How To Sell Show

HTSS168 - How to close sales by being counterintuitive - Scott Sylvan Bell

You can close sales by being counterintuitive 

Not all rules in sales are true or applicable to all salespeople. You can be counterintuitive in sales and close deals. You do need to understand the elements of sales basics mastery in order to make this work. This is not a part of sales new salespeople are ready for. Not all sales trainers and salespeople will believe this type of sales process. 

Old school sales and high pressure

Old school sales training is all about pressure. This concept goes back to the industrial revolution. You cant always agree with the buyer you do need some conflict. You do need to know that sometimes buyers just have nervous energy. Buyers don’t always mean what they say. In sales you have to learn how to calibrate.

Ways to be counterintuitive in sales presentations

• In-home sales go naked
• Everyone else goes to the door with all of their content

Counterintuitive Ways to handle sales objections

You have to prepare this in the presentation that you will say what needs to be said (I am not a sugar coating type of person)

You can do the opposite in sales and still close deals 

• Using a strategy like this is all about a good attitude (flirty feel / dry humor) work the best
• The elements
• Receive the information (I totally understand, good idea, I think you should do that
• Reverse on the information – explain why it may be a problem 1-2 sentences
• Let it go

You have to practice this or you will come off completely wrong, if you try this without practice it will fail

Asking for the sale (framework)

• Want one?
• I don’t know If you want one of these – why would you

Follow up

• Send a video
• Send physical mail

HTSS167 - How to model greatness in sales from leading closers - Scott Sylvan Bell

How to model greatness from fictional television characters

AKA Best sales closers of all time from television

You don't always have to turn to sales in order to learn about your sales skills. You can use 

NLP modeling to get a sense of what skills you can use from others. With NLP modeling you do what they do. In essence, you borrow what you like and you don't use what isn't liked. There is a danger that you need the abilities of the person but pick the wrong ones. Blair Singer teaches how to take someone's presentation and then borrow their traits. 

How to borrow traits of the top salespeople 

Here is how you borrow traits of closers, leaders, communicators, and other great people. Look at the traits of the person and make a list of what you like and or admire. Make a list of your self and the items you are good with. See where you are deficient and where you can improve. 

How to really use a mastermind to model greatness 

In the book Think and Grow Rich Napolean Hill explained that you can leverage a group of people either with you or not. You would ask them questions and see what they would do in any given circumstance. 

Here are some closers from television you could model 

• Happy Days – Fonzie
  • Swagger, loved attention, stood up for others, epitome of cool
• Suits – Harvey Spector
  • Traits – saying what needs to be said, asking for the deal, putting in the work, confidence, swagger, loves the fight  
• Magnum PI – T homas Magnum
  • Asking questions, bring in friends as needed, not taking no for an answer
• Steve McGarret – Hawaii Five 0
  • Action first, permission second, compassion, teamwork -
• House – Dr Gregory House
  • Questions, insights, going against the grain, saying uncomfortable things
• CSI Miami – Horatio Cane
  • Patience, slow down the process, intuition, questions
• The Rock – WWE
  • Humor, presence, showmanship, timing – one of the best in front of a crowd
• Olivia Benson Law and order SVU
  • Used her difference as a woman less masculine, asked the tough question at the right time

Sales training when struggling 

There are periods of your life that allow you to hear things differently. When you watch television shows and pick apart what you can use, you can find new content and hope. Closers are not always alpha males or super masculine. You can find traits in women as well that you can model. You will want to look outside of sales to get skills others don't have. 

Evil sales training warning 

You shoud know that there needs to be a warning when you model others. You can get caught up with the evil that people have. You do have to be careful with who you resonate with. You can look to those who are different as a way to increase your sales skills. Philosophy is one place for you to take a look at closers traits. 

HTSS166 - Sales training is beyond the book - Scott Sylvan Bell

Your training is  beyond the book 

At some point, your skills are only enhanced fractionally from what you read in a book. The saying "Beyond the book" comes from Roland Frasier. Beyond the book means your skills and knowledge will happen in real-time with time, energy, and effort.  

Most sales books rehash content 

When you look at the books being released lately there isn't much new. If you read 5 - 7 of the top books on sales you will cover most of what you need to know when you put the training into action. There is no substitute for real-life experience. You will want to hear the training or knowledge 2-3 different ways so that you can connect with the strategies. 

Sales books are typically the ascension model   

Most books are the entry point to live training and were built on the ascension model. This means the books are only the start. The whole goal is to get you to a mastermind or to one to one coaching. 

How to get better at sales 

You need life action and role-play + sales reps. You will want to look for places you can learn from. Here are a few other things you can do so you can increase your sales skills:

• Interviews of live experts
• Ride alongs 
• Role play 
• Interview people 
• Online reviews 
• Drama movies – look for points of high tension

Ways to fail at sales 

Procasting and rejection are the two most common reasons why you do not get better at what you do. You have to be willing to work through the rough spots in the sales process. 

HTSS165 - How to stay memorable in sales - Scott Sylvan Bell

How to be memorable in sales

When people make a purchase from your its not just about the money, the sale is also about who you are. You can offset your investment with the actions you take in a sales presentation. When you are memorable in the sales process you are also being preeminent. You will want to remember, "Its not a sales call, it’s a performance". When you perform in front of your buyer you are not acting in a bad sense. You are putting on a show for the buyer. People want to be engaged and entertained. You do need to put focus on your presentation before, during and after you meet with your buyer.

One sit closers can still be memorable 

A one-sit close is where you close the deal the first time you meet with the buyer. You can use your charisma and personality when you meet to close the deal along with your sales skills.  Some industries are not one sit closes, sometimes you have to do the rounds and come back to meet with the person or people you presented to. You can close deals later on by being memorable with your conversations, your appearance, how you answer questions and so many other ways. The sky is the limit when it comes to you getting people to remember who you are. 

Being memorable in sales order of operations

You can do yourself a huge favor and be memorable to the people you meet with. You can create a pre-event email. In this email you can leverage:

• Video
• Images
• Sound
• Personal linked content
• Social media 

When it comes to being memorable you can use first impressions as a guide. You will want to be on time, use the person's first name, and smile. There are elements of the NLP that you can use whether anchoring or even the unconscious hello. 

Sales basics mastery and being memorable in sales 

Most salespeople have no clue as to how important it is to set an agenda. This simple step can show the buyer you are meeting with that you are a Pro and not a Joe in sales. There will be a solid feel to your meeting.  Sure setting an agenda may sound simple but it is stepped over consistently in sales. 

Use body language to be memorable in sales 

You can use your nonverbal communication in sales to help people remember you. The elements of rapport can be used to get people to feel comfortable with you and your presence. It is easier to remember you if people like you. 

Here are the ways you can use body language to be more memorable with the people you sell to. 

• Body blocking
• Eye contact
• Smile when appropriate

Active listening can help you be more memorable in sales 

When you listen to the people you meet with you can have extra thoughts after you leave. The memories you leave really matter more than you know. As you listen be willing to take notes and ask follow-up questions. When you respond back to your buyer or potential client your pitch, tone, and cadence are important. 

You can tell your story and why you like what you do. You will want to get good at this.

Asking for the business and helping the buyer get to the next step can be a powerful way to be remembered when done right. 

When you are done meeting with the person, the people or the group send a Thank you card the same day. 

Advanced ways to be memorable in sales presentations 

After your sales presentation, you have the ability to have people re connect with you. The more memorable you are the easier this will be. Here are a few ideas you can use to help yourself:

• Shoot a follow-up video where you use the person's name, some data from the presentation, and your personality. 
• Starbucks can be delivered to a buyer or nonbuyer. You can use food delivery as a way to get back into the conversation
• Send a gift to get the attention of the person or the people you met with

HTSS164 - Negotiation sales training - Scott Sylvan Bell

Negotiation skills training to help you close deals

You need negotiation skills for your daily life. In the United States and the west negotiation isn't needed for everyday store items. The magic word for negotiation in any type of aspect is "respect".

Sales negotiation skills training 

The average person buys a big-ticket item 2 – 3 times every 5 years. Most people are not equipped to buy. It's not uncommon for people to not ask for a discount. As a consumer, you do need to get used to the back and forth of a deal or a sale. You should at least ask for a better deal once. 

Sales negotiation books 

2 of the best books on negotiation are from Jim Camp and Chris Voss. You can pick up Start with No by Jim Camp and Never split the difference by Chris Voss. Both of these books have a strong framework for the daily negotiation skills you need as well as big deals. 

Learn how to negotiate on the secondary market 

One of the best places for you to learn to negotiate is in the secondary marketplace. You can sell goods you no longer need on Facebook, craigslist, or anything similar. You can get used to the patterns in the negotiation process. 

Sales negotiation patterns   

The more you get used to negotiation, the easier the patterns are to see for you. Think of the negotiation process like you are playing ball with a dog. At first, the dog is really excited for the stick to be thrown. Your counterpart is the same way. Over time the excitement slows down. Your negotiation needs to be used to slow down the process. 

You can't care that much in negotiation 

You will find over time that you cant need a deal too much. You can watch Pawn Stars as a way to see the patterns. There is a good rhythm to sales calls, presentations, and negotiations. Most salespeople become Dr. Jekle and Mr. Hyde from your conversations. Your lack of focus betrays you when you struggle or when you get too excited. Just remember to smile and have fun. 

Power struggle negotiations 

Some people just need to win to prove their power. This trait in people in all groups of people not just one. You can see the back and forth when you watch presentations and others' work. Some people just want to "flex" and prove they have power over you because they have money. This is not the power you think because it is actually a weakenss. 

How to increase your negotiation skills

One of the best ways to get better negotiation skills is to do the work. The next best way to get negotiation skills is to do sales ride alongs where you go watch sales processes. You can  Interview closers and even role play with them. This way you can get used to the timing process, ask better questions, and look for patterns. 

More negotiation skills training

You can read books on deals and deal-making. What you need to know is there are not very many of them that are good. You can read books about billionaires and how they got to be where they are. 

 

Red books on deals – there are not tons of them Warren buffet series – The Trump one By George Ross is a disappointment.

Talk to deal makers in your life – talk to them about their favorite wins and biggest losses

HTSS163 - How to stay focused in sales - Scott Sylvan Bell

Learn how to stay focused in sales

If you want to learn how to stay focused in sales there are a few things you must know. First in the beginning it isn't easy. Second, others will try to get your attention whether on purpose or not. Focus is a major problem for salespeople and even entrepreneurs. 

Goal setting and focus for salespeople 

You will find that it is a mix of focus and goal setting that will help you get to where you want to be. These 2 items go hand in hand. Your ability to stay focused starts with you telling people "no". You have to be a man or a woman on a mission to get things done. Some salespeople struggle with this as it is a form of rejection. 

Staying motivated in sales 

Sales motivation is a real thing. You do need some of your own internal rules. These edicts or rules will help you stay within the lines. Tony Robbins says "Where focus goes energy flows" this is true for your personal life as well as business life. 

Sales focus can feel like pressure 

When you work a system or a series of rules in your life, others will say it feels like pressure. Most people are not used to a framework of getting things done. The average person is not used to a set direction for life. Look to others for inspiration, Grant Cardone likes to smile in the middle of deals. You also have to stop looking for reasons to not like someone.  

The mental game of sales  

Your beliefs about sales will influence how much focus you have on yourself. If you don't think you can sell a lead, you cant sell a lead. Admit that you have problems and or issues you have to deal with. Part of the mental game of sales is your ability to follow through until the end. 

The power of sales scripts 

Sales scripts are not the most fun when you first start in sales. You do need a structured presentation so you can be unstructured. When you go off script you are guessing as to what you are doing with your buyer and or client. Learning your own sales pattern and when you are your best and when you struggle is one why to help you stay focused in sales. 

Focus on the end goal in sales 

It's common for salespeople to pull back and not close the deal out of lack of focus. What is the end result you want? You must be outcome and goal-oriented in order to close deals. This may seem pushy for some and normal for others. So many salespeople lose deals out of lack of interest. What you have on your mind matters. 

Being focused and goal centric to close deals 

Most salespeople only need X dollars to survive. This programing of their mind tells them it's ok to stop selling. Once again there is a power of goal setting wired into focus. Here are a few ways to stay focused. 

• Stay away from negative people / negative conversations
• Role Play
• Checklist
• Be outcome-oriented in your conversation, you will literally use the work outcome and goal. 

The power of focus in your personal life

Your personal life has an impact on your ability to sell. If you lose focus in your personal life it can make it hard to close deals. Here are a few ways to have a great impact on your personal life:

• Stay away from negative people / negative conversations
• Laugh often – its an energy thing
• Morning review
• 3x5 card
• Goal board + feelings of accomplishment
• Accountability buddy
• Go and look at the item / thing you want (Rolex)

HTSS162 - How you lose sales and corrupt deals (part 1) - Scott Sylvan Bell

How do you lose a sale and miss out on a deal

You will need to be open for you to close as many sales as you can.  The answers may not just be about sales. You have a personal life and it impacts your business life. When you lose deals it can be your fault and you do have input on it. 

The sales basics you can lose deals with:

• Its not typically 1 thing that loses the deal, most of the time it is multiple things. 
• There is a belief that you say 1 thing and the deal is over. When it happens when egregious
• You have to be willing to be accountable to yourself – this is an important conversation
• Most of the time its lack of focus and is sloppy
• Lack of prep show up late, no resources
• No discovery and straight to the price  
• No presentation and or fly by the seat of the pants
• Not asking for the sale
• Not paying attention to the details
• Old school sales – not understanding what ABC is and doing general dumb things
• Lack of follow up

The medium range reasons why you lose deals and sales 

It's not just the basic reasons why you don't close a deal. There are medium reasons as well. 

• Assume the deal is made so you shortcut the presentation – selling to friends and family is harder and you must put in more effort
• Not explaining the closing sequence and giving the next steps
• You don’t like the buyer. Your buyer feels these emotions.
• No focus on the end of the deal 
• Not excluding the competition 
• Lack of follow through

Advanced losses of deals

There are advanced reasons why you lose sales. Most of these reasons evolve around negotiation and your personal life. 

• There is a point where you induce greed to the buyer or yourself
• This isn’t just for the salespeople, its also the buyer
• You can lose deals, just like the buyer can
• Learn how to sell on FB, Craigslist or anything similar
• Word patterns “what is your best price” … you have to answer this the right way…

Personal reasons why you lose deals 

• Friends and family pressure 
• Lack of self-confidence
• You lose focus or have truama 
• You are not in it 
• You have evolved to the next part of your life 

HTSS161 - Good sales training is rarely cheap and cheap sales training is rarely good - Scott Sylvan Bell

When you look at the investment you make in sales, good sales training is rarely cheap and cheap sales training is rarely good. 

Its not just the cost of the training, it is also the time, energy, effort, and risk taken from the training. 

HTSS160 - A simple sales pitch destroys complex ideas - Scott Sylvan Bell

A simple sales pitch will outperform a complex sales presentation 

When you give your sales presentation you will want to remember that persuasion is simplicity. The easier it is to get someone to take an action or to say yes, the faster you can close deals. As you go through the idea of persuasion is simplicity this covers all spectrums of the sales process. You will see from being in sales long enough this is part of:

• The presentation 
• The demonstration 
• Asking for the sale 
• Follow up 
• Sales management
• CRM 

 

Long stories that are cute will destroy your sales process. When you talk too long your buyer will lose interest. There is only so long you can keep someone captivated.  Just like jokes have to have a build up and then resolution so does your sales presentation. The huge item to remember is the juice must be worth the squeeze not just for the buyer but also for yourself. 

How to make your sales presentation more powerful 

If you want to make sure your sales presentation is converting as much as it can then you will want to simplify the conversation. You can talk in sound bites. This means you simplify your answer to 3-5 sentences organized in a way that makes sense.  Talking to fill time is boring and its predictable that you talking in circles.

 

Simple sales presentations with buyers while removing complexity

The more complex your sales presentation is at any step the larger your chance of having struggles. Any any of these steps you can lose out:

• Your introduction
• Questions
• Rapport
• Your presentation – complex distilled
• Your answers
• Your questions
• Follow up 

 

Sales Management and complexity 

Sales ownership and management can casue salespeople to have anxiety and extra stress. The more items piled onto salespeople the more complex the sales process becomes. Here are the most common places where business owners and sales managers create complex selling situaions. 

• Complicated presentation processes
• Complicated sales presentation process
• Complicated CRMs
• These are not just a problem for the buyer you will also crate problems for salespeople
•  

HTSS159 - What to expect when private equity buys your employer in sales (Part 1) - Scott Sylvan Bell

Private equity and your sales role changes 

Private equity is buying small, medium, and large businesses.  These roll-ups are being fueled for revenue and future values of the companies. The company you work for could be in the hands of an owner you know one day and then its sold the next.  You have an owner you know one day and then you are owned by a faceless group the next. The first thing they say is “nothing will change”. You need to know this isnt true. 

What to expect from new company owners with private equity 

When a company is bought you will have major changes coming your way. You can expect these changes to happen quickly. Here are a few things to expect:

• Prices will be increased / maybe multiple times
• It will mostly be about the money from here on out
• Rules will change / all of them
• Investment in your 401 / retirement will change
• They may want you to train / they want your skills to be duplicated across their company
• Teams will be combined

Management changes in sales when private equity buys your employer 

When the company you work for is bought by private equity management will change. You must know there will be problems behind the scenes. The new managers need to show their power and the old managers will have to fight for positions. You will be left holding the bag and answering to new people. 

• There will be power struggles with the new and old management team
• Management will be brought in to not have to live up to old agreements and ideas
• You may have issues with managers trying to hold onto their positions first, dealing with your concerns 10^th

The previous owners you answered to no longer can help you 

You may feel helpless when the "old owners" cant do a thing to help you. The problems you used to be able to address cant be fixed. You will get empty promises, at the end of the day the old owners are there for the transition only. 

• The old owners may be around but have no ability to make choices and decisions
• The owners will have to stick around for 12 months – 18 months / they have no skin in what happens
• You will get told to "hold on" things will get better 

The new owners and private equity 

When the new owners and managers step in preparation for rainbows and sandcastle stories. Everything will be shown as magnificent.  The new owners want to size up the team to see who should stay and who should go. 

• There will be promises made, hey may or may not be real
• They will sell you on the new ideas and the future 

The new new owners under private equity 

The valuation of the company will change and will attract new buyers. It's not uncommon for companies to be bought and sold a few times in a year to get to the next valuation.  

• The company will be sold again and packaged with another company

You have decisions when the company you work for is bought by private equity 

If you are in sales you should always prepare for a departure from the company you work for. It doesn't matter if it's a better opportunity or for you to be fired.

• Make your water mark for what you will put up with a private equity purchase
• Look for connections now so you are not stuck when the company you work for is bought out by private equity
• You may want to be the first one off the team looking for a better position