Episodes
Tuesday Mar 17, 2020
HTSS88 - How to beat a sales slump with self diagnosis - Scott Sylvan Bell
Tuesday Mar 17, 2020
Tuesday Mar 17, 2020
Sales slump diagnosis
You need to know you can fall into a sales slump from something that happens to you or something you cause. You do have to be aware of the common causes that create a sales slump. Once you struggle you have an issue where you can go deeper into a longer struggle.
There are common triggers for a sales slump
When you take the time to see what causes lost deals there are only so many options. When you know how many of these issues you face and what they can cause you can get a head start.
- Your personal life where you have changes
- A product line change or deletion
- A new job selling a new product or service
- A new manager, executive or ownership
- A change in the economy – If that is what you pay attention to
Here are some common phrases when you talk to yourself:
What you say to yourself is how you are programing your brain. The common phrase you use will become the internal code. You can literally think yourself into a sales slump. You will want to be careful about what you say and how you say it when talking to yourself. You can create problems as well when talking to others at the water cooler.
- I don’t feel confident about my product, service or offer
- I just want to get some numbers on the board so I can get out of this slump
- I need to feel like I can do my job
- Why me, I cant do this
- I am not good enough and never will be
Dangerous phrases when in sales
You can use different phrases in conjunction with the phrases you tell yourself. It may be out of frustration and or anger when not closing deals. Desperation has its own language in a sales slump.
- I cant do this
- I am going to quite and leave this job
- I am no good
- I don’t deserve to be here
- This will never work
- I am stuck
Go to actions for people in a sales slump
As salespeople hit a slump there are common mistakes that they make in a presentation they are predictable. Each one of these common problems have their own problems they create in the presentation as well.
- No discovery or question asking
- Too much rapport so you don’t have to get to the close
- I’m not a salesman rouse
- Price matching and or discounting
- Crazy prices through quick discount or price matching declarations
- People pleasing moves that seem needy
- Too short of a presentation where elements have been removed
- Too long of a presentation where rapport is overly used to avoid the end of the presentation
- Heavy trash talking on products or products to try and build relational rapport
Things you can do outside of sales to beat a slump
There are steps you can take in order to prevent a slump, slow down a slump or reverse a slump. You do have to think through what is going on in your own life as well as the dangers you face that start one.
- Get enough sleep
- Exercise often
- Eat well
- Drink water for hydration
- Yoga and or meditation
- Work on a hobby or something outside of sales
- Re asses your goals
- Get a therapist or talk to someone so you can get the poison out of your soul
Things you can do inside sales
When it comes to sales there are things you can use to get out of the slump. Some of these items are fought against. Some of the fight is the fear of the processes not working. Getting out of a sales slump does take time, work and or effort.
- Practice through roll play is important and usually avoided
- Record your presentation in video and audio in front of a bunch of people. Under pressure your dominant traits come out. You will want to record your process when you are doing well and when you are struggling.
- Ride along with others or have someone ride along with you. If you have to pay someone for the help it may slow down the problems.
- Follow up and see where you lost deals to find the issues besides the investment
- Get your own coach or mentor. Reach out and get help from a trainer or coach
- Reach out and get help from a Therapist or a Dr.
Beating a sales slump with self diagnosis
You can help defeat a sales slump when you know the common mistakes that cause one. When you take the time to map out where you are in your sales process. You can follow the common causes and mistakes so you can avoid, get out of or beat a sales slump.
Scott Sylvan Bell
@Scottsbell
#sales #podcast #Howtosellshow #Sacramento
This episode was recorded in Sacramento California
Monday Mar 16, 2020
Monday Mar 16, 2020
How to deal with criticism
At some point the world comes after you or at least it feels like it. There are times where you need to have criticism about your work or your skills. If you are struggling to begin with you will take it more personally. This isn’t about the person who is the jerk or the idiot, its about the person who is really coming to help you.
Sometimes the people are right but its their delivery. How they say it and their timing when they say it can be more damaging than the content of the conversation. Most of the time the criticism of you is out of love and affection sometimes its not to tear you down. You do have to recognize which one you are looking at.
Know your audience
Does the person who is giving you the criticism there they tear you down or build you up?
It may be tough to see the difference because of time, energy, effort of time committed. You have an idea of a bank account of what you have done.
If you asked for criticism you will get it. You can react wrong and this escalates the situation. Your reaction matters just as much as the person you are working with.
For a company or training the conversation should be structured where the target person gets one good complement and one area where they need improvement
You could ask:
- Where is one place I excelled?
- Thank you!
- What is 1 area I need improvement the most
- Thank you!
- If there was a second place I could excel where would it be?
- Thank you!
The problem with weaknesses and criticism
It seems that criticism happens at the wrong time for most people. For some reason we can see weakness in others. It’s the pile on effect in most offices and households.
Every once and a while a friend a coach or a mentor shares where you can get better at what you do. You can be elegant or you can be a jerk when it comes to your reaction.
The benefit of the marketing mindset in business is that the right answer is the one that leads to the best outcome. One of the best ways to look at everything is of a test. “I’m in test mode until noted otherwise” is the pure definition of the marketing mindset.
If the person that is giving you criticism about what you are doing is working from love, friendship or a business relationship slow down a moment
- Thank the person for sharing with you
- If you are going to ask for clarification it isn’t about the speed – be curious about what is going on – you don’t have to defend your position they are telling you what they see
- Be willing to think through what the person has said (maybe take a note if it cant be dealt with right now)
- You will make a judgement valid – invalid – think through your response.
- Go back to the drawing board and see what can be changed
- Make a call - Get more feedback – realize people will give it
- Make the changes
There may be a time where you have to come back later and talk about what is going on. Be patient with those who are trying to help you out and share what you can do to improve.
Scott Sylvan Bell
@Scottsbell
#sales #success #podcast #Howtosellshow #Sacramento
This episode was recorded in Sacramento California
Sunday Mar 15, 2020
Sunday Mar 15, 2020
How to sell even if you are in quarantine, on vacation or asleep – part 3
Paid Traffic is something you can use to help close deals. You will need to learn how to buy traffic from the vendor of your choice. All platforms have courses but there is a warning, they teach you enough to get you to spend money. They don’t teach you all of the ways to market, just enough to get you started.
Marketing is math so you have to learn the language of the marketing world. Sometimes you will hear terms and have to google their meaning. If you are just guessing as to what could be spent you will struggle without help.
Why you need to understand the rules
You do have to understand the rules the platforms play by. They don’t want you to cause them problems so they may reject your ad ideas and you have to go back to the drawing board. Sometimes they will offer help and sometimes they will point you to other ideas, concepts or videos.
You can join groups on social media. You will want to read through their questions before you bombard them with your noob question that has been answered 200 times before.
You can go to YouTube and look up how to do things. You can find newer and relevant videos as things change quickly on each platform. You may have to pay for coaching and or training to get some help as well.
The ad spend and content creation
You can spend as little as $1 - $5 per day to get started or so you can get used to the game. Some platforms don’t require landing pages, they have their own now and they are fairly robust.
You will need some copywriting skills. You can model what others do but don’t directly copy them, that’s illegal. You can go to Google and look up headline swipe files or copywriting swipe files to get some ideas as well.
Your offer will attract a certain type of people, you are writing the program to attract attention. You will need to think through your offer. Most people use FREE as their go to and they get the FREE results. You may find the cheap buyers are the wrong buyers in your industry.
Platforms to advertise on:
- Facebook or Instagram
- YouTube
- And so many other places
How to build momentum with paid traffic
You will need to be on top of getting back to people. Its about the speed of delivering the goods. This can be an download, report, redirect, email, text message or phone call. People are clicking “Right Now” so they want an answer right now.
You can use a low dollar offer to get people engaged and then know how to get the buyer to spend more.
You can buy lists of people and not all of them are quality. This can happen through a list broker. You can specific by demographics and some psychographics. You need to think through where people are that are your buyers. You can get this information through surveys or even asking them when meeting with them.
Your images matter more than you know and you may have to get them approved. Each platform has different rules when it comes to how and why images are used.
You will get haters for sure. Know this is part of the game you face.
Groups traffic can help
It is possible to build a group. If you udo go this route you will need to add value. You can build the value or the people in the group can. A weak group has zero to no interaction. A good group has participation.
You do have to have something to offer it can’t just be buy my stuff unless you are Hollywood Famous. Create a quality product to sell to the group and then find another.
Keep people engaged through though provoking interaction and keep the clowns out of the group.
Scott Sylvan Bell
@Scottsbell
#sales #closer #success #Posdcast #Howtosellshow #Sacramento
This episode was recorded in Sacramento California
Saturday Mar 14, 2020
Saturday Mar 14, 2020
How to sell even if you are in quarantine , on vacation or asleep
If people are put into a situation where the economy shrinks or anything similar it is the people who have prepared that will win in the future. You will have to outwork the competition and there is some silver linings in the storm in the future. Downturns in the economy chase weak players out but what you are left with is the best people to compete against. You have to tilt the odds to your favor and find a better way to compete.
Changes in society and or changes with jobs will come and go. You get to keep the skills you develop forever or even for your next job.
Start with your social media profile
Fill out your profile so that it doesn’t look like you are in high school. Add the jobs you have had and other notable items. Clean up your profile and remove undesirable information. You will want to sanitize your profile because people will look you up for what it coming next.
You will start to build a Dream 100 list. This strategy was taught by Chet Holmes. You literally list out the top 100 people you want to work with or do business with. When you acquire a new client you add someone else to the list.
You are going to leverage your social media account to find clients that are in your top 100 list. This is one of the reasons you want to clean up your social media account. Find the people you want to connect with and start a conversation and make it meaningful. The goal is to get enough traction that you can start a business conversation. You don’t lead of with the business conversation though.
How to leverage online content
You have to get past what others think of you and what you are doing. You must get over your voice and your look on film. Your first one is your worst one is what you are taught. It does take time energy and effort to get used to creating content online.
Create the content on your own time so you know who owns the final content. There may be challenges if you create content in the die of a company.
How to think about content in terms of money
When building online content think in terms of barter or trade. What could you do if you had zero dollars and had to advertise? Would you be able to make a deal happen?
What would you be willing to trade in order to make something happen?
Make a list of what skills you have that you could trade or barter for to get what you need. You may have to do a 3 way deal in order to close some deals to get what you need in order to sell.
Content is really barter for services its your commercial for people to find you. This content is meant to supplement an online sales funnel and marketing measures.
You can break some of it up and work with people on a team. You can trade for work and or services to build out content you don’t know how to use. You can get caught up with making something perfect and this will give you and excuse to not get anything done. For what you need to work on right now done is better than perfect.
Changes in the environment can lead to loss of sales
If you are in quarantine or society close down for a while people will still need to but things. They don’t want to leave the house or they don’t want to be near someone who could be sick.
People are always looking for knowledge. Buyers don’t want to make a bad decision so they want to be certain about what they do.
One of the greatest things is you get to keep your content when you build it on your own time and dime.
Having content makes you an expert and the more you have the better you look. You will want to build up your content arsenal over time. You don’t have to do all of this work in a day.
If you search for excuses you will find them
There are multiple people who add content and explainer videos about any topic. If you don’t know how to do something google it there are 10,000 articles or videos on everything. If you want to see how to do something look up the content on YouTube.
Learn how to search on search engines. Go and look up “sites like __________ or “free __________” or “cheap _________”. When you use the search engine the right way anything you need can be found.
You have to find the time to put content together. If you are at home you have time work during the evenings. You can do quite a bit over a few weekends.
Recycle your content
Keep all your content in one place and then you can recycle it. Here is the path flow you take video and turn it into audio. Once you have the audio you can turn it into text. You are going to have to put in some work, you will need to outwork your competition.
The path for content creation
The content you are going to build starts with easy downloads. You will start here because you now have outlines for everything else you want to create.
- 10 FAQs
- 10 SAQs
- 10 Myths
- 10 Books
- 10 things you wish you would have known when you got started
- Create a buyers guide – this is a mix of FAQs & SAQs
- Create videos that is 2 -5 minutes, these are explainer videos
- Podcasts and audio content
- Videos – These can be hosted on YouTube and other places
Create video for content
Most of the content you will create will revolve around similar topics. The best place to start is to leverage Facebook live video. You can download the video and then edit it. Once you have the edit done you can upload to YouTube.
You only have so long to hold attention of anyone. Get to the point intro in the first few seconds. My name is ________ and what we will talk about is _________
Sound matters more than you would know. People will put up with bad lighting to an extent but they will not put up with poor sound.
You can shoot explainer videos. You shoot what your idea is so that it can be used on tablets or websites.
You can shoot B roll or extra footage.
Be aware of private property rules and ask for permission to film on private property.
For good light use a cowboy studio. 3 point lighting will make you look like a pro. Use a good looking linen or desk as a backdrop
Be quick and easy about building your content. You need get momentum. If you get stuck on perfection nothing will get done.
Look at the camera when you talk and use bullet points to talk off of.
Keep your bloopers for a reel that can be used later on down the road. You will want to back up all of your content.
Create a podcast about your topic
Say what you need to but watch your language for distribution. You don’t want to create a bad first impression.
Your podcast is not a Pitch fest, you can mention services at the end of the episode.
Common questions and commonly searched terms are a good way to build content.
The sounds in your podcast
Sound quality really matters more than you know for an episode of a podcast. Enunciate your words and make sure to use vocal inflection.
Write a good description for your website. Use the content from your FAQs, SAQs and buyers guide.
You can rip the audio from the video you have crated and piece together a good podcast if you have done things right.
Your RSS feed
An RSS feed is the Really Simple Syndication feed or address for your podcast. Put your RSS feed everywhere that will allow you to. There are multiple directories out there.
Create a YouTube channel
Once you have video you can create a YouTube Channel. This will take some work on your part. You will want to research your key words for the distribution of the content.
Go to google look up your industry and see what key words pop up for you. Make a list of things you can create and repurpose content from.
Create 10 videos and when you upload them use the 3T method – Title – Tags – Thumbnail. Name the videos based upon similar key words. You will need to do the research.
You can turn your podcasts into MP4s and put them up on YouTube. Make sure to check the terms and conditions of what YouTube allows since this changes over time.
Content online
There are multiple places for you to add your content online for people to find. This is not the only list but a place for you to get started. There is paid of software that will release all of your content into most of the platforms. How you move forward with your syndication of your materials is up to you.
- Facebook page
- Instagram page
- Snapchat
- Your hosted website or created website.
The best tools for content creators
There are places for content creators to get their processes made for free or low cost. Here are just some of the places you could look to build content pieces. If you don’t like the platform or the resources you can go to a search engine and type in “site like _________” and see what 10,000 different places come up for you. Some of these links will take you to apps and some will take you to software.
How to create a youtube channel
Podcast hosting – free
- Podbean
- Anchor
- Buzzsprout
Free audio editing program audacity
Voice recording – transcription
- otter.ai
- rev.com
Tinytake.com (Free screen recording)
How to set up 3 point lighting
Book Creation and self printing
Take the content you have built and turn it into a book – Look for Julie Broad to help with this.
Tools needed – these are paid
Audio Technicha ATR 21002 ($99)
Cell phone mount – square jellyfish ($16)
Friday Mar 13, 2020
Friday Mar 13, 2020
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
Thursday Mar 12, 2020
HTSS83 - How to use status to influence human behavior - Scott Sylvan Bell
Thursday Mar 12, 2020
Thursday Mar 12, 2020
How to use status to influence human behavior
Status in sales matters because people can view status in your interactions as a priority. People who have status are treated differently not only when meeting with people but also when it comes to presenting information. Status does help with confidence internally so you do have the ability to interact better as well..
Status rules the world and gets people to get out of your way when you have more status than them or than others who need to meet with them
How makes you more appealing
If you are known for closing big deals consistently you can have status on your team or in your industry
When you are known for fixing lost deals that couldn’t be saved you have strengths that others do not have
A you are seen as having the ability to overcome unsurmountable odds people will turn to you
If you have legendary stories of your activities people will look to your skills
Consistently being pad giant checks is one way to build status in your life
The places you have worked, the people who have trained, coached or mentored you also build your reputation.
The company or the people who have recruited you also play a hand in what people see you as capable of doing.
Your own personality and presence plays a huge part in your status and capabilities
Effective closing skills and your consistency can lead to a better standing with what you do
Work ethic can be viewed as a way to build and maintain status
Your ability to tell people how it is and what you demand from others is largely determined by position. How you will or will not be treated is influenced by what people see you as
Status creates more status
The more deals you close the bigger deal you become. People will look to you for guidance as well as the person who knows how to get things done.
You may be treated better some of the time or all of the time when you have a sway over peoples opinions. You do build an ego about this ability and it can go too far.
People want to be near the star so they may be drawn to you. It is a want and a need to be close to or around greatness. When you have stature in a group people will seek you out. This does have a power when it comes to making deals and closing sales.
Why you can influence a sale with status
People with status are listened to, you may get the meeting that nobody else could. Your status alone can break objections people have. If you have a reputation for getting things done it calms some people down. Your ability to maintain yourself allows to help people stay calm or reduce friction in a sales presentation.
Individuals with status are brought to deals to influence decisions they are used as pawns on a game board. You may be paid to have your reputation or status borrowed. There is a higher level of believability from those with prestige in plenty of instances.
You can use status or your own local niche super powers to prove how good you are at what you do.
Scott Sylvan Bell
@scottsbell
#sales #closer #success #status #Podcast #Howtosellshow #Sacramento
This episode was recorded in Sacramento California
Wednesday Mar 11, 2020
HTSS82 - The rules for a sales ride along presentation - Scott Sylvan Bell
Wednesday Mar 11, 2020
Wednesday Mar 11, 2020
The rules for a sales ride along presentation
If you get the chance to have a closer or trainer ride along with you there are some things you need to know. There was not other way to record this episode in a way that would make sense unless I explained what I do and what I see on a sales call. There are some very specific rules as to what needs to be done.
In this episode there are a few items that are key to making a ride along work well. Some of the ideas you may have considered and some of them you may not have.
Rules for ride alongs:
You will want to do when people ride with you. If it is a big surprise it will take too much time away from the training session. It is important to set the rules up front and be very clear about what is going on. If the person on the ride along cant agree it’s a no go. If you have someone ride with you they can cause problems and lead to a lost deal.
Sometimes those being trained don’t like being in that position so their ego flares up. The problem with ego. The person being trained can tray and get very alpha on you. It may be that you make this mistake and have a problem with the coach or the trainer. Think through this as it could be help you will miss out on.
You need to know who is running the call
Explain who is running the call, accept you are not the salesperson if you are doing the shadowing or the ride along. The conversation could go like this “You are not selling I am, your job is to watch and listen”. If you are riding agree to this standard so that you can learn.
Explain what type of salesperson you are especially if you use pressure and or silence.
You may have to explain when to the other person can talk and when they cant or what kind of interactions are needed.
In a sales presentation there are times where a story can take the conversation down a rabbit hole. No stories and no conversations be the rule.
One of the places salespeople are new or are struggling have a problem it is at the close. It is important to have silence at the close so that the person riding along does not destroy the deal. If you get uncomfortable and talk it can cause a problem for the salesperson who is working the deal.
Buyers can look to the ride along to save them and try to change the conversation in a deal. Be aware of this strategy to cause problems.
Explaining what to look for in terms of interactions can help:
- I build rapport through these 5 stories
- I tell the same joke over and over again
- I use a ton of pressure in a sales appointment
- I ignore objections from buyers
There is a whole list of what can be done or said depending upon the salesperson or the coach. You will have to either make your own list or ask the person who you are riding with.
When the sales call is over
It is important to do a debrief after the call to see what went right and or wrong in your words. What is it that you say and didn’t see. Only then is it possible to diagnose what changes need to be made or where you are in your sales career.
Taking notes after the call is important as well so that you can remember what has happened. You may find things that you would not have been able to understand previous to the ride along.
The more opportunity you have to ride with a closer or trainer to find what you can do better in a sales presentation the better off you are. You have to be open to new ideas and seeing things you may not have heard before. Not all ride alongs are the same.
If you were the one selling there may be criticism or changes that could be made. Take those ideas to heart and see what you can do to implement them. A good coach or trainer will limit the ideas to 3 things that can be done.
Its your turn to implement the ride along content
Once the ride along is over and you have been given a prescription it is important to take action. Someone was paid to help make you better. There were reasons for their recommendations. If you want long term success it wil take the hard conversations.
Scott Sylvan Bell
@Scottsbell
#sales #closer #success #Podcast #Howtosellshow #Sacramento
This episode was recorded in Sacramento California
Tuesday Mar 10, 2020
HTSS81 - Objections in sales and the Gamblers fallacy - Scott Sylvan Bell
Tuesday Mar 10, 2020
Tuesday Mar 10, 2020
Objections in sales and the Gamblers Fallacy Problem
When it comes to buyers making decision and giving you objections you may be dealing with a Gamblers fallacy or another version of it. The Gamblers Fallacy is where someone makes there decisions based upon erroneous information. The information used is biased because of previous outcomes that are not standard.
A Gamblers Fallacy does have implications on decision making and or objections. Your buyer may decide to make poor decisions and then defend them even in the face of good information. They could have made a purchase with bad products and services and even leave good reviews. There is a certain level of justification even with poor quality or service. The buyer has to protect their decision. This is a combination of gamblers fallacy and a form of protection for the buyer.
The buyer may use catch phrases is something like:
- We spent so much to get here it would be shame to waste the money
- Things will get better, I know they will
- I just have to get the most out of the situation
- I don’t want to lose what I have already done
A company or person could keep bad employees of every type, bad consultants, services or even products. There is the fear that if the wrong decision is made they will look bad or that their ego is pressed enough that they are overpowered with certainty.
Some of this is logical, some of it is emotional and some of it is egotistical. People do buy on emotions and then they justify with logic.
Your buyer may do a few things in order to go with a bad decision or a bad purchase:
- They may make bad decision based upon the risks they have taken with good outcomes. They have not been “bit” by the bad decision they have made so they keep rolling the dice sort of speak. There is a danger out there but they believe they are immune to the outcome and it will not hit them. There is an element of being overconfident, naïve as well as unrealistic.
- They may put more money into a bad situation and keep less than desirable results. This action is to protect decisions they have made through more investments. There is an element of saving face, trying to protect an investment and even stubbornness.
How does this deal with objections and gamblers fallacy
As a salesperson you don’t always have the information on the interactions and experiences that the buyer has had previous. You do have to spend more time asking good questions in the discovery phase with your buyer. You cant sound like every other salesperson that they have met. You will need to think through what you are asking to get to the right information.
As salespeople you may look at what we have to offer as the best solution and on paper it can be for the buyer they may have something they need to protect. Sometimes bad relationships will show up and the buyer doesn’t seem to care, they have to defend their decision
Sometimes when you deliver what you have they will find a problem with it to defend their position. This is a case of reverse rejection where they get angry with you because they know there is an issue or problem.
Some ways to overcome gamblers fallacy and objections
First off you do this in your own life and so recognize it when you do it. You may have to be blunt with the person you are meeting with. When you go this route you will want to watch your patience and your vocal pitch and tone. Know that even with empirical proof they may go the other way
You may have to get them to talk about their outcomes they want and what happens if they do or do not take action. This does not mean that they will follow through.
There may be a point where you decide to not work with the person if they are too delusional about what is going on.
Scott Sylvan Bell
@Scottsbell
#sales #closer #success #Podcast #Howtosellshow #Sacramento
This episode was recorded in Sacramento California
Monday Mar 09, 2020
HTSS80 - Its not a sales call its a performance - Scott Sylvan Bell
Monday Mar 09, 2020
Monday Mar 09, 2020
Its not a sales call it is a performance
Most salespeople do not take their job seriously and that helps you out significantly. The average sales presentation is mailed in and most salespeople are sub par at best. This gives you room to significantly take advantage of their weakness.
You do have to give your best on every call you take or run. You don’t get to relive moments in your life so you might as well and take a few extra minutes to make your sales presentations profitable. This means the wing it method cant be used. You have to put in the work and the effort to close the deals that you can.
What it takes to be a closer in sales
Salespeople become lazy over time and believe in good enough is how they can make a deal happen. You have to be willing to put in the work or the effort that others will not
- Sales training
- Sales coaching
- Role play – make it real tough
- Pay for your own mentoring / coaching / content (invest in yourself)
- Be willing to look dumb at practice and a pro in the sale call
- Admit you don’t know what things are – don’t sandbag
- Be willing to fail in the classroom and dominate in the field
Another way to take a look at this is C.A.N.I. that stands for Constant and never ending improvement. The Japanese have a word for this type of excellence and it is Kaizen.
You cant outwork me you can only underbid me
If you want the most success in sales you have to outwork the competition. The good news for you in most instances the bar is so low it makes it easy for you. Know that even when you give it your all you may lose but you know you did everything you could to close the deal.
You will be tired from the effort and there may be days where you don’t want to put in the work. Look at other industries and how they prepare for their performances.
What do people at the highest level do?
- Athletes – They practice
- Bands – They practice
What they don’t do is fake it, ok a few might but it isn’t the normal way to find success and eventually everyone gets caught.
The constant work can be gradual changes over time. There is nothing that is instant that is good when it comes to training in sales or business.
How to get stated with focusing on sales
You have to want this type of interaction. There isn’t someone else to do the work for you. If you don’t want it and you pretend to go all in it will cause you problems in the long run. This challenge isn’t for everyone and most people will quit along the way. Not everyone will be a closer in sales.
Look for ways to outwork the competition and you can start by showing up on time. Most salespeople are let in every way to their appointments and or efforts.
You do have to put in the effort to get yourself to grown. This happens when you set aside time to work on your skills. You may have to give up TV for a month or a few months and the good news it you can watch the replays whenever you want.
Pay for your own coaching and or training. If you are waiting for someone else it probably will not happen and it definitely will not happen on your time.
You can take the initiative and set up a role play team with an agenda. You have to put an agenda to this effort or nothing will get done.
Problems created with personal growth
As you change problems are created with the people around you. You will get called out and told you are wasting time. This is because you will make others look bad since they are not taking action.
People may start to be drawn to you and then your time get pulled away. Make sure to develop your actions and not get pulled back down. Some people will do what they can to drag you down. This is so they can lie life where they are at.
You will lose friends who are doing nothing and you will gain new ones that see what you are up to and working towards.
You will get called a liar, cheat or fraud as your success increases. This goes with the work you are putting in. Since others cant see the work their only idea is that you cheated to get to where you are.
You get to see how lazy some of the people are in your industry. This is a direct benefit to you. Make sure you don’t get caught up in the bad because there is so much good on the horizon for you.
Good things happen when you train hard in sales
As you get better at what you do you will get praise and or recognition. The people who need to notice will see what you are up to. Most of the time they don’t say anything and it is part of the game.
You will get recruited to go and work in other place. People like to see closers put in the work and the effort. Good business owners, executives and managers see when someone has talent and they are drawn to it.
You will build a status in the industry and people will be scared of your name. Weak salespeople will give quick discounts and price match because they cant compete with you. You will get niche status and you do get to use this to your advantage. The folklore of you becomes part of your presentation. You want the “competition” to get nervous at the mention of your name and your skills.
You will make more money as you close more sales and it may seem like it has become easier. Remember where you stared from and the work and effort that it took to make it look easy.
When you look at your sales calls and or appointments from the frame of Its not a sales call it’s a performance your world will change for the better.
Scott Sylvan Bell
@Scottsbell
#Sales #Closer #success #Podcast #Howtosellshow #Sacramento
This episode was recorded in Sacramento California
Sunday Mar 08, 2020
Sunday Mar 08, 2020
Why teaching sales makes you better and helps with slumps
If you are looking for an edge as a salesperson you can get one by creating lesson plans. This means you take content from your sales process and work out a lesson around it. Sometimes people will say Those who cant, teach as a dig at a sales trainer.
If you can write a lesson plan around part of your presentation or all of your presentation is it s different way to learn your material. You have to stop looking for excuses when it comes to you getting better at your sales process. In the world of sales if you look for excuses you will find them every time.
Some sales struggles come from misunderstandings of not knowing your content. It is impossible to learn your craft without taking action. One of the benefits of a lesson plan is that when building a lesson you have to think through your process. You have to think though how you will explain and share knowledge.
Losing deals in presentations is costly and one of the ways you can beat out the problems is to show someone else what you are doing. If you have closers in the room they may catch where you are struggling and have a problem.
You have to master your content how you would say it. Sales is about being creative and finding ways to close the deal.
Ideas of what to look for in building a sales lesson plan:
When you watch Managers or trainers where do they get the lesson wrong or right and what would you say better.
Where is it that you get lost in their teaching so that you can expand on an idea. What do they do that you like so that you can replicate the information?
There is much for you to learn in just building the lesson plan out.
The lesson plan for a sales class
The best way to learn this process is to create a 15 minute lesson plan. You don’t have to go crazy or over the top. Go to a search engine on the internet and look up create a lesson plan. Take content from the top 3 sites and move on.
Break the lesson up into 5 – 7 parts and make it chapters and name them. When you are struggling in a section you can show a pro where you are having problems. The diagnosis is easier when you have someone see what your beliefs are about a topic or an idea.
When you do get stuck ask a pro how they would do it. It is ok to ask for help and to get input.
You can build out your content from:
- Frequently asked questions
- Should ask questions
- Common complaints and or issues about the sales process
When you present this lesson you will want to put pressure on yourself. The more people and the more cameras will show your dominant traits.
You may have to video the lesson plan so you can have it transcribed. If you have nobody there to help shoot the video on your own and then look at what you have created. It may be painful to watch but it will be worth it.
Once you have completed making a lesson plan
When this assignment is complete you will want to make a list of 5 things you have learned. This is general information about the process and about the sales presentation. You will also want to note the 3 things you feel like you got better at. You can ask some people in the room for their feedback. Some feedback is going to hurt but this can show you where you are struggling in your process and or presentation. You ask ed for the help and you cant get mad when it is given.
Keep this lesson plan and add to it over time, you may find you like this process.
Scott Sylvan Bell
@scottsbell
#Sales #closer #success #howtosellshow #podcast #Sacramento
This episode was recorded in Sacramento California