How To Sell Show

HTSS108 - Role play in sales training is necessary to close deals - Scott Sylvan Bell

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 have been out of the game for a while. You can be out because of:  

• Vacation
• Sickness
• Life events
• Forces of mother nature
• Out of the industry

Tactic vs Strategy in sales

Salespeople get caught up in what other salespeople will do or not do. 80% of salespeople will never do anything with what they are shown.  The other 20% are on their own path and already have their own style. The closers may pick up nuggets that they modify on their own. You can drop major heat and nothing will happen. Trainer

You have to keep crating and not get caught up in what could happen, Most of the time your fear will never come true.  

Why you must role play in sales

There are multiple things that happen in life and sales that can take you off the path of closing deals. You can get out of shape just from not practicing. You can get lazy and take short cuts. You start adding to your presentation or removing parts and pieces.  You have to get your reactions right and if you are under stress, tired or hungry there will be problems with timing, pitch and tone  

 

There are really only 6-7 objections buyers have and then its hybrids

• I want to think about it
• I want to talk to other people
• The price is too high
• Your product is no good
• You guys suck
• I can wait longer

 

Make the role play really hard so that it is harder in the role play than in a sales presentation.  

Role playing objection after objection in rapid sequence is one of the best ways to build a closing muscle.  

 

If you want to get better at sales and close more deals you must role play

#sales #closer #success #podcast #Howtosellshow #Sacramento

This episode was recorded in Sacramento California  

HTSS107 - How you create objections in sales calls and lose deals- Scott Sylvan Bell

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

1. 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

2. Old school sales

Always be closing creates problems for you in your sales presentation. There is a form of neediness with constant check ins and questions. There are times to do this but not over and over again. Your ability to close sales comes from you being confident in your sales process.

3. Not being prepared for the presentation

How you prepare is how you sell. If you are not serious about giving a presentation you will forget necessary items you need to close deals. This means you have the presentation, the paperwork and you are on time to the meeting.

4. No set or real presentation

Buddy selling is one of the ways that a weak presentation can be used. This is a fly by the seat of your pants type of interaction. No real consistency is used. As salespeople struggle they ditch the structure and go for speed. This nets discounting severely or price matching to get the deal done.

Your presentation can have a set structure something like this:

• Rapport
• Discovery
• Presentation
• Close
• Objections

5. What you say in the presentation matters

You will talk around your greatest fears. This means if you are scared of an objection you will talk yourself into the problem. As salespeople have fears they present to them and end up talking the buyer into the fear.  

6. Not listening to the buyer or talking over the buyer

As you struggle you will try to speed through the presentation. If you over talk or do not listen to your buyer it will lead to contempt or anger. There are common actions struggling salespeople take and this is one out of impatience.  

7. Not dealing with concerns as they come up

When you buyer has objections you do need to deal with them as they come up. Most salespeople hold back and then are walloped at the end of the presentation from their buyer. You deal with the problems as they arise and it does help take the wind out of your buyers sails.

8. Talking about yourself too much

There is a certain amount of masculinity about the sales process. Some salespeople talk too much about themselves and say things like “I am the greatest salesperson ever” they get caught up in their own legend. You will want to pay attention to how often you talk about yourself and how big your stories are.

9. Being scared to ask for the higher dollar option

If you are struggling you may go to the low dollar option to get a quick sale under your belt. Your ability to be a closer in sales means you look for the right option for your client and present that as the solution. Your ability to close sales happens when you present the right option even if it is more of an investment.                                                           

10. Too many options to choose form

You can create confusion in your sales presentation with your buyer. You may think that giving all sorts of options is the right thing to do so you can close the deal. When you present options 3 is the magical numbers for the offer. Anything more will cause you issues and problems.  

11. Selling the item that gets the highest commission

Some salespeople only sell and item that pays the highest commission. They don’t know how to present the idea of buying because they get caught up in how they are going to get paid.  If the needs are not there for the buyer you can cause issues by selling the most expensive item for no reason.

12. Not giving direction and asking for the sale

In sales one of the things you must absolutely do is ask for the sale or the purchase. Plenty of presentations end without a purchased being asked for. You have to give specific directions as well as asking the buyer for their business.

Your ability to close sales consistently happens when you know why deals are made and why they are lost. You can learn how to sell more over time with the right instruction.

Scott Sylvan Bell

@Scottsbell

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

This episode was recorded in Sacramento California  

HTSS106 - The selling in tough times game plan - Scott Sylvan Bell

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.  

 

1. 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 them.

Find someone to talk to about what is going on. Look to the people who have lived through the problems before. Pay for a coach, mentor trainer or therapist to help the situation.  You must do everything possible to get the poison out. Even if you just talk the problem out loud to yourself you must remove the words that are locked up in your body.

 

2. Look at the inputs and your health

Pay attention to your inputs and that can be the people you talk to, the articles or content that you read of the people you interact with.  Look to remove negative items. This doesn’t mean to not look and see what is going on. This means remove the negativity from your life if possible.  You are consuming a diet of knowledge. Lean out your diet.  It could the people around you and the problems they drag in.    

You may need some religious information to get ahold of in order for you to find the answers you are looking for. There is nothing wring with turning to religion in your times of need. This move may be very beneficial  

You can look to how many Millionaires that were created in the Great Depression and in Financial Downturn of 2008.  Look to those who have been there before and see what type of information you can glean.  

When you keep a journal of knowledge you have a roadmap for the next time there is a downturn or a change in your life.  This is going to happen again and it isn’t a matter of if it is a matter of when.

Stick to a schedule as much as possible to find how much more you can get done. Donate time money and effort to a charity to remind yourself how things could be.

There are items you need besides the ability to sell and that is your health. Look for being stressed and the inputs that cause it. Work out when you can with yoga or cardio.  Eat good food, get your sleep and drink plenty of water.

 

3. Set a baseline with your sales presentation

Where are you at right now and where are you going? Record your sales presentation to get more out of what you are doing. You are out of excuses when it comes to recording a presentation. You can use a cell phone or a video camera. If you need to buy a video camera on the secondary market or borrow one.  Take the same amount of time for real life as you do in video. Watch it the video and look for the holes. The video will hurt your feelings.

 

4. Look to where the buyer is

Your buyer is scared and you can cause problems by multiplying it. Sell from another emotion if they are scared use another emotion.  Remove the objections the buyer has and understand  nerves are raw since money is emotional.

Use the discovery phase and take really good notes. Look to objections that you are getting and where they are coming from. What emotion needs to be sold:

• Hope
• Strategy
• Success

Most salespeople sell fear and it causes them problems. This is because it amplifies what they are already facing and does not remove it.  

 

5. Slow down in order to speed up

One of the most counterintuitive things you can do is slow down your sales presentation.  Most salespeople will be in a rush.  When you slow down the presentation you can match the message to the buyer. Every other salesperson is trying to exclude the buyer.  Just because someone cant buy doesn’t mean they don’t know someone who can.  Take time with people and talk through their problems.  

 

6. Easy payments plans and financing

Lenders tighten up restrictions when there are financial problems. You will want to explain this to your buyer so they know it may take a few times to get their financing through.  Explain what hoops may need to be jumped through and this is normal to help reduce their fears or problems.

 

 

7. Salespeople sell from their dominant emotion

You will mirror the feeling you have internally for the most part. You need to pay attention to the emotion that is driving you and if it is negative you must find ways to replace it.  Let the other salespeople make this mistake of leading with negative feelings. Be calm and show certainty. If you are scared they will be scared.  Sales is leadership, look to the traits of a good leader.  Pay attention to the words and feeling you express in your presentation.  

 

8. Have a top notch and on point presentation

The competition is going to do the bare minimum, they will speed up the sale to get a discount and a price match. Desperation and fear freaks buyers out and there is nothing to sell.  Some buyers will be opportunistic when they buy and know this does happen.

Roll play as much as you can to keep your skills on top.  When things get tough salespeople go too far either direction negativity or positivity. You want to be more on the positive side but not too far.  

9. Mentally tough in sales

Be yourself in your sales presentation. You can be slightly nervous on the inside but you have to be happy on the outside.  Buyers may be scared of rejection and out of fear. You have to be willing to put in the work and the effort.  Stick in when others will not and know it may or may not net you a sale.  Talk about your stability in services, goods and your track record. People want a good product or service and know that the money they are spending is the right choice.

Paint the vision the buyer needs to see The picture can be a picture, through video or even through testimonials.

 

10. Ask for the sale

Plenty of salespeople make the mistake of trying to make a rapport sale. This could be from the buyer or the salesperson. Send me the information is a close from the buyer against you.  Be willing to go a few objections deep.  You may be tired after the presentation since you used up so much energy.  Be able to explain why purchasing now is better than waiting.  

 

11. Follow up skills are needed

You will need to work out your follow up skills. This means you will need to put in work and or effort that others would not.

The best thing to do is to take 3 hours right now and build out a swipe file.  

• Phone call scripting
• Text message scripting
• Email that can be used as a sequence

You can use otter.ai to transcribe your video or audio you have created.  You can also use Episode 35 of the How to sell show to get some direction.  Know your efforts will not be perfect the first time and there will need to be refinement.

 

12. Momentum is weird in sales

It will feel like nothing is happening and then it will feel like a rocket ship has taken off. You will benefit from the effort and it may take some time to see it. The people around you will try and drag you down and pull you back. You will replace your network over time This type of event will happen 4,5 or 6 times in your life. Be prepared for it next time.

Scott Sylvan Bell

@scottsbell

#sales #momentum #podcast #Howtosellshow #Sacramento

This episode was recorded in Sacramento California  

HTSS105 - Close a sale you would have lost - Scott Sylvan Bell

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 sales you will find all of them.  

Things you must get used to

In sales you must get used to pressure. Most salespeople don’t understand that some sort of pressure is necessary. Pressure freaks salespeople out because they don’t know how to respond to the objections.

It is important to have and develop a sense of calm. There is also a power in certainty. Panic hurts and so does stress. These are two items in the sales world when it comes to presentation that you do have to know about:

• The body language you use has to be fluid and show a sense of calm
• The timing of your conversation throughout the presentation as well as at tense moments

Things you can do to be better at sales

You have to push yourself to get outside of your comfort zone. What you think your buyer will do to react or respond probably is the truth.  Some of these ideas will seem like old school sales because they are built on them.

The first thing you can do is to Ignore the first objection. This means you have to just go over the conversation and pretend like it never happened.   

Another way to get past an objection with a buyer is to tell them what you believe and why you want the business then ask for it/

You must ask for the sale and be willing to do so or others will.  

Questions to help close deals you would have lost

There are standard lists of questions that would seem to be standard or basic. Most of these questions are not even asked. As salespeople get push back they run and hide. Who, what, when, where, why and how questions are the basic and standard ones.

You should make a list of all of the questions you know that could be used in a presentation.

• Use the right question and focus on what and how – why can get you in trouble when not done tight
• Ask …If __________ happens then what?

Start looking for questions to ask that you could use in your sales presentation. One of the places you can look is drama movies at the height of problems. Takes these questions and  use as a swipe file. This means you take a statement and modify to fit your needs.  

Stories

Stories are one of the most effective ways to having conversations with buyers. They slow down thoughts and cause better interaction when the think through the conversation you can use.  Here are the 2 moves that you can use.

• Explain how someone had the same problem and it caused them more problems
• Explain a success story

Closes and word tracks to use

Word tracks are the statements you use in a script. These word tracks can be developed and modified to fit your needs. The key here is that you have to use them. You have to step outside of your comfort zone and get past the point of fear. Here are some of the word tracks or closes that you can use:

1. My biggest concern
2. Why don’t we do this / how about we do this
3. Either way you are going to pay
4. When has procrastinating ever made anything better? Lets get you started
5. I have an idea as to what can help you _________ Idea
6. What is your better solution at this point? If it is _________ , _________ or _________ you are in a world of hurt… I can help you out. All we have to do is __________
7. You are giving up a lot to only get a little and that isn’t going to be good in the long run
8. I don’t know if that is the best solution for you… I do know what is and here it is
9. If you do go that route you will se the slow motion version of a train wreck before your eyes
10. You could but why would you want to when you could …
11. Things don’t get better from here they get worse
12. That’s perfectly fine and normal

You better have a few of these word tracks memorized and ready to use. The key is that you have to role play to get used to saying what needs to be said.

 

The fortune is in the follow up

Know that your follow up skills must be on point if you really want true momentum. You have to increase your follow up skills if you want to close a deal you would not have. Look at the list of episodes already up.  Episode 35 of the How to sell show is all based upon using a good follow up sequence.  

Asking the tough question can show you where the real problems are. You can ask “beside the money why did you not move forward with me”? This question could show you where the holes are in your process.

Drop by and see the person or buyer if possible. Once again step outside of your comfort zone. If you cant get to the person send a gift. Something in the mail is better than nothing at all.  

Be willing to work though the fears and struggles you face to get to the next step.

Scott Sylvan Bell

@scottsbell

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

This episode was recorded in Sacramento California

HTSS104 - It takes balls to sell - Scott Sylvan Bell

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 professions that have problems but this can wear and tear on salespeople.

Being in sales means that you must walk into objections. The idea of this freaks other people out. A salesperson looks at more rejection in 6 months than the average person faces in their life. Getting past rejection is a must for any salesperson.  

Its not just the objections that salespeople have to deal with its also the rejection if a deal is lost. Being in sales means that rejection is standard and its something you do have to go through. If you ae going to be a closer you have to get past the problems others cant.  

Closing sales is about the ability to see what others don’t. You do have to be willing to talk about why you cost more or have a better product, ask the tough questions and why you are better as a salesperson. You have to sell where others just talk.

There are times where you must be willing to say the tough thing to the buyer that they don’t want to hear. You may have to call people out on their poor thinking or silly ideas. You have to be willing to point out where they are wrong and the repercussions of their actions.   

Asking for the sale is something most salespeople miss. You must be willing ask for the sale. This is something that terrifies the average person who isn’t in sales.

Top salespeople pay for their own education only to get beat up by a trainer, coach or mentor. It is painful to get trained the right way, it is even more painful to walk away from a deal and not make any money.  

In sales you do have to deal with office politics and even the haters in the office. There are people who don’t like you just because you get paid more than them and they take it out on you. It takes balls to deal with this type of person.  

Sales is competitive to begin with. You do have to deal with competitive salespeople who want to take your lunch money. Sometimes these salespeople go too far and create problems. Sometimes you have to compete with liars, cheats and frauds. It takes balls to close deals and do the right thing for you buyers and or clients.  

The fortune is in the follow up. Most salespeople are scared to call a buyer back they didn’t close. If you can get past the possible 2^nd or 3^rd round of not closing deals you can really take home some money.  

There are problems after the sale and you must deal with client concerns quickly. Most salespeople will run from a problem. When you run towards a problem you have a better chance of fixing the issue and getting a referral or testimonial.  

If you want long term success in sales you will need to do social media. You will get made fun of and be criticized by others for what you say and what you do. As you build content you do get to have long term assets to deploy and also get criticized for what you have produced.

The ability to ask for referrals and or testimonials freaks other salespeople out and this is where you have the capability of really being better than others.  

Sometimes you are forced to deal with management ideas that cause problems. There are managers that hate salespeople for what they do and how much they make. If you are going to be in sales for the long run you will need to stand up for yourself and speak out against bad ideas.  

You will need to be yourself for the long run. Most trainers will try to change who you are and how you work. To be a closer and to have balls to sell means you must live with your own personality and struggles.  

In sales and business you must stand up for yourself whether getting shorted on commissions and a paycheck or the  problems in the office. There will be people in business that will run over you for any reason. Having balls in sales means you must be willing to say what needs to be said to a client or to someone in the office.  

For some salespeople it is tough to leave and find a better job. It takes balls to walk away from something you have built and put time, energy and effort into.  

When you do leave a job it is your duty to ask for more at the next job. This could be money, a car, vacation time or anything else.

It takes balls to sell and stay in sales  

Sales is not an easy profession. You will need to develop skills, learn how to deal with others, overcome objections and rejection and also learn how to work against other salespeople. It takes balls to sell and it takes balls to stay in sales.

Scott Sylvan Bell

#sales #podcast #Howtosellshow #Sacramento

This episode was recorded in Sacramento California

HTSS103 - Video creation skills are now part of sales basics mastery - Scott Sylvan Bell

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 2010 YouTube was on the rise, in 2014 the Ice bucket challenge went viral.  These videos took some time to create and now they don’t. You have the ability to syndicate with a live in the matter of seconds and have it published.  Your excuses are over and video is now part of sales basics mastery

Your buyers preferences will change

This use of video and consumption will cause a consumer shift you must be aware of. This will  impact sales and business for the future. If you are paying attention you can get ahead.  

• People will say “I don’t need to meet… shoot me a video”
• People may ask for a distance presentation
• A buyer may request a video walk around
• A buyer may request a explainer video

Get video creation skills right now

You do have time to get into the game and get a jump on those who are slower. In the world of business the fast eat the slow. The sooner you learn these skills the easier it is for you to close deals. Soon being able to edit or create videos will be standard.

• Right now you can get away with lower level skills
• In the future better skills will be expected and standard
• Just get started

You have the ability to have creative assets

Once you create your content you have the ability to repurpose it.  These creative assets can be used over and over again you don’t have to start fresh and new every time. Think in terms of how can I use this video content in multiple places.

• Use your cell phone to create and edit videos
• Use cloud services for the video editing. If you don’t know how you can learn anything on YouTube
• Create templates so that you cut down on the creation time
• Store the videos on a site like YouTube, Amazon or anything similar
• You can use private links to send to buyers and or clients

Your ability to jump past the rest of the world of sales does not happen often. You can close deals using technology and sell more easily.

Get your video creation cheat sheet here

Scott Sylvan Bell

@Scottsbell

#Sales #closer #Podcast #Howtosellshow #video #Sacramento

This episode of the How to Sell Show was recorded in Sacramento California

HTSS102 - 10 Important sales lessons I learned from sales ride alongs - Scott Sylvan Bell

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:

1. 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.

 

2. 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.

 

 

3. Most salespeople will not roll play even if it can save their life. For some reason salespeople get caught up in what other salespeople will say, think or do. There is the fear of being judged and there is the fear of letting others see what is being done in a presentation.

 

4. Most salespeople are lazy, they want the easy close. If there are 10 steps to a sales process most salespeople will choose 5 to work with. There is no consistent action when it comes to the conversations or the presentations.

 

 

5. Salespeople spend too long building rapport and not getting to the point. In lieu of closing a sales it is common to drag the sales presentation out so that the rejection at the end never happens. Most salespeople have choppy presentations and there is not a feeling of a real conversation.

 

6. Buyers get bored in sales presentations. Most salespeople say or do the same thing because they all took shortcuts. Its not a sales call it’s a performance is something tho think about.

 

 

7. Most salespeople are not prepared for objections and rejection. Its important to know that there is a dance or moves that buyers make that are common. These patterns can be spotted and used to figure out the next step the buyer will make.
8. Some salespeople will say or do whatever it takes to close a deal even if it is unethical. If you get caught up in the negativity of what other say and do your focus will be in the wrong spot. You do have to focus on what you do right and how you perform.

 

9. Asking for the sale doesn’t happen most of the time. It is amazing how many sales calls end without the sale being asked for. You can close more deals simply by asking for them. Ask for sales more often and you can close more than you think. This does not mean to always be closing it means to give the next step and ask for the business.

 

 

10. Sales follow up is non existent in almost all industries. The best salespeople know they need to follow up after a presentation. Its sad that most sales follow ups are one call and that’s it.

You can get better at sales when you know the common mistakes salespeople make. These go to moves are typical in almost every industry and or service.

Scott Sylvan Bell

@Scottsbell

#Sales #closer #Success #Podcast #Howtosellshow #Sacramento

This episode was recorded in Sacramento California

HTSS101 - How to look for the upside for the ultimate pivot and shift - Scott Sylvan Bell

 

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 naysayer. Find people that are not the negative Nellys. Turn off the bad television shows, get away from the news if you can. This doesn’t mean to not pay attention and see what is going in but negativity breeds more negativity.   

You have to do the right thing

If you want long term success it has to be about the connections you make. This means you make long term moves.  If you push too hard and you may have people that resent you for taking advantage of them. Take care of the people you work with and help out.  

Economic problems

You can make some serious moves in the downturns of economies. Most business owners will pull back and leave the market open.  Everything you want is on sale whether it is  

• Land
• Products
• Services

If you don’t have the capital you need like cash you can use trade or barter to get what you want.  Even if you don’t have cash you can trade for something someone needs – make have to go 2 or 3 levels deep. You will need to learn to be creative and check local laws.

Employee problems right now? You can find A players or hire and train people to be A players

Marketing goes on sale in a downturn. You will want to think through your promos. Everyone offers super discounts in trouble. People want stability and look to those who make good moves.  

 

Talk to your employees

If you do have people that work for you you will need to let them know what is going on. They are looking to you for leadership. They want to know where they stand and they may be panicked.

• Let them know what is going on
• Let them know they are important
• Get them to give you input of where problems are – they are front line
• Have a strategy session with the team… there is no idea is bad. Go for all of the ideas and narrow them down. You may even combine a few of the ideas. Reward ideas in whatever way you do that.
• Find ways to fix the issues. You will need to create plans, teams and deadlines with the concerns and issues you have

It could be a time to restructure

In times of struggle there is the ability to restructure your situation. You may be able to renegotiate bad deals or even go after something you wanted better. There is a downside of being too greedy and they may not be able to fulfill the needs.  

Remove bad situations if possible and see what can be done.  Push for creative ideas, think through offers and make them happen. You can create a network of people to work with to get better ideas and resources.  You can teach others to play the game and let them in on the secrets that you learn.  

 

For salespeople there is massive upside

When things go sideways for salespeople there are ways to make moves as well. It could be a company change, it could be moves towards a new position or company. What could be asked are all hypothetical questions you can base information off of. If there are problems in life you can ask yourself a few questions and use a journal:

• What is good about this situation?
• Where can you make the biggest moves?
• Who are your contacts I can relay on and build with?
• Who should you be contacting?
• Where could I be making big moves right now?

Tough times

Most salespeople are used to easy times they don’t have the skills to close deals. Their presentation skills are not up to par and are not good at all. Minimal role play at this point is a massive win for you. Even with learning small skills you will increase your closing rate.  

In good times your sales competition isn’t very good, in bad times they are even worse. You will find that in general salespeople slip when times are tough:

• Use discounts and price matching in excess
• They don’t follow up and if they do they are not good at it
• They do the bare minimum

How to find wealth in turbulent times

You need to look at your skills and ask where can you really improve. This may be a tough conversation to have and work on.

If you are in sales start with the discovery phase and look at what can be done.  Look for pain, problem or risk the buyer has when it comes to asking questions. Once you find the pain, problem or risk ask consequence questions:

• What happens when…
• If __________ happens then what?
• What is the next step after _________ (an action) ?

Buyers are always looking for confident salespeople to help guide them along their struggles. If you want to be able to live though any situation you may want to think about how you deal with adversity.

Scott Sylvan Bell

@Scottsbell

#sales #podcast #Howtosellshow #Sacramento

This episode was recorded in Sacramento California   

HTSS100 - The traits of an exceptional person and why it matters - Scott Sylvan Bell

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.

1. Know how to be an example to others

Others are watching even if you don’t see them

Some people need a hero

 

2. Be loyal or have loyalty to others around you

It can be easy to double cross people

The path may be hard

 

3. Know how to have integrity

Do the right thing even when nobody is looking 

This can cost in the short term – win in the long term

 

4. Encourage others to do better and be better

Some people are struggling and your words can help them

You may need them to do the same at some point

 

5. Respect others and their beliefs

Not everyone as the same beliefs as I do so you may not really be able to judge them.

 

6. Listen and be patient with others

Some people don’t get listened to this may be their moment to get the attention they desire  

Some stories take longer to tell than others so it will be important to be patient  

 

7. Hold confidence in what people share with you

You only have your word at the end of the day

This becomes a trust equation for the long run and even allows for people to want to share more with you

 

8. Stand up for your beliefs

It may not be popular and it can even lose relationships

It may even lose business and it may win business

 

9. Work hard every day and be reliable

Show up when you said you would, how you said you would

Give the work the effort you need   

 

10. Don’t complain

Nobody is listening to it anyway and it doesn’t help the problem

 

11. Serve others

Be willing to give time, effort and money

If you get stuck serve others

 

12. Laugh often

Fun moments in life make problems and events easier.

Funny movies are one way to get past tough times and even have a good laugh with a friend.

You can find ways to look at exceptional people as a way to decide who you should enter relationships with. You can also look to exceptional people are role models or the person that you want to be.

 

Scott Sylvan Bell

@Scottsbell

#sales #podcast #Howtosellshow #Sacramento

This episode was recorded in Sacramento California  

HTSS99 - Why you must master second hand sales deals - Scott Sylvan Bell

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

1. Aggressive sales – This is the always be closing old school sales style (ABC)
2. Fact based sales – When you look at this style it is close to what and attorney would use to prove a point.
3. Question and commitment sales – This style can be used in a way that is better than they fact based sales process.
4. Needs based / Consultative based sales – A way to look at this sales process is to find the correct item for the right buyer and sell what fits their need.
5. Personality based rapport selling with strong sales skills – There are sales skills are here that rely on most of the list
6. Buddy selling – When a salesperson uses thus technique there are no sales skills just rapport building that hopefully leads to a deal
7. Passive sales – When salespeople use passive selling there is a fear of rejection so the presentation is here is my info and call me when you are ready
8. Transactional sales – When this sales process is used it is based upon the lowest price possible and then earning minimal revenue. This type of sales process can be a grind.

The value of products in the second market

You can look at a number of 30% for the value of a product that is used. You may have a set price you want to pay or are willing to accept. As with barter the value of the product is somewhere between what you want to get and what the buyer wants to pay. This style of sales is an important one for you to learn as soon as possible.

Types of buyers:

1. Cheap – Only the lowest price matters
2. Bargain hunter – Looking for a good deal
3. Deal maker – Will counter or put conditions on the purchase
4. Value – Does look at the weight of the proposition and what is included
5. Pay full price – This unicorn buyer values time over money and just makes the purchase

There dance to a second hand sales process

Every type of sales has a routine that the buyer and the salesperson go through. If you are making sales on the second place market there are some hoops that will need to be jumped through. This is a generic list of what could be done in the sales transaction:

1. Intro – this is the rapport / trust stage
2. Explanation – This is where the item is talked about – it’s a mini demo – walk around
3. The tear down – The buyer finds the flaws and threatens to walk away
4. Make an offer – Crazy discount from what you have set forth – they are testing the waters
5. The build up – The seller counters and finds a ways for the item to be talked up
6. The negotiation – The price is figured out or not
7. The walk out – You may be able to get people to come back – this is the hold out method

As you develop your sales skills you will see this is a mix of a bunch of sales styles. You can learn how to use these techniques and strategies inside all presentations with most of your buyers. When you take the time to look at the mechanics of the processes you can see where some of your deals could be done better and where they fall apart.

• Look to the timing of the conversation
• Look to what the person says about walking away
• Pay attention to how they are not really interested or are they guarding themselves

This is a specific type of buyer that allows you to learn how to sell to other types of buyers that you interact with.  What you are looking at or dealing with could be a combination of frugal, barter dealers and cheap buyers/

Most salespeople only master 2 or 3 types of buyers when there is close to 7 or 8 of them that need to be learned.  Each type of buyer allows you to have a better closing rate and increase your sales skills.

Scott Sylvan Bell

@Scottsbell

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

This episode was recorded in Sacramento California