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Sales show interviewing top salespeople, influencers, social media experts, body language experts, marketing experts and a whole bunch of fun
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Friday Mar 27, 2020
Friday Mar 27, 2020
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 information in
- Articles or blogs
- Learning management systems (LMS)
- Live training face to face
- Live training over video
- Podcasts
- Videos
- Webinars
We are in a day and age of content and no action. Most people consume and do nothing, they think this is the hard work. No plan is put in place to make sure that action happens. Most companies don’t have the right accountability in place for the investment that they have made.
The problems with learning
If you don’t have skin on the game or investment in the product there is a large chance nothing will be done. There is a secondary problem and that is an internal drive to look for the perfect idea. The problem is most people never get off the perfect idea train. This means no action is taken until the idea is solidified as perfect in the mid of the student.
Sometimes it’s a combination of ideas that lead to a good process but it isn’t possible to know what can be done until action is taken. Most of the time learning comes from action and then corrections needed from mistakes. It is not possible to outwork mistakes from happening.
The focus problem and learning systems
Since there are so many places to gather information it may be tough to focus on an idea or concept. The best way to get started is to find the course or content you need to work on and get moving. You can get caught up in too many ideas and never get anything done. You can create overwhelm by over searching for information.
How to get going with learning
There are multiple methods for you to choose how to learn. The idea is to not get stuck on the perfect idea. Most get people get caught up on the perfect moment. You are going to fail and the soonest you get on with it the sooner you can learn.
You do have to pick one way to roll this out – just one
- If the class has instructions – follow them no matter how silly – I know I am going to take heat for this
- Just go and deal with the repercussions – fix on the fly
- Planned method
Create and outline
5-7 chunks
Remember that the idea is to implement, adapt and change until you find success. This is why you may need a coach or a mentor to get the best action.
In lieu of a coach or mentor you can get a group of people together and work as needed.
You may need accountability
Some people only work well under a deadline or under accountability from others. You could pay the coach or mentor for check ins. This means you may have to pay for your own coach or mentor.
One way you can have accountability is to have a contest with a friend or co worker. You can put money on the line that when something isn’t completed that the person who hasn’t finished pays out.
Record your progress
One of the best ways for you to make an impact on your long term learning is to make a journal for your progress. This journal is a way for you to have a place to go back to and relive the training or coaching.
- Keep a journal but nothing too crazy
- Make voice notes – find a way to talk through what you have learned. Once you have the voice note you can have it transcribed
- Make a checklist of content ideas
- Have a study buddy
If there was a recipe for learning and implementation this would be it
As you learn the process looks like this:
Implement + keep track of progress + make changes + maintain course correction + take good notes + hire a coach or mentor
One last note is that you can learn how to finish one course before beginning another. It may be easier to prove that you can complete learning when you finish a course.
Scott Sylvan Bell
@Scottsbell
#Sales #closer #Implement #Podcast #Howtosellshow #Sacramento
This episode was recorded in Sacramento California
Thursday Mar 26, 2020
Thursday Mar 26, 2020
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 memories in life that hold you back. You believe people have 100% memory capacity and they don’t. Your biggest fear typically have zero meaning to those around you. Sometimes people will do what they can to hold you back.
How to talk to yourself
There is the capability of replacing the thoughts you have in your head. Instead of saying I cant, I wont is there a way to change the thoughts to I can or I will?
It is possible to fall into the hater trap where you get worried about dealing with problematic people.
- You will always have haters
- You will always have critics
The worst thing to do is to allow the voice in the back of your head to stop you. The “Little Jerk on your shoulder” keeps you from taking action and making moves. You do have to reprogram the ideas and or the concepts you think of. This does take time, energy and effort. If you want to get past your
Your influences
- The people around you matter
- You digital inputs matter
- How you encourage people matters
Confidence and the inner critic
You will want to find people that believe in you and build you up. If these people are not available in real life you can find people online or even support groups. One idea is to remove people that don’t build you up or help you.
Be willing to share your skills and talents. Sometimes you have to do this for free to show what you have to offer. Be willing to help those in need, giving to charity does help because it removes you from the equation.
Do things you are good at as this gives your confidence momentum. You may have to borrow the confidence of others you can ask for reviews, testimonials and uplifting conversations.
Tell yourself why you are:
- Worth it
- Good enough
- Loved
- Wanted
- Able to create
- Willing to give to others
- Capable of being successful
There are other things you can do to close down the inner critic in your head:
- Good music
- Good company
- Books
- Interviews of people who have had adversity
You do have to find ways to shut down the inner critic or the little jerk on your shoulder. You can find ways to be better at sales.
Scott Sylvan Bell
@Scottsbell
#Sales #closer #success #Podcast #Howtosellshow #Sacramento
Wednesday Mar 25, 2020
Wednesday Mar 25, 2020
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 ability to get really good with your presentation will separate the pros from the joes. This is all about sales basics mastery and mastering your sales presentation. You will have to give the same presentation over and over again. You will want to map out your sales presentation and look for what you are doing right and wrong. Here is the format for a generic sales presentation:
- Rapport
- Discovery (pain / problem / risk)
- Commitment
- Presentation
- Close
- Objections
- Follow up
Recording your sales presentation and then having it transcribed is a pro level move. Once you transcribe your best efforts you will want to build a checklist of what a good sales presentation is. Once you run a sales call you will want to verify you did everything you could to be consistent. You will have an easier time with sales slumps when you know what moves to take.
Know the strengths of what you have to offer
When you have mapped out what your company is good at and where the weaknesses are you can prepare the right talking points. You will need to be ready to rattle those ideas off. Know the weaknesses of your offer come from common places or ideas:
- Design
- Delivery
- Price
Take the time to know the strengths of the competition as well as know the weaknesses. You need to be able to talk about these with zero issues.
How to beat other salespeople
Draw your line in the sand for what you are willing to do to close deals and make sales happen. You will need to be prepared for the games buyers will play.
- Buyers will pit you against the other companies
- Buyers will try to get max discounts or perfect terms
- Buyers will try and hide all decision makers from you
You can create bear traps – tell the future of what to expect by elegantly talking trash on the closing process of the other side
Paint the picture of failure for the adversary – if this is their go-to move now what is it going to be if it gets worse
- Lose warranty & Lose service
- Who to call – they will lose people – your go to person will be gone
Know whatever objection you are scared of you will get because you talk around it.
One of the best things you can do is be the wise old man. You will need to be calm on the outside if you are panicked on the inside. Be patient this is a chess game and not checkers, you do this by slowing down the process controlling the clock
Tips for closing more sales when its tough
Be willing to put in more effort than other salespeople. This really does not take much more effort to be incrementally better. You have multiple choices for outworking the competition.
- Videos either short or long
- Articles and content
- Follow up
There will be times when you deal with a tough sell and you have to sell by the inch and not by the yard. This means you really slow down the clock to work though the deal.
You will want to get testimonials, reviews and even ask for referrals once the deal is closed.
Scott Sylvan Bell
@Scottsbell
#Sales #closer #podcast #Howtosellshow #Sacramento
This episode was recorded in Sacramento California
Tuesday Mar 24, 2020
Tuesday Mar 24, 2020
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 signify small ideas. The nonverbal move and be also used to minimize the ideas of the competition. Conversely big gestures can represent big ideas and power. This is why is it important to pay attention to how your body language is being used.
Being right of center with pictures can signify power for the person who has the best advantage with their hand.
The power of Name recognition
When you name the idea you own the idea. If a scary emotionally charged name can be used that is attention getting the better the naming works. You name the product for yourself to give an advantage. Self promotion is important for the long term.
You are always on the record
Pay attention to what you say and who you say it to, written as well. Politicians make the mistake of talking after building too much rapport. You can do the same in a sales presentation.
You learn that all microphones are hot all of the time. You should check your phone to see that you are sending the right person a message and that you have hung up after a call is done.
The power of the press
You can use the power of the press to take the story to the masses. You do need to pre format your ideas and press releases. You can pitch the ideas to a producer and give them the notes and the questions needed.
When you can get people to imbed with you and tell your story you have true power. You have the power to make everyone else go on the defensive. This means you use the power of surprise and attack – drop a bombshell.
Flank yourself with your generals
If you have an important message you bring your team with you. This signifies unity and that everyone is on the team. You let them answer the questions, tell stories and take the heat.
The power of the first story
You have to be the first to tell the story. When people hear your story first there is strong evidence even if wrong it is believed. This means you do more work than others and have your messages ready to be announced.
The power of the reframe
A reframe is where you take the conversation and move it to another idea. The most common reframe is “Its not this its that”. Another version of a reframe is the use of statistics and studies give the appearance of knowledge. People can be swayed by statistics and studies.
You can have talking points ready and tie them into “Go to phrases”. These ideas are meant to help build momentum through. You should know what brings you comfort and allows you to use a routine.
With all of this information you can look to see how you can reframe or minimize the other person.
How to talk about the adversary
Trash talking ranges from aggressive to an elegant exchange of words. How you talk about the competition matters. Politicians like to use the phrase “My friends on the other side of the isle”. Watch what you say about the “competition” as it can be used against you from polarization.
Get your base riled up
When you use emotionally charged words it does attract attention. Politicians sell on fear of loss and not really the idea of gain. You can look to what are they taking away and who is the real enemy that is created.
When you can get people to meet up at the given time you can create an “army”. With the army you give specific instructions to be ready to shout louder than others. In business you have your raving fans go to bat for you with testimonials.
There is so much you can learn from politicians to persuade others when you pay attention.
Scott Sylvan Bell
@Scottsbell
#sales #closer #success #persuasion #podcast #Howtosellshow #Sacramento
This episode was recorded in Sacramento California
Monday Mar 23, 2020
Monday Mar 23, 2020
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.
Closers and companies would benefit
If you were to be the franchise closer what would you ask for if you were on the open market? What are the possibilities that could happen for you?
- Better commissions
- Better schedules
- More perks
This would give people a serious reason to get better at closing sales. This would put some skin in the game for any salesperson to gain skills.
The downside of a franchise contract closer
The wrong person could be picked and the closer is not really good at what they do. Non franchise salespeople may feel like they are cheated but this happens no matter what. Complaints from lower level salespeople could be squashed if they don’t have the skills.
If you could make changes to the world of sales where would you start?
Scott Sylvan Bell
@Scottsbell
#sales #closer #success #Podcast #Howtosellshow #Sacramento
This episode was recorded in Sacramento California
Sunday Mar 22, 2020
Sunday Mar 22, 2020
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 have to make the decision to look for the ideas. If you get stuck in negativity and all of the reasons why you cant do it, then you will find them.
Sometimes the ownership or management hurt your feelings and you don’t like them. You may be overly sensitive to what is going on when you are being held accountable.
If you are not closing deals you may be caught up on fair and unfair.
The common problems about the leads
There are times where the leads become the conversation. You may have tough leads but even if you do take leads that are difficult you do get better at closing skills.
If you are price matching and discounting you may not be getting paid the commissions you could. The internal pressure you feel may be because of debt and or income issues.
You have to out in the work
Sales can be frustrating just while you are closing deals. There is pain, problems and frustration when you are not closing sales. Add in other problems and it compounds to the point of wanting to quit.
You really do have to ask “How much of this is you” because you could have not prepared to make your sales skills better. You have to ask the question and it can be uncomfortable when you need to find the way:
- What have you done?
- What are you willing to do?
When you are frustrated you have to ask, how much pain are you willing to take? What actions are you willing to take to make your skills better to get out of your sales slump. There is a quick list of items you can look at right now:
- Role play with guidance or training
- Coaching from a mentor or master of closing
- Ride alongs with top salespeople while taking notes
- Record presentations when legal with clients if possible
Pain is time spent training and being coached. When you are with a good coach or mentor you have to know it can be painful.
Something to think about is the money spent on your own to get yourself where you need to be. If you are waiting for your manager or business owner to pay for you? If this is the case it may not happen.
Your feelings and emotions can be your fault
If you went into a sales call and didn’t close because you didn’t do your job its not rejection you are facing its guilt for not doing the right thing. Most salespeople are not salespeople they are order takers and price matchers and this move happens naturally in a struggle.
One question you have to ask yourself is how much training or coaching have you really implemented? Be real and answer the question how much have you really done? How much sales training or coaching have you discounted or not implemented because you don’t like it or it makes you uncomfortable?
Most sales struggles have common themes
There are go to moves in any sales struggle. When you take a look at sales as a whole there are only so many moves a buyer can make with you. There are between 5 – 7 objections and then everything else becomes a hybrid. Can you overcome the 5 – 7 most common objections::
- I want to think about it
- Right now is a bad time
- The price is too high – your price is too high
- I need to talk to someone about this
- I don’t want a contract
- We already have someone
- Just leave me some information
When you look at your sales presentations can you identify why and where you are losing people? Is there a point where you have issues and don’t know it?
There are common types of objections that you get in a sales presentation. Do you know where the objection is from?
- Is it a trust or Relationship objection?
- Is it a Price, Problem, Risk or ROI Objection?
- Is it a quality of service or product objection?
- Is it really a Stall?
- When you think about it was it a weak presentation and did you really do you job?
If you are struggling in the sales presentation here are the 3 most common places to look.
- How much time are you spending building rapport are you going after too much to stall out the sales call or are you not building enough to try and close quickly?
- How are you asking for the sale, how are you asking for the sale?
- How good are you at follow up and are you using more than one way to follow up?
If you are struggling in sales it could be outside influences or it could even be you. It does help to have a good friend or person to talk to so you can see where the problem is.
Scott Sylvan Bell
@Scottsbell
#sales #closer #podcast #Howtosellshow #Sacramento
This episode was recorded in Sacramento California
Saturday Mar 21, 2020
Saturday Mar 21, 2020
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 to deal with the problem.
The problem with toxic relationships is typically they are looked at with scrutiny way too late. You tend to put up with more problems than you should for longer than reasonable. The real reason is the story you can tell yourself or tell others.
Owners and management can be toxic
Management can downplay problems or even ignore the actions. You may hear things like its not that bad. When it comes down to it denial is easier than action so the normal action is to pretend it isn’t that big of a deal.
When management allows bad environments it may be that they are protecting their back side. You may have problems even if you have been promised you will be taken care of.
On occasion companies will do what they can to push you out. This may be real or you could be making it up in your head. You do have to look for good people to talk to so that you can confirm this.
One go to move of manipulative people is to go after you but not others. It is a common move to single you out buy building a team of people to harass you.
Sometimes companies will old back pay to keep you. They keep pushing dates backwards to get you paid so you are entrapped into their organization.
When you have solid skills a company can hold you back they may put chains on your skills to show you who is boss.
It does happen where a owner or managers will steal your ideas and take them as your own. Managers may lie about what is going on in real life. To keep you in your position.
There are times where they beat you down with what they say:
- You are not that good
- You are lucky to have this job
- Nobody else will take care of you like we will
- You owe us for something we did for you
You can be given bad assignments or tough leads. They may be a silver lining with tough situations and it is that you are forced to get better.
Bad clients may be an issue when companies stick up for the money instead of the salespeople of the employees. They don’t stick up for you in bad situations with clients and they take their side.
Employees
- Dump information on you (garbage ca)
- Single you out
- They sabotage your process / blame you for stuff you didn’t do
- They don’t have your back when something bad happens
- They pretend to be your friend and stab you in the back
Why you stay in a toxic business relationship
You may decide to stay in a bad relationship because you don’t feel like you have support for others. You can even think the problem is all you and that you are making it up. There are times this does happen. You do need to pay attention that you are getting good advice from a good source.
Some people will stuck in a bad situation to prove a point. This proving a point allows for the story to be told. In a way this is a weird way to get attention.
There are times where you don’t believe it is real. You could think there isn’t really an issue at all. Some people think there is not a problem at all and there really is one.
One weird situation is where you don’t believe you are good enough to go somewhere else. You may be worried that you don’t have the skills. Sometimes this belief has been beat into you. If this is your issue getting professional help is your best bet.
What you can do in a toxic relationship
If you are in situation you can admit there is a problem. Just saying your problem out loud allows for you to get it off your chest. When you think about a problem all of the time it is a poison.
One of the best things you can do is to keep acquiring skills and talents. This means you are taking control of your own life.
It is a good idea to build a new resume and get on the job boards.
Watching or listening to inspirational material does help you out.
Clients that are toxic can hurt as well
There are clients that treat you poorly and think it is ok. There are multiple ways to hurt you in the process. The reason you can be treated poorly can range from control all of the way to the person being a scumbag.
- Your clients can call you names
- Your buyers may scream and yell at you
- There are times where buyers make impossible demands
- Bad reviews can be used as a way to strong arm you
What you can do with toxic clients
It is important for you to reset the boundaries as to what is acceptable. This means you have to tell the buyer or client that they are out of line. You do need to be aware of revenge rejection.
It may important to increase their fees where applicable and limit their interaction. You may decide to replace them or fire them. The danger of replacing clients comes down to it being easier each time.
When you walk away from a job
One way to deal with a toxic relationship is to leave. Remember if you are a closer you are the prize. You leave on your time table when convenient for you and you don’t have to worry about the company. Get a therapist and get help. You will need this for the rejection and other issues you will face.
Talk to a friend or a professional and see if it is you or them. You may be seeing things that are not there.
Scott Sylvan Bell
@Scottsbell
#Sales #closer #Podcast #Howtosellshow #Sacramento
This episode was recorded in Sacramento California
Friday Mar 20, 2020
Friday Mar 20, 2020
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 life
- Know it will happen – There is nowhere that you will not struggle. Every part of your life and jobs has places where things get tough.
- Adversity never happen when convenient and it tends to multiply when there are problems
- You will get piled on when you struggle from those around you
- You will get haters and you will get criticized and made fun of
- Your confidence will bring in the people who want to tear you down
- The ability to be emotionally neutral when problems happen does help. You can take a look from the outside to help with this
- Ask what is the outcome you want and what will it take to get there
- Think “This isn’t the worst thing that could happen” or “This isn’t the weirdest thing that has happened to me”
Paths to mental toughness in sales and business
When you focus on the strategies needed by take thinking and planning time you can be prepared for what is to come. Most people panic when they are stuck with tough times because the have not considered what can happen.
There are ways for you to drown out the noise and or pressure from talking to similar people, coaches, mentors and even those who have lived through what is going on for you.
You must be willing to ask for help and know you have support when you need it. Talking out your problems with others helps significantly.
It is imperative that you are coachable and take criticism correctly. Areas of growth are not always easy to deal with. If you fight the advice or the coaching you can stay stuck longer.
When you have an understanding of failure and what it is, you can embrace the problems you are facing.
Thinking through your reason why you are doing what you do. When you combine the idea of being willing to delay things there is a dynamic duo of action.
There are times where you are over your head. You must know when you are out of your limits or knowledge and be willing to say so.
Emotions and mental toughness
When you work through self confidence and your fears there are ways for you to grow even more.
There are damaging emotions that you can get caught up in when you don’t want to live through them.
FARGU
- Fear
- Anger
- Resentment
- Guilt
- Uncertainty
It should be a practice to surround yourself with winners. This means you remove bad players and problem people when possible.
Look for places to avoid, say no or even set limits. When you set boundaries the right way it can help you avoid future issues with people you don’t need.
Dealing with failure
You can have the marketers mindset “it’s a test” or “I’m working with a recipe” can allow for you to make necessary changes. Know that one failure isn’t the failure. You can always look to improvise, adapt and overcome.
Celebrate with others and see their wins so they can do the same for you. How you treat others when they are on top or on the bottom can help you in the future.
Things you can do to work with mental toughness
- Know its coming to get you – prepare for it
- Meditation / pray
- Exercise
- Laugh until you cry
- Get therapy
- Sleep
- Eat well
- Look for the silver lining
- Say out loud what is bothering you
- Pay attention to your inputs – what you read, watch and listen to
- Every day is another day to work on your skills
Building mental toughness is a long term event built on short term actions for growth. Each action you take is meant to build upon the next.
Scott Sylvan Bell
@Scottsbell
#sales #closer #success #mentaltoughness #Podcast #Howtosellshow #Sacramento
This episode was recorded in Sacramento
Thursday Mar 19, 2020
Thursday Mar 19, 2020
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 with other has the ability to work towards the world of sales as well.
Old school sales just hit retirement or expired
If you are 100% pushy in sales your buyer will freak out. There will be mental scars left for a while about how interactions with others will need to be. Patience will beat out pressure moving forward in most sales situations.
Most salespeople rely on pressure to close sales have lost their go to move. This means they will have to discount or price match to get deals where they could have normally closed.
Most salespeople rely upon quick discounts or price matching with zero effort and this type of salesperson will have use deeper discounts to close deals.
How to get better at what you do
You will need to learn how to leverage technology. This means you can show your expertise from a distance. You will need to reach out to people from chat, email video message and video conferences. This has the potential to be the preferred way for a short term or long term. You can start changing right now while its more comfortable. At some point you will be forced to use technology to sell, its not going away.
You are going to have to be more patient and you may have to jump through a few more hoops to close a deal.
In your daily life look to see where people are impatient. Look at how interactions go sideways when there is impatience.
If you get a chance watch other salespeople and see what they are doing in their sales presentations. Look to see where salespeople lose people or even lose deals. These places can be an indication for you of where to get better.
Scott Sylvan Bell
@Scottsbell
#sales #podcast #Howtosellshow #Sacramento #Precdiction
This episode was recorded in Sacramento California
Wednesday Mar 18, 2020
Wednesday Mar 18, 2020
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 to get better
You will want to develop your own list of ideas of how you will improve your sales or other skills.
Your competition isn’t that good at selling
Most salespeople put in the bare minimum when it comes to working a deal. The salesperson doesnt want the pain. They would rather be doing nothing or screwing around. Your competition in sales is lazy so it doesn’t take much to be incremental better. You can listen to a few books and work through a few courses and be better than the people you sell against.
It takes time to learn everything there is basic skills and then sales mastery. When you think of martial arts you start with one form. It takes 5-10 years to get a Black Belt depending upon the style Brazilian Ju Jitsu takes 10 years to learn. Tai Kwon Do is a 5 year endeavor.
You have to do the work others are not willing to work through. Most people give up after a week or even sooner. Your results in the beginning will suck every time or you can be tricked by early success. Your ego will get ripped to shreds this is why and where most salespeople give up.
Getting better at anything hurts
Your ability to get to the next step is not always easy. There is the adversity, the ups and the downs. It hurts to have to learn the ropes only to fail. Most people give up because they know if they put in the time, effort, energy and or risk they may not get what they want. You could be doing other things besides learning how to get better. This is why most salespeople and or entrepreneurs ever start trying.
What you will need to do to be a closer or stay a closer
If you make the choice that you really wan to be a closer there are things you can do. These items will not always be easy. There will be things you miss out on. There will be hurt you run into. You can increase your skills as often as possible. You will have to set time aside. You can pay a coach or mentor and it will probably not be cheap. This means you will have to take the lumps when things are not going well.
Scott Sylvan Bell
@Scottsbell
#Sales #Closer #Success #Podcast #Howtosellshow #Sacramento
This episode was recorded in Sacramento California