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