How To Sell Show

HTSS38 - Objections in sales and answers to them - Scott Sylvan Bell

Why salespeople don’t understand objections

Most sales trainers don’t understand how people make decisions. If you don’t know how people make decisions how can you really deal with objections or even teach how to sell. One of the problems is sales skills and knowledge are passed down from trainer to salesperson. The tough problem is most sales hasn’t changed much since 1940. Sales training has been recycled over and over again.

The History of sales training

Most sales training started in the 1940’s after WWII. There were cultural shifts that allowed for the sales processes taught to work back then. As buyers have become more savvy these old school sales tactics are losing power. Most sales techniques and closing sequencing are made fun of now.

The viscous circle of sales training

Most sales training today is a viscous circle that follows this pattern:

• Discovery
• Presentation
• Hard sell
• Objection
• Discount / price match

What makes this worse is most sales trainers teach salespeople just keep talking and over talk the buyer. Your key to closing deals always will come down to using emotions in the sales process and asking the right questions.

The Nervous Energy Problem

Most salespeople do not understand nervous energy and because of the way they are taught they chase after objections that are not there. What was one objection has now lead to 2 objections.  Nervous energy is seen as the objection and it is chased or tackled by old tactics.

The wrong objection is targeted and regret is built from the buyer. The buyer makes the purchase and then they want to cancel and or ask for more discounts after the sale.  

The objection can be a test from the buyer:

You will see that some objections are a test from the buyer to see where you are as a salesperson. This test is to see how strong your sales game is and if they can trust you with their money.  

Your buyer is looking for clues to see if you are who you say you are. Your vocal pitch and tone can reveal if you are telling the truth of if you are a liar.  This is a dance and you need to know it. You must know the moves to work in symphony with the buyer. Most of the time salespeople have a problem because the timing is wrong in the conversation. Buyers see the salesperson as a fraud and then it gets to discounting to close the deal. Discoutning does not lead to trust in the sales process.

If you want to close sales you will need to be slow and methodical. The closing sequence can take 1/10 of the sales process time. If you are in a 2 hour presentation the closing process can cake 12 minutes. Most salespeople are not patient enough or do not take enough time to work through the concerns with their buyer. Flat out salespeople get tired or run out of things to talk about.

The truth about rejection  

You can feel rejected when you put time, effort and energy into anything. Its ok to feel rejected when you have put in the work.

The tough conversation is that most salespeople did not put in the work to be rejected, they feel regret for not putting  in the work.  

Look at the best technology to close deals

If you want to learn how to sell more you will need to learn how to anchor. You can use the emotions built up in the presentation with the buyer to help build trust and work through the decision making process.

One of the best ways for you to learn how to sell more is to pay attention to how people make decisions. There are great books out there that teach decision making.

Scott Sylvan Bell

@scottsbell

#sales #closer #success #Sacramento #podcast #howtosellshow

This episode was recorded in Sacramento California

HTSS37 - Your unofficial guide to sales commissions plans - Scott Sylvan Bell

Your unofficial guide to commissions in sales

Being in commissions sales is one of the greatest ways to get paid. Some people are scared out of their mind when it comes to not knowing how they will get paid.

Your income can be unlimited and you can make as much money as you want. You have to be willing to put in the work and effort to learn how to sell and to close deals.

Being in sales can be rewarding in multiple ways. You can find:

• Unlimited income
• Crazy goals
• Internal rewards
• Better communication skills

The down side of commissions in sales

When you first start in sales nobody tells you how it is and what you need to know. It is easy to be taken advantage of by companies, sales managers and office staff.

For the most part it is you against you in sales and then its you against the other salespeople and they the office.  

When you get paid you have to watch your pay checks to make sure money is not missing. If you have not been paid 100% of your commissions or “lost” money some how you are not in sales yet.  

Executives, Managers and Accountants think you make too much money, you are the first person to have pay reduced in an office. There are plenty of people paid by the hour that are jealous about how much you make. You may or may not hear that your income is not fair.  

When things get tough at the office when it comes to money or when Managers start looking for places to cut for bonuses it always seems to be the salespeople who are the first people looked at.

The company will not go after $10 an hour job employee but they will go after a salesperson because they make too much money.

What you can do to get paid in sales

Keep track of how much you get paid, when you get paid. If there is a problem deal with it as soon as possible and take documentation. Write clearly when possible, this makes it easier for others to read. Keep copies of the necessary paperwork.

If there is a problem give push back until you get answers. The office will try and handle you and push you off. If need be pull in a manager or HR. If you have questions go to your form of legal questions. (The How To Sell Show is not giving legal advice)

Its your job to game the system since they are gaming you. This means you must legally find the ways for you to get paid the most for what you do. The key word here is legally. Make sure whatever you do is above board and will not get you in legal trouble. (look it has been said 3 times in 3 different ways – don’t be silly)

The ultimate prize

If there are too many problems remember if you are a closer you are the prize. This means there are more sales jobs than there are closers in sales. If it comes down to it find a new job.

Scott Sylvan Bell

@scottsbell

#sales #closer #success #podcast #howtosellshow

This episode was recorded in Sacramento California

HTSS36 - The importance of referrals in business - Scott Sylvan Bell

The importance of referrals in business

If you want to generate business through referrals you must understand where most companies and salespeople fail. There is gold in referrals and most people in business ignore them. You have to have a really good company or have a great service to get a referral. Your clients  are going to go out on a limb with their name and reputation to give a lead to you.

 

Why people do not give referrals

When you look at what your competition is doing you will see their referral processes are weak at best. Most companies and salespeople do not see the connection between proper service and the ability to acquire leads through referrals. Most companies are mediocre at best when it comes to delivery, fulfillment or install.  

 

The wrong way to get referrals on a consistent basis

Most salespeople and companies know only one style and that is to ask for a referral immediately after a purchase. Most people have the timeline wrong they look at the referral process as:

• Advertisement
• Advertisement
• Advertisement
• Sales presentation
• Purchase or buy from the client
• Ask for referral immediately

There is a timeframe to ask for a referral and it isn’t right after they buy.

What to do to get more referrals

You really have to look at how you operate with what you are doing right vs wrong. If you have an undistinguished company you will not get referrals. If you overpromise and underdeliver you are not going to get referrals. If you lie to a client you will not get referrals. Look at your online reviews and fix the internal issues in your company or service that get the most complaints. Be willing to ask what went right or wrong and then be willing to fix what is broken.  

 

You will need to put in work to get referrals in sales

You have to have multiple techniques that build up to a strategy. Think through how you are going to work the processes and how you can get to your clients better. You have to start early and use programming language and let them know you want referrals. You have to be exceptional from the beginning.

 

Referrals in business start with your referrals to others

You do have to model what you expect. If you want more interaction from your clients for leads you will need to give some leads yourself. You can go out of your way to write leads for companies and services. Testimonials are a quasi referral as you are using your influence to sell and idea.

One idea you may not have thought of is: Instead of a discount when you buy ask for a referral for a lead.

 

Scott Sylvan Belll

@scottsbell

#sales #referral #success #closer #podcast #howtosellshow

 

This episode was recorded in Sacramento California

HTSS35 - Sales follow up process will close more deals - Scott Sylvan Bell

Sales follow up techniques and strategies

One of the best skills for you to have as a salesperson is the ability to follow up.  When it comes down to it most salespeople do not even have the slightest follow up ability. In fact most salespeople do not even try to follow up after a sale. The ones who do follow up are not very good at it.

If you want to be a closer in sales you must have a sales follow up process. You have to be able to do more than just make a pone call, you have to use a game plan.  

There are times where you need to be creative with your follow up process.

The follow up game

There are stats on following up and one of them is that buyers will make a decision within 72 hours of an appointment. There is another stat that says some people may take up to 2 years to make some decisions.

You must have strong follow up skills if these numbers are accurate. If most of your competition has a phone call and then a discount you have to be much better than them.  

Here is a list pf follow up techniques – This is not the only list

• A hand written thank you card / Thank you letter with a real stamp
• Personalized thank you email(s) there should be 5 in the sequence. You can use a template but make sure that you fill our the name correctly.
• When you have a bonus offer or bump offer you can make this an update
• You can use a review email or a survey funnel to gather information
• The use of text messages that are well thought out. You should have 5 as well that can be used as templates
• A phone call from a 3^rd party to check in that can also be used as a survey and also inspect what the competition is doing.
• You can use a follow up email loaded with positive reviews and testimonials
• When thinking though the follow up process you can use bulky mail sent (orientaltradingcompany.com)
• If you are in the area you can physically drop in  
• Post cards can be sent that are personalized with pictures from you
• If you need a long tern idea an Email sequence or drip campaign can be used to keep your product or services top of mind
• A Monthly or quarterly newsletter can be sent to keep awareness for your potential buyer
• Dean Jackson invented the 9 word email – Are you still interested in my product or service?
• If you take the time to work a deal with a vendor you can send a reward email affiliate link

 

What to know about following up with buyers

You will get rejected and ghosted from the people you meet with. This is one of the hazards of being in sales. You will also make sales can close deals from reaching out to your potential buyers.  Be willing to take the chance and reach out to people.  

You cant get mad if they don’t buy from you this is your opportunity to get better.  

You can use this follow up message or question: Besides __________ (price) what is one thing I could have done better for you?

You can keep a journal and find out over time what will make you better at closing deals.  

Be ready to close some deals – most salespeople are lazy and that is your competition.

Scott Sylvan Bell

@scottsbell

#sales #closer #success #podcast #howtosellshow

This episode was recorded in Sacramento California

HTSS34 - What recording over 2500 YouTube videos taught me - Scott Sylvan Bell

Why I recorded 2500 sales training videos for YouTube

When I was a kid I grew up with a speech problem. I had articulation disorder, this made it tough for me to communicate with people. I was constantly told to shut up and I wasn’t important.  I knew that I want to do something important with my life.

Being able to talk to people became an important part of what I do.

Not being scared to talk in front of people become a quest for me.

 

Sales training didn’t really exist in the early 2000’s

When I started in sales there were not multiple web pages with training, there was no YouTube of podcasts, video conferencing did not exist.

I wanted to put resources online for people to find that would help them close deals.

The house break in that started it all

In June 2014 my house was broken into and I was devastated. My friend Deb Cole (@coachdeb) challenged me to upload YouTube videos 100 days in a row. I was able to make a list of 100 videos and I kept going. 100 YouTube Videos turned into 200 videos. I was able to add videos daily for over 5.5 years.

This was the time where the Ice Bucket Challenge really took off. 

I knew that I would need to be able to be good on screen for the long term. 

Tips for you and creating videos

If you want to shoot videos there are a few things that will help you out. When you speak in bullet points this can help people engaged.

You will have to create content to get used to it. It took 500 videos for me to get comfortable in front of the camera. It took me 1000 videos to get smooth and not be bothered by the video camera.

You have to get past the sound of your voice and what you look like on the screen.  

Low cost of barrier to entry to be a creator

Moving forward there is not much of a cost for you to be a creator. You can start a podcast with a Audio Technica ATR 2100 for less then $70. If you add an audio box you can spend $65 on a budget box.

You can use most cell phones for video and find free editing software on the web.

If you are doing video editing and your computer is not fast enough there are services where you can upload content to the web and allow for the off site computers to do the heavy lifting.

There are places that will host your podcast for a few bucks a month. 

Your greatest advantage for online content

Most people in your industry will not take the time to work on their own content. You have so many advantages when you put content online. You can be seen as the expert and have the ability to build rapport faster.

 

You can find my YouTube Channel here:

 

Scott Sylvan Bell

@scottsbell

#sales #Closer #success #podcast #howtosellshow

This episode was created and recorded in Sacramento California

HTSS33 - The Myth of the zero curve of failure in sales and business - Scott Sylvan Bell

The myth of the zero curve of failure

It is possible to over prepare and get nothing done. You can only read so many books, attend so many courses and do so much coaching and not take action.

One of the reasons why salespeople fail is they try to over prepare for every single situation and not implement any training they have received.  

“Done is better than perfect” -  Maryellen Tribby is a quote that comes to mind. There is a time and place to look for perfection and it isn’t at the start of a program.  

Theory VS action

You can only learn so much theory from books, courses or coaches and then you have to do something with it.  At some point you have to put pen to paper, theory will only get you so far.

There is no perfect time for things to happen, the time never comes. You can hold 50, 60, 80 knowledge and even then perfect actions are not taken. Smart and talented people fail every single day.  

Rejection in life is real… and… it stops most people

You will win and you will fail, the wins are fantastic.. the loses hurt but they prepare you for the next event. Rejection is real, it does hurt. What hurts even more is the regret from not doing anything. Doing nothing becomes a “I wish I would have” conversation.  

Most people will never get past the fear of rejection, looking dumb, looking silly or ever be willing to fix problems.

Look for the line in the sand

To get some motivation look to the place where 80% of the people will quit and get to that point. Then look to the place where the next 5% of people quit and get past that. You keep moving the line to the next post or marker instead of trying to get down the field in one attempt. This allows you to have victories along the way.

The secret combination

The games you are made to play are like combination locks. You could be using the lock and putting in the code wrong. You should be sinning the dial right – left – right but you were not told that. The real combination is left – right – left.

One of the reasons you get a coach or a mentor is they can walk you through the problems. They can spit ball ideas with you or even give you the right direction.   

Someone said “Its like bosses in a video game, when you have played enough games you know how to defeat the bosses” - Please help me find this attribution – attributed to a smart person   

The instant expert is “real”

Everyone now is a search engine expert – they can look things up in a superficial level real quick. This means through a search engine they think they can get a lifetimes experience in a few minutes. In most instances this isn’t true for more professions.  

You will have critics and they will hate you  

When people destroy your ideas most of the time it is because their weaknesses are being magnified. They cant see themselves taking the action so they put their negativity on you. This protects them staying in the status quo. They don’t have to take action or step outside of their abilities.

Most people are ok with mediocrity, they have the C gets degrees mentality. They stop before they are ever able to achieve. You look at this critic and then take what they have to say as valid.

80/20 sales rules

In the world of sales 80% of salespeople are not good. This doesn’t include you. You are trying to get better through finding books, courses, podcasts and trainers. The thing to remember is you have to do something with this information.

You do need someone who pushes you to get better. You can have a coach, a mentor and accountability buddy. This person is who you talk to and let them know what you are doing.

Panic in the sales process

You will end up in over your head at some point, you need people to turn to and ask questions.  

You have to take the lumps, you will fail, you will be criticized, people will try and pull you down. These issues are the toll to get to the next step.  

Your network is your net worth

The people you choose to surround yourself with does matter. Some people will push you by presence and some people will push you by force. When you are pushed by presence, you look up to the people who want you to be better. When you are pushed by force it is usually through paying for coaching or penalties for not taking action.

Cheer others on around you so they can cheer you on when you need it!

Scott Sylvan Bell

@scottsbell

#sales #Sacramento #Coaching #Mentoring #Closer #success #Podcast #Howtosellshow

This episode was recorded in Sacramento California

HTSS32 - 5 Unique places to learn sales skills you didnt know - Scott Sylvan Bell

The unknown sales tools to be a closer 

If you are in sales there are places where you can learn how to close deals that are not the traditional places. Most salespeople will look for books to read, sales classes to take and even sales coaches to find.

Anytime you can increase your communication skills you can learn to close sales betters.

If you want to learn how to be a closer in sales you will need to find places to learn strategies. What you need to know is these items should be learned after sales basics mastery.  Sometimes the places you can learn sales skills are not what you think they are:

Copywriting – refine the message

When you study copywriting you learn that you stick to 1 idea and 1 thought. This stops confusion from happening. When you can keep the buyer engaged it is easier for them to follow along. You will do better when you keep on track. “Persuasion is simplicity” Flint McGlaughlin

Screen play

When you see the importance of dialogue and how it makes you a better communicator. You are able to see how emotions can be used to help work with a buyer.  The character arch / diamond is used explain the ideas and thoughts of the buyer. You will see in looking at dialogue the amount of time people are talking and or not talking. The actions in the screen play can help support your sales presentation.  

Acting courses

One of the best unknown places to learn communication skills come from acting courses. When you work through acting exercises you learn the timing of communication sales do become easier. You will learn how to use emotional responses to your advantage. The conversations will make more sense in your presentation.  You will also find that you can learn how to use pitch and tone better.

Stand up comedy/ improv

Timing is one of the greatest skills you can learn for conversation. When you take the time to learn how to tell jokes you can milk conversations for tension. Not all of the time does rapport work to your favor with your buyer. When you learn how to get a laugh you can relieve the tension and problems you may have in a conversation.  

Drama movies

When you combine the items you have learned in screen plays, acting courses and drama elements you can watch drama movies. Look for how the elements go together and create the emotional elements. The pitch and tone of the actors is easier to recognize. You can even see how music is used. The timing of conversations becomes easier to see. Tension is an element you can see in a movie and also see in real life.

 

Anchoring

One of the best ways to explain anchoring is the psychological mark up of a conversation. When you learn how to anchor you can tie an emotion to the conversation. This emotional tie to the conversation lasts indefinitely. When you understand how People buy with emotions and justify with logic your skills with communication will improve as well.

 

Scott Sylvan Bell

@scottsbell

#sales #closer #success #howtosellshow #podcast #Sacramento

This episode was recorded in Sacramento California

HTSS31 - How to ruin a sales team (Part 2) Scott Sylvan Bell

How to ruin a sales team – Part 2

This is meant to be a tough conversation and some people will be uncomfortable.

Companies want top salespeople but they don’t want to deal with anything that comes with it. Closers can talk the office staff into doing things for them. Some salespeople go too far and cause problems for the office.

The Primadonna problem

Some salespeople think they don’t have to follow the rules or they think they need to lead the sales team in a phantom position. Sometimes the office is scared to say anything. The Primadonna is the guy or the girl that thinks the rules don’t apply to them

If you want to ruin a sales team quickly then punish the whole team for what the Primadonna did. If this person is not dealt with it can ruin an entire sales team.

If there is a favorite salesperson than the rest of the team sees what is going on. This favorite will ruin morale and cause extra problems.

Weak leadership causes dissension and frustration on the part of leadership. This is where sabotaging the favorite salespeople begin. Leads and reviews are played with. This will rot a team from the inside. On this path is a bully and the company doesn’t care.

Eventually the Primadonna thinks that the rules don’t apply to them, they need to make the rules and they need to tell the sales team what to do and how to do it.

The numbers don’t lie – revenue covers sins

The Primadonna salesperson closes the deals and the revenue makes up for the problems created.

The dead weight in the team is the other end of the spectrum. Salespeople look at those who cant close and wonder why they are in the building.

There are 3 types of salespeople:

• The favorites / Primadonna / closer
• Mid level sales staff
• Dead weight

The first group of salespeople

In the group of the top salespeople there are the favorites. This is the pet of the owner, executive or the manager.

The next person is the revenue gathering Primadonna and they get away with activities because of their revenue

Last in this group is the closer. Now this guy or girl can be straight up good and have no draw backs or they can be a mix of a closer and a Primadonna.  

The second group of salespeople

In the second group you find mid level salespeople who are either new or don’t really have a ton of sales skills. This group of people get caught up in factions and make up most of the “team” member” for the manager when they have a special troop to rally. They don’t see how they are being played like pawns in a game most of the time. They are rewarded for treating the Manager or the Primadonna well.

The last group of salespeople

Last on the list is the dead weight that should not be on the sales team, they cant close deals and will never close deals.

Some of these games are “allowed” as a smokescreen to cover what is really going on. Some managers like the constant confusion so they can cover for what they are or are not doing.

The management team solution

1. It takes a good executive or manager to be able to run a sales team. This means taking the time to find one
2. Have good rules – know when salespeople don’t need to be at meetings
3. Make sure the office staff treats salespeople the right way – salespeople need to treat the sales staff correctly as well
4. Remove the dead weight from the sales team that will never be able to close deals. The rest of the sales team will be happy about this
5. Reward the salespeople who do close deals. It doesn’t have to be money it could be recognition.
6. Help those who are struggling
7. Hire good salespeople

HTSS30 - How to ruin a sales team (Part 1) Scott Sylvan Bell

How to ruin a sales team (Part 1)

If you seek out to ruin a sales team it will happen. Th leadership that is picked to run a team does matter.

You will find that CEOs, executive or managers set the rules and the way salespeople are treated by the team and by the office staff. There is an ebb and flow of  executives and managers for most industries. When there is a vacancy is where the problems begin.   

How managers are hired

There are a few ways that companies look for sales managers. Some of the strategies for hire make sense while other do not. Here are the 4 main ways managers are looked for:

1. Just hire someone for no reason since it need to be done
2. Look for a salesperson through resumes candidate
3. Get referrals and find a manager
4. Get a head hunter and find the manager

Sometimes the sales manager is already wanted and companies will jump through hoops to make it seem like a manager was really looked for. What it comes down to is most of the time hiring sales managers are not really thought through. This is done on a whim or out of execution of control.

The worst sales manager

The worst manager to work for is someone who hates salespeople. This bad manager set the time for how salespeople are treated in the office by the rest of the staff. It is possible for a manager to set a bad tone and hurt the sales team.

What is said about the team is echoed in the office:

• Salespeople are crybabies
• Salespeople are paid too much
• Salespeople must bow down to the leads we give them
• Salespeople cant just sell when they want to, they have to sell all of the time

The trickle down effect

These issues with the sales team trickle down in the office. There is a ripple effect on how the salespeople are treated by the staff. It becomes open season on the sales team. The office staff that is a liability now think they can be rude, mean or demeaning to the sales staff.

It becomes the office staffs job to punish the salespeople on behalf of the management team.   

If the executive or the sales manager has never sold they don’t understand how the games effect the closing rate out in the field while sales presentations are being given.

The games with commissions  

There is a meeting at some point where the executive team looks at the pay out of total commissions and companies about how much is being made.

It becomes a “Its not fair” argument even when the team is selling.

The staff is told to deduct pay for erroneous reasons and to reduce the sales pay. The commission structure is played with and overall pay is reduced.

The people in the office take the role of punishing the salespeople. This comes in the form of scheduling and commission deductions.  This is OK because the sales staff makes so much money.

The office staff is never asked to reduce pay on their hourly, just the salespeople.

The evil sales meeting

The new compensation plan needs to be rolled out. The team is brought in and told that the pay plan needs to be modified. The sales team looks around and wonder why they are being sacrificed.   

Instead of worrying about a deal being closed with clients. Salespeople are worried about how they are going to get paid.

The sales team starts to rot form the inside out.

The sales managers team

A common event that happens is the manager or the executive will build a team to insulate them and the people are rewarded.  The people on the “team” are fed the leads and get preferential treatment. Games with the leads and or schedules. If you are not on “the team” you are treated even worse.

The hidden benefit is that tough buyers are the best to learn who to sell to.  If you get caught up in how leads are distributed it will ruin your life.  

Meeting after meeting

All leadership will play games and they revolve around commissions, scheduling and meetings.  When sales managers feel like they are out of control they will hold multiple meetings with no point. The salespeople “make too much” so meetings are started to control pay.  

The wrong executive and or sales manager will ruin chemistry. Salespeople will look to leave the company and there is a mass exodus. The next thing is executive and or manager is fired and then the wrong person is picked to run the team and this madness starts all over again.

Man or a mouse?

The real question is for executives do you want a man or a mouse? Do you want a strong sales manager or someone who just rolls over for executives? Most companies want a sales manager with a spine of a linguine. These weak sales managers will not work for or protect the salespeople. This one thing alone will tear down the sales team.  Salespeople should not be worried about the executive or manager, they should be worried about closing deals.

How to build a top sales team

If you want a top sales team you will want to look for the right person. You need to decide if you want a man or a mouse because this matters for the team. Most companies want a mouse and not a strong manager so that they can do what they want without push back. Strong leadership will defend the sales team and this does matter,

Scott Sylvan Bell

@scottsbell

#sales #closer #success #Hawaii #howtosellshow #closer #podcast

This episode was recorded on the North Shore of Oahu at Hale’iwa Ali’i Beach Park

HTSS29 - The importance of emotions in sales - Scott Sylvan Bell

Emotions in sales

Most sales training leaves out the elements of emotions in sales presentations. You will learn the ability to sell on logic. When you deal with buyers where you have to prove facts you will get an argument as a bi product.

People are scared to use emotions in daily life because it can be seen as vulnerable.  It can be  uncomfortable to open up to others about what is going on. You will hear the phrase people buy on emotions and justify on logic. Most training has it backwards and starts with the logic first. Your ability to use emotions in sales the right way is your super power.  

There are multiple shows and movies about attorneys. When we see people try to change minds in these mediums we see how logical arguments win the battle. Most persuasion events in shows are logic based, with the undertone of emotions not explained.

Attorneys argue on fact, so when you model wat you see you try to argue with people to prove your point.

Sales training history  

Most sales has not changed since 1940s, what is used now for the most part is pieced together content. When people came home form world war 2 they were used to being told what to do from working for the Government. There were cultural elements at play. Large scale sales efforst were not used since the great depression. For almost 20 years sales skills were not needed to the extent after WWII.  

Why some find emotions in sales tough

Most people cant use emotions in a conversation without feeling like they will be used against them. Emotions have been used against people so they become uncomfortable using them in communications.  

For the most part we are adverse to emotional manipulation it makes people uncomfortable. Sometimes talking about emotions can take us to a bad spot or even a bad relationship.  

Women have a biological advantage in sales:

Most people in sales are men and we are not supposed to not talk about emotions.  Women can beat men in sales because they are used to talking about emotional concepts. Women when they talk to each other are more willing to open up for the most part.

This is not an absolute and for every example there is a counter example.  

Women are better equipped and conditioned to use emotions in a sales process. If you get a chance to watch a women present they are more willing to broach the conversation. This is a skill men could learn from women they do not typically look at.

How to use emotions in sales

If you want to learn how to use emotions in sales, start in your own life. You can start with a few  emotional conversations. This means you will need to be vulnerable with the person you are talking to. Its best to start slow and say “It felt good to have the conversation”.

I feel that you are saying…

May be a good way to start a conversation but you will need to watch your vocal pitch and tone.

In the beginning it feels wrong and you will have the urge to pull back, you will need to fight through it.  

Talk to about this idea to a significant other. This conversation can make you uncomfortable. You will need to be able to explain how it will benefit your relationship as well as help you close deals.  

Places to learn about emotions in sales:

If you want to learn how to use emotions in sales you can watch drama movies. There are elements you will need to look for. You will want to watch for places where tension is used.  

You can grab a note pad and pen and outline or map out the emotions in the movie. Look for the emotional charged conversations.  Chart out how the emotions are used to play the people watching the movies.

Look to the elements of the movie:

• Music
• Action sequences
• Conversation
• Time between events
• Tension
• Plot

Emotional questions you can ask in a sales presentation

The way you work emotions in to sales is you start small. You do not need to go to crazy town with your efforts. Just add one question into your sales presentation. Once you get good with one question add another.

• Ask how did that make you feel
• What emotion did that make you feel
• Do you feel good about this

 

Yes, other salespeople will be uncomfortable with your use of emotions:

You cant really worry about other salespeople and what they do. For the most part 80% of salespeople out there are not good anyway.  

What you can do is watch really good salespeople. Look to see where they use emotions in sales to their advantage and the types of questions they ask.  You do need to learn the skill and learn how to ask emotional questions. You don’t know what you are looking for unless you work out ways to spot emotions in sales content.

Most salespeople who watch a closer will say “I am already doing this” what they don’t see is how the words and questions are used.

Part of this selling on emotion and justifying with logic is telling stories. Top salespeople use emotions in the sales process ties to emotions.

These events are invisible to you since you have not used them or practiced them.   

The real secret weapon in sales and persuasion

Here is the real way for you to get really good at emotions in sales. Learn how to anchor. You will want to look up Tom Vizzini and Kim McFarland at persuasioncodes.com

You can use anchoring skills on the phone or face to face with people. I use these skills to get free upgrades when I travel. I use this skills to ethically persuade people who “cant be persuaded”. When you know how to use emotions in sales you deals are easier to closer.  

The last warning

When you use emotions in sales you must deliver what you promise. If you use these processes wrong it will feel like manipulation to the person you are working with. If you choose to burn people or treat them poorly you will need to prepare for a wrath like you have never seen.

 

Scott Sylvan Bell

@scottsbell

#sales #anchoring #persuasion #howtosellshow #closer #success

This episode was recorded on the North Shore of Oahu Hawai’i at Hale’iwa Ali’i beach park