Sales Training lesson #6 Are you guilty of this common sales mistake?

Sales people love to talk in general with some good and bad repercussions. What normally happens when sales people start a slump or are in the middle of sales failure or a sales slump they start to talk about themselves and share information that is not pertaining to the sale more than normal. This may be a boastful brag about something that they own or something that they have done in the past or a trip that they are going on.
Avoid this common and costly sales mistake
How to avoid this common sales mistake with one simple step
There is one step above this personal sharing and that is the one upper. That’s right that guy or girl who always has a better story, better product or has a better or worse experience. Sales training normally does not discuss this aspect of sales but as you will find it is super important. Sales slumps start with ignoring sales basics.
Remembering first and foremost that your job as a sales person is to make the potential client the hero by using the product and or service that you have to offer that is where sales success starts.
Think back to your last sales call whether you lost the opportunity or if you actually made the sale.
  • · Did you ask the engaging questions to find out what would help them?
  • · Did you talk a little bit too much about yourself?
  • · Did you top the stories of the person or people that you sat down with?
  • · Where your stories relevant to why you were there?
Many times when a salesperson is in a sales slump or have ha d a series of sales failures they go off the reservation of applicable topics sort of speak when looking for ways to get their sales numbers back up. When this happens the struggling salesperson starts talking about so many different topics that they would have never talked about when they were on top that are not relevant to the sales call.
This type story telling is not productive and actually is a waste of time not just for your potential client but also for you.
What are your tasks when you are on the sales call to be productive?
  • · Ask relevant sales questions to find what you can do for the potential client
  • · Take notes on what the person or group shares with you (this shows respect)
  • · Ask about how the decision process is made, so you know how to set up your presentation
  • · Find out a way to share with the buyer or buyers what’s in it for them
  • · Determine if the person or group actually fall into the category of your potential clients to see if you should continue your relationship at the time
  • · Build rapport but stay on topic to gain the sale
  • · Ask for the sale or the next step of the process when appropriate
When people struggle they tend to ramble about why they are struggling in any aspect of their life but especially in sales. It is almost as if by talking about the problem they can dump it into someone else’s lap or until they can find the next person to dump their problems on. When this happens they must focus on what it is going to take to get back and focusing on the past will not do it.
As a salesperson you do not just get the sale from sales tips, sales strategies or by using sales techniques, you get them from knowing how to interact with people. Interacting with people especially potential clients does not include making them feel inadequate about their life.
Key point: If you are in a sales slump you must focus on what you want in the near future not what has happened in the past, whatever you are focusing on has already happened and you cannot change it.
make more sales right now
Increase your sales abilities right now
If there were a sales course called “How to increase your sales by shutting your mouth” these topics would all be in there. Influence and persuasion happen when the person who is doing the persuasion knows when and when not to talk, when to ask questions, when to ignore comments or how to react to something that has happened.
Sales rejection or the super famous “I wanna think about it” can determined by how the salesperson handles the sales call or the presentation along with what type of out of topic ideas are discussed.
As you talk with your potential clients remember to focus on them and what you can do for them with your product or service. Your time to be a superstar is when you go back to your office with the signed paperwork or when you go to the bank and cash your paychecks. Your potential client has more things to listen to in a day than who you met on vacation or why your soap is so much better than theirs.
As always I would like to thank you in advance for your comments and questions below.
Now go implement!

How to hire a sales coach or a sales guru: What you need to know to make more sales

sales people good or bad are always looking for an edge to get better and make more sales and beat sales slumps. For some sales people they do work harder than others and others look for the easy short cuts. Some sales people turn to the internet to look for advice. It seems that with the internet anybody can be a sales expert with a cool site, or can they?
Many times salespeople ask me what type of sales training I go to or what I do to learn. It seems that they always want to know who has the best sales cd’s, sales dvd’s, sales software, sales book, best live sales training, who’s the best in influence or persuasion or lastly who has anything new that actually works.
How to hire a sales guru
Sales gurus or sales experts can put pieces together in the sales cycle
Some of the answers may surprise you. Here is a sales tip you probably would not expect.
One of the best sales books ever written has to be Green Eggs and Ham by Dr. Seuss. Think about the story line. Sam I am has a product to sell and his potential client does not want them. So to bring this back for you finding a sales guru, Find someone who is going to teach you the right way. You may find this funny but if you read the book as context of a sales process you may just find yourself reading the book once a week.
As a list here are the best things to look for in a mentor for sales or for lack of better terms your sales guru.
  • · Previous accomplishments in sales, how much they have made and how much they have sold
  • · The new abilities of other people that they have trained
  • · The quality of their products (Some gurus give one or two good nuggets and the rest of their cds are pitches for their other products or more expensive coaching)
  • · The relevance of their information for the industry (Is it rehashed garbage or is it useful?)
  • How they get out of sales slumps? or even ideas why they happen.
  • Persuasive selling skills abilities training
Results in sales vary depending upon implementation so it is hard to ask a sales trainer for performance guarantees. What happens if you do not work hard enough or make the changes so that you can make more sales? The things to ask your sales guru:
  • · What is included in the training? This can be product along with time.
  • · How much time you get with them either on phone or in person?
  • · How will they judge your improvements?
  • · What type or industries do they have experience with?
  • · What is the typically success of their clients along with the best that they have done.
  • · Who have they trained with? This is more of a question to get a feel for what type of sales style they fall into or the type of sales techniques that they use.
  • · How hard are they going to push you, with training you may not always get along with who you are working with and that is ok. You do want them to push your boundaries, that is how you get better and yes it may be uncomfortable and take patience.
How to hire or find a sales coach
Sales coach for hire or sales guru for hire
Bad habits are not usually learned over night and in some instances depending on how stubborn you are they may take a while to change. On the other hand the more that you implement and make the necessary changes the faster that you get better. A few normal side effects of you getting better
  1. 1. Your coworkers may want to know how you did increased your sales and want to get all of your new information for free and then not implement.
  2. 2. Some around you may call you unethical and say you are a liar because you are making more sales and they may feel that is the only way to get better.
  3. 3. You may find more time in your life and more money from investing in yourself.
Remember if someone is selling sales coaching they are probably good at sales and their job is to close you. This is an interview for you to find a sales coach as much as it is for them to get a client. Learning how to get better at sales is for most sales people a long and difficult road, and does take much time and effort. If you do not feel that the person is right for you let them know, but one last thing when dealing with a sales trainer the one thing that may not work as a way to weasel out is saying “I wanna think about it” as I am sure that they have heard that one before.
As always I would like to thank you in advance for your comments and questions.
Now go implement!

How to get out of a sales slump #2 the journal

Sales slumps are normal, that’s right you may want to take some notes here. Most sales trainers will not share with you that sales failure comes from not knowing what is normal vs abnormal while in the sales process. In the last article it was discussed why sales slump are normal.
Normal sales slumps happen when there are distractions in life and that could be anything:
  • · A new product, property girlfriend, husband, car or any product that stops focus
  • · The loss of something, a boyfriend, a wife, a cat, a house, a loved one or anything that causes focus to shift
  • · Changing your sales process by implementing something new and unknown, adding too many things into your process (remember start with one new item or sales trick you have learned but practice it first before you lose money).
  • · Getting too confident and talking about yourself too much. Typically the wave works this way. You are in a sales slump and remember to have the potential client talk 70% of the time, your sales go up and you get cocky so you start to talk about yourself too much then your sales go down. You have lost focus and forgot to make the client the hero. You are not there to be the spotlight. This item happens more than you would think. Sales people in general talk too much but in general if you are talking about yourself too much you will turn your potential client off.  This also leads to more “I wanna think about it”  sales rejections.
For the abnormal items in the sales process:
  • · You are getting new objections you have not heard before. This may be because you have added something new to your process. Your market may have changes and you forgot to pay attention.
  • · There is some shortage of your product or service. You become stressed and your potential client learns or knows it.
  • · Somehow your product or service has bad reviews and now you have new challenges.
Your ability to sell is determined by your ability to focus along with dealing with every day stresses. A few things that will help you increase sales are:
  1. 1. Keep as many negative people out of your life. Sometimes the person who is the issue is your spouse or manager (good luck).
  2. 2. Get to the gym as often as possible; you know the work outs help take away stress.
  3. 3. Eat healthy, start by packing a lunch. Going through the dive up window every meal is not healthy.
  4. 4. Minimize on the energy drinks.
  5. 5. Make sure that you laugh every day, get a few comedy cd’s
  6. 6. Leave the talk radio off
  7. 7. Go sit for a few minutes at the park
  8. 8. Take a short nap
  9. 9. Mentor someone who is struggling
  10. 10. Donate some time with a charity
  11. 11. As a bonus if you have problems with things like depression get some help whether that is medication or someone to talk to.
Avoid sales slumps
How to avoid sales slumps
Too many times when sales people have issues it is because they have turned their focus inward to all of the problems that they face when they may not be as significant as thought.
Your ability to persuade and or influence others comes from your outer shine of confidence, when you have sales issues they keep you from shining as much as you can.
A few things that will help you stay on course:
  1. 1. Keep sales materials in your library you can study from. The library can include sales cd’s, sales dvds, sales journals, information on marketing strategies, inspirational books or movies and lastly biographies of your hero’s. If you have a sales guru maybe you can contact them and get their newest product.
  2. Keep a sales journal or somehting that lists ideas for persuasion tactics
  3. 2. Role play with a partner or group
  4. 3. Perform improve (this is a huge secret be sure to not share it, if you do share this website)
  5. 4. Know that sales slumps are common and if you know what has changed in your life you can determine when or why you will have one.
Increase your sales now and avoid a sales slump
sales failure can come from sales slumps
People who have been in sales for a while sometimes know that sales slumps are normal but they may not have taken the time to figure out why. Whether you are new in sales or a veteran remember to have some fun and laugh.
As always I would like to thank you in advance for your comments or questions.
Now go implement!
One last note: None of this advice should be taken as if I am a doctor because I am making no claims to be.  If you need medical advice talk to a doctor
Photo credits in order of appearance: Plaster by Idea go, Head Ache by Michal Marcol

How to get out of a sales slump #1

Sales people who are struggling new and old have one thing going for them, they typically have a tough time with the same exact thing. It doesn’t matter how many sales trainings that they have been to, no matter what sales guru they have learned from, no matter how many books on persuasion, influence, body language or how much role playing that they do.
Sales training persuasive questions
Sales rejection causes risk issues
For almost every struggling sales person it comes down to the same thing. In order tom make more sales a salesperson will have to ask the questions that they do not want to.
Sometimes asking tough questions is hard especially of a salesperson has received piles of rejection. This stems from the fear of being told no again. This fear also causes sales people to not go through what they normally would if they were selling.
In essence struggling sales people do 2 things that cause them great harm;
  1. 1. They shorten their presentations because they need to get to their next call or they asre afraid of rejection.
  2. 2. They stop asking the questions that they know that they should because they want to be liked or they are afraid that they will be told no.
From the outside this doesn’t make any type of sense, to be a salesperson these 2 common sales mistakes may make sense.
From coaching sales people they do not see these sales issues until they are explained fully. They do not see what is actually holding them back unless someone shows them or by luck they dig themselves out of their  sales failures. Most of all they want to make the problem that they are having more complicated because they want to justify the problems that they are having. Think of it this way if you have a problem and it is complicated it makes you  feel better while you are having those problems, it is no different for sales people.
So here are a few questions that sales people “forget” to ask when in a sales slump:
  • · Asking for the sale in general (they don’t even ask for the business they just look at their potential client after showing them the option or options and hope the person picks one). Remember if they don’t ask the question they can’t be rejected.
  • · Asking for a budget no matter what size project. By ignoring this question nothing really can move forward.
  • · Asking to meet with the decision makers. In this instance once again they cannot be told “no”.
  • · Asking questions that gain commitment such as if we can find a product for these problems or issues that you are having will you move forward today or by a specific date?
The best thing for sales people to do when they are struggling is to remember that sales rejections are normal, just like sales slumps but in order to move ahead or get out of the problem the sales plan will have to be worked correctly.
 Sales success sometimes needs more than sales training
sales checklist to sales success
Before a salesperson gets into a sales slump it is recommended to record your sales performance while on top. The reason for this is to see what you are doing right and also to write down the types of questions that you are asking. Once the sales slump occurs you can go back and look at your road map and see what you are missing.
The next thing to do while on top is ask one question that you have not normally asked before. While on top a salesperson has a certain confidence or swagger that they normally would not have if in the middle of sales failure.  It is also common for sales people to be able to battle “I wanna think about it” while on top.
When a salesperson gets into a slump they typically go out and look for the latest sales guru or last best seller book and try to implement new things. The main issue with this is that they are already out of a normal comfort zone and they lack sales confidence, they then go out and try something new that they are not prepared to work with.
In short here is the normal cycle as if it were a marketing plan or even written step by step:
  1. 1. Salesperson hits a normal or abnormal sales slump
  2. 2. They “forget” to ask the right questions
  3. 3. They do not go through the whole sales presentation
  4. 4. They speed up the sales process to get to the next call
  5. 5. In desperation they go and buy the newest product or see the latest guru to learn what they are doing wrong.
  6. 6. In desperation the salesperson tries to implement 1 to too many things that they are not comfortable with or in all realities ready for.
  7. 7. The cycle goes back to number two through 6 until they sneak out of the sales cycle.
There isn’t any sales software that is out there that teaches this. If you are a salesperson or a manger it is important to be reminded sales slumps are perfectly normal for a few reasons that we will go over next time.
As always I would like to thank you in advance for your comments and questions.
Now go implement!
Photo credits Checklist by Rawich, Risk block by jscreationzs

Sales success comes from being patient

Sales success comes from being able to help people in the sales process to get what they need. Typically what destroys sales faster than anything else is to not be patient with the person who is buying whatever product that you are selling. marketing plans can be destroyed when sales people are not patient.
Now this may seem simple but there is more to what you are thinking.
Now where sales failure occurs is when sales people get frustrated from a consumer asking a question that the person 1 hour ago asked. By the way the 2 people have never met. That’s right your previous client has no idea what was asked from the last person you met with.
Sales failure happens when you do not identify what should be addressed in every call but it goes deeper than that.  Normally when sales people have to deal with rejections on part of the buyer time speeds up for them. They speed through the last quarter of the call and the tempo of the call or appointment changes.  The sales person also jumps too quick at answering an objection or concern. Worst of all is when the sales person is too polished and the answer to the objection rolls off the salespersons lips before the client or potential client finishes their statement. Nothing leads to “I wanna think about it” faster than being impatient. Sales training does a great job of how to deal with objections but they normally do not teach timing very well and this is something that becomes super important. Persuasion can only work as well as it is being applied.

Sales success can come from getting your client to relax
Sales Failure happens when you are not relaxed

Key point: Much of sales comes from timing. Your timing has to be practiced and you do have to slow down so that you actually feel like you care, and by the way you should care about the people that you work for.
The sales tempo of appointment changing causes issues internal issues on part of the buyer because the sales climate is no longer comfortable. Now this isn’t something that just happens to new sales people this also happens when veteran sales people are in a slump. This also happens when a new event is going to happen and that can be as easy as going on vacation or getting something new like a car. That is because attention is divided on the part of the seller.
The 3 ways to avoid this common sales failure are:
  1. 1. Remember that as long as you are in sales you are going to get the same questions over and over again. You might as well address them before they happen. It would be a good idea to work these into a script.
  2. 2. Know that you practice and rehearse to get batter at what you do, this also means that you slow down as you practice overcoming objections. One thing to remember is to” practice as you play” or do in practice as you would do in front of your client. This means slow down and take a breath before answering any concerns.
  3. 3. The third item is to know as things change in your life you will tend to cause reactions in your sales calls. This means that you may be short with a client or potential client.  This also means that you may try to speed through sections of your presentation because you may think you already have the sale. Once again the tempo changes and is felt on part of the buyer.
You have more control of your sales call than you think. This control comes from keeping a good tempo on your call and being patient with your buyer. If that takes you looking at pictures of Hawaiian Sunsets to get you to slow down you have one here on this post. Just remember to relax and have some fun.
sales success comes from relaxing and slowing down
sales success comes from relaxing and slowing down
I would like to thank you in advance for your comments or questions.
Now go implement!                                                                                                                  Picture credits Freedom by Grau Razvan Ionut, Waimea Sunset By Scott Sylvan Bell

Why people say “I wanna think about it” part 3 the making of a sale

[youtube]http://www.youtube.com/watch?v=XHrhnf3V9CQ[/youtube]

“I wanna think about it” and how to get past it part 1

I wanna think about it” and how to get past it part 2

Sales training seems like it has been built around “I wanna think about it” sales programs and sales people think about if they are going to hear that phrase from the moment they get up in the morning. Traditional closing skills may not be enough anymore as sales have changed more in the last 2 years than it has in the last 80 years.

 

To get around the objection it takes some time and planning through some engineering of persuasion. In the previous 2 articles “I wanna think about it” has been described and explained why people say it and what it actually means.

 

When watching this video think about the sales process and whether or not you would be willing to step outside your comfort zone and try something new.

 

The more that you can make yourself more uncomfortable in any process the more opportunities that you have to make money or experience new things in life.

 

This sales process is easy to use and the amount of influence needed doesn’t changed it just needs to be applied correctly. There are a few things that you must do first and determine what will work for you client and also build some rapport. If you just roll this out without learning what you can do to help the person or the group that you are with it will do you no good at all. 

 

The buyer that you are with must have confidence in you and your company or service. This persuasive sales technique works best once your homeworkers been done and only once you determine what will work or this technique will backfire on you.  
Your job is to narrow down the options for the buyer so that you can take away the “I wanna think about it” feeling from them. You must let the person or the people work out what they do and do not like for the first 2 options. If they talk themselves into a position that they want and feel is needed for them they will take the third option once they have talked it out but do not ask them if there is anything that they do not like about the last option. You will only ask what they do like about it. If you ask for the bad you will end up in a stalemate for moving forward.

Sales success comes from working through sales challenges and finding ways to make the process work for you.

 

Sales software may or may not be able to help work through the objection process but it doesn’t do much to help the real life situations. Through role playing you will be able to learn how to defeat most sales objections. Take your time and learn to have fun with your clients it will help you relax because everything will be fine and normal.
Learning how to sell more and get past objections can be done from learning about what it takes to infleuce people the right way. Persuasive selling skills and techniques have fundamentals that you must learn. “I wanna think about it” has to be one of the most common objections that stumps salespeople. Learn more persuasive selling techniques and stragegies here:

 

I would like to thank you in advance for your comments and oq questions about learning how to get past the objection of “I wanna think about it”.

 

Now go implement!
Scott Sylvan Bell

Why people say “I wanna think about it” part 2 the reaction

How to get past “I wanna think about it” and learn how to sell more –  part 1

Sales failure creates chaos
sales objections are caused from chaos

“I wanna think about it” fuels reactions from the salesperson that cause the sale to be lost. The phrase alone of “I wanna think about it” keeps sales people up at night, In sales planning or marketing planning the thing that keeps people up all night is what ideas for sale are built on. What happens when the tables are turned on sales people and they then have something that keeps them up all night?

 

Chaos is what happens when the kryptonite phrase “I wanna think about it” is uttered.

 

Salespeople go into panic mode and it shows in just about everything that they do once it is said, the body language or nonverbal cues change, the facial features alone for most sales people would cause fear, vocal patterns changes and even entire attitudes.

 

The panic mode from sales people turns into the quick rebound of “what is there to think about” causing the potential buyer to be in perfect control and putting the salesperson in the chase because they know that is what the sales person is going to say.

 

Worse is when the buyer knows that the salesperson will drop their drawers when they feel that a sale will be lost.

 

What’s a salesperson to do when being panted into this corner?

 

The first thing to do is to not react; for the most part ignorance is bliss, that’s right ignoring the statement may not make sense at first. Many times the buyer or potential client is just playing the sales person to find out their weaknesses.

 

Years of conditioning and typical sales strategies has taught buyers to play fake it to get a discount and normally the buyers first objection really isn’t their real one any way if they have one.

 

Most sales challenges come from the last few minutes of reactions and not from the call or the objections that the buyers or potential clients have.

 

If you don’t believe this role play with a partner and film just the reactions to “I wanna think about it” they will show up on film and in a way that shows contempt and anger. Try this with a person that doesn’t know your motives then watch the film and when the phrase “I wanna think about it” comes out watch for the flinch and then the look of disgust on the face of the salesperson.

 

The best way to work around this look of disgust is to practice this over and over again on film to get used to it.

 

Being in sales takes patience and most salespeople exhibit this for the first ¾ of the sales call but at the point where they need it the most chaos turns into panic. Even if you were to break up your call or appointments into quarters all of them need just about the equal amount of patience and hard work but the last quarter is where it can be lost the fastest and hardest.

 

So what is the game plan? Where is the go to sales software or sales training? Sales failure comes from not knowing how to deal with common issues or being prepared to deal with them in a manner that will get the buyer or potential client calmed down enough to listen to the seller. Sales objection I wanna think about it

 

Yes you can push and turn the screws as hard as you can but you know what will happen when you walk out the door and there are only 3 options.

 

  • · They stick with the sale and they keep what was sold but they may hold some sort of anger against the product, your product or service is devalued and they become a pain for the rest of the time they keep or use the product or service.
  • · The call back and cancel and there is no question why they did the salesperson pushed and they regretted buying the product.
  • · They keep the product or service and you don’t have an issue with them at all.

 

Of the three options the last one is the one that happens the least.

 

So what really happened once prior to them saying “I wanna think about it”, where they spooked, was the product good enough or was it any of that at all? It could have been a combination of the three things, remember they may have or hold the fear that they will be judged for making the wrong decision. They may have the fear that they will not get what they need so they take the simple out and put off the decision. And the whole time the reaction of the sales person is predictable.

 

The whole key to all of this is that the reaction of a salesperson at the point of an objection is probably the most important and overlooked part of the sales call. This has to be scripted and even observed on film over and over again. If the objection causes chaos and or overreaction the recovery will probably not ever happen with positive results.

 

You homework today is to figure out just how you react when people give objections and how you will change them so that it does not cause more issues.  In the next sales video we will discuss the alternative knot double bind.

 

As always I appreciate your commentsand or questions about getting past the objection “I wanna think about it”.

 

Learn how to sell more by using persuasive selling techniques and strategies. Your ability to influence others may be increased here:

 

Now go implement!

 

Scott Sylvan Bell

 

 Businessman With Boxing Gloves by Ambro, Chaos Sphere by Danilo Rizzuti: Photo credits for: ” How to get past I wanna think about it”

The art of the upsale taught by the drive through

[youtube]http://www.youtube.com/watch?v=EXdmrRjSv0o[/youtube]

Some sales training does not have the ability to teach the upsale or the art of the upsale. You have to catch people once they have already made their decision. You can explain an option before to get them interested then you ask for the next purchase which is smaller. Sales success comes from being competent in every day sales situations. As a salesperson it’s your job to find better ways that help your clients get what they need not what you want.

Drive through restaurants have done a huge favor for you with their marketing plans along with their sales plans getting people conditioned to make one more smaller purchase.

You get to the drive through and you order your burger or taco and then the guy or girl asks you want a 15 gallon bucket of soda of just 20 cents more. Most people say “heck yes even though I can’t possibly drink that much but its such a value I have to get this”

Well did they really say yes because it was a value or was it because they already spent 6 bucks?

Chances are because they already spent the 6 bucks they bought the upgrade because comparatively 40 cents is much smaller and in their heads it’s not that much more. They have already made the decision to buy.

Whether you have a $1,000,000 dollar item or $50 product there is always a way to find some sort of upgrade that goes along with it. Your job is to help the person with something as long as it does help them with the product or service.

Sure some people will say “I wanna think about it” buy many times people will just say yes.

I am not advocating selling something that is not needed. As a salesperson you do have the responsibility to do the right things for your client.

You do have homework. Your job is to figure out a formula for your process where you can sell your product and then ask for the smaller upgrade option. Most people who are training in sales do not teach this correctly.

As I always I do appreciate your comments down below.

Now go implement!

Youtube isnt needed for this awesome sales tip

New sales people and even old ones typically will fall into routines that they create over time, or is it that they fall into routines like every other sales person?

One of the most noticeable things that occurs when sales slump that sales software or sales training cannot handle is the inner sales game.

Yes you do have an inner game just like for every other aspect of life. When you want to do something that voice in your head either says yes or it says no. For some people it says to do other things most notably talk about yourself.

For reasons unknown sales people love to talk about themselves when their sales decrease. That’s right they skip what was instilled in the marketing strategies and shoot straight for sales failure. With only having the ability to guess why this happens they hypothesis would be that they as a salesperson feel like something is missing and they have to share or brag with others to feel better about their life and how the prospect or potential client should be indebted to them for just having a conversation.

This off the topic chat leads the buyer to say “I wanna think about it” or just a flat out no.

The strange thing is this isn’t something that is ever talked about in sales training its almost a sales secret to find out. For right now here is an assignment for you. Your job if you are in any type of sales is to record a sales call. Most people or potential clients will not care if you ask if you can they may even think its cool if you frame it that you are working on taking the “ums” and “ahs” out of conversation and its at the request of a speaking coach.

Your job is to figure out what you are discussing with your clients. Here is an easy rule if the conversation is dumb stop having it, recognize you made a mistake and move on.

Remember it is your job to reach sales success and that takes some planning and work to make that happen. You may think that what you are sharing is cool and the other person wants to chat about your goldfish but *You* really are not as interesting to them as you would think. You probably rate up there with studies on the flow of mayonnaise.

Your job is to make the person you are sitting with a hero by making the decision to move forward and work with you or your product.

If you can remember this one sales tip that as your sales start to drop you will start to share more things with your prospects about your personal life. Chances are they don’t care. Talk about them and what you can do for them not how cool you are with all of your sales successes.

As always I would like to thank you in advance for your comments and suggestions in the box down below.

Now go implement!

The three C’s of sales excellence part # 2, what you can learn from travel and staying in many hotels.

There is a saying in Nero Linguistic Programming and within some sales training that the highest energy wins. Now without explaining that statement you can think of 2 things. The first thought is the guy or girl who goes in over the top with way too much energy and or vocal qualities. That same person seems on the edge or just like they had too many energy drinks. The second way to see it is the person who has just a more at ease slighter energy quality to them, now this is something that can be learned from sales training.

In the last article we talked about consistency is the first of 3 C’s. The second aspect of the 3 C’s is calmness. When was the last time that you wanted to buy something from someone who was jittery or just didn’t seem comfortable with what they were doing? Did you end up buying the product? Now these are things that marketing strategies cannot take into account.

I travel frequently and I get  to see many examples of how to run businesses do things well and well how some companies just flat out suck. I always get to pick up a nugget from somewhere. I was recently at a Marriott’s hotel in San Diego where I saw a front desk clerk deal with an unjust angry client with so much calm and she didn’t get frazzled one bit. She refused to get frustrated and took control of the situation. I have no idea what really set the client off nor do I really care but I do what I can to get a sales lesson from wherever I can.

Your ability to stay calm when necessary really does help your sales ability. Using the right amount of energy, taking as much time with a client as needed even if they ask a ton of questions and seem as if they are not going to buy.

Now for a second think of your own buying style. Are you a searcher or a buyer? A searcher goes out and find the best deal, talks to as many people as possible and could even draw grids or make charts to map out the buying process of everything. A buyer is someone like me where I look and if I like it I buy it mainly because I don’t have time to spend hours on end to save a few dollars.

Now I do share these questions for a reason. For the most part people buy how they sale. This can build frustration  within the sales process when the person buying does not buy like you or use your type of logic.

Many times sales training or sales software cannot pick up on this small but sales changing information. In most cases your sales success or sales failure is really determined by what is between your ears and not what external forces people normally talk themselves into. It really doesn’t matter what your competition sells their product for, the marketplace or who has better marketing. Really what matters is how you see yourself. The way that you see yourself shines through in your ability to stay calm.

You do have a challenge for the next week, watch sales people whether you are buying from them or not and see how calm they are no matter what sales situation comes up. Are they engaged with their potential client? Do they have the ability to stay calm even if the events do not run favorable for them? Now take what you learn and if they have done something bad do not do it and then take note of how you would have treated the situation better. If they did something awesome or that you think your sales people could learn from in sales training make a note of it.

In almost all sales situations there is only a shortlist of things that can happen.

  1. 1. Sold, the group or person buys
  2. 2. Buys and cannot get financing
  3. 3. No decision – the “I wanna think about it”
  4. 4. A definite “no”
  5. 5. A sell with a problem

These examples are where sales training and role playing fall short. Yes people do role play for options number 3 and 4 but not the other 3. Your mission if you chose to accept it is to take a look at the other three and see how you would deal with the abnormal issues.

What can go wrong with number 1. You do get the sales and you get too excited after the person or group buys. They see through your emotions and figure either something is wrong with you or that you or your organization have not been selling very well.

If you have been through a long sales process where the buyer or client took way longer than normal and couldn’t get financed your emotions can be read from them better than you think. Staying calm if things do not work out in the sales process may lead them to other options.

“I wanna think about it” has to be one of the most dreaded phrases to sales people and there is even sales training for this one phrase. If  your frustration shows through and you do not stay clam it is tougher to overcome.

Being told no is a relief to some sales people because it is better than “I wanna think about it” but after hard work it still isn’t fun. If you ability to stay calm is not there you will run into challenges.

The last is where something goes wrong after the sale. There are really 2 options for you either to act proactively or reactively. With being proactive you can deal with the situation as soon as possible and with relative calm even if things go bad. With reaction you have to deal with the anger of the client or group after time. The longer people are angry the more that anger ferments and is made stronger.

Your ability to stay calm will increase you sales. It is important that you know what you are up against and prepare accordingly this will help you with the last and third “C” and that is confidence

As always I would like to thank you in advance for leaving a comment down below.

Now go implement!