HTSS84 - How to sell even if you are in quarantine on vacation or asleep (Part 1) Scot Sylvan Bell

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 resume for your buyer. This has content about you as well as links and testimonials. Make a one sheet of what to expect with interactions and or the products.  

E signatures

It seems that having the E Signatures should be a standard item for salespeople to have but some do not have this as of right now. You can get an authorization from a distance and do not have to breathe near someone.

Increase your technology skills

Some items on this list will not even be worked on out of fear. You are going to have to up your skills and there are 2 items you must deal with to move forward.

• Get over how you look
• Get over how you sound

If you cant get past these 2 items you will not be able to fulfill most of the items on this list.

Transcription services  

The best thing to do is to use and leverage otter.ai or rev.com to build your templates. Take your presentation and record it. Once you have the recording take the content and break it down. You will want to use your personality in your recorded process because it will show through in the final product.  

This content you are building can be used in multiple places:

• Text – Use templates and you can looks though deals you have closed previously over text.
• Email – Think through what you are going to say and need to say to your buyer. You will need to have short emails as well as long ones.
• Chat – You can use content from your text and emails to build out chat content.

You will want to use as much of the content you have built to create swipe files. These are assets that you can use to build out your messages. You can make a fill in the blank approach where you can cut and paste information when dealing with a buyer.

 

The power of video

Video is one of the greatest tools you have to use in your arsenal. Video is going to be a bare minimum too for you to use in the near future. When you have content built out you have assets you can use for the long term. You can create video off your phone and be ok.

Here are some items to consider

• Hold your camera level and pan slowly
• Sound matters in video and so you know echoes suck
• Video can be used for stock footage

There are multiple things you can do to build out your assets. These are long term usage items that will help you close deals today and the future.

• Video live – Use this for walk arounds. Over time develop your vocal pitch and tone
• Video sales presentation – These are things where you give a presentation over live video. Over time you will want to develop your vocal pitch and tone
• Video on a platform – You can put this content on a place like YouTube.

Authority site

Once you have video you also have audio assets. When you take the video and rip the audio you can then have the content transcribed. You can take this content and even make documents that can be turned into a article or even a download.

All of the programs you need to develop video, audio and even transcription can be low cost or no cost.

Most salespeople will wait for someone else to take the time to do the hard work for them. You can leap ahead of the rest of the sales world right now and take some sort of action.

Follow up

Even with technology this may slow down the sales process. Get good with texting as robo calls have caused people from not answering their phones.  Assume the sale in the text without being overly aggressive. Make it really easy through shortened links and sites to take people to.

 

Scott Sylvan Bell

@Scottsbell

#sales #closer #success #Podcast #Howtosellshow #Sacramento

This episode was recorded in Sacramento California

Resources

Otter.ai

Rev.com

Zoom.us