How To Sell Show

HTSS18 - Controlling emotions in sales presentations - Scott Sylvan Bell

You will find that controlling emotions in sales presentations can help you be a closer. As a salesperson you must learn the skills of managing emotions in sales presentations. You will say and do the wring things when you lose internal control. Your buyer will see when you have struggles internally, with your vocal pitch and tone. When you struggle in your sales presentation your body language will betray you as well. There are common problems in sales presentations and losing control of emotions is one of them. You will find the importance of emotions in sales is not just for your buyer but also for yourself. When it comes down to it people buy on emotion and justify with logic, this also means salespeople sell on emotion and justify with logic. 

 

This episode was recorded at Hale'iwa Ali'i beach park on Oahu Hawaii  

#sales 

#emotions 

#closer 

#success 

@scottsbell

HTSS17 - Learn how to deal with difficult buyers in sales presentations - Scott Sylvan Bell

Your ability to learn how to be a closer in sales comes down to your skills you learn. Most salespeople will run away from a tough buyer not knowing that they can help you improve how to sell more and how to close more sales. Tough buyers in sales freak salespeople out. When you talk about difficult buyers most salespeople will run away quickly.

When you learn how to deal with difficult clients you have another area of specialty most salespeople will never have.  

The more groups of people you can work with and close lead up to the ability to be a closer not matter the situation or the issues. 

 

Whether you call it tough buyers in sales or difficult buyers in sales you have to learn how to work with people. 

 

#sales 

#emotions 

#closer 

#success 

@scottsbell

HTSS16 - The 3 main reasons why salespeople fail in sales presentations - Scott Sylvan Bell

There are multiple reasons why a salesperson will fail out in the field. When you get past the training or coaching there are more problems. 

Watching a sales presentation from the side of a co pilot allows to see why salespeople have problems in sales presentations. 

There are only so many combinations of issues that can be seen before patterns appear and the sales sabotage pops up.

If you want to learn how to be a closer in sales you will need to get past sales basics mastery 

 

 

This episode was recorded on The North Shore of Oahu at Hale'iwa Ali'i beach park 

Scott Sylvan Bell 

#sales 

#emotions 

#closer 

#success 

@scottsbell

HTSS15 - Is 2020 the year of sales referral marketing - Scott Sylvan Bell

When you look at the marketplace will 2020 be the year of sales referral marketing? Cheap clicks and well planned sales funnels have led to the marketplace being let down by a few companies. You will find because promises have not been kept buyers are skeptical of purchasing. The LTV (lifetime Value) of referrals are better, they buy more and they complain less most of the time. Most companies have no idea how to ask for referrals in sales and or business. One of the challenges is salespeople can companies do not know how to get referrals in sales from delivering what they have promised. When you understand the importance of referrals in sales you will do everything possible to find the breakage in your organization. 

One of the biggest challenges companies face is holding onto clients for the long term. You cant build a referral program in sales when you do not fulfill what you have promised. 

Referral marketing in sales is going to be the big conversation in 2020 and beyond. You will see offers to build a sales referral program offered by multiple marketers and "Gurus".  

 

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

Scott Sylvan Bell 

#sales 

#emotions 

#closer 

#success 

@scottsbell

HTSS14 - Lead generation for sales reps can lead to a fortune in sales - Scott Sylvan Bell

If you want to learn how to be a closer in sales lead generation is a skill you must master. As time goes on your ability to increase your income and freedom will happen from you being to acquire your own leads on the market. 

Most salespeople are ok with waiting for their company to bring in clients or buyers. 

When you have the ability to generate sales leads on demand you will have a freedom most salespeople cant say they have. 

Most platforms like Facebook, LinkedIn, YouTube and Twitter want your advertising dollars so they will teach you the basic skills. 

You can always hire a coach or mentor to learn the high level skills of buying impressions on the open market. 

One of the best sales strategies and tactics to look towards is your own lead generation. 

This session was recorded at Hale'iwa Ali'i Beach Park - Hale'iwa Oahu 

Scott Sylvan Bell 

#sales 

#emotions 

#closer 

#success 

@scottsbell

HTSS13 - Loneliness in sales is a real problem - Scott Sylvan Bell

You will find one of the reasons why salespeople fail is they are lonely and scared to admit it. If you are out in the field and you dont get real interactions with people you can become isolated. You may create some of the objections in sales and then how to overcome them. 

When salespeople struggle they may call another salesperson and then be torn down. There is a danger calling other struggling salespeople or negative salespeople. The danger is the struggling or negative salesperson wants someone to fail with. 

If you are struggling as a salesperson one of the best things you can do is get help so you do not have to go at it all alone. 

 

This session was recorded at Hale'iwa Ali'i Beach Park - Hale'iwa Oahu 

Scott Sylvan Bell 

#sales 

#emotions 

#closer 

#success 

@scottsbell

HTSS12 - The power of encouragement a tribute to Dale L Bell

As a salesperson or an entrepreneur you may not have the best support system. One of the best things that you can do is to encourage the people around you. 

This encouragement can happen face to face, over the phone, text message or even on social media. 

You dont know how much the encouragement will mean to someone who is struggling with their professional life or their personal life. 

You may be the person who needs the encouragement at some point as well. 

 

This session was recorded at Hale'iwa Ali'i Beach Park - Hale'iwa Oahu 

Scott Sylvan Bell 

@scottsbell

#sales #emotions #closer #success 

 

HTSS11 - How to use trade and barter to sell more and get referrals - Joe Lopez

Sales are something your business needs and there are more ways to sell than what you think. You are not getting all you can out of everything you got because trade and barter are two tools that most companies and business owners do not use. The reason barter and trade are not used is because it isn’t thought of. It could also be the reason why trading business isn’t used is because it is misunderstood. You will find out there is more work out there you can uncover as well as more referrals.

Joe Lopez is a certified trade broker from Kailua Oahu  

Top moments from this weeks show:

1:45 The reason why most companies are doing trade and not barter when they work with people and why this not only causes confusion but s costly for business.

3:50 How to reach out the right way to someone so that you can strike up a barter and how you can leverage your time better

5:27 How you can uncover unrealized money inside your business to leverage new relationships, business opportunities and save cash all at the same time.

7:45 The most powerful way to offset expenses of your business through using trade with new companies.

10:10 What a trade exchange service ca do for you and how to figure out how much of your services to start trading with others.

12:01 Where to look for a trade broker and how they protect you and your trade. You also get the ways to protect yourself and your deals.

13:01 What you need the right way to deal with the IRS with barter and how you can maximize your taxes and still keep your cash (tax planning)

15:04 You are leaving money on the table and do not even know it… this secret is revealed

17:40 The amazing story of how Joe put a down payment on his home in Kailua Oahu using trade dollars more than once and the way you can o the same thing.

20:57 How you can use trade as a tool to gain business you may not have realized previously and the way Joe used trade to get daily time in an Airplane.

24:10 the insiders secrets to use a barter exchange to work with a Barter exchange the right way and get good service from the trade exchange by using the right trade mindset

Mahalo for your help with this interview Joe!

You can contact Joe Lopez:

Pbnhawaii.com

Myprivatecurrency.com

traderjoe@myprivatecurrency.com

 

HTSS10 - How to write a resume that stands out and will get your hired faster Mike McRitchie & Scott Sylvan Bell

When you have a resume that stands out there is a high chance of you landing your next job or even your dream job. When you have a proper resume you show the potential hiring staff you are prepared for the next step. If your resume is lacking “a pop” it may seem bland and cause you to have to wait longer for an acceptable position.

Here are 8 of the top moments form this show:

3:20 The specific things you need to add to your resume to update it almost monthly and   the reason why you would have a resume longer than 1 page.

5:31 The item copywriters can teach you to make your resume more intriguing to the person reading it to get the most attention and stands out.

8:03 What recruiters wish you knew about writing a resume and what you should specifically add to give yourself a better chance at finding your dream job faster and easier.

9:55 How being in contact with a recruiter before you need them can really help you out and the correct information of what you need to bring to the table in order to have an influential resume written.

13:12 What makes the ability to write a resume difficult and what you could expect when not ready for a job. What you need to do as to be memorable to a recruiter or a hiring manager

14:57 The frame that should be used to get the most amount of attention to your resume and why accomplishments are more important than the roles and responsibilities. This is something you need to know to land an interview.

16:39 Why you need to have your resume proof read and prepared for the person that will view the final work and judge you for it and the surprising reasons why a resume helps you from being excluded from a job search before it even happens.

20:50 The signs someone needs help with their resume and why a professionally written resume can get you to the front of the line faster for a job interview

 

You can find the resources for Mike right here:

 

HTSS09 - How to sell to the affluent luxury goods and services Kris McAulay & Scott Sylvan Bell

Selling luxury goods to the affluent is a specialty of Kris McAulay. The most recent product she was selling included homes in Monterey California with listings starting at 4 million all the way to 19 million. You will be surprised to learn some of the background knowledge of what it takes to sell to the affluent and be good at it.

Here are just a few of the things you will learn from this episode of the How to sell show

2:12 The common mistake salespeople make when assumptions and expectations of the buyer – especially when the sale needs to be made.

3;54 The driver of the decision making process when purchasing goods, products and services. Some of the words that shouldn’t be used to sell including this one descriptive word

5:45 the way to address the people who are buying goods and services to help with more rapport and how to tell the right way. Treat them the way you would want to be treated

6:45 the way decisions are made and who really does the help to make the decision and the information that needs to be delivered the right way. Why the details really do matter.

8:25 The 2 groups of people who buy luxury goods and how their decisions are made, they are completely different

9:31 The real item being sold when selling luxury homes and what the focus should be of the person selling the home.

10:45 The identity the affluent use when with similar people and how they know if you belong..

12:00 The reason why you need to have confidence in the world of selling luxury goods to the affluent  

14:11 The one surprising thing that affluent buyers will do to help the salesperson when the sale is starting

15:10 The one asset that we all have and need to understand in order to make the sale and how to ensure you make the sale by knowing this rule

17:17 Price doesn’t equal value is a true statement in most industries and why this is important in all sales

18:41 the way to get the budget of the affluent buyer and allow the buyer to sell themselves

20:45 what information is used as a negotiating tool when the purchase is being made and why you need to know where to look for it.

22:10 The huge mistake made when prospecting for the leads for exclusive buyers