most people have fear and there isn’t any way to get around it. Very few people are born missing the fear gene. Our fears keeps us alive and sometimes it holds us back. Your inner dialogue is the computer program for your brain. What you tell yourself tends to come true, you program ideas and concepts into yourself. Sometimes the inner critic in your ear can be a jerk.   There is a problem where you want protection and you don’t want to look dumb or silly. This means you may be scared to ask for help You have to put in the hard work Figure out why you have this impediment that is stopping you, it may take some help or some talking to. You may have to go to places you don’t want to.  Be willing to be uncomfortable and vulnerable. You do this by talking to someone who cares or is significant and wants the best outcome for your life.   The fear of what will people say, think or do when they hear my plans or ideas.  Most people don’t remember your significant memo

How to prepare for selling in tough times and bad economies  You will see industries and entire sectors in business struggles. This happens for many reasons and not all of the issues are created equal. If you really want to learn how to be a closer in sales you will need to learn how to deal with the ups and downs of business. You can find that the problems come down to: Seasonal selling Ups and downs in the economy Industry take over Changes to a business sector – gov / natural Learn how to sell more Know the go to move for everyone else is going to be massive discounts when your industry struggles. You will see endless discounting, price matching and bundled efforts just to close deals Companies can push for skinny deals just to show some sort of revenue.   Quick discounts and price matching shows a flaw or weakness in a business plan Lack of preparation is a lack of strategic planning. There is a lack of confidence from the company or the team How to successfully sell for the long run The a

Learn the power of persuasion from Politicians Politics is a sales game and if you pay attention you can learn about some ways to get people to make a decision.  It doesn’t matter if you like the politician or things they stand for you can find something that they do to learn a lesson. You may be better off finding someone you don’t agree with. You can learn something from whatever team is talking, even if you don’t like them. When you are invested in an idea you tend to defend it more.   Watch what you say Smart politicians use simple ideas, phrases and mnunic devices. These simple ideas are easy to explain and even easier to have spread by word of mouth. Most people read at the 6th grade level and smart politicians speak sub 9th grade. This means small words that are 3-4 syllables and short sentences.   Rhythmic words and sentences can come across as hypnotic when combined with specific enunciation of words or phrases. The power of political body language Politicians tend to use small gestures to si

Is sales ready for franchise closer contracts  The world of sales is prime for disruption from outside sources and or models. One idea sales could benefit from is having a franchise contract employee. This the same model pro sports teams use to entice and reward their best players. There are not many true closers out there and this would be one way to get the attention of top salespeople. This would change how a company or industry works and runs. If you are a closer you are the prize in the world of sales and closers could be treated better. Preferential lead treatment already happens what not name it and say its getting done? This could free up bandwidth for managers and or owners. If you don’t poses the sales skills you could work your way into a franchise spot.  You could get hired for a franchise spot if you had the right skills and talents. These could be developed over time. The lower level salespeople would take their jobs more seriously if they knew they had something to work towards.    Closer

What to do when you want to quit sales  All salespeople go through a point where they want to quit sales. This is not an uncommon feeling to go through. You are not alone if there is a point where you get frustrated, angry, upset, panicked and even lonely. If you are struggling right now there the best thing for you to do is figure out why you have the feelings. You may have to dig deep and go through feeling and emotions you don’t want to. If you really want to get to the bottom of your issues you have to make the decisions to pinpoint what is going on.   You can clarify your problem when you look to: Is it the place you work? Is it the people you work with? Is it the product or service that you are selling? Is it the performance capabilities of the skills you don’t have or need? All salespeople go through this feeling at one point or another. You are not alone when these feelings pop up. There is a silver lining when you do face problems and that is you do acquire new skills and or talents. You do

Toxic relationships in sales and business There are tough conversations to have in business and in life. There are people in every aspect of association that can cause you grief.  Some of these people are nightmares to deal with no matter what, they just want their way. Do you find it weird that you look at personal relationships one way and business another. Think about this for a moment would you allow difficult people in your personal life that you allow in your work life? For most people the answer is no! You may work with nice people or you may have to associate with psychopaths. You may even have to deal with manipulative people. If you keep your eye open you will find that manipulative people only have so many moves. You can start to predict what people will do over time with good certainty. Most people have the story they tell themselves and tell others about how they got into the position that they are in. Sometimes we like to tell the bad story for attention and sometimes it is for coping skills

How to build mental toughness in sales and business Its not a matter of if but a matter of when problems will happen. You do need mental toughness in sales and in life. How you prepare for your future challenges really do matter. The bigger the goals the bigger the challenges and learning curve.  Know you will live though all of the emotions in a day when things go right as well as when things go wrong. Adversity cant be hidden from People avoid adversity in life, they try to stick in a few emotions they avoid “Embrace the suck”.  The problems we have are necessary for growth, the more you tamper down your problems the less possibility of growth.  Most people don’t run towards pain the run from it. Salespeople and Entrepreneurs by default run towards problems while everyone else hides. Most people use the fog of emotions as an excuse, they look for the story they can tell so they don’t have to deal. Most people get caught up in the story where they could have but didn’t.   How to deal with adversity in

The day where old school sales tactics expired The global pandemic from March of 2020 has to potential to change the way that sales are made. Part of these predictions come from the problems created by the virus and part of them come from a cultural shift from the interactions and changes people have made.   In the pandemic from March of 2020 people had to choose between cans of food, cases of water and toilet paper.  This item has a chance of shifting the views of what is needed in life and what is not. Someone who would have made a instant purchase may look at a good or items and think they may not need it anymore. There will always be a group of instant buyers but there will be a section carved out that think “I had to almost fight people for toilet paper, do I really have to buy this product?” People don’t want to be touched since the spread of the illness is and was unknown at the time. Social distancing became the conversation. In the future it will be the butt of jokes. This type of interaction wi

You have to put in the hard work to be a closer Most people are not naturally talented in any subject. Very few people can pick up an musical instrument and start playing, very few people can throw a baseball the right way the first time, very few people can close deals without learning how to sell.   The amount of effort you put towards honing your ability to close sales matters. You can cut your learning curve so you don’t have to lose deals. You will want to change the way you look at training as well as losing deals. You can modify your mindset to fit the requirements to get better I learn with every __________ I do Every roll play I work through I will get better Every interaction with others I have I will use to get better Every live video I record will allow me to get better Every video I record and edit will allow me to get better Every podcast I record will allow me to get better Every sales presentation I give will allow me to get better Every sales training or coaching I do will allow me

Sales slump diagnosis You need to know you can fall into a sales slump from something that happens to you or something you cause. You do have to be aware of the common causes that create a sales slump. Once you struggle you have an issue where you can go deeper into a longer struggle.   There are common triggers for a sales slump When you take the time to see what causes lost deals there are only so many options. When you know how many of these issues you face and what they can cause you can get a head start. Your personal life where you have changes A product line change or deletion A new job selling a new product or service A new manager, executive or ownership A change in the economy – If that is what you pay attention to Here are some common phrases when you talk to yourself: What you say to yourself is how you are programing your brain. The common phrase you use will become the internal code. You can literally think yourself into a sales slump. You will want to be careful about what you say

How to deal with criticism At some point the world comes after you or at least it feels like it. There are times where you need to have criticism about your work or your skills. If you are struggling to begin with you will take it more personally.  This isn’t about the person who is the jerk or the idiot, its about the person who is really coming to help you.   Sometimes the people are right but its their delivery. How they say it and their timing when they say it can be more damaging than the content of the conversation.   Most of the time the criticism of you is out of love and affection sometimes its not to tear you down. You do have to recognize which one you are looking at.     Know your audience Does the person who is giving you the criticism there they tear you down or build you up?   It may be tough to see the difference because of time, energy, effort of time committed. You have an idea of a bank account of what you have done.    If you asked for criticism you will get it. You can react wro