How to Be a Better Salesman

How do you mean?

May I ask why?

Objections are a good thing

People never want the lowest price for what they pay for

• fair and competitive price

cost too much

• why do you say that?
• Prices are always thought of and are fair
• Listening

I can get it cheaper somewhere else

• price out of place kills the sale
• prospect mind’s is only price
• quality, company reputation, service delivery
• price is only one of several concerns
• more info before price
• stretch the price out

price is important to you, may I come back to that?

• build trust first before the price
• selling out of order, present first before the price
• sell in order
• “if its not exactly right for you, there’s no charge”
• “WHAT IS IT?!?!”

Answer objection, provide proof, ask for confirmation, then proceed

• never leave the customer feeling dumb about themselves
• always make them feel special

plan closes in advance

• “does this make sense to you so far?” – ask closing questions
• “do you have any questions or concerns?”
• invitational close – give it a try/give us a try (invite to buy)
• good product, good price, you’re gonna take it at some time, why not now?
• Don't be poor at closing – it affects prospecting
• Alternate/preference close – A or B? – always give them a choice
• Secondary close – pick a small issue for them to decide upon the buying issue which would lead them to decide o the big issue
• “Well then, the next step close” –
• plan of action “I’ll take care of all the details” (if prospect is too busy)
• make it easy for people to buy from you
• sharp angle close/beartrap close – close on objection (if we could, would you take it?) then negotiate
• authorization/ultimatum close – one way or another, how about we make a decision first = pressure of silence – “just authorize this, we’ll get started right away”
• speed and value = “RIGHT AWAY” offer to do it fast/right away
• Mr. Prospect, that is a good idea, this is an important decision. And you always have a good reason to think it over; may I ask what it is?

• Is it the price?
• If we could, would you?

• “ASK”

1. GET SERIOUS – DECIDE TO GET ON TOP OF THE FIELD

1. Take action quickly
2. Nothing works the first time (try it 10x first before deciding)
3. Can’t lose by taking action, you lose by not taking action
4. Everyone starts at 0
5. Decide what you want to earn today
6. People get problems by failing to do things
7. Only the top 10% decide to be there
8. Most successful people are eager to learn (EARN MORE, LEARN MORE)
9. Everyone has great potential, nobody is better than you
10. GET ON THE FREE WAY, MAKE PROGRESS, GET OFF THE BACKROADS
11. Use them over and over again, get better and better, and take less time to do
12. All business skills are learnable
13. You’re probably one skill away from doubling your income
14. You become what you think of yourself (how they think, their attitude at work)
15. All mental and sales skills are learnable – not easy but eminently achievable
16. 80/20 rule –
17. Have the right attitude
18. 7 CHARACTERISTICS OF TOP SALES PEOPLE

1. Ambitious, drive, determined, hungry (future intent, determines present action) – ASK HOW. Everyone who is doing well once was doing poorly. Ambition is the first step.
2. Courageous – number one obstacle to success is fear. Confront the fear and overcome. REJECTION. Do the thing, and the courage comes afterwards. Rejection is not personal; it’s just a commercial response. Rejection is just a knee-jerk reaction. SOME WILL, SOME WON’T, SO WHAT, NEXT
3. Committed – they believe in their product, work, and themselves. LOVE YOUR WORK. Never say I CAN’T, it paralyzes action, inspires fear. Talk to yourself the way you want to be. CARE about your customers. Your level of CONVICTION is important and can be sensed by the prospect.
4. Professional – consultants, not sales people. Be viewed as a friend, adviser, and consultant. Position yourself in the customer’s mind as a consultant. Treat yourself like a doctor who diagnoses a patient. Develop trust so that you can know everything you need to know about the prospect.

1. Mr. prospect, I’m not really here to sell you anything right now. I’m here to help you make better decisions in a cost effective way.
2. People accept you the way you evaluate yourself. People evaluate you the way you evaluate yourself.

1. Prepared – carefully review every detail before they make a call. Build CREDIBILITY, your level of believability, trust, comfort ability. People fear being taken advantage of and being hustled. CREDIBILITY MAKES YOU LOOK PROFESSIONAL. Leaders are learners

1. READ

1. Successful people see themselves, as Presidents of their own corporations – be responsible. You are not a VICTIM. Acceptance of Responsibility

1. All sales are relationship sales
2. Relationships often continue after the sale.

1. We do not close sales, we build relationships
2. Sale is not over when it is closed
3. Decision to enter to a sale is the decision to enter a long term relationships
4. SEEDING – btw’s (people say we give the best after sales service)

1. Customer wants a relationship first – customer wants to feel confident in you. Build trust. One thing you can win in sales is YOU, you are unique. Most important decision is if people like you. More like, more trust, less likely they will buy form someone else.

1. Law of indirect effort – focus on the relationship; the sale will take care of itself. Take the time to get to know them, look for ways to help them. NEW MODEL OF SELLING. Trust is the critical factor in sales.
2. Be a DOCTOR of selling – make a diagnosis first
3. Determine the need first – Before talking about the product.
4. Match the customer’s need to your product – Your selling process must be in line with customers buying process. “Based on what you said” People don't argue with their own data.
5. Confirming/closing the sales – Sale is made in their presentation.

1. Listening Builds TRUST – Leaders are excellent listeners and you get valuable information in the process. Listening skills are the key to sales success

1. Listen Attentively/without interruptions

1. IDENTIFY YOUR LIMITING SKILL (CLOSING, PROSPECTING, ETC)
2. GET AROUND THE RIGHT PEOPLE – NICE AND DETERMINED
3. TAKE CARE OF PHYSICAL HEALTH
4. PRACTICE VISUALIZATION – ENVISION YOURSELF TO BE SUCCESSFUL
5. POSITIVE SELF-TALK = TAKE CONTROL OF INNER DIALOGUE
6. POSITIVE ACTION – DEVELOP SENSE OF URGENCY, ACTION ORIENTED