Sales Training 101 [All Beginners MUST Master]

00:10:33
https://www.youtube.com/watch?v=k060uGd5TH4

Resumen

TLDRThe video delivers fundamental sales training insights for beginners, focusing on crucial skills to enhance sales performance. Key takeaways include mastering the first 30 seconds of any sales interaction, actively engaging prospects in conversation, and establishing a systematic sales process. It challenges traditional sales advice of 'always be closing,' emphasizing that closing is a result of a well-conducted conversation. Additionally, it instills the mindset that salespeople should not accept being mistreated and must recognize their value in delivering solutions.

Para llevar

  • 🚀 Know your first 30 seconds: Master the initial moments to engage effectively.
  • 🗣️ Get them talking: Encourage prospects to share their thoughts and needs.
  • 📈 Have your process: Implement a systematic approach for better results.
  • ❌ Don't go for the close: Focus on the conversation, not just the end result.
  • 💪 You are not a punching bag: Stand your ground and maintain your value.

Cronología

  • 00:00:00 - 00:05:00

    The video begins by addressing sales beginners, emphasizing the importance of acknowledging one's learning stage as the first step towards improving sales abilities. It presents two options for learning: struggling alone or learning a structured selling process. The speaker promotes mastering key sales skills, warning that many never establish a solid first impression during initial sales interactions, which can lead to ineffective conversations. Engaging a prospect from the onset is crucial, and the speaker encourages recording conversations to analyze speaking behavior, advocating for a balance where prospects do most of the talking.

  • 00:05:00 - 00:10:33

    The speaker stresses the necessity of having a systematic sales process as a fundamental distinction between average and great salespeople. Without learning a proper process early on, poor habits may develop and hinder future success. Furthermore, the speaker advises against aggressive closing techniques, stating that a successful close is a natural conclusion to strong prior discussions. They assert that salespeople should prioritize working with the right prospects, promoting self-respect and value in the sales role, and offering reminders that top salespeople maintain their stance rather than concede to unreasonable demands.

Mapa mental

Vídeo de preguntas y respuestas

  • What should I focus on in the first 30 seconds of a sales conversation?

    Know and practice your first 30 seconds to engage the prospect effectively.

  • Why is it important to get the prospect talking?

    Engaging the prospect allows for a more natural conversation and a better understanding of their needs.

  • Do I need to have a sales process?

    Yes, having a structured sales process is crucial for consistency and effectiveness in sales.

  • Should I always go for the close?

    No, focusing on the conversation leading up to the close is more important than trying to close aggressively.

  • What mindset should I have as a salesperson?

    Recognize your value and avoid being treated poorly; focus on serving the right prospects.

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Desplazamiento automático:
  • 00:00:00
    Are you relatively newer to selling?
  • 00:00:02
    Or maybe you've been around for a while,
  • 00:00:04
    but you would still consider yourself a sales beginner?
  • 00:00:08
    If that's the case, that's not a bad thing.
  • 00:00:11
    In fact, being willing and able to acknowledge
  • 00:00:15
    that you have a lot to learn
  • 00:00:17
    is the first step
  • 00:00:19
    to actually starting to blow away your sales.
  • 00:00:22
    And what's great news for you is that
  • 00:00:26
    you can either follow one of two paths.
  • 00:00:28
    One is, is you try to figure it out all on your own,
  • 00:00:31
    and you beat your head against the wall
  • 00:00:33
    and you keep on doing the same things
  • 00:00:35
    over and over and over again.
  • 00:00:38
    The other option is that you learn a selling process
  • 00:00:42
    is that you train yourself, you learn the absolute basics
  • 00:00:47
    on exactly what you must do in order to be successful,
  • 00:00:51
    and you can actually begin to outperform
  • 00:00:54
    advanced sales people in no time.
  • 00:00:57
    In this video, I'm going to show you the sales training 101.
  • 00:01:01
    It is what all beginners must master.
  • 00:01:05
    Check it out.
  • 00:01:06
    (bright music)
  • 00:01:15
    Number One- Know your first 30 seconds.
  • 00:01:19
    This is one of the most absolute fundamental
  • 00:01:23
    and critical skills in sales.
  • 00:01:25
    And by that I mean what are the first 30 seconds
  • 00:01:29
    of any selling interaction?
  • 00:01:31
    Most sales people never nail down their first 30 seconds.
  • 00:01:35
    And as a result, they end up just meandering
  • 00:01:39
    through sales conversations all the time,
  • 00:01:41
    and they never really get into a true flow
  • 00:01:45
    because they don't have a system.
  • 00:01:46
    So knowing and nailing your first 30 seconds is everything.
  • 00:01:51
    One of my sales mentors used to always say
  • 00:01:53
    start strong end strong.
  • 00:01:56
    And so what do your first 30 seconds
  • 00:01:59
    of a sales conversation look like?
  • 00:02:01
    Are you just going to list off all the reasons
  • 00:02:04
    that someone should do business with your company?
  • 00:02:07
    Or are you going to use a systematic approach
  • 00:02:10
    that engages a prospect in a conversation?
  • 00:02:13
    My first challenge to you
  • 00:02:15
    is to write down that first 30 seconds
  • 00:02:18
    of any selling interaction,
  • 00:02:19
    whether it be your cold calls,
  • 00:02:22
    whether it be someone that you meet at a networking event,
  • 00:02:25
    or whether it be the first 30 seconds
  • 00:02:27
    of a Zoom conversation on a scheduled call.
  • 00:02:30
    Don't wing that first 30 seconds, know it cold.
  • 00:02:34
    Number Two- Get them talking.
  • 00:02:37
    Now, one of the best things that you can do
  • 00:02:40
    early on in your selling career,
  • 00:02:41
    and you're not going to like this,
  • 00:02:43
    but one of the best things that you can do
  • 00:02:45
    is actually record your conversations.
  • 00:02:47
    And by the way, if your organization
  • 00:02:49
    or you don't have the technology
  • 00:02:51
    to actually record the entire call,
  • 00:02:54
    at least just use your iPhone to just record your voice.
  • 00:02:58
    So just do a voice recording
  • 00:03:00
    of just your voice using your phone
  • 00:03:03
    and just listening to what you're saying.
  • 00:03:05
    And chances are what you will hear
  • 00:03:08
    is that you are doing so much talking,
  • 00:03:11
    you're just going on and on and on and on.
  • 00:03:14
    And it is one of the most
  • 00:03:15
    common beginner mistakes in selling.
  • 00:03:17
    By the way, it's one of the most common mistakes
  • 00:03:20
    in selling, period.
  • 00:03:22
    But it's really common as a beginner because we're nervous.
  • 00:03:25
    And the way most people respond to nerves
  • 00:03:27
    is that they just blabber on and on.
  • 00:03:30
    And when we're doing it, it doesn't actually sound that bad,
  • 00:03:33
    but when we listen to it, we're suddenly like,
  • 00:03:36
    "Oh, man, that is a mess."
  • 00:03:39
    So what we want to do is of course record our conversations
  • 00:03:43
    and start to think about am I actually getting the prospect,
  • 00:03:47
    doing most of the talking,
  • 00:03:48
    or am I doing most of the talking?
  • 00:03:50
    And start to track about
  • 00:03:51
    how much of the percentage of the time of the conversation
  • 00:03:54
    are you talking versus them.
  • 00:03:55
    And what an advanced salesperson is doing
  • 00:03:58
    is they are getting the prospect talking.
  • 00:04:00
    Now, that doesn't mean that you can't have periods
  • 00:04:02
    particularly at the beginning of the conversation
  • 00:04:04
    where you're doing a bit more of the talking.
  • 00:04:06
    But the only goal of that
  • 00:04:08
    is to get the prospect to start to open up
  • 00:04:10
    to get them talking.
  • 00:04:12
    And so if you're just doing all of the talking upfront,
  • 00:04:15
    you're probably in trouble.
  • 00:04:17
    We want to engage them in a conversation
  • 00:04:19
    by using a strong first 30 seconds to get them talking,
  • 00:04:23
    to get them going.
  • 00:04:24
    Number Three- Have your process.
  • 00:04:27
    This is basically my life's mission,
  • 00:04:30
    is to allow salespeople to have a sales process.
  • 00:04:35
    And whether you use my sales process
  • 00:04:37
    or someone else's sales process, I don't really care,
  • 00:04:39
    but have your process.
  • 00:04:41
    Have a systematic process that you are following
  • 00:04:45
    on a step by step basis
  • 00:04:47
    in order to close sales.
  • 00:04:48
    If you are just winging the process
  • 00:04:50
    and you're just kind of doing whatever comes to you,
  • 00:04:53
    you are in trouble.
  • 00:04:55
    You must have a sales process.
  • 00:04:58
    This is one of the biggest distinctions
  • 00:05:00
    between average salespeople and great salespeople.
  • 00:05:03
    And by the way,
  • 00:05:03
    the problem with not having a sales process now
  • 00:05:06
    is that if you don't have a sales process
  • 00:05:07
    at the beginning of learning to sell,
  • 00:05:09
    then you're never going to have a process down the road.
  • 00:05:12
    And here's a good example.
  • 00:05:13
    Take learning a game like golf.
  • 00:05:15
    If you've ever been to a country club,
  • 00:05:17
    and you've golfed with some friends,
  • 00:05:19
    you probably have some friends
  • 00:05:21
    who learned golf by taking lessons.
  • 00:05:24
    And then years later, they've got a good swing,
  • 00:05:27
    they're solid golfers.
  • 00:05:28
    And then you meet those other golfers who were self-taught
  • 00:05:31
    and their swing is all over the place.
  • 00:05:33
    Chances are they have a huge slice
  • 00:05:35
    that just goes off to the right,
  • 00:05:36
    because they never learned
  • 00:05:38
    how to actually golf the right way.
  • 00:05:41
    What they did is they practiced and practiced and practiced
  • 00:05:43
    and they learned how to golf the wrong way.
  • 00:05:45
    And so a lot of times you'll see very commonly
  • 00:05:48
    sales, not sales people, golfers who will just play around
  • 00:05:52
    a really strong slice.
  • 00:05:53
    And all it mean is that
  • 00:05:54
    they just never learned to golf the right way.
  • 00:05:56
    And that's very common with sales as well.
  • 00:05:58
    You need to learn how to sell the right way now,
  • 00:06:01
    make a commitment to learn a process now,
  • 00:06:04
    because you're going to be using a process,
  • 00:06:06
    it's just a question of whether you're using
  • 00:06:08
    a good process or a bad process.
  • 00:06:10
    And that will ultimately determine
  • 00:06:12
    how effective you are in sales
  • 00:06:14
    for the rest of your selling career.
  • 00:06:16
    Number Four- Don't go for the close.
  • 00:06:19
    Now, this is counter to what so many of us have been taught.
  • 00:06:22
    So many of us have been taught the ABCs of selling,
  • 00:06:25
    always be closing,
  • 00:06:27
    or some other, you know, macho BS approach.
  • 00:06:30
    But the reality is,
  • 00:06:32
    is that the close of a sale is the summation
  • 00:06:37
    of everything that's gone into the conversation
  • 00:06:39
    up until then.
  • 00:06:40
    The close itself is not a very important moment.
  • 00:06:44
    The close is simply just indicative
  • 00:06:46
    of how the conversation gone from the beginning to now
  • 00:06:49
    and the prospect is basically going to be deciding,
  • 00:06:51
    do I want to do business with this person or not?
  • 00:06:53
    If you are strong in sales,
  • 00:06:56
    you're actually going to be focusing much more
  • 00:06:58
    on the earlier part of your sales conversations
  • 00:07:00
    because that's where the prospect is ultimately deciding,
  • 00:07:03
    do I want to do business with this person or not?
  • 00:07:05
    If in the 59th minute of a conversation,
  • 00:07:08
    that's where you're going for the close,
  • 00:07:10
    and you're not closing it,
  • 00:07:12
    it's not because you're close wasn't strong,
  • 00:07:15
    it's because what you did
  • 00:07:17
    in the other 58 minutes leading up, that wasn't strong.
  • 00:07:21
    So don't worry about going for the close
  • 00:07:24
    and having some arm wrestle technique
  • 00:07:26
    to get the person to buy from you.
  • 00:07:28
    That's all junk.
  • 00:07:29
    That is old school crap.
  • 00:07:31
    What you instead want to do
  • 00:07:33
    is make sure that you're using a process
  • 00:07:34
    from the beginning all the way to the close,
  • 00:07:38
    that leads the prospects to a close
  • 00:07:41
    and doesn't ultimately end up in you going back and forth,
  • 00:07:44
    and in some kind of an argument trying to get them to buy.
  • 00:07:48
    Number Five- You are not a punching bag.
  • 00:07:52
    So many of us when we get into sales,
  • 00:07:54
    we've heard ideas like the customer is always right,
  • 00:07:57
    always do anything you can to get them to buy,
  • 00:08:01
    but that's a bunch of old school junk.
  • 00:08:03
    The customer isn't always right.
  • 00:08:05
    And the prospect is very rarely right.
  • 00:08:08
    You don't have to do anything you can
  • 00:08:09
    in order to close a sale.
  • 00:08:10
    You only want to close sales with the right people.
  • 00:08:13
    And if someone's not a fit,
  • 00:08:15
    don't waste your time trying to close that person.
  • 00:08:18
    You want to only be focusing on the right prospects.
  • 00:08:21
    One of the key mindsets that you have to take away
  • 00:08:24
    is that you are not a punching bag.
  • 00:08:26
    If a prospect is being a jerk, they're just saying,
  • 00:08:28
    "Hey, hey, hey, you know what?
  • 00:08:30
    Just tell me the price.
  • 00:08:31
    You know, can we just cut all this stuff
  • 00:08:32
    and just tell me the price?"
  • 00:08:33
    You don't have to then just acquiesce and be like,
  • 00:08:35
    "Oh, okay, well, it's $1,000," or whatever it is.
  • 00:08:38
    That's weakness.
  • 00:08:40
    You are strong.
  • 00:08:41
    You are a strong person
  • 00:08:43
    and you have rights as a salesperson as well.
  • 00:08:47
    And you are not a punching bag.
  • 00:08:49
    You are a doctor, you are there to solve a problem.
  • 00:08:52
    And by the way, if they're not a fit, move the hell along.
  • 00:08:56
    That's okay.
  • 00:08:57
    That is what a top performing sales person thinks like.
  • 00:09:00
    I don't care what a prospect says to me
  • 00:09:02
    in a selling situation.
  • 00:09:04
    If they say something
  • 00:09:05
    that is not in alignment with where I want to go,
  • 00:09:08
    I am going to either bring them back on course,
  • 00:09:11
    or we're parting ways.
  • 00:09:13
    That's it.
  • 00:09:14
    You are not a punching bag.
  • 00:09:17
    You have value and you are changing people's lives.
  • 00:09:21
    And that is the mindset that you must have
  • 00:09:24
    when you're selling.
  • 00:09:25
    For the rest of your career, you are not a punching bag.
  • 00:09:28
    You are someone who has value,
  • 00:09:30
    and if you close the right sales,
  • 00:09:32
    you are changing that person's life for the better.
  • 00:09:36
    That must be your mindset moving forward.
  • 00:09:38
    And by the way, if you can't get into that mindset,
  • 00:09:41
    then move on, don't be in sales,
  • 00:09:43
    go into operations, do something else,
  • 00:09:46
    because this industry is not going to be a fit for you.
  • 00:09:49
    You must believe that you are bringing value
  • 00:09:52
    into your prospect's lives.
  • 00:09:53
    So there is the sales training 101,
  • 00:09:57
    what all beginners must master.
  • 00:09:59
    And if you enjoyed this video,
  • 00:10:00
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    Also, if you've got some value,
  • 00:10:21
    please like this video below on YouTube.
  • 00:10:24
    And be sure to subscribe to my YouTube channel
  • 00:10:26
    by clicking my face which should be right about here
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    to get access to a new video just like this one each week.
Etiquetas
  • sales training
  • beginners
  • first impressions
  • engagement
  • sales process
  • closing techniques
  • mindset
  • value
  • communication
  • prospect interaction