How To Sell Show

HTSS200 - Celebrate all wins in sales - Scott Sylvan Bell

celebrate all wins in sales

Sometimes in sales, we are our own worst enemies. It's easy to discount the accomplishments made over the course of a day, week, month, quarter, or year. You may have achieved something great only to tell yourself it wasn't that good. What you tell yourself after you close a deal matters. So often salespeople struggle because they ont see the good in what they have done. Part of this conversation comes from content from Blair Singer and part of it from coaching salespeople. 

What you say to yourself in sales matters

Your inner voice is your operating system. How you talk to yourself about your wins can either propel you to close more deals or give up on winning. Its easy to look at others and minimize what sales have been made because someone else was able to do more.  In sales, we have a way of minimizing what we do because it isn’t big enough. If you look at social media everyone is crushing it. In your mind, you end up with a "success measuring contest". The universe feels small when you want it to. 

Deal size and deal flow can play games with you 

You can literally psych yourself out of closing deals. You can look at a skinny deal and say it isn't good enough. You may think the easy win was too quick. You may say the difficult sale was not worth it or the tough buyer was not a good deal. When we minimize deals we invalidate our work and may not even realize it. The comparisons you make can cause havoc with your closing process. 

Minimizing accomplishments hurts sales 

You can work your but off to close a deal and then look for reasons why it wasn’t a good deal. You close a deal with ease because of your learned skills and you invalidate it. You can ask yourself this tough question "Is this a deal I would have won as a previous version of myself" There is a point where looking to improve in places crushes the work you have done. Sales training and kaizen hurt sometimes, sit down and marvel in all of your glory for a moment. We have enough people that beat us down in life:

• The evil manager / boss
• The horrible co-worker
• The jerk neighbor xx
• The family troll

You don’t have to add yourself into that mix. In fact, you should do everything possible to not include yourself in those groups. 

What you can do to celebrate your wins 

"Success is 20% skill and 80% psychological" – Tony Robbins, think about what this quote means and how it applies to what you do. You can focus on the outcome.  You sold the job, product, service, and or offering you should make a big deal about it. Sometimes you do have to work towards mile markers. You can take a large goal and break it into smaller ones. 

Head trash hurts sales 

Negative self-talk is one way to describe head trash. Sometimes we pile the trash in our heads deep and it causes repercussions. Sometimes we are our own worst critics and hold ourselves back. The self-talk can range from fantastic to horrible. Your goal is to give the focus of the win the fuel and not everything that went wrong. 

The 4321 Process in sales 

The close-out you do with your sales process matters. You can use the 4321 processes to help remind yourself of what you did. Here is how the process works 

• Find 4 things that you did great in the sales presentation 
• Find 3 things that went well 
• Find 2 things you can improve on 
• Find 1 thing that was completely wrong 

That list will give you 7 things right and 4 things that need work. You end up with better than 2:1 odds. The 4.3.2.1. process is meant to show you did things correctly and not everything is wrong. 

What to do when you close a deal 

There are multiple things you can do when you close a deal. The sky is the limit for you to find what works for you. You have to get started somewhere to make this happen. Here are a few ways for you to memorialize your win. 

• Write the sale in a journal – what you went through and why you think you closed the deal
• Anchor the feeling
• Make it a big deal or celebration to enter the win in your CRM
• Thermometer like little kids do at schools and for fundraisers
• Record your win in an awesomeness swipe file
• You talk it out to the universe – I am the greatest man alive (A take on the I am the smartest man alive – Billy Maddison)
• The whole idea is for you to create a celebration routine in whatever way you do it

Where focus goes energy flows

There is a saying that where focus goes energy flows. When you focus on the success of the deal and not the outside scope it helps with the reframe. Here are some external things to focus on:

• You can have a team or a squad to celebrate with
• You can put something on social media
• You can call someone you love that will be there for you
• Celebrate with others when they do something cool, awesome, and even when they close a deal. Your celebration may be the thing that keeps them going. We all want approval whether we want to admit it or not.

Secondary ways to celebrate wins

You can use the momentum from a win to your benefit. This is something that you can do to help perpetuate new ideas and or thoughts:

• Make follow up calls, emails, and or videos for people who have not bought yet
• Start something new and take a small but not dangerous risk
• Reach out to the dream client you want
• Call someone and tell them you love them – family member, significant other, etc
• Donate money to a charity 
• Donate time and or effort to an event

Last words

We all have weak moments where we doubt ourselves and our capabilities, you have to find a way to have more positive thoughts than negative. If you are struggling right now one of the easiest things to do is make a list of what is working in your life no matter how big or small. 

.

HTSS199 - Using risk vs reward in sales presentations for objections - Scott Sylvan Bell

Risk vs reward in sales and business

Google the words risk or reward and you will see exactly what they have to do with your sales presentation. As you meet with your buyers they are thinking about the risk they have of doing business with you, they just may not say it that way. The risk vs reward levers are used in purchases you make as well as your buyer. 

• Risk - a situation involving exposure to danger
• Reward - a thing given in recognition of one's service, effort, or achievement.

“The juice has to be worth the squeeze in sales and business”

This is really the framework of offers, and or deals in business, marketing, and sales. One of the movies that explain this thought the best is Tommy Boy. At the end of the movie, Tommy needs to sell brake pads. He wants to show a superior product so he talks about guarantees. Some people, not all reduce their risk by wanting a guarantee. Here is the exchange from Tommy and Ted:

Tommy: Ted, why would somebody put a guarantee on a box? Hmmm, very interesting.
Ted Nelson: Go on, I'm listening.

Tommy: Here's the way I see it, Ted. Guy puts a fancy guarantee on a box 'cause he wants you to fell all warm and toasty inside.
Ted Nelson: Yeah, makes a man feel good.
Tommy: 'Course it does. Why shouldn't it? Ya figure you put that little box under your pillow at night, the Guarantee Fairy might come by and leave a quarter, am I right, Ted?

People buy on emotion and justify with logic

You will hear people buy on emotion and justify with logic. People are emotional creatures and do think about the emotions in the deal. People will outweigh what the risk is of purchase and compare it to the reward for what they are getting. Worrying about failure or risk is something people have issues for just about any purchase. Look to risk reversal to help understand how to help serve them.  

How your own stories can reduce risk for buyers 

People want to find comfort when they buy. Stories about your clients' successes and even failures will help you overcome objections you face. You can also reduce reactance and oscillation or the back and forth on a decision. Stories will come to play before you need them.  You will want to have some well thought out stories of how you helped people. The stories can be based upon:

• Psychological
• Physical
• Business
• Life

There is a risk to a low price in sales 

Think through the reasons why risk vs reward is important. What are all of the risks when someone only buys on price? When people solely buy at a loser price their reward is the cheap price, their risk may be high but they are willing to take it. If someone goes with a full offer company the risk may be that they pay too much, the reward is the warranties and guarantees put in place.

Tough questions to ask yourself about risk vs reward in sales 

Here are a few questions to think about when it comes to dealing with the reward of purchases as well as risk. These questions could be asked about your buyers:

• How many of the objections you have had over the last 90 days have happened because the buyer felt like they had more risk than reward?
• How much of your presentation deals with the risks alternative options have?
• How much of your presentations counters with the true rewards you have to offer that nobody else does?
• How many deals have you lost because your competition has better risk reversal and are not afraid to use it?
• What company takes your lunch money, not because of skill but because of expression of risk reversal?
• How many deals could you have sold for more if you had better risk reversal?
• What is the best risk reversal in your industry?
• Whats the best risk reversal you have ever heard of

You can close deals with outcomes

The objections you face may not be about “the money” it could be about the risk. There are image issues when someone makes a bad purchase. There are people who can be harmed in a company with a poor decision.

• Risk of implementing and failure
• Risk of using relational capital in meetings -
• Risk of going too fast 
• Risk of shame in front of a team or owner for a bad decision

Rewards from making the right decision 

Rewards on the other hand can be the dopamine rush people are looking for. 

• Savings that come from the product or service
• Speed of implementation and fixes
• The ability to get someone out of a pickle

The fear in business is making a mistake, to be judged by others, or to be harmed. The truth is there isn’t 100% indemnity from mistakes. You have to be able to help your buyer explicitly see their risk vs reward:

• Guarantees – meant to help people reduce their risk
• Warranties – Meant to help people reduce their risk
• Reputation – Meant to help people reduce their risk

Nothing works 100% of the time. You have to be able to show your buyer why they are “safe” you may not be able to use that word, you can convey it.

You sell how you buy and risk vs reward in sales 

Your personal life is part of your business life.  You sell how you buy and if you need all sorts of risk reversal to make a purchase you will push this idea hard in the sales process. If you don't need risk reversal you may skip over it.   

• In your own life look at how you evaluate your own risk and reward
• Look for places where you got upset about a deal or a struggle and map out why
• Look at other peoples offers
• Specifically, search for guarantees and warranties – look at where they are weak and where they are strong – how would you modify them
• Study strategies from others – read books about deals

How to understand risk vs reward to close more deals

If you really want to understand what your buyer faces you can map it out. There are 2 steps here to get you going. First, make a list of all of the risks your buyer faces when they make a purchase. Second, make a list of all of the ways you take care of those risk factors and fears. 

• Keep track of the questions you get in presentations – if you are new ask a closer / pay a closer / role play with a closer
• List them out in order of priority
• You have to know them – you don’t have to put all of them in your presentation use the 80/20 rule
• You have to script out all of the concerns in order of what could be asked
• You may have to group source this and talk through it
• You may have to practice answering the questions / concerns / risks
• Practice in front of closers
• Take your script and have the most doubtful person try to poke holes in it

Questions to end on

You can do this short exercise in order to understand risk and reward better. There are a few questions about listening to this episode:

• What was the risk of listening to this episode 
• What is the risk of not taking some action in your presentation 
• How do you bridge the gap from what you heard to take action 

How your competition can be left to deal with risk vs reward in sales 

You can explicitly talk about risk vs reward with your buyers and put the onus of work on your competition. You can point out problems your competition has and explain the risk using the work "risk". You can get the buyer discussing their problems with the purchase to make it more powerful. 

HTSS198 - How to keep going in sales when you want to give up - Scott Sylvan Bell

How to keep going when you want to quit sales 

All salespeople hit a wall in their careers. The thoughts of wanting to quit is normal. Sales is not easy, especially in the begining. You go through ups and downs throughout the time you sell. These spots can be a high or a low. Sometimes it feels like a low all of the time. You will feel like nobody understands what you are going through. The pains you face don't seem right and quitting feels like the correct option. 

What the pros say about tough spots in life

When you talk to Drs, therapists, and health professionals they will all tell you something different. In the end, you will have to do what is right for you and what gives you momentum. Some will tell you that you need to live through the situation instead of speeding through it, you may hear that you have to be gentle with yourself and even to do the work and not complain. 

Books to read when you want to quit sales 

There are books on every topic these days. Some are helpful and some are not. When you find a good book on a topic you may want to read it a few times. Here are three books you can read if you are struggling with your want to be in sales or even business: 

• Todd Herman - The Alter Ego Effect
• Victor Frankle – Man's search for meaning
• Norman Cousins – Anatomy of an illness 

Concepts meant to help you stay in sales 

Tony Robbins says "Success is 20% skill and 80% psychological" if this is true then what you think about yourself matters. This also implies you will need to improve the way you think. A little background for validation for wanting to quit:

• We all hit a wall
• We all have doubts
• We all have fears
• There are things that happen to us because of ourselves
• There are things that happen for reasons out of our control
• There is a point where it can get to you
• It can be a small little bit in the back of your head or a huge one
• Its possible to be overwhelmed, scared, worried, upset, angry, and even stressed out
• What you decide to do with it is what matters
• Some of this is normal life and some of it isn't
• Emotional feelings and problems in life can drain your energy
• What we tell ourselves matters

The people you choose to have in your life matter 

At some point, you will need to remove the people in your personal life that don’t support you. There are people in your business life that beat you down. Those who beat you down could be other salespeople, your management, or your ownership. If you are being mentally abused you will want to take some sort of healthy action. You may need to get new tools, help and even better support. 

Get your sales momentum back 

Your fears and problems can be multiplied by those around you, when that happens you keep going. When you are at the bottom it feels like there can be no way out, keep going. Sales can be tough, difficult, and even stressful. There are times where the conversation about quitting feels good. The challenge for you is you can talk yourself into quiting. 

How people deal with wanting to quit sales

 At the end of the day, it is your choice of what to do about your sales job. There are only so many options you have and moves you can make. This will all come down to a decision for you.  Once you hear your problems and concerns are valid then what? 

• You keep talking about them
• You move on and bury them
• You move on while talking about them

The framework for success in sales 

What you intake in your life matters. This is food, thoughts, content, and even relationships you have. You can ensure proper mental intake from what you watch, read and listen to. One suggestion is to start your day with motivational mornings. This means you start with listening to people who get you motivated. There are multiple people you can add to this list:

• Steve Harvey 
• Les Brown 
• ET The Hip Hop Preacher 
• Tony Robbins

The list is endless, your goal is to find someone who resonates with you. You may have to listen to and watch quite a few people for the energy to feel right. 

Your internal thoughts matter

You may feel that if you talk to someone you could be broken. If you share your problems you may feel broken. What you need to know is there is a reason why you can reach out for professional help. When you share your problems you are not weak. There is a saying and it is "Where focus goes energy flows".

• Where are you placing your energy?
• Who are you talking to?
• How are you getting help?
• What help are you avoiding?

It may help you to get these thoughts and feelings off your chest. You may want to consider talking to a professional to help guide you through your problems, your pains, and your issues. 

 

Possible steps for you to keep going when you want to quit

There are multiple actions or steps you can take when you want to quit. You will want to choose what works for you and your situation. 

• Ignore the problem and hope it goes away 
• Look at the gap or where you started and where you are now 
• Goal post-game – break the goal into small steps 
• Find what motivates you whether movies, podcasts, books, preachers or anything else. 
• 3x5 index cards with your goals to be constantly reviewed 
• Find people in your life that will support you whether online or in real life 
• Look for what’s funny about this situation - Dr Sean Stehenson 
• You can think "This isn't the weirdest thing that has ever happened to me"
• Find ways to laugh and have a good time 

The struggles you face in sales and business are real. If you feel stuck please find some professional help. 

***I am not a licensed health professional, if you feel that is what you need that is what you should search out. 

HTSS197 - Getting past the feeling of shame in sales - Scott Sylvan Bell

The problem with shame from sales 

The emotions nobody wants to talk about are the ones you should. Everyone wants you to close deals and you want to be a closer but we have to talk about side products, bi-products of the sales process. These conversations are what you may think but are scared to say. Shame comes from internal issues and problems, conversations with salespeople and even professional therapists. Shame can come from the feelings you feel about yourself and the events that take place. Your personal life affects your business life more than you know.

Shame and sales problems 

You can look at multiple definitions of the word "shame" you will find a common thread. This can be internal guilt you have after an event. Lookup multiple definitions and you get something along the lines of:

• Wrong or foolish behavior
• Regret, self hate, and dishonor

Deep shame comes from regret and rejection. Shame from sales comes from the belief of judgment from not just others, but yourself. Embarrassment and or humiliation may be at play when you feel shame in after the sales process. Tough conversation and possibly an emotional one as well. Shame is one level deeper than rejection, this is the underpinnings of the rejection and what happens after.

Rejection and shame 

Rejection in sales presentations and after-sales presentations can lead to shame. You use the formula for rejection time, effort, energy, risk, money or reputation. Reputation is targeted here because it is easiest to trigger the feeling of shame. Some of the feelings you face after rejection is pre-programmed from being a kid or events that have happened in your life. If you were bullied, made fun of or even pushed hard as a child shame can be triggered easily. You get caught up in routines and past behavior. 

Feelings of shame after not closing a deal

Shame can be triggered in and after the sales process. The feelings you have when you don’t succeed are those of:

• Loss
• Loneliness – nobody can understand this
• Anxiety – When will this happen, its not working right now
• Frustration – I have put in so much work and or effort
• Internal doubt – What’s wrong with me?
• Shame – I don’t want people to know I am not closing right now

How shame and disappointment trigger each other

If you had a strict upbringing the shame can come from a lack of performance. If you had someone pay for your training, help you get to where you are, the shame can come from letting someone down. You can have projected disappointment by not fulfilling your promises to a company. Disappointment from others can be real or it can be that you believe they will be upset or disappointed with you. Sometimes salespeople and even professionals get shame and rejection confused. Here are the common emotions you can face with shame:

• Fear
• Uncertainty
• Guilt
• Nervousness
• Despair
• Anxiety
• Humiliation

These feelings can hurt sales flows and progress when not dealt with. When you don’t close deals we have so much riding on the line. It's not just money it's your personal image on the line as well. This is who you are personally and professionally. You can start questioning yourself with questions like: 

• What did I do wrong
• Why am I broken
• I cant do this
• I will never make it
• I will not be loved

Why shame in sales is so hard 

Shame is a hard topic most people don’t really want to get into, this is taboo for so many reasons. 10 years ago nobody wanted to talk about shame in sales and shame from not closing deals. Today the conversation about shame in sales is easier. There are common things salespeople do when they face shame:

• They hide
• They binge eat
• The drink
• They do drugs
• They gamble
• They go into party mode

The loss of confidence and shame 

Deep down inside salespeople want not just the dopamine of a closed deal, they want the respect of others including salespeople. This makes sense why salespeople hide when they don’t close deals, they don’t want to show they have the shame of not closing deals. There is a risk to be made fun of, torn down, and to be talked down to. True closers build those up around them. There is a difference between Closers with capital "C" and closers with a lower case "c".  You will want to decide the type of people you want on your side. Closers with a lower case “c” tear people down, try to destroy others and are generally not pleasing people to be around. 

Shame and closers in sales 

Closers with a capital "C" know the feeling of not closing the deal. It takes tons of appointments to get used to the process. It's hard to get there over time without the emotions of loss getting in the way. Shame is part of the game. It's hard to tell you there isn’t. It's hard to live through the tough emotions in sales. 

How to get past shame in sales 

Some of these ideas about shame will not be the thing that helps you sleep at night. Some of these solutions require hard work and effort. Some of these sales solutions are nice and flowery. Know you are a salesperson and part of the game is the ups and downs. You must be willing to put in the hard work. If you are really struggling with sales because of shame, get some help from therapists, coaches, and or mentoring:

Keep a journal

Know you are an amazing person, you are willing to do what so many people are scared of (the greatest fear most people have is all around talking in front of people) be gracious on and about yourself. 

• Fall in love 
• Have a hobby outside of work
• Take vacation
• Save money 

The dark dark side of sales

You can face shame in sales from making bad decisions, selling the wrong thing or even from selling the wrong item. You can face shame from evil deeds. You may tell yourself "I should haven’t used that tool to close a deal". You know when you have done wrong. Shame in sales can come from not working for or with the best or selling the best. This feeling of shame in sales can touch on:

• Imposter syndrome
• Rejection
• Past fears from life
• Worried about being exposed for something you are not
• Anxiety
• Low self-esteem
• Depression

If you feel like you are stuck please get help from someone, a professional, and find someone to talk to.

HTSS196 - How structured sales processes help you consistently close deals - Scott Sylvan Bell

Why a structured sales processes help you close deal

Flying by the seat of your pants nets nothing except frustration. Your clients know what you are doing, they feel it.  Your buyer deserves your best effort. If you really want long-term success in sales you need a system. Consistency in sales only happens what you have a solid game plan. 

The power of structured sales processes 

Masterful presentations demand attention, you get out what you put in. You may hate the structure, it really gives you freedom. There is a common pattern where newer salespeople push against the process because they think it’s the process not closing the deal – in all realities the sales presentation isn’t that good or prepped.

Secrets of sales success 

Top salespeople use a consistent process that they built or had someone build for them. You may hear the phrase “It's not a sales call it’s a performance”. If you need a generic formula to a sales presentation here it is:

1. Mind Prep – get in the game
2. Intro – there is all sorts of work in here, positioning, priming, frame control
3. Rapport – masterful stories are used here
4. Agenda – Control, assertion, and future pacing – If we can't get to a budget there is no reason to be here
5. Discovery – Pain, problem, pleasure / budget / commitment – 1 of these 3 is missing and the sale doesn’t happen -
6. Presentation – Refer back to the discovery
7. Objections – this really happens through the whole call – buyers feel the hammer coming
8. Closing – Asking for the sale

How to build a powerful sales presentation 

You will want to figure out your game plan. You may need to ask yourself some tough questions about what you are doing: 

• What format are you using?
• What questions are you asking?
• How consistent is your process?

You will want to map out what your sales process is and then find a way to stick to it, with everyone. If you do need to make changes make them when you are on top and make them slowly. Why people panic in sales:

• They feel like the constraints are holding them back
• They fly by the seat of their pants to speed up the sales process
• They are not making the money
• The quit just before they get good

What you can do

• Find a solid presentation for your industry
• Practice it a bunch of times – practice with purpose
• Get used to saying things over and over again
• Be willing to get used to a boring conversation that you make interesting

HTSS195 - How to reframe rejection in sales - Scott Sylvan Bell

Reframing rejection in sales 

Rejection is a common conversation in the sales world, most salespeople are not ready to dig in and have the tough conversation. There are sales trainers and sales managers not prepared to discuss what salespeople go through. As a salesperson, you should always be willing to increase your knowledge in and around rejection. 

Your need for approval can lead to rejection 

Deep down inside we all want approval from someone. You can want approval from people you know and even people you have never met. This "need" for approval can amplify you feelings around rejections. You may find yourself in a state of panic from not having deals closed because of a lack of approval. Who are you looking for approval from:

• Friends
• Family
• Co-workers
• Coaches / mentors
• The world

Your search for approval from strangers 

You may be searching for approval from strangers and not even know it. This approval can feel like a dopamine rush. Rejection from sales is real and rejection in sales hurts. If you look for the ability to beat the feelings of rejection you need to know the formula for it. There are 6 elements to the feeling of rejeciton:

• Time
• Effort
• Energy
• Risk
• Money
• Reputation

What you need to know is the formula for rejection is also the formula for regret when action isn't taken. Shame plays a part in the sales process as well. When you have shame you ignore others and forget to ask for help. You have to be able to reframe what you are going through. You get rejected all of the time and don’t think about it:

• Stop lights
• Grocery store
• Specials / sell outs / discontinued items

You don’t put weight to these items, its part of life, there is no real consequence for getting the rejection.

Other industries face rejection all of the time 

Look to other professions and services when trying to see who else faces rejection. There are multiple people and or industries that face just as much or more rejection as sales. There are professionals that get eviscerated by producers:

• Dancers – broadway / Vegas
• Actors
• Musicians

A good movie to watch about the abuses from coaches and rejection is Whiplash. Part of your sales mindset matters when closing deals and overcoming rejection. You meet with a buyer and you perform.  It's not a sales call it’s a performance is a good way to think about this.  When you put in the effort not hearing back from your the buyer can hurt. It's about the accolades we get from friends and family members. You are vulnerable to a phantom critique because you got ghosted. Rejection can hurt more than most people know. 

Rejection is part of sales and always will be 

When you meet with a buyer you are putting it all on the line for 1 or 2 words of approval, this is a disproportionate amount of work for the most part… at least from your view. The buyer has risks as well.  We all have someone we answer to, they have an agenda.

• If you are struggling in your personal life professional rejection hurts
• When you are not making money professional rejection hurts
• If you have emotional issues professional rejection hurts
• If you need approval from others in the form of a closed deal-professional rejection hurts

Love and request can lead to rejection 

In the business world, buyers adopt a protective device and its to be hard on salespeople, this is a defense mechanism for their role as a buyer – some noncommercial buyers do this and you need to see it for what it is.

Things you can watch rejection in real time / sort of

• Live sales presentations
• Guys hitting on women
• Shark tank
• The voice / Americas got talent / American Idol – Similar shows

Ways you can get past rejection:

• Get help from a pro
• Talk to someone
• Keep a journal
• Know that there is a learning process to sales
• Get some exercise
• Go and laugh – watch 2 – 5 minutes of comedy before and after a sales call
• Donate time to a charity

The reframes:

You will need to reframe rejection. "This is what I do" becomes a mantra. Average salespeople get 1:3, good salespeople get 1:1 and closers get 75% of their deals. It's all about the work you put in / you get what you put in – practice, work, reading, role play, classes.   

HTSS194 - How to be more assertive in sales - Scott Sylvan Bell

The power of learning how to be assertive in sales 

To take your sales skills to the next level you will need to learn how to communicate better. Being assertive in sales is one way for you to move towards being a closer. You have to learn your own path and process. You can take and model what you learn but you will need to expand your zone. 

How to stand up for yourself in sales 

You must learn how to stand up for yourself in sales and not get pushed around. The people who meet with you need to see you have a direction to your process, you will say what you need to and you can deliver content to them. You must learn how to take comfortable control. What you need to know is this idea can be controversial. Some sales training concepts are anti-sales as some scripts and word tracks will get you in trouble.

How to build powerful scripts in sales 

You must be careful with your scripts. It’s a case of Dr. Jekyll and Mr hyde when you are building rapport and then you go on the script. You have to learn how to meld the 2 concepts of your ideas and your words.  You have to get good with a script first so you can become you as a salesperson. Most salespeople never ever realize the personalization happens after you become comfortable with the sales process.

The way the world works conversation 

If you were going to look towards an idea or concept around this process it is the "This is the way the world works" conversation. You may even use a phrase like "I gotta set the record straight"

You have a friend that says what they are thinking. Sometimes what the person says is very elegant and sometimes the people we know are very gruff. When you meet with people they want to know they are being told the truth. Sometimes people say they want the truth but they also cant handle it.

Why new salespeople struggle with being assertive 

New salespeople don’t know what to say or what to do. New salespeople don’t have their sea legs under them. New salespeople don’t have enough experience. What you think sales is may or may not be true, in fact, you can be 180 degrees off.  – when I first looked at Sandler-type sales in the 2006 – 2008 era it made me uncomfortable. The more closers I was around the more I adopted their conversational flow

You never know who is going to have an impact on you

• Coworkers 
• Trainers
• Friends 
• Industry leaders 
• Enemies 

People don’t want to be lied to and they want to be told the truth. People want to be the bold guy or girl and say what they are thinking and admire those who are masterful at it. You can use the framework"I want to make sure you understand I am not saying to be a jerk". In order to be assertive in sales, you have to learn how to disassociate from being friendly and saying what needs to be said. 

You can make an agreement with buyers  “I really don’t know how to sugar coat, I will give you the good and the bad and if that isn’t going to work you will need to let me know”. The thing is if you say these phrases it better be accurate. This is a shot across the bow early on in a conversation, it's positioning, its priming. 

 

When someone makes a request that doesn’t work, you have to know how to shut them down:

Yeah, that’s not going to happen (because)

Most salespeople are supplicant and will beg for the deal. You have to be able to deliver powerful messages using your personality. If you don’t like how someone else says it, figure out how to use it as a framework.  

Your gameplan

Look for the people you list out and look up to. Be willing to have tough conversations in your real life. You can spend people who say it like it is. There is a whole generation of people like this. It's not about being mean or abusive to others. Your confidence in what you say matters – you gotta get the skills to sell and deliver information. Take improv classes to get used to the timing

HTSS193 - Why content creation has been important to me - Scott Sylvan Bell

Why I spend so much time putting content together

This episode may sound like its all about me, its not. I have to share my experiences to build the road map. This isn’t a cheesy covert hypnosis or inception all about myself. With 2600 YouTube videos and nearly 200 podcasts episodes, you have to know I have an agenda. Every chance I talk I get to refine my content, my thoughts, and my skills.

How my past helped me build content 

I was made fun of relentlessly for my speech problem as well as my weight. I was told to be quiet my whole life. When I started in sales there was not the level of coaching, youtube, podcasts, or blogs as prolific as they are now. If you are just getting into sales you have more content available to you to choose from. The building of content is a reminder for me of a path, a digital journal of sorts.

How my content creation process was jumpstarted and why it matters 

In 2014 my house was broken into and I was in a slump. This was the time that the ice bucket challenge. In May 2014 the conversation and viral video process was really amplified. Deb Cole @coachdeb challenged me to create content. I went for 100 days in a row adding videos to YouTube. I was told that the skill of being in front of a camera or video would work out for me. I added 2600 pieces of content to YouTube over time. In March of 2020 the Pandemic made Zoom videos prolific. 

My extra reason why for creating content  

It's my hope that an episode will help someone who is struggling. The feel of a bottomless pit is real and it's scary. I want to leave a legacy of my journey and how to help others. Not everyone wakes up with killer confidence. Some people have to work at it, I have my moments. Some days I am superman and some days… I just don’t have it.  

How content creation helps me 

Refined ideas and thoughts equals wisdom when done properly. I drive for hours sometimes talking into a headset or microphone to refine, shape, and shift a concept. Teaching content allows for you to command control of your ideas – a few people have told me that my recall skills are unparalleled for various topics – it's because I have internalized the thoughts and beliefs. I look for concepts, correlations, questions, hypotheses, and patterns. I build out note guides for other people to help me remember – I have done this for multiple courses or events. At the end of the day, it makes it easier for people to find me

Content creation is bragging rights 

There are not many people who have as much content online as I do. There are a few people who have more. There is so much bad advice out there.  I can think of a few people I have zero respect for that think they can train. I put things out there to counter their bad content. The challenge for you is to come up with 10 pieces of content. You also need to be interviewed. When you get interviewed you are the expert. 

  

HTSS192 - 5 signs of a toxic sales environment and how to move forward - Scott Sylvan Bell

5 Sings of being in a toxic sales environment

You can start working at a company and everything is fine. Over time the office can go sideways. You need to know what to do when your company becomes unethical. The company may have been great before but then they change. There is a point where some companies become toxic. This is a process and evolution of a business. Sometimes the change happens overnight, sometimes it happens over time and sometimes you didn’t see the signs.

Why toxic business environments start:

• Profits were weak the previous year
• An old manager is fired – average time on a job is 3-5 years
• The company is being prepped to be sold
• Bad professional advice

Management can encompass managers, owners, and even new owners. These issues can happen with people you know and people you have never met. 

1. Management or ownership is abusive to employees:

• The way employees or other managers are treated is like hazing, some managers treat the employees poorly
• Management plays games to get people to purposely quit instead of doing the adult thing and asks the person to leave – this happens to salespeople
• Outside vendors are allowed to treat employees poorly
• New managers are trying to prove their power
• Old managers are trying to keep their job and appease the new managers / owners

2. Management or ownership pushes for the wrong thing to be done:

• All the standards and the “norms” are no longer followed
• New management brings in their squad
• Management is opportunistic

3. Management and ownership sour to salespeople and highly skilled staff

• Salespeople are called names and treated poorly
• Long term employees are ushered out, they know the lay of the land and know where all of the “bodies are hidden”
• The 3 bounce – when someone is moved 3 times in an organization it’s the kiss of death – pay attention to if this is you

4. Management builds teams

• Poorly skilled managers are always looking at the “my team vs your team” scenario.
• They take sides and want you to pick one
• Sometimes its pick a side or get out – you have to read the subtext

5. Management plays with the commission structure

• Commission structures are played with
• Your money and or bonuses are never paid out

Your game plan

At some point these games are going to be played with you:

Here are 5 things you can do to prep

1. Create your own authority site and content and let your buyers know you have done this
2. Constantly evolve your skills so you can sell anything
3. Build your resume and keep one handy
4. Foster relationships with vendors as well as managers from other organizations
5. Be willing to leave when things go bad – if you are a closer you are the prize, someone will love you somewhere else

HTSS191 - 7 Traits of top closers in sales - Scott Sylvan Bell

7 skills all closers have 

There are common traits of salespeople in all sorts of industries. When you take a look at styles and skills here are some of the places you can learn from:

• In home sales
• Commercial sales 
• Real estate sales 
• SaaS sales 
• Car sales
• Enterprise sales 
• Phone sales

These are the 7 traits closers have. If you look long enough you may find different ideas. You can build out your own list or concepts. You can take and compare notes for what you find. Watch other salespeople and see what you would come up with or if you would use the same list.

The top traits of closers

When you look at the skills and the talents closer have you can then duplicate them. In NLP this would be modeling. You copy somewhat the things you see and duplicate them. You then evaluate where your skills and capabilities are. You must be willing to dig in and ask if they are the real things you feel or if they feel fake. 

7 traits of top salespeople 

These traits are for the most part in order of the presentation you will give. It doesn't matter the industry you are in or the product you sell. These 7 traits of closers are universal. 

• Self-image – this is what they think about themselves. Their confidence, their aura in a room.
• Delivery – how they talk, communication, and interaction with the person or the people they meet with. Delivery happens from the moment a salesperson walks into a door to the time the sales call ends. Timing – study comedy = improv classes
• Rapport – this is all about how they connect with the person or the people they are meeting with. Rapport is the feeling of being similar
• Questions – Questions, and stories are in my mind are the 2 most powerful forms of communication. Most top salespeople can flip an idea with a question “is it possible” “its impossible unless – they turn the tables on buyers
• Presentation – this is how they talk to people in the presentation, how they explain what they offer and how they talk through their offer. This is narration, this is conversation and this is story.
• Objections – How they deal with the problems the buyer has – the calmness, the walk into the fire belief
• Negotiation – What they do to get the deal closed, how they get the buyer to the horizon

The traits to target to be a closer 

If you are struggling look at how much rapport you are building. If you want to target a skill to increase your closing rate look at the questions you are asking. Make a list of all of the questions you know and be willing to add to them. The one place you can start is to learn how to deal with difficult people and or buyers. Learn to deal with the worst of the worst, this makes it so much easier to deal with anyone. 

The 8th trait of top closers 

If there was a bonus skill that was needed for closing it would be critical thinking. This skill is a combination between questions and correlation. You do want to get better at looking at cause and effect. You can utilize follow up questions to get better answer as well.