How To Sell Show

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. 

 

 

HTSS190 - What to do when you lose a sale or a deal - Scott Sylvan Bell

What to do when you lose a sale or a deal

This is a hidden conversation in sales to the extent most people can't answer it properly. What happens internally to you when you can't close a deal or you lost a sale. Nobody talks about this because they don’t know how to fix your problems. When you take the time to commit to fixing the issues you will get further in sales. You must be willing to answer tough questions and be accountable to someone. 

How to pinpoint a lost sale or deal 

There are plenty of places you can be influenced from to be a better closer. These ideas and concepts have come from therapy, other closers, notes, and well as conversations with salespeople who lost deals. Most sales trainers will say keep going and not give ways to fix your problems. 

Rejection in sales is normal and part of what you do 

When you look at sales rejection is part of the industry. Rejection is supposed to happen in sales. You are supposed to get better over time. Great sales trainers and coaches use their experience as well as others to help you with guidance. Even though rejection is normal yet it can hurt and does have lasting effects. Your problems with rejection are compounded by your personal life. When you lose a deal you can look at what’s going on in your life. You want to treat this information like a puzzle. Are there correlations to the problems you are having with closing deals?

The formula for rejection and regret  

If there was an overall formula for rejection and even regret it would be time, effort, energy, risk, money, or reputation. We all want to look good in front of others. You question your skills, your talents and your capabilities. When you are closing you have better relevancy internally. When you are not closing deals you will search for the approval of others. 

The enemy in sales is rejection

As you get better at sales your closing rate increases. Rejection happens 2x more than success for most salespeople. Closers get closer to 1:1 for rejection and closed deals in most industries. The best of the best closers have roughly a 25% chance of failure. 66% closing rate, 50% closing rate, and 33% closing rate are the targets for you. These are the three stages of sales sort to speak.

Why routines matter in sales 

Routines matter, what you say to yourself matters, what you do when you lose a deal matters. It's easy to blame others and when you do you lose control. Its easy to want to push aside what really happened and focus on other people or outside circumstances. There are times where its 100% your fault and a few times there is something from the outside.

Questions in sales and closing deals 

You have to get good at asking questions. Jim Camp had a process called 3+. Jim was able to use this technique in his discovery process. When you ask a question 3 different ways you can find answers people didn't think they would give you. There is a point where you are beyond training and have to put in the work. You can only practice so much and then you have to put into action. 

The questions to ask yourself when you lose a deal

The hard part of losing a deal is what most salespeople don’t want to face. You really have to look inside and ask the tough questions about yourself and your skills:

1. How did you prepare?
2. What questions did you ask in the presentation -
3. What rebuttals did you use?
4. What objections did you not call out early on – you stop a presentation instead of letting the idea reverberate “I get the sense” I get the feel”, “Maybe you can help me out here” target feelings emotions -
5. You ask for the sale 
6. You overcome objections -
7. You win or you lose

The 4321 sales process framework 

When you organize your thoughts is makes it easier to pinpoint the loss of a deal. This doesn't take away the feelings of grief or even magically make things better. You can get a sense over 10 calls where you are really struggling. 

• 4 things that went right
• 3 things that were ok
• 2 things you struggled with
• 1 thing you completely failed on

The end goal is to look at what went right more than wrong. You don’t bounce around. You find the things you are getting right first, this is the opposite of negative

You can go to: Howtosell.live/4321 and get your cheat sheet. 

How to determine if you met with the decision-maker

There are times when you lose a deal because you didn't do enough or even pinpoint where the potholes are for the buyer. When you meet with a person to make a sale you need three items to be complete:

1. A pain, risk, problem or pleasure

2. A budget

3. A timeframe or commitment

If you are missing any one of these three you will more than likely lose out on a deal. 

HTSS189 - Is sales a good career to get started in - Scott Sylvan Bell

Would sales be a good career for me?

A common phrase that comes up in Google is "Is sales a good career to get started in". This is something sales trainers and sales experts get asked as well. Know that sales is a great service to be involved with. You get to help people with problems and issues they face. 

Common fears about sales 

• There is always the fear about taking advantage of people – you don’t have to do this
• Living on commission
• Asking for the sale

What you get to take with you for life. When you know how to sell, you get whatever you want. 

• How to ask for what you want
• Negotiation
• Better confidence
• Ability to speak in front of a crowd
• Talk yourself out of stations
• Up your income
• You get a better understanding of people

Sales is a great career, you can move to different positions and or locations:

• Industries
• Services
• Locations

Systematized sales processes can be used in multiple locations. Here is what you may have to put up with:

• The learning curve
• Management -
• Product changes -
• No set or guaranteed pay – there is the opposite and a huge upside
• Unethical people

Who sales is not for

• Liars, cheats and frauds – they will always be in the industry (that’s the list)
• 3%

Where can you learn

• Network marketing (MLM)
• Start small think in terms of a low dollar item
• Look a place good reputation
• 2^nd party sales – garage sales, FB market, craigslist

Focus -