How To Sell Show

HTSS130 - How to make a sales script work for you - Scott Sylvan Bell

To make a sales script work for you, there is some effort you will need to take.

The first part of it is that you need to have the correct mindset. Many people think that making a sales script work for them is as easy as having to memorize what callers say and respond accordingly. That is not entirely false but in fact, there's a lot more to it than just doing this alone.

Best thing about using a well written sales script is that it takes away from your brain all the responsibility on knowing how best to respond when prompted with different questions or objections by customers over the phone. It also makes sure that you don't pitch anything out of context without even realizing it which improves your chances of closing deals. 

Practicing pitches before sales calls can actually help your conversions. You can use things like voice recorders, apps, 3x5 index cards, video game headsets or even face-to-face role play to get better at sales scripting. 

Closing sales through pitch and tone shows the importance that other salespeople do not take into account. 

People can persuade and use the ability to have their pitch and tone vocally almost instantly. 

 

 

HTSS129 - Why you don't like sales training and why you don't like sales trainers - Scott Sylvan Bell

If you talk to most salespeople, they don't like sales training. Most deals are closed off of strategies taught in sales basics mastery. With as many deals that are lost and with the enormous amount of money left on the table you would think salespeople would be excited to be trained. 

There are multiple reasons why salespeople cant stand sales trainers and sales coaches. Here are the most common concepts why sales training isnt something salespeople want to be involved with: 

Why you struggle with sales trainers:

2. Old techniques - The sales trainer is caught up in 1950's technology. The concepts that are being taught are old school and feel highly manipulative. There are elements of constant closing. At the end of the session you feel less like a professional and more of like a carnival barker.  
3. Most people at your company do not hold themselves accountable. By default you are forced to be trained to their level. 
4. You have been in sales for a while and they are teaching the basics, you are bored with your job and what you are selling
5. You have a process down that you like and you are OK with the results
6. You have conflicts with how sales from the trainer is taught. Its likely that the content is recycled and repackaged while some content is flat out ripped off. 
7. No respect for the trainer and their skills – in the end they may not have been able to sell a product or service but they can sell their training
8. The owners and managers don’t want to admit they made a mistake with the person they hired
9. The attitude of the person teaching isn't liked. You may find the trainer arrogant, condescending or even a flat out jerk. You could be closing deals instead of listening to someone who isnt that good
10. The trainer isnt good at sales they are good at emotional manipulation. A better way to explain this is the trainer is a predator. Their process only works for people without morals. 

At some point you will have to take a class with someone you dont like, your best bet is to figure out why and then what you can do about it. 

HTSS128 - How to overcome imposter syndrome in sales and business - Scott Sylvan Bell

As a salesperson, do you ever feel like an imposter? It's not something that most people will admit to but it is very common. In this podcast post we'll help you uncover what might be causing the feeling of fraudulence and how can get back on track so your business doesn't suffer from low morale or poor productivity. 

Impostor syndrome (also known as “impostor phenomenon”) has been linked with feelings internalized accomplishments leading them to question their success in day-to-day tasks at work or when interacting with others which leads into insecurity, self doubt, and fear they are being exposed for who they really are: A person without skillset deserving of accolades. 

Imposter syndrome is a condition in which people are unable to internalize their accomplishments and see themselves as successful. This leads to feelings of insecurity, fraudulence, and doubt that surface at work or when they interact with others. In this blog post, we will go over how you can uncover imposter syndrome in your sales team so that you can correct the problem before it affects your business negatively.

What to do when you feel like a fraud in sales:

-If you're feeling like a fraud in your sales role, talk to someone who knows what they are doing. This could be an experienced colleague or mentor at work or even a trusted family member.

your team. -Remember all of the hard work you have put into being successful including taking time off from work when needed and learning new skills via training programs, conferences, books etc...

-Remind yourself regularly how much value you bring to clients with these traits - trustworthiness, accountability, creativity - which helps keep imposter syndrome at bay.

-Set realistic expectations for yourself and others by defining success in ways that take into account the contribution of other people on

The best hacks to deal with imposter syndrome in sales :

-Take the time to understand what your company's expectations are for success in a sales role.

-Ask yourself if you feel like an imposter and then think about why this might be true. If it is because you're not making enough calls or meetings, find out how much other people on your team call and meet with clients and adjust accordingly.

What can we do to help someone who feels like they have imposter syndrome:

-Encourage them by acknowledging their accomplishments (e.g., 'you did really well at that last meeting'). This will let them know that you believe in them - which goes a long way towards building confidence!

How imposter syndrome is undermining your sales 

team:

-Imposter syndrome is a major cause of burnout and often results in employees taking less time off from work.

-It can also lead to an employee's inability to successfully complete assignments, which could result in them losing their job or being demoted because they are not meeting the company's expectations for success.

Why it's important to uncover imposter syndrome on your sales team:

-If you're able to catch impostor syndrome early and provide people with guidance, coaching, and support so that they can overcome this feeling before it becomes crippling - then you'll be able to keep them around longer as well as help others avoid becoming victims too! This will make sure everyone feels like they belong at work even they dont want to be.

How to be successful in sales :

-Take time off when you need it.

-Learn new skills by enrolling in training programs, conferences and courses or reading books to keep up with industry trends.

-Set realistic expectations for yourself and others so that success is defined as something more than just numbers on a spreadsheet! Remember the value of creativity, accountability and trustworthiness - which are all traits imposter syndrome sufferers have too."

 

How to uncover imposter syndrome in sales: How can we help someone who feels like they have imposter syndrome? The best hacks to deal with imposter syndrome in sales include taking time off when needed, learning new skills through training programs, conferences or even reading books about the current trends within your industry.

You can beat imposter syndrome in sales  by establishing realistic expectations for yourself and others. You should also take time off when needed, learn new skills through training programs or conferences, and set realistic expectations that are more than just numbers on a spreadsheet!

Imposter syndrome is one of the major causes of burnout because it can lead to an employee's inability to successfully complete assignments which could result in them losing their job or being demoted from their position. It can be hard to spot impostor syndrome if you're not aware what it looks like but we have some general signs when you might feel like an imposter:

-If you think your company expects too much from people with average abilities

-When other people seem better at sales than you do

-Jealousy and comparison are 2 items that come up continuously in imposter syndrome conversations

HTSS127 - The client break up conversation - Scott Sylvan Bell

You will need to break up with one or more buyers before they break you out of a sale. Rejection is an important lesson in sales, so it's best to get used to saying "no" early on. The sooner you can learn how to break-up with bad clients--the better off your business and finances will be in the long run. Here are some tips for when and why it’s time:

The client wants something that doesn't align with your product offerings - If this happens frequently enough, then improving the line of products you offer may not be worth the hassle of dealing with these types of customers over and over again. It would make sense at that point, if possible, to change what does not work and go with what does.

 

The customer is not willing to negotiate or compromise on their needs - If the buyer wants something that you cannot offer, then there's no point in continuing with a bad client.

There has been a break in communication and they don't seem interested anymore - This one can be tricky as it could just mean they're busy for now. But if this happens over time and your contact gets more distant, this may be an indication of trouble ahead.

If the value proposition isn't worth what you want to charge them for it (i.e., "it doesn't make sense")- It would be better at some point to break off any future business dealings with these types of buyers so both parties save face--and money!

You will reduce the amount of stress you face trying to chase down someone who should have never done business with you in the first place.

- break up with clients before they become a pain or a hassle

- learn how to break up with bad clients, when and why it's time to do so:

Breaking up with a client becomes easier over time. There is a hidden danger. The more you walk away from people the easier it gets. However, the first break up is always tough. It would make sense at that point if possible, to change what does not work and go with what does.

You will start to see how difficult buyers in sales need to have boundaries set.

Setting boundaries in sales is a critical part of the business that ensures these types of buyers don't become too demanding.

The difficult clients are those who will not take no for an answer, have unreasonable expectations or want something you cannot offer--so it's important to either find ways around their needs and wants--or walk away from them all together before they do any more damage to your finances.

It has been estimated by Dr. Bhrett McCabe (founder of BreakupDoctor) that one out of every five jobs lost this year was due to customer churn with difficult buyers! This means we need to be better at setting up boundaries when necessary so bad client breakup does not happen as often.

 

HTSS126 - Sales slump motivation - Scott Sylvan Bell

It's sales slump time and you are wondering what you can do to bust out of the slump. The first thing you need to know is it will happen... at some point.

- What sales slump?

You might be saying this in your head because if sales have been going well for a while now, chances are good that sales will continue to go well. If sales haven't been going as well lately it shouldn't come as a surprise that sales aren't exactly booming right now either. In fact instead bosses are having "that" meeting with sales people about not reaching revenue goals last quarter or maybe even throughout the year. And then there's all kinds of reasons why sales aren't as strong as they should be! Everyone seems to think there is some magic sauce or voodoo in order to get back on top.

In reallity you just need to know what to do to get out of the sales slump. Follow the sales slump steps below and sales success will be right around the corner

What is The sales slump exactly?

For sales or sales management it can mean a period of time where sales have stalled, slowed down or even have decreased. Sales slumps are for all intents and purposes temporary as opposed to sales cycle which may take longer. Although sales cycle is something you should also pay attention to when learning how to get out of sales slumps. Slumps usually aren't drastic, although putting up numbers that would normally only be half of what your company expects from you isn't very good either.  Businesses look forward in paying commissions on a particular quarter so having sales people who don't meet their goals can be costly.

Even though ever salesperson will go through a slump, not every salesperson knows what to do next. It is still important to have basic sales skills and sales strategies in place to improve sales. Sales slumps usually happen when salespeople underestimate their competition or get too comfortable with what they have been doing and sales numbers seem to drop. At times sales people forget that customers are always changing so it is the salesperson's job to change as well. A lot of sales managers would rather fire an under performer than having them do anything about a slump because there were things that can be done beforehand.

As a salesperson, you should set goals for yourself each quarter or even for every month, these kind of goals will help you determine if you are reaching your proper quota at all times, especially during busy season where everything seems like its coming together. You can and will break your sales slump.

HTSS125 - Why sales coaching is important - Scott Sylvan Bell

Sales coaching is more important than you know. Most salespeople never get their skills to the point of where they succeed, and your ability to grow your income happens from a sharp sales process. You need someone who will call you out on what parts of yourself that could use improvement; this can be an uncomfortable position for anyone at first, but it's necessary for someone else in order to guide you and push your limits as far as possible."

Hiring a mentor can help you improve your sales skills and boost your income. If it has been a while since you have had any formal training, then getting in-person coaching from someone who knows what they are doing is the key to success. Especially as time goes on without new knowledge or experience of some kind, our brain will start functioning more like an automated machine that needs less energy input for tasks which do not require creativity so we lose precious minutes with every single task because there's no need to think about how best to approach them anymore - this means we're wasting valuable potential profit! Hire a coach today if you won't take advantage of these free moments by working smarter rather than harder until business becomes easier again knowing exactly where all those

HTSS124 - Do scripts work in sales - Scott Sylvan Bell

One of the most common questions about selling is around scripts. Salespeople constantly ask do sales scripts work? 

The answer is Yes of course sales scripts work but there are a few challenges you must know about. 

When you become impatient and the conversation feels fake sales scripts fail. Your timing also has to be worked on. If you speed up to the conversation you will struggle with working with your buyer. 

If you have conversations that feel weird you will lose your buyer. 

You do have to take the time to make the script your own and that only happens from repetition. Most salespeople give up and have not been through enough cycles of their process.

One of the ways you can work on your sales presentation and make your script feel better is with the Rootbeer Rapport Trick. You hold a bottle of Rootbeer in your hand as if you were to socialize with a friend. Adopt the feelings and the posture is if you were at happy hour. 

HTSS123 - Business patterns to look for to close more deals - Scott Sylvan Bell

If you are in sales long enough there will be patterns you can spot. When you take the time to map out activities you can see what will happen in the future. 

You may have issues with compensation, agreements, Management, and even the company being bought out. 

Most salespeople don't think about the cycles of business and how it impacts their sales cycle. Preparing for sales also means knowing what is coming. 

 

 

This episode was recorded in Sacramento California at the How To Sell Show Studios 

HTSS122 - Is it the leads or your sales skills - Scott Sylvan Bell

When you are selling leads its easy to feel good about closing deals. When you lose deals you may fight taking responsibility for the loss. All salespeople will struggle at some point. When you are in a sales slump it does matter how you describe the leads you lost. 

All too often salespeople want to blame the leads for the loss. There will be times where you sales skills are tested. You may want to look at the leads as being the fault when it could be your issues or even lack of sales skills. 

The more ways you know how to close sales and prospects the better off you are. Instead of looking at a tough sale as a detriment, you can ask yourself "How could I close this deal" or even "What skill am I missing that would allow me to close this sale".

Look at the best closers you know and see if they blame the lead or if they blame themselves when the sale is lost. Chances are good the best closers you know will look for ways to make a deal happen. They are creative. 

Your own personal life matters when you are in a sales slump. If you are struggling it will be easy to want to blame someone or something else. 

MIH means "Make it happen" this is a mindset of looking for a way to close a deal when the odds seem against you. 

 

HTSS121 - Law of attraction in sales and business - Gregory Downey

Gregory Downey is known as the GREATitude coach and has a fantasic book called Attracting Miracles. In this episode of The How To Sell Show Gregory shares how to use the law of attraction and how to utilize it to be better at business, sales, love and life. 

If you have ever wanted to manifest a better life, Gregory Downey has some ideas to share with you. What you focus on you will get more of. Greg shares a simple technique to shift your focus and allow yourself to get back on track. 

One of the insights Greg shares is you have to put in the work and the effort but you also need to focus on the outcome.