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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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Wednesday Feb 26, 2020
Wednesday Feb 26, 2020
How to work with upset clients
Most salespeople and even companies are not prepared to work with upset clients. Most people try to speed through the help to get over helping the client with their issues.
Your ability to help upset or angry clients is your ability to be a better salesperson.
How to help upset or angry clients:
You can take this process and modify it to fit your needs. You want to make sure you are not just dealing with the problem but correcting it. This means you should be willing to help someone who has problems.
If you buyer is calling you that are asking for help to be fixed. They picked you and or your company for a reason. They are not asking to be put off and walked away from.
Sales is about making promises, this is what you are paid commissions for. If you accept commissions then you are making an agreement to help if there are concerns. There are a few industries where this may not be the case.
Your buyer has low expectations for getting help
When it comes down to it your buyer is nervous as to how they will get help. Previous experiences over time with other companies have proven that nothing will be done for them. Historically most salespeople try to handle the situation without helping or even by doing the bare minimum.
You will find most salespeople don’t work through with this well because they don’t know how. The real deal is they want to get away form the problem without helping.
Procrastination hurts you in the long run when you get the call or the email and do nothing with it. The longer you wait to fix the problem or the concern the more it will cost you.
How you can help upset clients:
Your client want to be heard for the problems they are having, invite them to tell the story. You may need to take some time for this. Fixing the problem is about speed, its about taking time to help. This is the beginning where salespeople screw up, you have to be willing to be patient. The more you speed up the worse it gets since your client may not feel like they are getting help.
- One of the ways to work through the concerns is to make you client feel like they are the only person in the world. You do this by taking time with them. You may hear the story over and over again, be patient this is part of the process.
- Ask if it is ok to take notes so you can get to the bottom of things. When you take notes it proves to your client that they are important and you want to get to the bottom of their concerns.
- Where most salespeople lose the client is they don’t pay attention to the pitch, tone and pace of the conversation.
- Read the notes back to confirm that all of the concerns have been listed. If you miss something this is the point where you may be corrected and asked to add more to the notes.
- Ask what the client wants in order to have their concern or problems fixed. Let the person come up with their ideas and you may need to modify this with them.
- Give a timetable for the fix or issues to be worked on.
- Last of all ff you make a promise you better keep it
The team – build out (big deal)
For the problem or the concern you may have to get a team or group of people involved. You can scale this down depending upon the size of your organization. Modify this process to your needs
- Get whoever you need to get involved whether 1 or 5 people
- Explain the problem faced by the client and the expected outcome from them.
- Create a plan of how to take care of the issues.
- Ask what is needed from each member of the team. You may have to ask - What do you need form me?
- Explain what is needed from each member of the team and give assignments.
- Over communicate on who is gong to take care of what.
You are going to do this correct?
I am out of it?
- Take the time to talk through Here is what success looks like, here is what failure looks like (paint the picture)
- Implement the plan and check in for what has been done.
Follow though with your client
Your client has low hopes for you fixing their concern and that you will be like every other company. Think through what you can do to help the person out through follow up after your plan has been created.
Promises kept:
- Whatever promises you make do that
- Make sure it is right
- Check in and follow up consistently, look for ways to fix problems
- Fix a problem if there is one, modify the plan and get people involved that need to be involved
- Confirm you have worked out the problem
There is more for you to gain than just fixing the problem. This whole process seems like a bunch of work but it is easier than you think. When you get known for dealing with upset or tough clients its bragging rights.
Reviews and testimonials
One of the things you can leverage when you do help clients out is the ability to gather real life testimonials and reviews that you can use. One of the best ways to use these testimonials and or reviews is to overcome objections as proof. This is proof you will take care of your clients and or buyers.
Most salespeople never think of this step and when you use this process the right way you will come out a hero to your buyers.
Scott Sylvan Bell
@scottsbell
#sales #closer #success #Podcast #Howtosellshow #Sacramento
This episode was recorded in Sacramento California
Tuesday Feb 25, 2020
Tuesday Feb 25, 2020
Why salespeople need motivation
Being in sales is tough there is tons of rejection that you face on a daily basis. Most salespeople face a lifetime of rejection in one year. Rejection as a whole isn’t taught in school or in professional studies.
When in sales you can be on top in the morning and by the evening you are on the bottom. This a constant feeling of back and forth through the day.
Its not just the buyers that you have to face it is also to office staff. The office and managers are jealous for how much you make. The people who are jealous create problems in the office for you:
- Trash talking from coworkers is normal
- Commissions getting whacked is common
- Internal problems are created on purpose
The world against salespeople
The world has a dislike for salespeople from interacitons with bad salespeople and the fear of being taken advantage of. Previous scumbags in sales have ruined the deal process for you and every other salesperson.
There is a fear of being taken advantage of and so buyers are not always kind to you. This can be a defensive mechanism and out of fear.
There are multiple ways to be discouraged in sales:
There are so many ways you can through discouragement. This is one of the ways that discouragement enters into the process. You can lose deals from your internal thoughts and then they become objections.
- You can have deals go sideways where there are problems and the buyer freaks out.
- Cancelations in some sort are common and can lead to sales sabotage.
- There are times where you can have complaints about the product, service and even your sales process.
- When you have problems in your personal life you can create problems in your sales process
Ways to stay motivated:
You do have to find your own ways to stay motivated in sales. You do have to inoculate yourself against people who hate salespeople, the office and even your family.
There are common dangers in the sales process that you face.
There is a danger or operation time suck where you can get pulled into silly events and or office politics. You can get consumed with all the things that are going wrong and make the problem worse.
Here are a few ways that you can find your own path to motivation:
- Youtube videos
- Podcasts
- Your own stories
- Inspirational stories
- This call isn’t the last call
- Its not a sales call it’s a performance
Scott Sylvan Bell
@Scottsbell
#sales #closer #success #Podcast #Howtosellshow #Sacramento
This episode was recorded in Sacramento California
Monday Feb 24, 2020
Monday Feb 24, 2020
What does sell on price die poor mean
You may end up with problems when you sell on price. Some companies sell on a low price proposition but not all companies. This is one of the most common objections you will face as a salesperson so you better prepare for it.
Salespeople get caught up in this objection and do not always know what to do with it. Number 4 or 5 on the list of what buyers want when surveyed. Salespeople don’t understand why this happens and they are confused.
When the salesperson can close the sale that don’t always know the buyers has to answer to other people. Even if the buyer says they are the only decision maker there are people who influence the decisions.
The problems with selling on price:
Selling only on price is lazy salesmanship at its best and anyone can do it. Some salespeople revel in their ability to close sales from price matching and discounting. This can be addictive because the deals can be easy.
Low price buyers typically are the worst. Low price buyers can be the most demanding and first to write a review ripping a company if their purchase is not perfect. This isn’t all low price buyers but a good majority.
Revenue is the lifeblood of a company if prices are not high enough the company cant get good products, training or other items.
People may be looking for a deal but may not be cheap. This can confuse some salespeople as to what the buyers is looking for.
The buyers problem in sales presentations:
As a buyers everything cost more than what was expected in their head. Salespeople forget this and get testy with the buyer in the confusion. The buyer meets with weak salespeople and get 3 proposals. The 2 weak salespeople sell on price and cause problems for the real salesperson who does their job. The real salesperson does what they are supposed to do and puts in the work to close the deal.
A price objection is the go to move for buyers, they have learned from weak salespeople to complain about price and then they get their way.
You should know the buyer could be playing chicken with you in the presentation. They may even start out with a preemptive “threat” and that is “I am shopping on price”. You cant always believe this and sometimes this is out of nervous energy.
Your problems with low price buyers:
You can literally create problems for yourself. Some of the statements you make like “The low price leader” is a challenge to the buyer. How you frame the conversation with the buyer can have repercussions throughout the rest of the presentation.
How you present in your process matters. When you think through the sales process you sell how you buy. You could be trying to sell to the buyer in the way you would want to make the purchase.
You may not understand the objection and it could just be nervous energy. There may be times where out of exuberance you ignore the signs in the sales process and think part of a conversation is an objection and it isn’t.
Objections in sales presentations:
New salespeople don’t have problems until 30 -60 days in after training because they get conditioned to objections. Most buyers complain about price just because they can and out of nervous energy.
Some of this is a game of chicken and you need to know about it. The buyer is seeing how good your sales process is. Most salespeople deal with price objections wrong, this is a game of chess and not a game of checkers. As a salesperson you need multiple moves and tools.
When you deal with objections you will want to stay clam. if you freak out in the sales process they freak out.
What really helps with objections in sales:
When you deal with objections your vocal pitch and tone matter significantly. The way you talk with your buyer at the point of their objection can make or break if you get the deal. The way you do this is with curiosity and not confrontation. Your vocal pitch and tone will dictate this. Last on the is the timing of the conversation matters. If you speak too quickly it will be weird if you take too long it will be awkward
Content for overcoming objections:
You will want to build out content and show what they get for low price. You will want to be smart about this. As you present to your buyers you will want to put this content early on in your sales process.
A word track can be used to help explain to your buyer what to expect in conjunction with the sales presentation.
- Cheap things are rarely good and good things are rarely cheap – Zig Ziglar
- Some will be more than me and some may be less than me
- How much time do you want to spend chasing pennies on a large deal like this
Not all buyers are your buyers. This means that you will want to not look for every reason to find excuses to bounce out of the sales call.
Scott Sylvan Bell
@Scottsbell
#Sales #closer #success #podcast #Howtosellshow #Sacramento
This episode was recorded in Sacramento California
Sunday Feb 23, 2020
Sunday Feb 23, 2020
How to find a good company to sell for
You do want to think through the company you can work for. You only have so much time to sell. You will want to find a good product you may like or believe in. If you have the ability to close deals that are larger you may have the ability to make more commissions overall. These deals may take the same amount of time to sell and or close. You may have a problem with sales sabotage when you try to sell a new category. Where you are in your sales journey does matter.
The good product or service
If you are selling a product or good you don’t like or care about it will be telegraphed to the buyer. People can see through and see your intentions.
Is the product quality? Every time you deal with complaints and warranties you are pulled away from closing deals. If you sell something that has problems you will have a headache.
Is the product you are selling something people use? For the amount of time and effort could you be selling something for more? Salespeople need to start somewhere and this may not be the end of the journey.
Research the company
You can do your own research from looking at the company and what they put out for content and advertising. You can look at their reviews and reputation online. You may even reach out to employees and or management through social media.
Online reviews that are problematic can be a red flag as to moving forward with the company or service. All products are going to have some sort of problem.
Look where the profits are in business and sales and they are not from fixing constant problems and or issues.
How good the reputation the companies reputation is does matter for how you can close deals.
If you are in an interview you can ask questions about the company when talking about the job. Look for clues in the interview and how people act when you ask questions.
What does their property look like
The insides of an office do matter. You can see some clues as to how a company operates may show they are chaotic at all aspects. The feel of the office matters as well. If you don’t like the location walking in you may not like the overall job.
What are the Owners or Managers like
Some Owners and Managers are not good people while others are fantastic. Could you work for the manager for who they are? Some managers are not good people and some are the type that will push you. If you don’t like the person what is the real reason.
Does the Ownership team or Management team hate salespeople. If you work in a location where salespeople are not liked you will have struggles for the time you work there.
What is the pay like?
How you are compensated does matter. Is the package you are offered comparable to the rest of the field or better. Income may have intrinsic value through other items like scheduled days or even vacation time. You may find that healthcare is more important than hourly wages or even that you are more interested in retirement.
Are there bonuses that can be reached and achieved? Sometimes awards are important as well and that may count toward a bonus.
You can create problems with being hired by being over demanding. If you are too much of a Primadonna then you may have a tough time getting hired.
If you are a closer you are the prize. You may be able to explain that your sales skills are more valuable that being paid like everyone else. You may be able to ask for more commissions based upon your closing rate.
Do they have a good sales team?
You want to work with other good salespeople since they may push you to be better at what you do. Working with unethical salespeople leads to extra objections from buyers out in the field.
Scott Sylvan Bell
@Scottsbell
#Sales #closer #success #podcast #Howtosellshow
This episode was recorded in Sacramento California
Saturday Feb 22, 2020
Saturday Feb 22, 2020
Why sales it tough on relationships
Sales is tough on relationships and can cause you problems in your personal life. When you are in a relationship and your significant other has never been in sales there will be challenges. Most salespeople have a tough time with relationships until they find someone who has gone through what they have. Its not always easy to deal with the pressures of sales and then have to deal with similar pressures at home.
The 3 common areas that salespeople have relationship issues:
- The hours worked
When someone is not in sales they don’t understand why you have to work evenings, weekends and holidays. The truth is those are the best time to get to the people who need to buy from you. Sales comes down to being a contest so it is not uncommon for some salespeople to show up early. The early hours can be for bragging rights or getting wirl done when nobody is around. The long hours can be used as a way to stay away from the house if there are problems.
Not spending quality time with your significant other takes a toll not just on your sales life but also on your personal life. There are times where arguments happen with how much time is being spent at the office vs spent at home.
You can alleviate some of these issues by scheduling time off, scheduling vacations, having a date night and even just getting away for the day.
- The emotional toll sales takes on you
Most salespeople will live through more attempts at rejection in a year than most people have in their lifetimes. There are times where a sales slump is happening and you don’t want to talk about it at the office and you don’t want to talk about it at home. This puts stress on the relationships that you have.
Going through tough times in sales is multiplied not just by trying to close deals, keep up with numbers but also the internal pressure. When you do find success it is tough to stop selling when you are on a streak.
There are a few ways to deal with the internal emotions sales causes:
- Get a therapist
- Find friends outside of sales
- Eat healthy
- Workout
- The money
Money problems don’t just happen from not making money, some significant others can cause problems when money is being made. You will find that not having money is one stress while the significant other spending all of the money is another stress. Some salespeople are resented for their success and income from their partner that doesn’t understand how easy it can be to make money in sales.
To help with the money problems:
- Save money
- Live on a budget
- Live within your means
- Learn that people really are not impressed for more then a few seconds with flashy things if at all
These three issues are common for all salespeople no matter the industry. You can break the cycle of relationship problems created from work when you figure out a game plan.
Scott Sylvan Bell
@Scottsbell
#sales #closer #success #podcast #Sacramento #Howtosellshow
This episode was recorded in Sacramento California
Friday Feb 21, 2020
Friday Feb 21, 2020
Fake goals will crush your sales soul
There is an immature version of goals people have not just in sales but also in life. People want instant gratification but they don’t want to have to do the work. Its easier to make a crazy public declaration about what is going to be performed in the future. Most of the time these announcements will not ever happen not because goals cant be reached but because they are not thought through.
Over excited public declarations:
If you are around new salespeople or even business owners you will see a group of them over estimate their ability to perform at a level that they think possible. At some point a public announcement is made about how they are going to crush it in their world.
At some point you do have to have unrealistic goals but you also have to put in the work and the planning. These unrealistic expectations are met with:
- No coaching
- No mentoring
- No developed skills
It is entirely possible to have large crazy goals and even meet them. Large goals do take structure and content to build them out.
The problem for salespeople and entrepreneurs
When salespeople want to go out and make something happen in the terms of goals and it doesn’t happen then discouragement sets in. Some salespeople get depressed and some even give up prematurely with what they wanted to do. Most large goals can seem unrealistic to someone else. This isn’t saying that large goals should not be searched for or chased after. This is saying put some thought into your plan and then reverse engineer it.
What do you do when the goal isn’t met?
How good is your plan when it comes to working through your goal? What do you have in place in order to hit the markers? If or when you don’t hit that goal are you going to crumble? One of the best ways to help with setting the goal is to break it up into smaller chunks and go for the marker. This way its not too far of a vision to see what could be done. This type of idea doesn’t stop discouragement but it does make it easier to have a win.
- Here are a tfew things you could take a look at:
- What will it take to be better than 50% of the people
- What it it take to be better then they next 25%
- How can the plan get to the next small stage?
- What does it take to be in the next top 5%
You may have to pay for help
The person who coaches you or trains you may need to be involved. You may have to find these people and pay them in order to talk to them. You may have someone who is gracious and allows you to pay what you can or even have you for a lunch or dinner. Whatever the case is you will want to take notes and treat the appointment serious. Some people will charge you a “Pick my brain fee”. If you are going to meet up for a lunch go at the time when the restaurant opens or when it is slow. Look at the menu before you get to the meeting and have your list of questions prepared.
Keep a journal about your journey
Keeping a journal may be one of the easiest things for you to do along your path. You get to make notes about where you are and where you have been. Your journey is noted and you can move forward. Part of the notes you can talk about is your emotions. By you getting anger, frustration, loneliness, hurt and even guilt out of your system it may make it easier to move forward faster.
Scott Sylvan Bell
@Scottsbell
#sales #closer #success #Goals #Podcast #howtosellshow #Sacramento
This episode was recorded in Sacramento California
Thursday Feb 20, 2020
Thursday Feb 20, 2020
Why you need to learn how to barter and trade
Barter and trade may be one of the sales skills you lack in. There will be a time in your business life where you may have the ability to use cash or credit but do not want to. You may even have a time in your life where you don’t have access to cash or credit. When you know how to use trade and barter it gives you that much more of an advantage.
Most people think in terms of cash or credit and if you think about it you have something other people will want. You don’t have to accept the normal ways of paying to get what you want. You may even be able to get more for your actions than if you were to pay for the product or service.
Learn the Barter or Trade language:
This is a different language you can learn in the sales process with your buyers. This language pattern may not be something you are used to delivering in your sales presentation. There are multiple conversations you can have or broach and one of them is how to trade or barter for what you have to offer. You can wind up with a unique message for your buyer.
A true closer is fluid in all sorts of deal making. There are many aspects pf closing deals. When you know the languages of sales you can close more deals faster and easier. Here are most of the language of sales and closing:
- Barter – money for nothing
- Credit – easy payment plans
- Deals – Think things like shark tank
- Emotions – where the sale is
- Negotiation – how to get both sides to see what the value is
- Objections – they are a deal in themselves
- Presentation – what to present
- Trade – valuation conversation
How to learn how to use trade and barter
There are plenty of places outside of sales you can learn and practice trade and barter. The easiest places are going to be places like:
- Swap meets
- Flea Markets
- Garage sales
- Online forums and groups
The best way to start this process is to find 20 things in your home you don’t care about. You do want these items to have a slight value but you really don’t care about them. Next you will list them and what you could be looking for or if you are open for offers.
Either go to people or have them come to you and make deals and or trade. You need about 50 transactions to feel like you are proficient in the process of making trades or doing barter.
You need to get used to the language patterns. the conversation, the body language and the norms. The great news for you is most people will not take the time to do this.
What to look for in a trade of barter while you practice
As you learn the trade and barter process there are multiple ways you can enhance your communication process. These skills you have the ability to learn will allow you to hear different conversations in your sales processes and new directions to take conversations. Some of these interactions may also teach you new nonverbal ques as well as verbal listening points. Here are a few items you can develop from using trade and barter:
- Word tracks – what do people say the common phrases
- Body language – look for excitement – rejection – loss of intertest
- Timing – how soon do they talk and react
- Rejection – where did you push it too far
- Story – what are they telling you about the product
- Emotions – what emotions are they selling to you
- Yes – how soon did they say yes, could you have gotten more (be careful about greed)
You may learn trade and barter using technology
Its not just the face to face skills that are important for you to learn. When working with trade and barter you can use apps, text and email. How you write your descriptions and stories do matter. You will also want to pay attention to how people use their descriptions and stories. These conversation pieces are meant to influence you and what your offer could be.
You will want to get good at writing descriptions and possible uses of the item(s). Rob Walker used stories to sell items at a 6395% mark up for what he bought and sold. The stories and the details were outlined in a Medium article.
What to pay attention to after the deal
You will want to pay attention top what went right in the transaction, what went wring and what you could have changed. You also want to keep an eye out for concepts or ideas you could use in your sales process.
A few details to remember
Your value isn’t their value and their value isn’t your value. You have to be open to hear what the person says and you can always tell them no. They may have more items they are holding back from you that could benefit you. There are also times where you are offered items you may not care about but do have a value that could be used on anther barter or deal.
As a side note you never bring cash, you will want to figure out how to barter or trade your way through a deal. This will help you be a better closer and not focus on the money. When you look at your product or service see if you can get your value plus a percentage of what you think it is worth. The danger is when you get too greedy about a deal. Remember this is why you start out with products you don’t care about so you can get the learning curve down.
Scott Sylvan Bell
@Scottsbell
#sales #closer #success #barter #trade #podcast #Howtosellshow
This episode was recorded in Sacramento California
Wednesday Feb 19, 2020
Wednesday Feb 19, 2020
What holds people back from getting into sales
Plenty of great salespeople are out in the wind and they just don’t know they could be in sales. It comes down to most people don’t think they would be good at sales when they really would be. For some people they have never thought of going into sales. When you are out in the sales world it isn’t you against 100% of salespeople, its closer to you against 20% of the salespeople out there. It isn’t that hard for you to be better than they 80% who don’t close deals.
There 3 common areas that scare people from sales
Rejection
One of the most common fears people have when talking about getting into sales starts with the fear of rejection. Being told no freaks people out to the point they are scared to even try something new. Most people don’t see the dance for what it is because they have never been through it. You are told no all of the time and don’t realize it. You are rejected all of the time from different places and it doesn’t bother you at all. It does take some time to learn how to go through the emotion if rejection but it can be done with some work.
Fear of money and commissions
Most people who work in an office can be stuck at making 60k – 100k a year. For some people this is enough money but there may be the inkling to make more. Some people have a no base pay to live off of and this freaks them out. It comes down being conditioned to making a pay check and knowing what the amount will be.
There are some people who feel like being paid commissions is evil. It does take a bit to get used to being paid commissions. There is a learning curve and there are also times where you will make a significant amount more then you would if you were not in sales.
Fear of something new the unknown
The saying of “If you always do what you have always done you will always get what you already got” comes to mind when staying at a job or staying in an industry. If you could go into sales the question that you should be asking is what is the worst thing that could happen. Here is the thing, you already know what a sucky job is. There is a way out and it is through sales. In most positions you are already presenting to people. You already have to tell people no. You already have to get people on your side to see your way.
Why you should look at being in sales:
When you are in sales you can use this skill everywhere in life. You get to use your sales skills to get what you want while others do not. Closing deals is the ultimate rush in fact it is the 2nd greatest feeling in the world.
The money can be great
You can double or triple your income in the space of 2 – 3 years. There may be things you don’t like about salespeople. The great news is you get to be the opposite of horrible salespeople. You get to treat people the way you want and that is better than bad salespeople.
Why you need to look to sales:
There may be a day where you job is outsourced or the company you work for is shut down. When you have the ability to sell you can work in any industry. You can use this skill to work anywhere in the country and you are not stuck to one area or region. You are already selling ideas to groups of people, to your family or even to your kids. You might as well get paid for the work you are putting in.
You can do it
When you put in the work and the effort you can be a closer in sales. The great news for you is most salespeople are lazy and it does not take much to outsell them. The first step may be scary or unnerving but all new skills take some time and effort to learn. There are plenty of people who would be willing to help you learn.
Scott Sylvan Bell
@Scottsbell
#sales #closer #success #Podcast #Howtosellshow #Sacramento
This episode was filmed in Sacramento California
Tuesday Feb 18, 2020
Tuesday Feb 18, 2020
What is sales sabotage and why does it matter
These are things that are your fault and not under the control of the buyer. Sales sabotage is all of the things you do to break sales. All too often salespeople want to blame all loses on the prospect and never own up to the lost deals. You can sabotage your sales process an so many different ways. There are a list of ways that can be moved to the top of the list.
The longer you wait to own up to your mistakes the longer it takes for you to be a closer in sales. When you own up to your sales process it is the time where magic happens with your skills.
The top 12 reasons you commit sales sabotage
One of the greatest ways to grow your sales skills is to practice as much as you can. Not preparing or practicing through the use of roll play is a huge mistake. You may have to pay for your own coaching but you will increase your sales skills. The faster you can learn the more income you will make. If you run the same amount of sales calls as a year previous but increase the close rate your time is used more effectively.
Be prepared for the appointment
Not being prepared for the call with the right tools will cost you. The tool bag for salespeople can include:
- Paperwork
- Display
- Presentation
- Questionnaire
You know what you need to take on a sales presentation in order to close the sale. There is a minimum amount of information that you know needs to be brought with you. When you take the time to prepare early, you have all of the time you need to close the sale when you are with the buyer.
Being on time matters
Not being on time to a sales appointment is irresponsible. Your buyer is going to judge how serious you are about the deal from you being on time. How you start a relationship is how you treat the relationship. Your buyer or prospect is freaking out internally when you are late to an appointment. It does not take much effort to be on time. If you are late it is easy for your competition to talk trash on you.
Enthusiasm is contagious
No energy or enthusiasm can hurt your presentation. Its not a sales call, it’s a performance. This means each interaction is supposed to have a certain amount of energy to get engagement. If you want to be consistent in your sales presentation you will need to give the prospect good reason to pay attention.
A consistent sales presentation is important
If you fly by the seat of your pants through your presentation you will lose plenty of deals you could have closed. Not using a set sales process will lead to lost deals over and over again. If you are working with a coach or mentor it will be impossible for them to pinpoint why you are struggling if you don’t use a set process.
Bad rapport in sales
Most sales training focuses on building rapport with prospects. There are problems with rapport in sales presentations and there is a happy medium.
- Too much rapport and it will be used against you
- Not enough rapport and the conversation does not feel real.
- Fake rapport feels disingenuous to the buyer
Some salespeople will drag on the rapport process so that they don’t have to get to the closing process. When salespeople struggle they either pull away from the sale or spend too much time trying to fake rapport.
The I’m not a sales guy ploy
Pulling back from the sale in a way to prove you are not a salesperson is a rough way to try and prove worthiness to close deals. One of the reasons why salespeople fail is they cant admit they are a salesperson. When you stop using a sales process, add too much rapport and forget to close you will lose deals.
Negativity about the sales process is poisonous
Talking bad about your product or company may be one of the ways you get set up from a buyer. There are times where buyers get you to take small or large concessions by talking trash on the competition and you agree without knowing it. People who make purchases consistently are taught how to play games. Some manipulative people know these gambits from the beginning. You may not like where you work or your product line and complaining about it will cause you problems.
Have a set discount process
The use of automatic discounts that are steep do not allow the buyer to go through the process of making a purchase. Salespeople who are struggling will shoot for a large discount quickly in the hopes of a quick take down. This is a quick downward spiral and a huge loss of control. If you shoot for the quick process of concessions your price will not be seen as real and this removes large sections of trust.
Begging for a sale is a weak way to close
One of the weakest forms of salesmanship is begging for a deal. If you are struggling the last place to talk about it is in a sales presentation. When you beg for a sale you give all of the power you have to a buyer. Some buyers will be genuine and work with you, the majority of buyers will take advantage of you or see you as desperate. Another form of this is camping out and never asking for the sale.
You must learn negotiation skills
Weak negotiation skills are a problem for most of the sales world. There are a few places to learn how to negotiate better. Jim Camp and Chris Voss have some of the best negotiation courses available.
The fortune is in the follow up
No follow up is a problem in almost every industry. If you want to fix a hole in your sales process you will want to follow up and have a strong game plan. Not following up will lead to a loss of easy income. The best salespeople have a consistent follow up game plan.
You can beat sales sabotage when you pay attention to these 12 common mistakes salespeople make
Scott Sylvan Bell
@Scottsbell
#sales #closer #success #podcast #howtosellshow #Sacramento
This episode was recorded in Sacramento California
If you want to learn how to follow up check out this episode
Monday Feb 17, 2020
Monday Feb 17, 2020
Money is emotional and creates objections
You will hear the phrase people buy with emotions and justify with logic. What is important for you to know is that the emotions doesn’t go away after the deal is made. There is hopes and feelings what has been presented will be accurate. The expectations are set for the performance of the good or the product.
The 5 elements of a purchase
When someone makes a purchase there are 5 things that could be included in the deal. You will want to take a look at:
- Time
- Effort
- Energy
- Risk
- Status
Buyers want to be made whole when they buy from the promises made. Indemnity is a term from the insurance world and it means to be made whole. A buyer wants to know their purchase is worth the money they have spent.
The risk reversal solution
The question is if there is a problem how hard will it be to get the money back. This is why people search for 100% money back guarantee
Even with risk reversal there is still a hesitancy to make a purchase. For consumers money buys us necessities and with no money there are no necessities.
How status plays with the mind of consumers
In everyday life status gets us just about anything we want. You want to see how your buyers status is changed from your purchase and who you can lose status with.
- Time – we can buy time back – cut in line
- Attention – we can see other powerful people
- Action – we can buy something we need
How judgement of others influences purchases
People judge us by our status and stature and how we use it. People may vocally despise wealth but internally crave it and the attention it creates.
When people makes a purchase they want to be seen as not just smart but also rich and wealthy. Consumers want to be seen as good decision makers, they don’t want to be seen as not smart with money. Thy don’t want to look bad to others, especially in the eyes of peers. When they make a bad decision they may have to answer to someone.
The buyer may have a job on the line that job took time, energy and effort to get. To lose this job is to lose stature in the eyes of the peers.
The tie to money and emotions
Depending on how much is on the line is how high of an emotional issue the money is tied to. Money is emotional for what it can get you as a servant and where it can get you. People worry if their money will last them as long as they will be alive or if the money will disappear and they will lose everything.
There is real fear built around the accumulation of money as well as keeping it.
A few tips about dealing with buyers
There will be times where you have to deal with a client or a buyer who is upset. There are some clues as to what the buyer is really saying when they complain to you about what is going on:
- If someone starts with their age and how old they are – it’s a money issue
- If the person says its not about the money – its about the money – that’s a camouflage
Most objections are chased after and not understood. The reason why this is so important is because most salespeople overcome the wrong objection. Status is the underpinning of most sales objections.
You do have to take care of your buyer. If you emotionally rip someone off they will do everything they can to destroy you. You have responsibility to do the right thing.
Scott Sylvan Bell
@scottsbell
#sales #closer #success #podcast #Howtosellshow
This episode was recorded in Sacramento California