How To Sell Show

How to sell even if you are in quarantine, on vacation or asleep – part 3 Paid Traffic is something you can use to help close deals.  You will need to learn how to buy traffic from the vendor of your choice.  All platforms have courses but there is a warning, they teach you enough to get you to spend money. They don’t teach you all of the ways to market, just enough to get you started. Marketing is math so you have to learn the language of the marketing world. Sometimes you will hear terms and have to google their meaning. If you are just guessing as to what could be spent you will struggle without help. Why you need to understand the rules You do have to understand the rules the platforms play by. They don’t want you to cause them problems so they may reject your ad ideas and you have to go back to the drawing board. Sometimes they will offer help and sometimes they will point you to other ideas, concepts or videos. You can join groups on social media. You will want to read through their questions befo

How to sell even if you are in quarantine , on vacation or asleep If people are put into a situation where the economy shrinks or anything similar it is the people who have prepared that will win in the future. You will have to outwork the competition and there is some silver linings in the storm in the future. Downturns in the economy chase weak players out but what you are left with is the best people to compete against. You have to tilt the odds to your favor and find a better way to compete. Changes in society and or changes with jobs will come and go. You get to keep the skills you develop forever or even for your next job.   Start with your social media profile Fill out your profile so that it doesn’t look like you are in high school. Add the jobs you have had and other notable items. Clean up your profile and remove undesirable information. You will want to sanitize your profile because people will look you up for what it coming next.   You will start to build a Dream 100 list. This strategy was

How to sell even if it seems impossible from environmental conditions   There are events that change the way salespeople and businesses work. These events can change the way that sales are made or when people interact. If you are paying attention you can pivot to be better at what you do as a salesperson. In the past 2 decades there have been: 2008 – The economic downturn 9/11/2001 Society and business collide   There are social trends and things for you to look at to help decide what to do in the future. People have become more impatient over time. The information that buyers want is more of an on demand situation. When you cant meet people face to face you do have to share content and information in a way that is meaningful. You will need to increase your sales skills and the assets that you build out. These are going to be newish skills for you to develop and to work on. Here are the items you need to develop or learn To build out the content you will want to build a one sheet or a business resu

How to use status to influence human behavior  Status in sales matters because people can view status in your interactions as a priority. People who have status are treated differently not only when meeting with people but also when it comes to presenting information. Status does help with confidence internally so you do have the ability to interact better as well..   Status rules the world and gets people to get out of your way when you have more status than them or than others who need to meet with them How makes you more appealing If you are known for closing big deals consistently you can have status on your team or in your industry   When you are known for fixing lost deals that couldn’t be saved you have strengths that others do not have   A you are seen as having the ability to overcome unsurmountable odds people will turn to you If you have legendary stories of your activities people will look to your skills   Consistently being pad giant checks is one way to build status in your life   The

The rules for a sales ride along presentation  If you get the chance to have a closer or trainer ride along with you there are some things you need to know. There was not other way to record this episode in a way that would make sense unless I explained what I do and what I see on a sales call. There are some very specific rules as to what needs to be done. In this episode there are a few items that are key to making a ride along work well. Some of the ideas you may have considered and some of them you may not have. Rules for ride alongs: You will want  to do when people ride with you. If it is a big surprise it will take too much time away from the training session.  It is important to set the rules up front and be very clear about what is going on. If the person on the ride along cant agree it’s a no go. If you have someone ride with you they can cause problems and lead to a lost deal.   Sometimes those being trained don’t like being in that position so their ego flares up. The problem with ego. The p

Objections in sales and the Gamblers Fallacy Problem When it comes to buyers making decision and giving you objections you may be dealing with a Gamblers fallacy or another version of it. The Gamblers Fallacy is where someone makes there decisions based upon erroneous information. The information used is biased because of previous outcomes that are not standard. A Gamblers Fallacy does have implications on decision making and or objections. Your buyer may decide to make poor decisions and then defend them even in the face of good information.  They could have made a purchase with bad products and services and even leave good reviews. There is a certain level of justification even with poor quality or service. The buyer has to protect their decision. This is a combination of gamblers fallacy and a form of protection for the buyer.   The buyer may use catch phrases is something like: We spent so much to get here it would be shame to waste the money Things will get better, I know they will I just have to g

Its not a sales call it is a performance Most salespeople do not take their job seriously and that helps you out significantly. The average sales presentation is mailed in and most salespeople are sub par at best. This gives you room to significantly take advantage of their weakness.   You do have to give your best on every call you take or run. You don’t get to relive moments in your life so you might as well and take a few extra minutes to make your sales presentations profitable. This means the wing it method cant be used. You have to put in the work and the effort to close the deals that you can. What it takes to be a closer in sales Salespeople become lazy over time and believe in good enough is how they can make a deal happen.  You have to be willing to put in the work or the effort that others will not Sales training Sales coaching Role play – make it real tough Pay for your own mentoring / coaching / content (invest in yourself) Be willing to look dumb at practice and a pro in the sale call

Why teaching sales makes you better and helps with slumps If you are looking for an edge as a salesperson you can get one by creating lesson plans. This means you take content from your sales process and work out a lesson around it. Sometimes people will say Those who cant, teach as a dig at a sales trainer. If you can write a lesson plan around part of your presentation or all of your presentation is it s different way to learn your material. You have to stop looking for excuses when it comes to you getting better at your sales process. In the world of sales if you look for excuses you will find them every time. Some sales struggles come from misunderstandings of not knowing your content. It is impossible to learn your craft without taking action. One of the benefits of a lesson plan is that when building a lesson you have to think through your process. You have to think though how you will explain and share knowledge.   Losing deals in presentations is costly and one of the ways you can beat out the pro

Generating trust in sales and keeping it If you are in sales long enough you will see than most complaints and or objections revolve around trust. Most business owners and or salespeople do not see the correlation between the two items. When you understand how potent trust is and allowing you to close deals you will see more ways to close deals. There are items in the list of building trust you may not have thought of. If you want a long term career in sales and want the status of a closer you need to work on your trust skills and then keep trust. Why trust is a big issue Busing trust in sales may seem like sales basics mastery because it is. Some salespeople choose to walk the wrong path in order to make a deal happen and to close a sale. If you want to ruin your sales career losing trust is one of the fastest ways to create problems. The 12 ways to build trust for the long term in sales   You can create online content in the form of videos that teach the buyer what they need to know about products and

How to be emotionally neutral in sales to close deals  When you learn how to sell you will want to pay attention to other sales styles. Some selling strategies may make you comfortable while others may make you nervous. There are infinite ways to close deals with buyers. Sometimes you may look at a particular style and think it will not work. When using the sales strategy of being emotionally neutral you will find it is a different interaction with your buyers. This is more of a laid back process or style. Emotionally neutral in sales means you show ambivalence towards the sale. To the buyer it seems like you don’t care if you get the deal. This is very relaxed and very chilled out process for your buyer and or clients. This type of selling is something that you learn over time and isn’t really something to teach a new salesperson to use at first. If you are new to sales pay attention to how closers are emotionally neutral to the sales process. The fortune is in the follow up   This type of emotionally

The hard truth about closers vs average salespeople  Some sales content hurts peoples feelings. This could be a salesperson who thinks they are better than what they really produce. A business owner or manager can become upset from hearing criticism about what they do and how they do it. What people forget is there is always someone who can see what you are doing right and what you are doing that is hurting your processes and or ways you work. Sales is no different. We all want to see ourselves for being the best. What you need to know is not everyone in sales can be a closer or will be a closer. Not all companies are good at hiring salespeople. In the world of sales closers can be hard to find. It may be difficult for some to articulate why and for some people until they are told they have not clue that there even is a problem. There is no universal ruler to measure salespeople As salespeople are stacked up against each other in the world of sales there isn’t a true way to test who is the best. There

Why you need skin in the game If you want to be successful in sales you have to decide to go all in. You must have skin in the game to be a closer in sales. Most salespeople don’t want to put in any investment of themselves. The average salesperson waits for companies to pay for training. Most salespeople are really sales associates waiting for their sales mommy and daddy to help them out  When you make an investment in your its internal proof to yourself that you are in the game and are committed.  If you don’t have any commitment to being in sales you will not close the amount of deals you could, you will not push yourself to get better.   Its you against you first and then you against others second.  Next its you against the top 20% of salespeople. If you want to move up on the ability to close deals you must work on you. There is an old stat that the average salesperson will only spend $20 a year on themselves to improve.   What you can do to invest in yourself You have to go all in on deciding to b

Are sales coaching programs worth it You may be looking for a way to increase your sales skills and or capabilities. You can go a few routes and the first one is to learn on your own.   What to expect with coaching or training: Coaching and training is thrown around all over the place from all sorts of people. You may have questions about who can you call and or trust. Your answer really depends upon what you end goal is and what it comes down to.  For some salespeople it may come down to re you being pressured for a sale to make revenue? Not all coaching and training programs are the same. The coaching, training, content and results may vary. There are items you must look at and work though on your own. Before you join a program there are things you have take time searching for what you want.   What do you want out of coaching or training? You have multiple ways to divide up your information. Depending upon where your skills are and where you need to go in the future will make up your answer. A netw

The 12 word tracks for new and struggling salespeople Every single salesperson struggles at some point. There are times where you can pinpoint the problem and times you cant. You do need to find a coach or mentor who can help you when sales are not happening. Most salespeople struggle when they down know what to say or do. The problem some of the time is not technical proficiency of the product or service. The problem is in knowing what could be said to get the buyer back into the conversation. Most salespeople will talk about money and price matching.   How word tracks can help you out A word track is a phrase or series of phrases meant to help with momentum in the sales process. The typical salesperson has 2 -3 word track memorized and it isn’t enough when it comes down to it. The problem becomes a closing issue for salespeople. The average closing time from rolling price is 1/10 of the presentation time. On a one hour presentation this means you need at least 6 minutes of your own content to fall back

How to use humor in sales to close deals  As a salesperson you can use humor to help close deals. When you think through the common actions people have most people joke when they have nervous energy.  There is a time and place for humor in a sales presentation and when closing sales. One of the reasons people like humor in a sales presentation is your buyer may be stressed out. Getting a laugh in is a way to alleviate some of the problems. This does not fix all of the problems but I t is a covert way to build rapport. The feeling of likeness can be developed over a few one liners or jokes.    The case of the one dimensional salesperson: You have met the guy or the girl who has one go to conversation and nothing else. This one good conversation does not feel comfortable after time and it actually gets annoying. Having and goo developed sense of humor shows you are not one dimensional. Reduce the hatred for salespeople Most people have a bad idea about salespeople that they will be high pressure, that th

Revenge rejection in sales  Sometimes you get rejected from your buyer in a way that doesnt make sense. You may be facing revenge rejection because of something that happened in your presentation.  There will be times where you meet with a buyer or have and offering for a buyer and they reject you hard. None of this makes sense for the way they have interacted with you. It started off fine and then the buyer freaked out.   People can flip on you in a moments notice for what seems like no reason. You literally could be trying to help them out and the turn on you. You may have created a problem you did not think of. What you need to look at is status and the feeling of looking dumb. When the buyers feel wronged or slighted they flip to protect their internal feelings. This is where revenge rejection creeps in.   When buyers lose their cool it come from a loss of control. The buyers ego will think of retaliating against you and do a 180 from how they treated you previously.    They call you mean names or c

How to keep calm in tough sales calls Most salespeople are not prepared to work through the sales calls they run. You will find it is easy to freak yourself out especially of you think you are losing the deal. You can panic in the sales process and cause yourself some problems.   You may have challenges with your buyer, not all buyers are easy buyers. This really is good news for you since most salespeople are lazy and wan quick deals. Its your job to put in the work and effort. Some of the buyers you face are difficult so you give quick discounts and or concessions. This means you must be prepared to slow down the sales process. Most salespeople are not good when they are under pressure.  Most role play is not hard enough to represent what it is like to be in a sales appointment. The closing time in a sales call can be 1/10 of the time presenting or more. You must have enough closing material, word tracks and or questions to stick in the closing process long enough and keep your cool The 10 areas salesp

Top 10 sales lessons I have learned Since being in sales since 2002 there are plenty of things that I have learned. I wanted to share with you the list of the 10 items I wish I could go back and talk to myself about almost 20 years ago. The first 10 lessons: Out of all of the lessons this would be the first. It is important to focus on your own skills and not what everyone else is doing. It is you against you first and you against everyone else second. Its not you against 100% of salespeople its you against the top 20%.   Its not a sales call it’s a performance. This means each performance is treated as the work needed to close the sale. Mailing in a sales presentation is one of the fastest ways to have major concessions or losing a deal. There are common trends for salespeople when they struggle. Most salespeople speed though sales presentations when they struggle. The whole thought process is to get to the close and give a discount. Sadly, most of the time this doesn’t work and creates more of a sales

How to work with upset clients Most salespeople and even companies are not prepared to work with upset clients. Most people try to speed through the help to get over helping the client with their issues. Your ability to help upset or angry clients is your ability to be a better salesperson. How to help upset or angry clients: You can take this process and modify it to fit your needs. You want to make sure you are not just dealing with the problem but correcting it. This means you should be willing to help someone who has problems. If you buyer is calling you that are asking for help to be fixed. They picked you and or your company for a reason. They are not asking to be put off and walked away from.   Sales is about making promises, this is what you are paid commissions for. If you accept commissions then you are making an agreement to help if there are concerns. There are a few industries where this may not be the case. Your buyer has low expectations for getting help    When it comes down to it your

Why salespeople need motivation Being in sales is tough there is tons of rejection that you face on a daily basis. Most salespeople face a lifetime of rejection in one year. Rejection as a whole isn’t taught in school or in professional studies.   When in sales you can be on top in the morning and by the evening you are on the bottom. This a constant feeling of back and forth through the day. Its not just the buyers that you have to face it is also to office staff. The office and managers are jealous for how much you make.  The people who are jealous create problems in the office for you: Trash talking from coworkers is normal Commissions getting whacked is common Internal problems are created on purpose The world against salespeople The world has a dislike for salespeople from interacitons with bad salespeople and the fear of being taken advantage of. Previous scumbags in sales have ruined the deal process for you and every other salesperson. There is a fear of being taken advantage of and so buye