Scott dives deep into how the profession that once stood for integrity, service, and craftsmanship got hijacked by attention-seekers, silent enablers, and con artists masquerading as experts. The clowns sell hype for views, the cowards stay quiet to protect their comfort, and the cheats exploit ambition to make a fast buck. Together, they’ve turned sales into a spectacle — and real professionals are left to clean up the damage.

This episode exposes the motivational industrial complex — a cycle that feeds on insecurity and sells the illusion of progress. Scott explains why the “hope economy” thrives on fake success stories and how the industry rewards chaos instead of competence. But there’s a turning point ahead: the rise of AI is about to separate the real from the fake. The algorithms will stop favoring the loudest voices and start rewarding the most skilled.

You’ll also hear Scott’s Sales Code of Honor, a modern creed for professionals who still believe in helping clients win, not manipulating them for views. He shares what the future of ethical sales looks like — and why integrity, not influence, is what will define the next generation of closers.

If you’ve ever felt disillusioned by the circus that sales has become, this episode will reignite your pride in the craft. Tune in to rediscover what sales was always meant to be — a calling, not a performance.

wBCjVyVAsDIsjXDYSmgf

Scott introduces his Respawn Framework, a powerful process modeled after elite performers and video-game logic that helps salespeople reset, refocus, and rise again. You’ll learn how to use resilience, visualization, positive self-talk, and goal refresh cycles to restore confidence, get back to full capacity, and eliminate wasted dwell time between wins. This episode goes deep into how to measure progress, re-establish your restore point, and develop mental toughness that sticks. Whether you’re new to sales or a seasoned closer, these insights will help you move from panic and frustration to purpose and peak performance.

If you’ve ever asked how to recover from a sales slump, how to get motivated after a slow month, or how to increase sales performance consistently, this episode delivers the roadmap. You’ll leave with ten actionable ways to shorten your slump—from revisiting your goals and re-engaging past clients to upgrading your environment and taking better care of yourself. Tune in to The How to Sell Show to discover the mindset and strategy behind cutting your dwell time, increasing profitability, and mastering your comeback. Follow @ConsultingSecrets and @ScottSylvanBell for more sales training, sales mindset coaching, and real-world tips on how to sell more, make more, and stay unstoppable.

Scott explains how using boundaries in your sales process isn’t about being rigid—it’s about communicating effectively and protecting both sides of the agreement. You’ll learn how to define outcomes, structure the conversation, and use expectation-setting as a closing tool that builds confidence.

If you want to improve your ability to communicate clearly, reduce misunderstandings, and close more deals, this episode is a must-listen. Tune in to The How to Sell Show and discover why great salespeople don’t just talk about results—they define them from the start.

There are multiple approaches to interviewing salespeople. If you have never been in sales there is a feel to the interview. Some people fly off the seat of their pants while others use a full structure. It is important to note that some Business Owners and or Sales Managers like to see salespeople squirm. You will want to be prepared for an easy sales meeting or a difficult one. Either way, it will come down to your skills, conversation, rapport, and charm. You can learn from sales job interviews as to things 

Why do sales interviews matter 

A sales interview is a way for a company to decide to hire you or not. This seems simple enough. Some companies cant find a closer and are willing to hire someone to train. Sales interviews can range from easy to difficult. The better you prepare and the better your answers are you can improve your chances of getting hired. If you are looking for a sales job, this content could prepare you for what to expect. 

Questions you may get on a sales interview for a new job 

To start with this is not really a question but a view of an action. In this day and age people, can't say they didn't know how to get somewhere. Most employers will look at:

1. Did they show up on time prepared with notes, pen, and or paper? 
2. Do they initiate the conversation at the office
3. Are they friendly with the office staff?
4. Are they a closer and can they prove it – do they have docs and or awards
5. Can they deal with pressure –
6. Are they relaxed in the conversation even with no rapport
7. Can they deal with the pressure of constant questions and also deal with constant interruptions
8. Are they Good looking, funny, or socially awkward (pay attention to the laws in your jurisdiction
9. Do they have a slight edge, chip on their shoulder, or anything similar – confidence vs arrogance
10. Can they hold a conversation
11. Do they engage in the conversation / do they get annoyed easily
12. Can they deal with tough follow up questions?
13. Do they have direction in the conversation, Are they leading or trying to lead
14. Have they found achievement in their life?

• Sports – college
• Awards
• Degree
• Health
• Adversity – Jail to redemption, broke to money

1. What is their favorite adversity story?
2. Are they willing to follow a system?
3. Are they willing to make a cold call on the phone live or at least willing to attempt it?
4. Are they willing to role play in the appointment and if so why?
5. Do they know how to articulate what they want?
6. Will they push back or will they agree with anything?
7. Do they ask for the next steps?
8. Do they love people or hate them, do they have a disdain for others?
9. Can they talk about good and bad experiences in their life?
10. Are they a people pleaser and go with the wind – this may be a problem – they will get pushed around from they buyers?
11. Do they seem eager about the job or the role
12. Do they push back with rejection – Call me back -

Questions to ask new salespeople

When someone is new to sales the questions asked may be different than questions asked to veteran sales reps. 

1. Would they be willing to start with just following up or at a lower level position?
2. Have they achieved anything in the past that they are proud of?
3. How did they prepare for the call?
4. Can they hold a conversation with questions, directions or anything else?
5. Do they ask good questions or look for clarification?
6. What happens when they get pushed back?
7. Are they willing to talk about their fears of selling?
8. Are they overly confident, this can be a problem?
9. Are they willing to try to sell in the appointment?
10. What is the most expensive thing they have recently bought – ask them to see “you buy how you sell”

You have tons of options when looking for a sales job. Just so you know sales interviews are not supposed to be easy. 

This may be a tough conversation for some Executives, Business Owners as well as Managers. It's not always the sales team's problem that creates a lack of sales. For this reason, we are not going to talk about salespeople. We will exclude salespeople from this conversation just for a moment. For a moment we will imagine that they are perfect. This is the only way we can examine this side of the conversation. 

The problems internally in your business

When you look at the people inside your business running they show, are they the right people? You could have the right team inside the sales department with a great manager and great team.   You could have a wrong culture outside of the sales team. Your support staff may be the problem. There is no common goal to take care of the client. There is the idea “I need to get my job done and the client will work around me”. This is where the office makes it difficult to do business:

• They reschedule
• They don’t call back / email
• They don’t care about the outcome of the client
• The process is more important than anything else
• They talk trash on salespeople
• They say persnickety things to salespeople

The office created problems for salespeople 

When the office staff doesn't want to help clients or help salespeople in their roles it creates chaos. Salespeople can hit downturns in sales for the sole reason they get caught up in all of the office issues. These feelings can make salespeople question, their role as well as if the buyer is going to be happy with the product, service, install or delivery. This is a tough feeling for salespeople as they can think internally:

• You want me to close the deal but you don't want to give me the help I need
• You want me to get the “gross profit” but the office can hinder the process 
• You want me to keep clients “happy” after they have had problems with the office
• You want a ton of things, but what you don't want to do is focus on the client 

Salespeople end up thinking "Now I'm worried" and they are not focused on closing the deals. They start to focus on all of the problems they are going to face after the deal. 

How your office also creates problems for salespeople 

Sometimes your staff looks for perfection that can never be obtained. People in the office are paid by the hour or by salary from the deal that has been closed. They just want to get "their task" done. Sometimes the office just doesn't care. There are also times where there are bullies in the office. Where this business disconnect comes from:

• Ownership and or upper management that doesn’t see the problem – they don’t know its happening
• Ownership and upper management doesnt care – things are good the way they are
• People who have never seen the other side of the rainbow – small companies that have never been big
• Legacy managers – those who want things the way they have always been
• Bullies – someone who always has to get their way or always be in control
• A belief in the office that salespeople are evil and overpaid – I am going to punish them for past sins of horrible people
• The lack of saying what needs to be said in company meetings
• Poor accountability over time

How to make your sales team perform better 

Your sales team has the capability of being great. There are actions you can take as an Executive, Business Owner, or Manager. Some of these truths may be uncomfortable to hear and or see. Here are the places you may hear about the problems you have in your office:

• A consultant friend hears and shares this episode of the "How to sell show"
• A Sales manager goes to the ownership and or management
• The topic is brought up ion a sales meeting
• Old employees bring it up
• A new employees bring it up
• People leave and the conversation happens at the end of the term
• Your clients cancel and or complain

Why your sales team fails from the office results in 

There are real-life problems created by issues in your office. The repercussions of a office that is stuck in doing things their way hurt your business. They also can make Executives, Business Owners, and Managers look ineffective and weak. You can end up with: 

• Lost deals
• Lost revenue
• Lost office staff
• Lost salespeople
• Bad reputations

Here is how you can fix poor office performance 

There are ways for you to get back on track. Your ability to find a path to helping a sales team is possible. Here are some steps you can take to get a high-performance sales team:

• Really examine what happens in an organization
• Listen to what the team is saying – sometimes you will have to go to them and ask. If you have people that don’t complain and now they are… there is a problem.
• Allow for candid feedback – Know some Managers held meetings before the meetings to “put everyone in their place”. 
• Outside interviews – Hire consultants
• Client surveys – on-site interviews and face-to-face conversations. 

You can use emotions in sales to close deals. Please make sure to do this right or you will be seen as manipulative. If you are not careful you can induce reactance and skepticism in your presentations. When you reach reactance or skepticism in your sales process you can close the deal but it will probably take hard closing or heavy discounting to close. When you use emotions incorrectly or push too hard enough you can trigger contempt and that will lead to no sale. 

Should salespeople use emotions in sales?

You should absolutely use emotions in sales to close deals. If you are not using emotions in sales to close deals it, you are leaving money on the table. There are times where you must pay attention to how you ask questions and interact with your buyers. Some ground rules for using emotions in sales:

• Your vocabulary has to match your style
• Vocal pitch and tone matter
• You can mirror your buyer
• Questions and stories rule – tell the story and insert the word or the word track
• People buy with emotions and justify with logic

Where salespeople struggle using emotions in sales 

You do have to know something about using emotions in sales. You use emotion in sales with the buyers you meet with but you hold fast about your beliefs and conversations. You don't allow the conversations to move you too far emotionally. If you get too emotionally wrapped up it creates problems later on down the road. You being too emotional takes you out of control. You need certainty, they need emotions. In sales, your buyer is looking to you for leadership.

How to make your competition in sales work harder 

You should make it harder for your competition to sell against you. How you present ask questions and interact should make the “competition” job hard implicitly and explicitly. There are a few ways to make that happen:

• Show they are not prepared
• My presentation is more thought out as theirs and it leads to an outcome of saying yes.
• That they only have a minimal offering 
• Their solutions are sub par and irrelevant
• Paint the picture of their limitations when true
• I want the competition to feel like the guy on infomercials that can do anything right

Emotional word tracks to use in sales 

You can use emotional words to your advantage. These words can be found in any thesaurus you can get your hands on. You will want to add these types of words in your presentation. The key is for you to use emotional words in your sales presentation before your buyer does. Here are some words and word tracks that you can use in your presentation:

• You – the favorite word of everyone: you, your, yours (name)
• Happy words: you use these words to explain the outcome your buyer will face. As a side note please be truthful about what you say and do: Animated, Delighted, Eager, Energized, Enthused, Excited, Excited, Happy, Jovial, Love, Motivated, Opportunistic, Opportunity, Pleased, Thrilled.
• Positive execution word tracks:
  • At the end of the day
  • Here is the outcome you can expect
  • Here is what to expect
  • Success looks like
  • You will find
  • Your final result
  • Your needs will be met

• Negative execution emotional words:

Abuse, Awkward, Bumbling, clumsy, here is what to look for, inconsistent, inept, malpractice, Neglect, poor execution, Unimpressed.

• Frustration - I don’t want you to choose the wrong option and be frustrated – Aggravation, Agitated, Anger, Annoy, Annoyance, boring, consequences, content Disappointment, Dissatisfied, Disturbance, disqualified, enrage, Hindrance, Provoke – you use these words to talk about their problem and the competition.

• Danger words –AKA bad boy words, banned, Beware, Cautious, Clandestine, controversial, covert, Exclusive, Hidden, out of bounds, private, secret, Sense of danger, unpublished, Veiled, warning, Stealthy, Underground & Silent.

Using negative emotional words in your sales process 

You can use these words to talk about your product and or service without the negative attachment. You use these words to explain the negative consequences of using the competition's products or services. – build doubt

How to use Primacy and recency in sales

You can use the power of psychology with your buyers. There will be times where you want to engage with the people you meet within a way that can trigger emotions. Sometimes this is the feeling of missing out (FOMO) and sometimes this is just convrsational. 

• Miss out – You will regret missing out vs I don’t want you to miss out (words that can Convery this are) Get in while you can, Last chance, Last ones, Last time ever, members-only, Only time ever, limited quantities, Prices will be raised, This offer is going away, Time will expire, your secret special.
• Imagine – The imagine words paint pictures in the mind of the buyer. You can use all of the senses to make this happen. Visual – here is what you see, feel – here is the feelings of buying, hear – this is what you will hear, smell – the scent of the product or service, digital – this is the analog feelings (facts for some people are emotionally charged – not the whole population)

When to use emotions in sales with buyers 

At the beginning of a conversation, most of your buyers will need to be enticed to talk about their emotions and or feelings. You do have to set the pace with this and use your emotional words first as well as questions.

Use silence to your advantage. It takes  03 – 06 seconds for most questions to be answered. The magic happens at 15 – 20 seconds. 

Invite people to share more with you. Not every question can be an emotional-based one. You will trigger manipulation feelings with the buyer. Once again be aware that you have to control your feelings as you may include your buyer's emotions. Remember, even angry people will buy

If you look at goal setting there are so many pieces of information from you to choose from. You have to find what works for you. There isn't a one size fits all goal-setting process for everyone. It's ok to try something and if it doesn’t work find something that does. Your job is to find a plan, stick to it and work it. You can always modify as needed, in the end, this is your recipe. 

Goal setting and sales 

One of the common mistakes salespeople and entrepreneurs make is to think they have to wait until January 1st every year to start with their goals. You will find consistency in sales starts with expectations and tracking. Plenty of salespeople and companies struggle with consistency and tracking. 

Goal setting data points 

Most stats about goal and goal setting have no attribution. Most studies have too small of sample sizes. It's tough to judge off success off of 10 people vs 1000 people. The Harvard Study Study has been shown to be fake or nonexistent. Here are the 2 constants you will find when you study goal setting. 

• You are 33% - 43% more likely to achieve a goal if it's written down. 2015 Gail Matthews
• You are 76% - 81% more likely to achieve a goal if it is tracked - No attribution
• Use ranges when setting goals – Particpances averaged 2 pounds per week when they targeted to 1-3 pounds per week. (https://hbr.org/2014/11/when-you-give-your-team-a-goal-make-it-a-range)
• Goal setting success can be linked with motivation, self confidence & autonomy (Locke & Lathan, 2006)

The goal-setting common experience 

There are some common traits in goal setting that seem to be a strong constant. These items are mentioned in just about every example, article, podcast, YouTube video as well as goal setting courses:

• Write your goals down
• Review your goals frequently with tracking 

Area 1 - You do have to have your foundation (the 4Ds):

• Discipline – How strong is your discipline – do you need someone to monitor you or tell you what to do? 
• Devices and Systems – What framework do you have besides your beliefs?
• Dates – What are your timelines: daily, weekly, monthly, quarterly, semiannually, and yearly
• Data - Where do you put your outcomes – how do you track them?

Area 2 – Reason why

Have a strong reason why to escape from struggling. This concept is the main drive above all and everything else that I see help people propel. There are 4 main topics with plenty of subtopics. 3 of these are common ideas and 1 isnt.

What is the deep-down reason for your goal? Not the reason you tell everyone. If you were to speak to a confidential source what would you tell them? This conversation may be super personal. For others, it can be an open book.  

Your desires and personal outcomes matter

• Prove yourself right – It was something I wanted to do, Show others what you can do – I want others to see me and hear me
• Prove others wrong – Everyone said I couldn’t
• Conditions you grew up in – poor or even in wealth
• Phantom – Natural drive – not normal in the distribution of people. Some people just don’t have this, it who they are

Questions to ponder for your reason why  

• What does the goal mean to you, how have you attached to the outcome?
• Do you really want the goal or is it a platitude?
• Are you trying to impress someone else?
• What is your level of commitment?
• What are you willing to sacrifice?
• What is in your way to get the goal accomplished?
• Who is in the way of your goal?
• Is the goal worthy of you?

Area 3 – The groupings and explanations

These are typically tied to a date and a sum of money or outcome. You can set a time and date fairly easily. By March 30th I will hit 500k in gross income from all of my businesses. Royalties, equity, mastermind and consulting. You can then add these 14 dimensions or groupings:

• Actions – Things you want to do and or achieve
• Events – Meetings and or groups you would like to be a part of. This could be courses, masterminds, philanthropic
• Locations – Places you want to be, want to go, want to attend. Purchase
• Money – the income you want to achieve, the money you want in savings and or investments
• People – The people you want in your life as well as the people you would like to do business with and connect to
• Philanthropy – the places you want to donate time and energy to
• Physical – How you work out, your weight
• Products – The things you want to purchase or acquire. Cars, watches, houses, businesses, buildings  
• Purchases – things you want to buy
• Recreation – what you want to do for fun
• Relationships – How you treat the people in your life and how they treat you. Family, significant others, friends, and colleagues
• Rewards – this is an if-then statement style (when I do this, I will do that) this is the ultimate dopamine rush for your goals
• Spiritual – Your relationship with your creator and your style
• Stretch goals – These are the additions to a goal a “push up” in case you hit something quicker

Area 3 – The underpinnings  

What you have as moving parts inside of a goal (here are the elements):

Light version goals vs master planning may be easier. The light version may be how you talk about the goal. Master planning is what will it take for you to get there. What will you need to have to reach your goal? (what framework is needed to make what you want to have happened work out)

• Attention – how much time do you have to put towards the goal?
• Routine – things you are already doing vs new routines
• New skill – this is something you don’t know how to do
• Current skill – this is something you can enhance
• Experience – this can be what you already have (people /courses / classes
• Taking action – your ability to take the first step
• Continuity – What you will do when things don’t work out or you get busy

Bonus area

Adversity map advances planning – this is where I point out what could go wrong and what to do to get back on track. This is not super detailed. This is about saying “___________” could happen. The unexpected is unexpected. This helps with planning. In business, these could be called red team events.

Who you can name in your goal adversity map:

• People – what if the wrong people enter my life, how will I know?
• Economy – this is always a moving target
• Events – these are things that can cause problems
• Government agencies
• Weather / natural disaster

When you look at this preparation you don't look at it every day. This is just prep for what may be. This is more of a “who is in my way or could get in my way session”

Side notes about goal setting 

Pie-in-the-sky goals can be spotted by people who know how to listen and or watch.  There are items that can be red flags "I am going to be the top salesperson this year". You will find that the more steps needed the fewer actions people take. What can you do to streamline your goal-setting process? How can you make your goals stepped up?

You can imagine and "Feel the feeling" with as much imagination as possible. When you think through success, where do you share your wins, who do you share them with?

Things you can do to reach your goals:

• Less can be more when you work on your goals and goal setting. There are multiple ways for you to streamline the sales process. 
• You can keep your goals on 3x5 index card and look at them during the day. 
• Review your goals frequently, you can record them on audio
• You can share goals with others. You only want to share with the believers and the people you trust. Nonbelievers will tear you down and say horrible things to you.
• Talk about your goals as if they have been accomplished – put a point on the horizon and march towards it. I heard Taylor welch call this directional certainty.
• Ask the right people if they can help you with a goal. You don’t say it this way. You could go to social media and ask for a connection or a collaboration. Speak your goals and to an extent, they will manifest.
• If you work for someone ask them for more. Listen you gave me the goal of $1,000,000 in sales. What would you be willing to pay out if I hit $1,200,000. You need to be able to explain why this helps the person you want the bonus from. And extra 200k on a business not expected is a good thing for most divisions. You just have to know that as you increase your number it will be ratcheted up yearly

Here is where I differ

Once again this is what works for me, you may need to find your own path. You can use an  accountability partner – I talk my goals out as a check in with a good friend and they do the same. We poke holes in ideas – not as an aggressive action “have you thought about_________” have you considered __________” and or “could you make this pivot __________” – sometimes these meetings are hard.

I have learned from great marketers around me “everything is a test” I take that for actions I take and don’t really beat myself up when things don’t work right

• Knowledge is power
• Applied knowledge is power
• To learn knowledge is wisdom
• End of the month, quarter, year review
• There will be goals you miss and it may bum you out
• What did you do that increased your skills abilities and knowledge – celebrate all wins, look for where you gained. I didn’t hit all of my goals last year. I didn't make some huge improvements in my life.
• Look for the areas where you need to do better so you can recalibrate your goals

You will find that when you spend money or make money it is emotional. This comes down to  the money spent vs time to make it. You will want to understand this concept in order to close more deals. When you can grasp the money vs time concept you can have better communication with your buyers. If you add in the understanding of risk it's that much more impressive. When older people tell you their age, it’s a money issue. 

Trust helps close deals in sales 

As consumers, we have a fear of being taken advantage of. We don't want to lose out. This fear comes down to protecting your back end and not losing. When you win there is a dopamine rush, when you lose there is panic. 

Time vs cost in sales and emotions 

When you make money you calculate the time, energy, and or effort it takes to make a purchase. This is normal for most people for mid-range and large purchases. Sometimes what you sell will take weeks, months, or years to pay for. This comes down to time, energy, and or effort. People buy on emotion and justify with logic:

• There is an emotional feel to spending money 
• there is an emotional feel to winning and or losing money 
• Some people put more weight on either way or both – greed

As a salesperson, it helps to understand these concepts not just for the purchase, but also the objections as well as the problems faced after a deal. There is emotion to a sales presentation:

• Sometimes you hit it off immediately with buyers 
• Sometimes you lose the sale in the first 3 minutes of the appointment 
• Angry people will still make a purchase
• Its not just the buyer its you as well that does this 

Think about how upset or angry you get when you make a mistake or when something goes wrong. There is risk in making a mistake, you could be:

• Irritated
• Upset
• Angry
• Judgment 
• Guilt
• Humiliated
• Passed over for promotion
• Fired

Talking about emotions in sales

Early on in your sales career, you may have fears about emotional conversations and questions. You can use emotional questions with your buyers and be ok. You do need to pay attention to how often you have them so they don't feel manipulative. Ways you can lock in emotions in the sales process:

• You can ask for the feelings, the right amount. How many emotional questions you choose to ask is a personal decision
• You can anchor the feeling and or emotion 

Set the expectations emotionally with your buyers 

You can reduce problems and or issues with your buyers by setting the expectation. Explain to buyers what will happen emotionally if they go the wrong way. You can talk people through their decision-making process. The way you communicate can be:

• This can be explicit or a hint
• This can be a story
• This can be a testimonial 

How to explain the outcome with emotions

You can use emotional words to explain and set expectations. Remember to not use too much, just in a few places. You can mirror the words of the buyer when you ask emotional questions.  A mismatch may not work to your favor.  If they say upset don’t use anger for them, save that for another example.

• Use certainty – I am certain you will be happy with this
• You can use priming with images of smiling people
• You can use testimonials where someone didn’t think the product, service, and or idea would work
• Colors

Things you can do when sales go sideways

1. Contact the person immediately – the sooner the better
2. Listen to what they say, the story will repeat a few times -
3. You can agree with them -
4. You can ask them what they want to solve the problem, get them to go first. Sometimes its just the venting. Sometimes its money  

Making money is emotional and spending money is as well 

You have to remember money is emotional. Spending, making, losing, saving and thinking about money can bring in emotions. To sell more you will want to think through people sell how they buy. Setting expectations can help close deals. Tell them what to expect. Tell them what to do if something happens. Last of all don’t sell perfection.  

One of the coolest things you can do for your service and or industry is create a buyers guide. A buyers guide is an explanation for what a buyer could do to make a good decision. This guide is your way to influence the sales process. You get to put your ideas out in front of the buyer before, during, and after the sale. You get to have some help with some of the buyers purchasing behavior. Part of the buyers guide is to help overcome things like getting 3 bids, shopping on the lowest price, and time stalls. 

Most consumers dont know how to purchase items 

Most people don’t know to buy the products and or the services they need. Most companies make it all about the price so it becomes a discounting game. Having a buyer's guide automatically makes you an expert. You are distilling information to make it easy for the buyer. In essence, you can become their hero. At the same time you get to distill the concepts and or ideas that you think are important. 

Buyers psychology and buyers guides 

Your buyer has risk when they make a purchase. Nobody wants to look dumb or silly when they buy. As consumers, we all want to make good choices, and we will go out of our way to not look dumb. This buyer's guide targets people's fears and or risks and helps reduce them. Most salespeople skip visualization of what they do – touch, feel, see, hear. Most salespeople leave a brochure behind that doesn’t answer questions and its just fluff

Building a buyers guide framework

You will want to put some thought into this project. You can do some research by looking for the most common questions your buyers ask. Once you look at the questions you can ask the people you work with. If you still need more content you can look at reviews. You will want to write down all of these questions and confirm they are what is asked. You dont want to create objections you dont have. You then take the objections and turn them into questions about your product and or service. The good new is, you already have all of the research to make this happen

The aspects of a successful buyers guide:

• 10 FAQs – the FAQs are just that, these are the most highlighted common questions – a few of these can be against you competition
• 10SAQs – This is where you get to differentiate what is your wheelhouse – what do you do better – a few hours reframe -
• 10 common mistakes people make – these are the protections you can explain to the buyer. There is a mix of what you can do to help and a mix of common objections. Story

Tips on how to build a buyers guide 

Salespeople and even business owners struggle with buyers guides. The hope for them is the first version is the final version. You may have multiple versions of your buyers guide before you feel it is complete. Start small and then validate that it is what you want. You do have to start somewhere. Here are a few concepts to help you out. 

• This is going to be a living doc so it will change over time 
• You will find better ways to use it and need to modify as time goes on
• Do not print tons in the beginning, make the first few batches small runs 
• MVO - a minimal viable option - you want to just get this document up and running 

Items to add to a buyers guide 

Once you have your 10 frequently asked questions, your 10 should ask questions and the 10 common mistakes salespeople make you can add more items. You need to have your base work down first so you know what else could be added. 

• Awards from groups 
• Awards from clients 
• Awards from Manufacturers 
• Testimonials that overcome objections
• Warranties -
• Guaranties – risk reversal
• Risk reductions
• Speed
• Longevity
• Savings
• Agreements for service (contracts)
• Service level agreement
• Qr code – sizzle reel
• Chat link
• 800 number

Your goal is to list out all of your best features and figure out how to highlight them. Once you have the framework built out you can turn this into audio – video with a download. 

How to make your buyer's guide even more powerful 

If you want to go even further there are other elements you can add to your buyer's guide. You can go to a graphic designer and have them design this item. You will want to make sure it isnt too perfect. It does need to have the feel of easy and not expensive. You can add images of people smiling as a priming factor. 

How to make a buyers guide even more exceptional 

Giving someone words on a piece of paper is one thing. Being able to walk someone through a decision is even better. You can add a small section in the back of the guide that uses a matrix pre-filled out with your best benefits and options. You can use checks and X’s to fill in the blanks of your service and or business.

Ways you can use the buyer's guide to help influence the sales process 

The whole goal of the buyer's guide is to make the sales process easier for you. This document is meant to be a tool you can use to help influence the buyer's decision. You can use this document as a lever before, during and after your presentation. 

• The buyer's guide can be used as a closing technique
• Your future buyer can download the buyer's guide and or even pay for it 
• You can use your buyers guide in your presentation
• You can send out the buyers guide before your sales presentation
• You can try to get on the news if you have a regional company
• Use this as the framework for a video or a podcast(s)

The mistakes when building a buyers guide 

The goal of the buyer's guide is to reduce friction in the sales process. If the whole thing is a pitch fest you will lose the power this item holds. If the writing is too technical it will be hard to read. If there are spelling errors or punctuation errors people may lose interest in reading it. Yu can always run a FK (Flecsh Kincaid Score) on the writing to make sure it works. Here are a few other things to consider when building a buyers guide.

• Include images, graphs, charts, or anything similar
• Make sure the content is friendly and not condescending 
• The content being delivered is something someone would want to consume 
• You will want the content to be slightly controversial but not over the top. this creates interest and conflict. 
• Make sure to add a call to action at the end or in a few strategic locations
• You do need to make sure your buyer's guide is quality built but not perfect 

Last notes about creating your buyer's guide 

Your buyer's guide does need to be released into the wild. You will get ripped off, its part of “the game” be willing and ready to modify what you have and what you do. It will happen within 90 days. As your competition builds theirs out be willing to up your game. You can buy a good url howtobuya__________.com for people to hear or see in a commercial or ad. Add a reference to your buyer's guide in your call to action. If you are a regional company you could license your idea. You could get sponsorship or coop from a vendor to help pay for your guide if you choose. 

The legal parts of a buyers guide 

You may want to consult with an attorney or solicitor to make sure you have not created a legal risk for yourself. Copyright laws and work laws may be in play here so the few dollars you spend on legal qualification can help you. You do not want to specifically name a competing company and or salesperson. Make sure there are not any implications

Sometimes in sales, we are our own worst enemies. It's easy to discount the accomplishments made over the course of a day, week, month, quarter, or year. You may have achieved something great only to tell yourself it wasn't that good. What you tell yourself after you close a deal matters. So often salespeople struggle because they ont see the good in what they have done. Part of this conversation comes from content from Blair Singer and part of it from coaching salespeople. 

What you say to yourself in sales matters

Your inner voice is your operating system. How you talk to yourself about your wins can either propel you to close more deals or give up on winning. Its easy to look at others and minimize what sales have been made because someone else was able to do more.  In sales, we have a way of minimizing what we do because it isn’t big enough. If you look at social media everyone is crushing it. In your mind, you end up with a "success measuring contest". The universe feels small when you want it to. 

Deal size and deal flow can play games with you 

You can literally psych yourself out of closing deals. You can look at a skinny deal and say it isn't good enough. You may think the easy win was too quick. You may say the difficult sale was not worth it or the tough buyer was not a good deal. When we minimize deals we invalidate our work and may not even realize it. The comparisons you make can cause havoc with your closing process. 

Minimizing accomplishments hurts sales 

You can work your but off to close a deal and then look for reasons why it wasn’t a good deal. You close a deal with ease because of your learned skills and you invalidate it. You can ask yourself this tough question "Is this a deal I would have won as a previous version of myself" There is a point where looking to improve in places crushes the work you have done. Sales training and kaizen hurt sometimes, sit down and marvel in all of your glory for a moment. We have enough people that beat us down in life:

• The evil manager / boss
• The horrible co-worker
• The jerk neighbor xx
• The family troll

You don’t have to add yourself into that mix. In fact, you should do everything possible to not include yourself in those groups. 

What you can do to celebrate your wins 

"Success is 20% skill and 80% psychological" – Tony Robbins, think about what this quote means and how it applies to what you do. You can focus on the outcome.  You sold the job, product, service, and or offering you should make a big deal about it. Sometimes you do have to work towards mile markers. You can take a large goal and break it into smaller ones. 

Head trash hurts sales 

Negative self-talk is one way to describe head trash. Sometimes we pile the trash in our heads deep and it causes repercussions. Sometimes we are our own worst critics and hold ourselves back. The self-talk can range from fantastic to horrible. Your goal is to give the focus of the win the fuel and not everything that went wrong. 

The 4321 Process in sales 

The close-out you do with your sales process matters. You can use the 4321 processes to help remind yourself of what you did. Here is how the process works 

• Find 4 things that you did great in the sales presentation 
• Find 3 things that went well 
• Find 2 things you can improve on 
• Find 1 thing that was completely wrong 

That list will give you 7 things right and 4 things that need work. You end up with better than 2:1 odds. The 4.3.2.1. process is meant to show you did things correctly and not everything is wrong. 

What to do when you close a deal 

There are multiple things you can do when you close a deal. The sky is the limit for you to find what works for you. You have to get started somewhere to make this happen. Here are a few ways for you to memorialize your win. 

• Write the sale in a journal – what you went through and why you think you closed the deal
• Anchor the feeling
• Make it a big deal or celebration to enter the win in your CRM
• Thermometer like little kids do at schools and for fundraisers
• Record your win in an awesomeness swipe file
• You talk it out to the universe – I am the greatest man alive (A take on the I am the smartest man alive – Billy Maddison)
• The whole idea is for you to create a celebration routine in whatever way you do it

Where focus goes energy flows

There is a saying that where focus goes energy flows. When you focus on the success of the deal and not the outside scope it helps with the reframe. Here are some external things to focus on:

• You can have a team or a squad to celebrate with
• You can put something on social media
• You can call someone you love that will be there for you
• Celebrate with others when they do something cool, awesome, and even when they close a deal. Your celebration may be the thing that keeps them going. We all want approval whether we want to admit it or not.

Secondary ways to celebrate wins

You can use the momentum from a win to your benefit. This is something that you can do to help perpetuate new ideas and or thoughts:

• Make follow up calls, emails, and or videos for people who have not bought yet
• Start something new and take a small but not dangerous risk
• Reach out to the dream client you want
• Call someone and tell them you love them – family member, significant other, etc
• Donate money to a charity 
• Donate time and or effort to an event

Last words

We all have weak moments where we doubt ourselves and our capabilities, you have to find a way to have more positive thoughts than negative. If you are struggling right now one of the easiest things to do is make a list of what is working in your life no matter how big or small. 

.

Google the words risk or reward and you will see exactly what they have to do with your sales presentation. As you meet with your buyers they are thinking about the risk they have of doing business with you, they just may not say it that way. The risk vs reward levers are used in purchases you make as well as your buyer. 

• Risk - a situation involving exposure to danger
• Reward - a thing given in recognition of one's service, effort, or achievement.

“The juice has to be worth the squeeze in sales and business”

This is really the framework of offers, and or deals in business, marketing, and sales. One of the movies that explain this thought the best is Tommy Boy. At the end of the movie, Tommy needs to sell brake pads. He wants to show a superior product so he talks about guarantees. Some people, not all reduce their risk by wanting a guarantee. Here is the exchange from Tommy and Ted:

Tommy: Ted, why would somebody put a guarantee on a box? Hmmm, very interesting. Ted Nelson: Go on, I'm listening.

Tommy: Here's the way I see it, Ted. Guy puts a fancy guarantee on a box 'cause he wants you to fell all warm and toasty inside. Ted Nelson: Yeah, makes a man feel good. Tommy: 'Course it does. Why shouldn't it? Ya figure you put that little box under your pillow at night, the Guarantee Fairy might come by and leave a quarter, am I right, Ted?

People buy on emotion and justify with logic

You will hear people buy on emotion and justify with logic. People are emotional creatures and do think about the emotions in the deal. People will outweigh what the risk is of purchase and compare it to the reward for what they are getting. Worrying about failure or risk is something people have issues for just about any purchase. Look to risk reversal to help understand how to help serve them.  

How your own stories can reduce risk for buyers 

People want to find comfort when they buy. Stories about your clients' successes and even failures will help you overcome objections you face. You can also reduce reactance and oscillation or the back and forth on a decision. Stories will come to play before you need them.  You will want to have some well thought out stories of how you helped people. The stories can be based upon:

• Psychological
• Physical
• Business
• Life

There is a risk to a low price in sales 

Think through the reasons why risk vs reward is important. What are all of the risks when someone only buys on price? When people solely buy at a loser price their reward is the cheap price, their risk may be high but they are willing to take it. If someone goes with a full offer company the risk may be that they pay too much, the reward is the warranties and guarantees put in place.

Tough questions to ask yourself about risk vs reward in sales 

Here are a few questions to think about when it comes to dealing with the reward of purchases as well as risk. These questions could be asked about your buyers:

• How many of the objections you have had over the last 90 days have happened because the buyer felt like they had more risk than reward?
• How much of your presentation deals with the risks alternative options have?
• How much of your presentations counters with the true rewards you have to offer that nobody else does?
• How many deals have you lost because your competition has better risk reversal and are not afraid to use it?
• What company takes your lunch money, not because of skill but because of expression of risk reversal?
• How many deals could you have sold for more if you had better risk reversal?
• What is the best risk reversal in your industry?
• Whats the best risk reversal you have ever heard of

You can close deals with outcomes

The objections you face may not be about “the money” it could be about the risk. There are image issues when someone makes a bad purchase. There are people who can be harmed in a company with a poor decision.

• Risk of implementing and failure
• Risk of using relational capital in meetings -
• Risk of going too fast 
• Risk of shame in front of a team or owner for a bad decision

Rewards from making the right decision 

Rewards on the other hand can be the dopamine rush people are looking for. 

• Savings that come from the product or service
• Speed of implementation and fixes
• The ability to get someone out of a pickle

The fear in business is making a mistake, to be judged by others, or to be harmed. The truth is there isn’t 100% indemnity from mistakes. You have to be able to help your buyer explicitly see their risk vs reward:

• Guarantees – meant to help people reduce their risk
• Warranties – Meant to help people reduce their risk
• Reputation – Meant to help people reduce their risk

Nothing works 100% of the time. You have to be able to show your buyer why they are “safe” you may not be able to use that word, you can convey it.

You sell how you buy and risk vs reward in sales 

Your personal life is part of your business life.  You sell how you buy and if you need all sorts of risk reversal to make a purchase you will push this idea hard in the sales process. If you don't need risk reversal you may skip over it.   

• In your own life look at how you evaluate your own risk and reward
• Look for places where you got upset about a deal or a struggle and map out why
• Look at other peoples offers
• Specifically, search for guarantees and warranties – look at where they are weak and where they are strong – how would you modify them
• Study strategies from others – read books about deals

How to understand risk vs reward to close more deals

If you really want to understand what your buyer faces you can map it out. There are 2 steps here to get you going. First, make a list of all of the risks your buyer faces when they make a purchase. Second, make a list of all of the ways you take care of those risk factors and fears. 

• Keep track of the questions you get in presentations – if you are new ask a closer / pay a closer / role play with a closer
• List them out in order of priority
• You have to know them – you don’t have to put all of them in your presentation use the 80/20 rule
• You have to script out all of the concerns in order of what could be asked
• You may have to group source this and talk through it
• You may have to practice answering the questions / concerns / risks
• Practice in front of closers
• Take your script and have the most doubtful person try to poke holes in it

Questions to end on

You can do this short exercise in order to understand risk and reward better. There are a few questions about listening to this episode:

• What was the risk of listening to this episode 
• What is the risk of not taking some action in your presentation 
• How do you bridge the gap from what you heard to take action 

How your competition can be left to deal with risk vs reward in sales 

You can explicitly talk about risk vs reward with your buyers and put the onus of work on your competition. You can point out problems your competition has and explain the risk using the work "risk". You can get the buyer discussing their problems with the purchase to make it more powerful. 

All salespeople hit a wall in their careers. The thoughts of wanting to quit is normal. Sales is not easy, especially in the begining. You go through ups and downs throughout the time you sell. These spots can be a high or a low. Sometimes it feels like a low all of the time. You will feel like nobody understands what you are going through. The pains you face don't seem right and quitting feels like the correct option. 

What the pros say about tough spots in life

When you talk to Drs, therapists, and health professionals they will all tell you something different. In the end, you will have to do what is right for you and what gives you momentum. Some will tell you that you need to live through the situation instead of speeding through it, you may hear that you have to be gentle with yourself and even to do the work and not complain. 

Books to read when you want to quit sales 

There are books on every topic these days. Some are helpful and some are not. When you find a good book on a topic you may want to read it a few times. Here are three books you can read if you are struggling with your want to be in sales or even business: 

• Todd Herman - The Alter Ego Effect
• Victor Frankle – Man's search for meaning
• Norman Cousins – Anatomy of an illness 

Concepts meant to help you stay in sales 

Tony Robbins says "Success is 20% skill and 80% psychological" if this is true then what you think about yourself matters. This also implies you will need to improve the way you think. A little background for validation for wanting to quit:

• We all hit a wall
• We all have doubts
• We all have fears
• There are things that happen to us because of ourselves
• There are things that happen for reasons out of our control
• There is a point where it can get to you
• It can be a small little bit in the back of your head or a huge one
• Its possible to be overwhelmed, scared, worried, upset, angry, and even stressed out
• What you decide to do with it is what matters
• Some of this is normal life and some of it isn't
• Emotional feelings and problems in life can drain your energy
• What we tell ourselves matters

The people you choose to have in your life matter 

At some point, you will need to remove the people in your personal life that don’t support you. There are people in your business life that beat you down. Those who beat you down could be other salespeople, your management, or your ownership. If you are being mentally abused you will want to take some sort of healthy action. You may need to get new tools, help and even better support. 

Get your sales momentum back 

Your fears and problems can be multiplied by those around you, when that happens you keep going. When you are at the bottom it feels like there can be no way out, keep going. Sales can be tough, difficult, and even stressful. There are times where the conversation about quitting feels good. The challenge for you is you can talk yourself into quiting. 

How people deal with wanting to quit sales

 At the end of the day, it is your choice of what to do about your sales job. There are only so many options you have and moves you can make. This will all come down to a decision for you.  Once you hear your problems and concerns are valid then what? 

• You keep talking about them
• You move on and bury them
• You move on while talking about them

The framework for success in sales 

What you intake in your life matters. This is food, thoughts, content, and even relationships you have. You can ensure proper mental intake from what you watch, read and listen to. One suggestion is to start your day with motivational mornings. This means you start with listening to people who get you motivated. There are multiple people you can add to this list:

• Steve Harvey 
• Les Brown 
• ET The Hip Hop Preacher 
• Tony Robbins

The list is endless, your goal is to find someone who resonates with you. You may have to listen to and watch quite a few people for the energy to feel right. 

Your internal thoughts matter

You may feel that if you talk to someone you could be broken. If you share your problems you may feel broken. What you need to know is there is a reason why you can reach out for professional help. When you share your problems you are not weak. There is a saying and it is "Where focus goes energy flows".

• Where are you placing your energy?
• Who are you talking to?
• How are you getting help?
• What help are you avoiding?

It may help you to get these thoughts and feelings off your chest. You may want to consider talking to a professional to help guide you through your problems, your pains, and your issues. 

Possible steps for you to keep going when you want to quit

There are multiple actions or steps you can take when you want to quit. You will want to choose what works for you and your situation. 

• Ignore the problem and hope it goes away 
• Look at the gap or where you started and where you are now 
• Goal post-game – break the goal into small steps 
• Find what motivates you whether movies, podcasts, books, preachers or anything else. 
• 3x5 index cards with your goals to be constantly reviewed 
• Find people in your life that will support you whether online or in real life 
• Look for what’s funny about this situation - Dr Sean Stehenson 
• You can think "This isn't the weirdest thing that has ever happened to me"
• Find ways to laugh and have a good time 

The struggles you face in sales and business are real. If you feel stuck please find some professional help. 

***I am not a licensed health professional, if you feel that is what you need that is what you should search out. 

The emotions nobody wants to talk about are the ones you should. Everyone wants you to close deals and you want to be a closer but we have to talk about side products, bi-products of the sales process. These conversations are what you may think but are scared to say. Shame comes from internal issues and problems, conversations with salespeople and even professional therapists. Shame can come from the feelings you feel about yourself and the events that take place. Your personal life affects your business life more than you know.

Shame and sales problems 

You can look at multiple definitions of the word "shame" you will find a common thread. This can be internal guilt you have after an event. Lookup multiple definitions and you get something along the lines of:

• Wrong or foolish behavior
• Regret, self hate, and dishonor

Deep shame comes from regret and rejection. Shame from sales comes from the belief of judgment from not just others, but yourself. Embarrassment and or humiliation may be at play when you feel shame in after the sales process. Tough conversation and possibly an emotional one as well. Shame is one level deeper than rejection, this is the underpinnings of the rejection and what happens after.

Rejection and shame 

Rejection in sales presentations and after-sales presentations can lead to shame. You use the formula for rejection time, effort, energy, risk, money or reputation. Reputation is targeted here because it is easiest to trigger the feeling of shame. Some of the feelings you face after rejection is pre-programmed from being a kid or events that have happened in your life. If you were bullied, made fun of or even pushed hard as a child shame can be triggered easily. You get caught up in routines and past behavior. 

Feelings of shame after not closing a deal

Shame can be triggered in and after the sales process. The feelings you have when you don’t succeed are those of:

• Loss
• Loneliness – nobody can understand this
• Anxiety – When will this happen, its not working right now
• Frustration – I have put in so much work and or effort
• Internal doubt – What’s wrong with me?
• Shame – I don’t want people to know I am not closing right now

How shame and disappointment trigger each other

If you had a strict upbringing the shame can come from a lack of performance. If you had someone pay for your training, help you get to where you are, the shame can come from letting someone down. You can have projected disappointment by not fulfilling your promises to a company. Disappointment from others can be real or it can be that you believe they will be upset or disappointed with you. Sometimes salespeople and even professionals get shame and rejection confused. Here are the common emotions you can face with shame:

• Fear
• Uncertainty
• Guilt
• Nervousness
• Despair
• Anxiety
• Humiliation

These feelings can hurt sales flows and progress when not dealt with. When you don’t close deals we have so much riding on the line. It's not just money it's your personal image on the line as well. This is who you are personally and professionally. You can start questioning yourself with questions like: 

• What did I do wrong
• Why am I broken
• I cant do this
• I will never make it
• I will not be loved

Why shame in sales is so hard 

Shame is a hard topic most people don’t really want to get into, this is taboo for so many reasons. 10 years ago nobody wanted to talk about shame in sales and shame from not closing deals. Today the conversation about shame in sales is easier. There are common things salespeople do when they face shame:

• They hide
• They binge eat
• The drink
• They do drugs
• They gamble
• They go into party mode

The loss of confidence and shame 

Deep down inside salespeople want not just the dopamine of a closed deal, they want the respect of others including salespeople. This makes sense why salespeople hide when they don’t close deals, they don’t want to show they have the shame of not closing deals. There is a risk to be made fun of, torn down, and to be talked down to. True closers build those up around them. There is a difference between Closers with capital "C" and closers with a lower case "c".  You will want to decide the type of people you want on your side. Closers with a lower case “c” tear people down, try to destroy others and are generally not pleasing people to be around. 

Shame and closers in sales 

Closers with a capital "C" know the feeling of not closing the deal. It takes tons of appointments to get used to the process. It's hard to get there over time without the emotions of loss getting in the way. Shame is part of the game. It's hard to tell you there isn’t. It's hard to live through the tough emotions in sales. 

How to get past shame in sales 

Some of these ideas about shame will not be the thing that helps you sleep at night. Some of these solutions require hard work and effort. Some of these sales solutions are nice and flowery. Know you are a salesperson and part of the game is the ups and downs. You must be willing to put in the hard work. If you are really struggling with sales because of shame, get some help from therapists, coaches, and or mentoring:

Keep a journal

Know you are an amazing person, you are willing to do what so many people are scared of (the greatest fear most people have is all around talking in front of people) be gracious on and about yourself. 

• Fall in love 
• Have a hobby outside of work
• Take vacation
• Save money 

The dark dark side of sales

You can face shame in sales from making bad decisions, selling the wrong thing or even from selling the wrong item. You can face shame from evil deeds. You may tell yourself "I should haven’t used that tool to close a deal". You know when you have done wrong. Shame in sales can come from not working for or with the best or selling the best. This feeling of shame in sales can touch on:

• Imposter syndrome
• Rejection
• Past fears from life
• Worried about being exposed for something you are not
• Anxiety
• Low self-esteem
• Depression

If you feel like you are stuck please get help from someone, a professional, and find someone to talk to.

Flying by the seat of your pants nets nothing except frustration. Your clients know what you are doing, they feel it.  Your buyer deserves your best effort. If you really want long-term success in sales you need a system. Consistency in sales only happens what you have a solid game plan. 

The power of structured sales processes 

Masterful presentations demand attention, you get out what you put in. You may hate the structure, it really gives you freedom. There is a common pattern where newer salespeople push against the process because they think it’s the process not closing the deal – in all realities the sales presentation isn’t that good or prepped.

Secrets of sales success 

Top salespeople use a consistent process that they built or had someone build for them. You may hear the phrase “It's not a sales call it’s a performance”. If you need a generic formula to a sales presentation here it is:

1. Mind Prep – get in the game
2. Intro – there is all sorts of work in here, positioning, priming, frame control
3. Rapport – masterful stories are used here
4. Agenda – Control, assertion, and future pacing – If we can't get to a budget there is no reason to be here
5. Discovery – Pain, problem, pleasure / budget / commitment – 1 of these 3 is missing and the sale doesn’t happen -
6. Presentation – Refer back to the discovery
7. Objections – this really happens through the whole call – buyers feel the hammer coming
8. Closing – Asking for the sale

How to build a powerful sales presentation 

You will want to figure out your game plan. You may need to ask yourself some tough questions about what you are doing: 

• What format are you using?
• What questions are you asking?
• How consistent is your process?

You will want to map out what your sales process is and then find a way to stick to it, with everyone. If you do need to make changes make them when you are on top and make them slowly. Why people panic in sales:

• They feel like the constraints are holding them back
• They fly by the seat of their pants to speed up the sales process
• They are not making the money
• The quit just before they get good

What you can do

• Find a solid presentation for your industry
• Practice it a bunch of times – practice with purpose
• Get used to saying things over and over again
• Be willing to get used to a boring conversation that you make interesting

Rejection is a common conversation in the sales world, most salespeople are not ready to dig in and have the tough conversation. There are sales trainers and sales managers not prepared to discuss what salespeople go through. As a salesperson, you should always be willing to increase your knowledge in and around rejection. 

Your need for approval can lead to rejection 

Deep down inside we all want approval from someone. You can want approval from people you know and even people you have never met. This "need" for approval can amplify you feelings around rejections. You may find yourself in a state of panic from not having deals closed because of a lack of approval. Who are you looking for approval from:

• Friends
• Family
• Co-workers
• Coaches / mentors
• The world

Your search for approval from strangers 

You may be searching for approval from strangers and not even know it. This approval can feel like a dopamine rush. Rejection from sales is real and rejection in sales hurts. If you look for the ability to beat the feelings of rejection you need to know the formula for it. There are 6 elements to the feeling of rejeciton:

• Time
• Effort
• Energy
• Risk
• Money
• Reputation

What you need to know is the formula for rejection is also the formula for regret when action isn't taken. Shame plays a part in the sales process as well. When you have shame you ignore others and forget to ask for help. You have to be able to reframe what you are going through. You get rejected all of the time and don’t think about it:

• Stop lights
• Grocery store
• Specials / sell outs / discontinued items

You don’t put weight to these items, its part of life, there is no real consequence for getting the rejection.

Other industries face rejection all of the time 

Look to other professions and services when trying to see who else faces rejection. There are multiple people and or industries that face just as much or more rejection as sales. There are professionals that get eviscerated by producers:

• Dancers – broadway / Vegas
• Actors
• Musicians

A good movie to watch about the abuses from coaches and rejection is Whiplash. Part of your sales mindset matters when closing deals and overcoming rejection. You meet with a buyer and you perform.  It's not a sales call it’s a performance is a good way to think about this.  When you put in the effort not hearing back from your the buyer can hurt. It's about the accolades we get from friends and family members. You are vulnerable to a phantom critique because you got ghosted. Rejection can hurt more than most people know. 

Rejection is part of sales and always will be 

When you meet with a buyer you are putting it all on the line for 1 or 2 words of approval, this is a disproportionate amount of work for the most part… at least from your view. The buyer has risks as well.  We all have someone we answer to, they have an agenda.

• If you are struggling in your personal life professional rejection hurts
• When you are not making money professional rejection hurts
• If you have emotional issues professional rejection hurts
• If you need approval from others in the form of a closed deal-professional rejection hurts

Love and request can lead to rejection 

In the business world, buyers adopt a protective device and its to be hard on salespeople, this is a defense mechanism for their role as a buyer – some noncommercial buyers do this and you need to see it for what it is.

Things you can watch rejection in real time / sort of

• Live sales presentations
• Guys hitting on women
• Shark tank
• The voice / Americas got talent / American Idol – Similar shows

Ways you can get past rejection:

• Get help from a pro
• Talk to someone
• Keep a journal
• Know that there is a learning process to sales
• Get some exercise
• Go and laugh – watch 2 – 5 minutes of comedy before and after a sales call
• Donate time to a charity

The reframes:

You will need to reframe rejection. "This is what I do" becomes a mantra. Average salespeople get 1:3, good salespeople get 1:1 and closers get 75% of their deals. It's all about the work you put in / you get what you put in – practice, work, reading, role play, classes.   

To take your sales skills to the next level you will need to learn how to communicate better. Being assertive in sales is one way for you to move towards being a closer. You have to learn your own path and process. You can take and model what you learn but you will need to expand your zone. 

How to stand up for yourself in sales 

You must learn how to stand up for yourself in sales and not get pushed around. The people who meet with you need to see you have a direction to your process, you will say what you need to and you can deliver content to them. You must learn how to take comfortable control. What you need to know is this idea can be controversial. Some sales training concepts are anti-sales as some scripts and word tracks will get you in trouble.

How to build powerful scripts in sales 

You must be careful with your scripts. It’s a case of Dr. Jekyll and Mr hyde when you are building rapport and then you go on the script. You have to learn how to meld the 2 concepts of your ideas and your words.  You have to get good with a script first so you can become you as a salesperson. Most salespeople never ever realize the personalization happens after you become comfortable with the sales process.

The way the world works conversation 

If you were going to look towards an idea or concept around this process it is the "This is the way the world works" conversation. You may even use a phrase like "I gotta set the record straight"

You have a friend that says what they are thinking. Sometimes what the person says is very elegant and sometimes the people we know are very gruff. When you meet with people they want to know they are being told the truth. Sometimes people say they want the truth but they also cant handle it.

Why new salespeople struggle with being assertive 

New salespeople don’t know what to say or what to do. New salespeople don’t have their sea legs under them. New salespeople don’t have enough experience. What you think sales is may or may not be true, in fact, you can be 180 degrees off.  – when I first looked at Sandler-type sales in the 2006 – 2008 era it made me uncomfortable. The more closers I was around the more I adopted their conversational flow

You never know who is going to have an impact on you

• Coworkers 
• Trainers
• Friends 
• Industry leaders 
• Enemies 

People don’t want to be lied to and they want to be told the truth. People want to be the bold guy or girl and say what they are thinking and admire those who are masterful at it. You can use the framework"I want to make sure you understand I am not saying to be a jerk". In order to be assertive in sales, you have to learn how to disassociate from being friendly and saying what needs to be said. 

You can make an agreement with buyers  “I really don’t know how to sugar coat, I will give you the good and the bad and if that isn’t going to work you will need to let me know”. The thing is if you say these phrases it better be accurate. This is a shot across the bow early on in a conversation, it's positioning, its priming. 

When someone makes a request that doesn’t work, you have to know how to shut them down:

Yeah, that’s not going to happen (because)

Most salespeople are supplicant and will beg for the deal. You have to be able to deliver powerful messages using your personality. If you don’t like how someone else says it, figure out how to use it as a framework.  

Your gameplan

Look for the people you list out and look up to. Be willing to have tough conversations in your real life. You can spend people who say it like it is. There is a whole generation of people like this. It's not about being mean or abusive to others. Your confidence in what you say matters – you gotta get the skills to sell and deliver information. Take improv classes to get used to the timing

This episode may sound like its all about me, its not. I have to share my experiences to build the road map. This isn’t a cheesy covert hypnosis or inception all about myself. With 2600 YouTube videos and nearly 200 podcasts episodes, you have to know I have an agenda. Every chance I talk I get to refine my content, my thoughts, and my skills.

How my past helped me build content 

I was made fun of relentlessly for my speech problem as well as my weight. I was told to be quiet my whole life. When I started in sales there was not the level of coaching, youtube, podcasts, or blogs as prolific as they are now. If you are just getting into sales you have more content available to you to choose from. The building of content is a reminder for me of a path, a digital journal of sorts.

How my content creation process was jumpstarted and why it matters 

In 2014 my house was broken into and I was in a slump. This was the time that the ice bucket challenge. In May 2014 the conversation and viral video process was really amplified. Deb Cole @coachdeb challenged me to create content. I went for 100 days in a row adding videos to YouTube. I was told that the skill of being in front of a camera or video would work out for me. I added 2600 pieces of content to YouTube over time. In March of 2020 the Pandemic made Zoom videos prolific. 

My extra reason why for creating content  

It's my hope that an episode will help someone who is struggling. The feel of a bottomless pit is real and it's scary. I want to leave a legacy of my journey and how to help others. Not everyone wakes up with killer confidence. Some people have to work at it, I have my moments. Some days I am superman and some days… I just don’t have it.  

How content creation helps me 

Refined ideas and thoughts equals wisdom when done properly. I drive for hours sometimes talking into a headset or microphone to refine, shape, and shift a concept. Teaching content allows for you to command control of your ideas – a few people have told me that my recall skills are unparalleled for various topics – it's because I have internalized the thoughts and beliefs. I look for concepts, correlations, questions, hypotheses, and patterns. I build out note guides for other people to help me remember – I have done this for multiple courses or events. At the end of the day, it makes it easier for people to find me

Content creation is bragging rights 

There are not many people who have as much content online as I do. There are a few people who have more. There is so much bad advice out there.  I can think of a few people I have zero respect for that think they can train. I put things out there to counter their bad content. The challenge for you is to come up with 10 pieces of content. You also need to be interviewed. When you get interviewed you are the expert. 

You can start working at a company and everything is fine. Over time the office can go sideways. You need to know what to do when your company becomes unethical. The company may have been great before but then they change. There is a point where some companies become toxic. This is a process and evolution of a business. Sometimes the change happens overnight, sometimes it happens over time and sometimes you didn’t see the signs.

Why toxic business environments start:

• Profits were weak the previous year
• An old manager is fired – average time on a job is 3-5 years
• The company is being prepped to be sold
• Bad professional advice

Management can encompass managers, owners, and even new owners. These issues can happen with people you know and people you have never met. 

1. Management or ownership is abusive to employees:

• The way employees or other managers are treated is like hazing, some managers treat the employees poorly
• Management plays games to get people to purposely quit instead of doing the adult thing and asks the person to leave – this happens to salespeople
• Outside vendors are allowed to treat employees poorly
• New managers are trying to prove their power
• Old managers are trying to keep their job and appease the new managers / owners

2. Management or ownership pushes for the wrong thing to be done:

• All the standards and the “norms” are no longer followed
• New management brings in their squad
• Management is opportunistic

3. Management and ownership sour to salespeople and highly skilled staff

• Salespeople are called names and treated poorly
• Long term employees are ushered out, they know the lay of the land and know where all of the “bodies are hidden”
• The 3 bounce – when someone is moved 3 times in an organization it’s the kiss of death – pay attention to if this is you

4. Management builds teams

• Poorly skilled managers are always looking at the “my team vs your team” scenario.
• They take sides and want you to pick one
• Sometimes its pick a side or get out – you have to read the subtext

5. Management plays with the commission structure

• Commission structures are played with
• Your money and or bonuses are never paid out

Your game plan

At some point these games are going to be played with you:

Here are 5 things you can do to prep

1. Create your own authority site and content and let your buyers know you have done this
2. Constantly evolve your skills so you can sell anything
3. Build your resume and keep one handy
4. Foster relationships with vendors as well as managers from other organizations
5. Be willing to leave when things go bad – if you are a closer you are the prize, someone will love you somewhere else

There are common traits of salespeople in all sorts of industries. When you take a look at styles and skills here are some of the places you can learn from:

• In home sales
• Commercial sales 
• Real estate sales 
• SaaS sales 
• Car sales
• Enterprise sales 
• Phone sales

These are the 7 traits closers have. If you look long enough you may find different ideas. You can build out your own list or concepts. You can take and compare notes for what you find. Watch other salespeople and see what you would come up with or if you would use the same list.

The top traits of closers

When you look at the skills and the talents closer have you can then duplicate them. In NLP this would be modeling. You copy somewhat the things you see and duplicate them. You then evaluate where your skills and capabilities are. You must be willing to dig in and ask if they are the real things you feel or if they feel fake. 

7 traits of top salespeople 

These traits are for the most part in order of the presentation you will give. It doesn't matter the industry you are in or the product you sell. These 7 traits of closers are universal. 

• Self-image – this is what they think about themselves. Their confidence, their aura in a room.
• Delivery – how they talk, communication, and interaction with the person or the people they meet with. Delivery happens from the moment a salesperson walks into a door to the time the sales call ends. Timing – study comedy = improv classes
• Rapport – this is all about how they connect with the person or the people they are meeting with. Rapport is the feeling of being similar
• Questions – Questions, and stories are in my mind are the 2 most powerful forms of communication. Most top salespeople can flip an idea with a question “is it possible” “its impossible unless – they turn the tables on buyers
• Presentation – this is how they talk to people in the presentation, how they explain what they offer and how they talk through their offer. This is narration, this is conversation and this is story.
• Objections – How they deal with the problems the buyer has – the calmness, the walk into the fire belief
• Negotiation – What they do to get the deal closed, how they get the buyer to the horizon

The traits to target to be a closer 

If you are struggling look at how much rapport you are building. If you want to target a skill to increase your closing rate look at the questions you are asking. Make a list of all of the questions you know and be willing to add to them. The one place you can start is to learn how to deal with difficult people and or buyers. Learn to deal with the worst of the worst, this makes it so much easier to deal with anyone. 

The 8th trait of top closers 

If there was a bonus skill that was needed for closing it would be critical thinking. This skill is a combination between questions and correlation. You do want to get better at looking at cause and effect. You can utilize follow up questions to get better answer as well. 

This is a hidden conversation in sales to the extent most people can't answer it properly. What happens internally to you when you can't close a deal or you lost a sale. Nobody talks about this because they don’t know how to fix your problems. When you take the time to commit to fixing the issues you will get further in sales. You must be willing to answer tough questions and be accountable to someone. 

How to pinpoint a lost sale or deal 

There are plenty of places you can be influenced from to be a better closer. These ideas and concepts have come from therapy, other closers, notes, and well as conversations with salespeople who lost deals. Most sales trainers will say keep going and not give ways to fix your problems. 

Rejection in sales is normal and part of what you do 

When you look at sales rejection is part of the industry. Rejection is supposed to happen in sales. You are supposed to get better over time. Great sales trainers and coaches use their experience as well as others to help you with guidance. Even though rejection is normal yet it can hurt and does have lasting effects. Your problems with rejection are compounded by your personal life. When you lose a deal you can look at what’s going on in your life. You want to treat this information like a puzzle. Are there correlations to the problems you are having with closing deals?

The formula for rejection and regret  

If there was an overall formula for rejection and even regret it would be time, effort, energy, risk, money, or reputation. We all want to look good in front of others. You question your skills, your talents and your capabilities. When you are closing you have better relevancy internally. When you are not closing deals you will search for the approval of others. 

The enemy in sales is rejection

As you get better at sales your closing rate increases. Rejection happens 2x more than success for most salespeople. Closers get closer to 1:1 for rejection and closed deals in most industries. The best of the best closers have roughly a 25% chance of failure. 66% closing rate, 50% closing rate, and 33% closing rate are the targets for you. These are the three stages of sales sort to speak.

Why routines matter in sales 

Routines matter, what you say to yourself matters, what you do when you lose a deal matters. It's easy to blame others and when you do you lose control. Its easy to want to push aside what really happened and focus on other people or outside circumstances. There are times where its 100% your fault and a few times there is something from the outside.

Questions in sales and closing deals 

You have to get good at asking questions. Jim Camp had a process called 3+. Jim was able to use this technique in his discovery process. When you ask a question 3 different ways you can find answers people didn't think they would give you. There is a point where you are beyond training and have to put in the work. You can only practice so much and then you have to put into action. 

The questions to ask yourself when you lose a deal

The hard part of losing a deal is what most salespeople don’t want to face. You really have to look inside and ask the tough questions about yourself and your skills:

1. How did you prepare?
2. What questions did you ask in the presentation -
3. What rebuttals did you use?
4. What objections did you not call out early on – you stop a presentation instead of letting the idea reverberate “I get the sense” I get the feel”, “Maybe you can help me out here” target feelings emotions -
5. You ask for the sale 
6. You overcome objections -
7. You win or you lose

The 4321 sales process framework 

When you organize your thoughts is makes it easier to pinpoint the loss of a deal. This doesn't take away the feelings of grief or even magically make things better. You can get a sense over 10 calls where you are really struggling. 

• 4 things that went right
• 3 things that were ok
• 2 things you struggled with
• 1 thing you completely failed on

The end goal is to look at what went right more than wrong. You don’t bounce around. You find the things you are getting right first, this is the opposite of negative

You can go to: Howtosell.live/4321 and get your cheat sheet. 

How to determine if you met with the decision-maker

There are times when you lose a deal because you didn't do enough or even pinpoint where the potholes are for the buyer. When you meet with a person to make a sale you need three items to be complete:

1. A pain, risk, problem or pleasure

2. A budget

3. A timeframe or commitment

If you are missing any one of these three you will more than likely lose out on a deal. 

A common phrase that comes up in Google is "Is sales a good career to get started in". This is something sales trainers and sales experts get asked as well. Know that sales is a great service to be involved with. You get to help people with problems and issues they face. 

Common fears about sales 

• There is always the fear about taking advantage of people – you don’t have to do this
• Living on commission
• Asking for the sale

What you get to take with you for life. When you know how to sell, you get whatever you want. 

• How to ask for what you want
• Negotiation
• Better confidence
• Ability to speak in front of a crowd
• Talk yourself out of stations
• Up your income
• You get a better understanding of people

Sales is a great career, you can move to different positions and or locations:

• Industries
• Services
• Locations

Systematized sales processes can be used in multiple locations. Here is what you may have to put up with:

• The learning curve
• Management -
• Product changes -
• No set or guaranteed pay – there is the opposite and a huge upside
• Unethical people

Who sales is not for

• Liars, cheats and frauds – they will always be in the industry (that’s the list)
• 3%

Where can you learn

• Network marketing (MLM)
• Start small think in terms of a low dollar item
• Look a place good reputation
• 2nd party sales – garage sales, FB market, craigslist

Focus -

Most fears of rejection come in around money. You may be the cause of objections with your buyer. You have to be willing to ask for what you want in sales and that includes money.  Salespeople who don’t make money tend to make decisions for the buyer. If you wanted to look for a similar type of energy this can be compared to asking someone out on a date. 

You sell how you buy 

You sell how you buy or you buy how you sell really is your operating system. If you had pre-sales programming this is it. Your own internal money fears create your objections. You literally talk yourself into your greatest fears. Your buyers feel your fears, your buyers know your fears. Buyers hear it in your voice and it betrays you.   

Price reluctancy in sales is real  

You talk circles around your fears. Kids talk circles around things they want or people they are interested in. Salespeople may tell themselves "I don’t want to ask the buyer, the client or otherwise for that much money". Salespeople can build too much rapport to avoid getting to the money. Salespeople can ask endless questions to avoid getting to the money.

Tips to get over money fears:

• Watch closers talk about “the money”
• See how its “just the money” with no real energy – it's factual
• Role play at 10x to 100x your cost. If its 10k role play at 100k etc
• Role play saying price 100 times
• Be willing to talk about money early on
• Be willing to talk about money a few times in the sales process
• You can price condition – number, phrase, color – hypnotists do this
• You can use phrases like “I don’t want to spend all of your money, I just want to spend some of it” – focus
• Can we agree early on that I share with you what you need – yes, you might hear something that you were not expecting. If you need a 100K product ill let you know. If you need a 10k product Ill let you know. Im not scared to let you know what you really need. At the same time, ill let you know if there is something you don’t.

Place the blame for your own internal objections 

To begin with its your fault if you are not closing deals. You can buy into messages from the buyer. You can get caught up in what others are doing. Some of this is the buyers' fault since they are nervous and you buy into it. Some of this is sales fault. This can come from bad sales training. You do have Homework, go watch other salespeople present. 

As a salesperson, you do have to get used to nervous energy, silence, and even pressure. Questions deliver all of these concepts and ideas. Whoever can ask the best questions can win. You should study books on questions. You should get good at interviewing as it will help your sales process. Questions and stories are the 2 most powerful forms of communication. You don’t have to answer a question but you do have to think about it. 

The downside of asking questions 

You don't want your conversations and questions to be an Interrogation. When you ask questions, "how" and "what" questions are better than "why" questions. The fortune is in the follow-up, that is the fortune is in the follow-up question. 

How to gather great sales questions 

You can go to google and a whole bunch of sites and gather as many questions as you can. Look for the ones that you are comfortable with and the ones that make you uncomfortable. Look for ways to work in the uncomfortable ones.

Some questions lead to conflict 

When you are new to sales all questions are uncomfortable, especially under conflict. Some questions are out of bounds. Look for people to be your mentor whether they know it or not. 3x5 cards they are not just for objections they are also for role play. You can write the best questions on the cards to find the right way to ask them. 

A list of great sales questions 

Here are a bunch of questions to fit every type of personality, you may or may not like all of these. Pick and choose:

Lock in – how committed is the person to this task

• Why did you decide to reach out
• What finally lead you to take action with your __________ (problem . issue)
• When you think about starting this conversation what got the ball rolling

Pain, problem, risk, pleasure

Probing / outcome – here is where salespeople don't put in the work, so I am giving you a bunch of them

• Could you share with me what lead to this conversation – story
• What got you started in this process?
• What have you tried so far that has worked
• What have you tried that hasn’t worked
• What do you like about your product or service now?
• Why now, why today
• What are your short-term and long-term goals with this product or service?
• If there was only 1 problem I could solve for you, what would that one thing be? (magic wand variant)
• What are the must-have features for this project and what ones really don’t matter?
• What criteria will you use to determine your __________ (vendor, product or service)
• What’s important to you about the company you choose
• What is the ideal outcome you are looking for? -
• How much of a priority is this for you?
• The last time you made a decision like this, how was it made? – Will you be using that same process on this project?

Future based questions

• If we were to meet here a year from now what would help you say you made a good decision?
• If you look into the future a year from now what is your biggest opportunity with us, our product and or our service?
• What excites you most about working with us as we look to the future?
• When we do this work for you what concerns do you have for implementation?
• If we were to take care of this project for you what milestones would need to be met for you to find this project a success?
• When you take a look at your options what are the expectations you have for this product or service and would make you happy with the results?

Reversals

This can be a stall question or a qualification question – this is a Sandler technique

• I am curious why you asked that right now
• Because?
• Share with me why that’s important to you?
• I am not quite sure this is what you need, is this what you have been looking for?

Follow up questions

• Can you explain that to me in another way
• I heard you say _________ can you expand upon that a little more
• I am a little confused by that answer can you share with me what you mean by that?
• How is that supposed to work out?

Money / budget

• What kind of money do you have set aside for this project
• When we look at the budget for this were you thinking it was going to me $__________ or more
• In round numbers what are we looking for with a budget?
• Tell me when it hurst what number did you want to keep this under per month – JZ

Timeline

• What’s your timeline for implementation
• As we look at your timetable what markers do you have in place right now for this project?
• What kind of deadline are we working with?

Other decision-makers

• Who else needs to be involved in this process?
• Can you authorize a purchase like this?
• If I could do this right now and take care of this project who would need to sign off on it?

Closing questions

• What do you think we should do
• What comes next?
• Are we going to do business together or not? -
• Which one fits your needs the best?
• When would you like delivery
• Do you want option a or b
• Cash or credit card?

Referrals

• Who do you know that would like to get involved with?
• Who is the first person you think of when it comes to the same type of problems and issues that you have?

Cutting through the clutter questions – pitch and tone matter

• I get the feeling something else here is going on, can you fill in the gaps for me
• At this point, all of my cards are on the table and I feel like you are still holding onto a few of your own, care to jump in here
• If I shared with you that I don’t think you are really into me or this project would you agree with that statement

Bonus quesitons 

Upsells

Don’t stop at the initial sale – the resistance is gone

• Now that you have the best of __________ (product) would you like the insurance
• Can I share something else with you that would help you out?
• The extended warranty is only a few dollars more, which version works best for you?

You listen to enough successful people it's all about systems and processes. This framework is used to get consistency in their life. You can look at interviews with billionaires and or highly successful people. They have a repetitious element for the most part. Most salespeople early on look at systems, processes, and routines as a detrement. 

Systems and constraints 

Look at management as a system even though there are constraints they help. Looking at the numbers is a system, using time is a system, setting up funnels is a system and having the right managers is a system. Look at how many systems are out there.  Some systems are better than others. Some systems are more difficult and time-consuming. You have to find the right ones to help you and push you. If you don’t have a system and process you have one by default – not having a system is chaotic and sporadic. 

Systems and processes are everywhere in sales 

The commission structure is a good example of a system. This is all about steps and actions.  look for where you do well and struggle. Look for the places where you struggle that can have the most impact. You have to work towards consistency. It will difficult in the beginning, what you need to know is most people give up. 

Why closers have systems in sales 

When you watch closers in sales it doesn’t look like they have a system. One of the most common concerns, when salespeople work with closers, is “it just feels like they are talking” that’s a closers system. Most salespeople say they want the freedom of random presentations and then complain about the results they get.In the beginning, you do have to learn how to use scripts, word tracks, and stories until they become second nature.

• If you work out and you want the max results you have to have a system
• If you drive a race car you have to have a system for max results
• If you do your taxes you have to have a system for max results
• If you do a diet you have to have a system for max results

How to figure out your system

You do need to take the time to figure your system out. You may have to ask people for help t find your way. 

• Use one already built and stick to it
• Pay someone to build one for you
• Try to come up with one on your own

The challenges are:

• We fight for autonomy
• We don’t like constraints and being told what to do
• We get bored
• Without guided practice, we get off track

A few examples of systems in your personal life – high examples :

• What time you get up -
• How you work out
• The food you eat
• How much sleep do you get
• The training  you are willing to take 

The question of sales difficulty comes up often. This happens in all services and all industries. Sales is a business decathlon it's not just one event or topic it's multiple you have so many things to look at. The more expensive the item the more things to remember. Low ticket items are easy to sell, there is no real risk. The more the investment, the more the risk. As you start in your sales career you have to get the basics down. 

How to get started in sales 

Most salespeople find some sort of job start early. It can be mowing lawns, selling candy or even a paper route. If you are thinking of getting into sales you are going to get a glimpse of what it is like. If you have been in sales get ready to nod your head for a few reminders. Look at all of the things you need to know how to do when it comes to sales for bigger ticket items. As you look at the list of what you need to know it is overshadowed by the list of:

• Bad training / coaching
• Bad information 
• Poor implementation or becoming stagnant 

Jon Benson uses the line "Its not your fault but now that you know its your responsibility". Find the best sales training you can pay for tat the time. Figure good sales training will make your money back at some point. You have to get good at figuring out skill and:

• Emotions
• Inadequacies
• Personal conflicts
• The right product for your buyer

There are so many things to know, it's not just about personality and communication. You can work years to master these skills and always work to improve them. Here are the 10 items you must know how to do to be a master closer:

1. Keep a strong mental state – this isn’t always easy. Boundaries
2. Deal with rejections – a pile of it and just when you think its done, you get more
3. Put up with office politics – you have haters on the outside… haters on the inside. Some of your worst haters are managers that have never done sales
4. Give a good presentation (content mastery) scripts, delivery, conversations, interruptions
5. Ask questions and answer questions – getting good at knowing what to say and not to say
6. Tell stories – good stories, emotional stories, sales stories.
7. Know about the product, service, competition, rules – this is the in-depth knowledge that people cant have off the net or from a book – this is what you get paid for
8. Overcome objections – you have 5 major objections for most industries and then their hybrids. It's not just the 5 major it's really a combination of 25. You have to get good with the base 5
9. Deal with delivery and timelines – you have to know when and where and also negotiate to make it happen with vendors, staff, and even legal issues.
10. Deal with upset clients – not everything goes well

Every one of these items could be an episode in itself. Every category could be broken down into more categories. Just in objections alone you can look at:

• 3 bids 
• Buying criteria 
• Personal beliefs 

Being a salesperson can be weird. Most salespeople fail more than they close. Some salespeople want something they cant have early on. What the salespeople want is a career without failure.  Most industries have an average of 20 – 30% closing rates. This means 1/3 appointments are closed. The better salespeople are 2/3 sales deals closed.

Getting past fear of failure 

Failure is part of life. The more risks you take the more failure you can face. It's your job to fail often and figure out how to make things work. As you fail you are supposed to learn. There are a few ways for you to get past failure and the feeling of it:

• Take notes
• Fail, beyond the training
• Know that attempts are tests 
• Read biographies of successful people

How to get through failure in sales 

Salespeople can be seen as unusual.  Salespeople look at going into the fire, taking the bullets, and then running out with a client on their back. Plenty of people have a fear of not doing well in the face of adversity. People freak out about being told “no” but they don’t know that the key to getting to the yes is figuring out what people don’t want. Read “Start with no from Jim Camp” and Never split the difference from Chris Voss. 

Getting through a sales slump 

If you want to get to the next level in sales and or have success in business you can look at sales as a bell curve. You can become obsessive about routines and processes.  It’s a closing rate measurement contest not who you are. The only way you can get better is by putting in the reps. The pattern for success in sales is this:

New content – role play – fail – role play fail less – fail – role play – fail less – role play = comfort = close.

The closing deal Framework

How do you think and think about yourself? This question can be for your looks, your abilities, your skills and so much more. Your external belief in yourself has an impact on your sales process. The worse you feel about yourself the tougher it is to close deals. 

7 rules of sales failure

1. You must want to really close deals – opportunity in the future
2. You must learn to be ok with failure and problems with losing deals
3. You must be willing to look back at deals to dissect them
4. You must be patient – you need
5. You must see that in the long term sales is cyclical
6. You must be ok with no as much as or more than yes
7. He or she who asks, gets – you only get from life what you ask for

The 7 skills closers have

• Self-image
• Rapport
• Presentation
• Questions
• Objections
• Negotiation
• Delivery

7 skills all closers have  

Every time you solve a problem you create a new one, this is true and life and business. This is a lesson you must understand. Once you get this sales does become easier. Sales failures and sales slumps are a normal part of the job. There are times where people say they want to be in sales and that they want to be a closer until they have to take aciton. 

Different ways to think about sales 

Think about this, you sell a product and or service and its new to the buyer. They know what life was like before they bought but they don’t know what life is like after. You need to build comfort, consistency as well as commitment. Salespeople don’t know how to do this, they think its all bout the price. You must be able to resolve the issues of the past, present, and future. You don't want to be an emotional punching bag for someone so they feel better without them taking action. 

Tough conversations in sales 

Tough conversations are something you must learn how to have. Most salespeople are scared or upset and or angry buyers. You must get past the worry and or fear of tough conversations with your buyers. Angry and upset people will still purchase goods and or services. You can have candid conversations with people about their fears and or worries. 

Turn problems into opportunities in sales 

Whatever "problem" your new product or service creates should have an opportunity to fix it.  Every problem should be looked at as an opportunity. Most salespeople get caught up on one side of the coin. Here are just some of the problems you can, will or may face.

• Other salespeople who are knuckleheads – they don’t practice, they don’t know their product, they sell on price, they call and dump on the closer, they need help with mommy or daddy close the deal.
• They have to deal with the office who doesn’t care about deadlines, promises made – by all means they get paid by the hour and hate closers
• They get difficult clients – and close them -
• They have to answer questions – and do it well
• They have to close – and ask for the sale
• They have to deal with post close issues – products, services as well as logistics and or vendors
• They have to deal with paperwork – lots of deals = lots of paperwork
• They have to deal with upset clients – not everything goes right with set up, processes and delivery
• They have to deal with haters – show me a closer and I will show you a line of haters
• They have to deal with managers that don’t get sales (accountants, HR and managers don’t understand closers) office staff love pliable salespeople – they don’t ask, they don’t push and they don’t get.
• Closers learn how to say what they are thinking in a way that’s bold – it drives insecurity in others so it creates problems

Walk sales into the horizon and the future 

Not everyone has it in them to deal with what closers create, in fact managers say “why cant we go back to the way it used to be". Closers are future-facing and move forward. Closer know when they meet closers, closers also know when they meet posers. There is a feel to someone who can and will close deals. There is also a feel of those who cant. Its in their actions, their voice and their overall persona. Game recognize game.

Everyone wants to be a closer until office politics

Closers will say what they are thinking, they don’t take crap from managers – they know they are the prize and can get a new job now (they take the arrows in sales meetings and don’t care)

There are no shortcuts in sales except the work you put in. Sure on a Wednesday on a full moon where you stub your toe getting out of bed there may be an exception. Some training isn’t quick, its slow. You have to put in the repetitions. There isn't such a thing as instant learning. Everyone learns at a different pace, some people may be faster or slower than you. Your learning comes from your life experiences. 

You must put in the hard work to learn how to sell 

It's all about the reps you put in. You have to get multiple items down in order to sell. Sales is like a business decathlon. You have multiple items you must get good at. In Happy Gilmore its said "Its all about the hips “go with it, feel the flow”. In sales its about taking a path of learning what needs to be done to close the sale. 

Momentum in sales takes effort 

You have to put in the effort to make gains. Most salespeople say that they want to close deals but they don't want to put in the work. You will have wins and you will have losses – as you grow the losses are more than the wins. There will be a flipping point where the wins are greater than the losses. Natural talent isn’t normal, it actually hurts naturally talented people more to fix. Anyone who sells an instant fix isn’t really telling you the whole truth. You can train for a weekend, your sales pump up and then go down. It's all about the repeittion. 

Why you must use a sales system 

What system are you using? How is your system working for you? Do you do the same thing every time? What do you tell yourself? How is the conversation going in your head? How committed are you to your own personal improvement? These are just a few questions you could ask yourself to get going. You dont want to be a graduate of the:

• Wild E coyote school of sales
• George Costanza school of business

Negative content and the positive rebound

Its you against you first in sales, it's you against everyone else second. Who cares what other people are doing? if they are liars, cheats, or frauds it will catch up to them at their worst moment, it's not your worry or your reputation. It sucks when you are at the bottom looking up and it seems impossible.  Dr. Alan Baranrd likes to use the phrase "it's impossible unless". How can you use this phrase to your advantage? You can look to movies for inspiration. In Batman Returns Bane threw Bruce Wayne in the deep hole. Bruce Wayne had to decide he was going to get out.

The hard work in sales 

If you really want to make an impact in sales you can start with consuming positive content. You will also want to Role play not just a little but a ton. You can encourage others as it costs you nothing and opens up new receptors in your brain. Gratitude is one thing you can do as well you can start with a gratitude journal. 

Coached failure is faster than learned failure 

You can move faster with Coached failure get someone to help you do it better, faster and easier. You have to put in the work and the effort others are not willing to do. You will learn on your timetable and not others. 

Be willing to do what others will not:

• Go online – buy courses
• Read books
• Interview experts 
• Keep track of your numbers 

There is a path, this isn’t automatic, it takes time, energy, and effort. You must put in the hard work to be a closer in sales. This means you have to practice, drill and rehearse. Another way to say this is role play. Your personal life has an influence on your business life. Daily struggles can turn a closing streak into a losing streak. You can over time find your confidence and keep it until something knocks you off your feet. 

Restore shaken confidence 

Your confidence can get shaken. Your confidence will get shaken, this is part of personal and business life.  Losing confidence is normal and happens to everyone, it's how you deal with it. When you have confidence and when you lose confidence think through what you tell yourself and what you say to yourself. 

You can model confidence 

You can use an NLP technique and do what others have done. This "modeling" is a way for you to borrow the traits of those who are confident. Look at people who are confident, what do they do. You can model confidence by people watching wherever you go out and when you do things. 

How to get your confidence back 

There is a recovery period associated with The timetables for recovery are different for everyone. How you think about your wins and losses matters. The bigger the change in your life the larger the possibility of having shaken confidence:

• No sales – getting told no
• Sales slumps 
• Break up 
• Deaths
• Personal image issues
• Not hitting personal goals
• Feeling stagnant
• Losing something
• Being overweight
• Missing a deadline

Why confidence in sales is so important

Confident salespeople with a bad message cant sell. Someone with confidence and a strong message can sell anything. It is important to have confidence in the sales process. Here are 7 steps to confidence. 

1. Choice – you get this choice. It's all about what you tell yourself
2. Clear – You have to get clear on what you want
3. Commitment – Once you know what you want you to have to make a commitment
4. Capable – this comes from repetition
5. Consistency – Repetition over and over again
6. Certainty – When you are certain people around you know it
7. Confidence – Confidence has a feeling
8. Compound (Bonus) – This is a force multiplier – follow up 2nd greatest feeling iwn the word

If you disagree how would you put the list in order, what would you change, how would you say it? What is your recipe?

Ways for you to grow your confidence

1. It's you against you in sales first -
2. Know there are haters that love to bring you down -
3. What you intake matters – food and ideas books/ podcasts
4. Exercise
5. Read -
6. Motivational content
7. Encourage others – good job, keep going
8. Stay away from negative people
9. Make a journal of what you are thankful for – gratitude
10. Awesomeness swipe file – episode 144

One of the most common questions business owners and managers ask is "How do I find the right salespeople". If this is the case for you then you must get clear on what you want from your sales team and your office. Most business owners and managers don't understand how important culture is with a thriving business. 

Ethics in sales matter

Make sure to get ethical salespeople. This must be non-negotiable. The best salespeople are always in demand. This is why you should do everything possible to increase your skills and talents. Training from companies is important as well to set the stage. 

How to find top sales talent

Make a list of the traits you want in your team. You will also want to make a list of the traits your team has. You will need to bridge the gap between the 2. It costs too much to hire the wrong person, it takes too long to recover from their mistakes as well as the leads lost. It's not just that you want to find salespeople, you want the people who are:

1. Coachable
2. Team players
3. Able to ask for the sale
4. Want to be in it for the long run – looking for a home
5. You want ethics – quick wins are not always good wins – Car dealer that tried to hire me

Working with the top salespeople

Salespeople are a different breed, they like to compete, they can deal with rejection, and can be a little quirky to others. Top salespeople have an attitude and confidence that can be unsettling to others. Your office will complain about how top salespeople act and how much money they make. 

Building a top-performing sales team 

1. You can hire top salespeople talent
   1. When you hire top salespeople you reduce costs (closing rates increase bottom lines / look at marketing costs).
   2. Office managers hate how much top salespeople make – it bothers them
   3. Salespeople can become territorial
   4. Other salespeople will call top salespeople liars, cheats, and frauds. (You have to know that sometimes this is the truth – if you want to know check-in with clients – you can get the sales team to knock it off – it’s the 80/20)
   5. You have to be the type of company a closer wants to work at – culture
   6. If you are a closer you are the prize – not the other way around – this hurts manger and business owners feelings when this idea is shared 

2. You can build a top performing sales team 
   1. This takes time
   2. Look for people who will implement /
   3. Ask about failures in your interview process and what the person thinks about when they need to stop
   4. What have they done to increase their skills on their own -
   5. Look for industry standards – keep track of numbers

You can buy a company to acquire a top-performing sales team 

If you are really struggling to find top salespeople you can buy a company with a team in place. In some instances, it is easier to acquire a full team along with the management. This action has to be done correctly or it can create problems in the company. 

1. 1. Acquisition costs may be less
   2. They already know that they are doing
   3. When you get the management and team you may be able to bypass growing pains
   4. Instant momentum when done right (dumpster fire when done wrong)

How to foster the sales team to win more 

At the end of the day you can get your company to grow more. Its under proper management a sales team can grow consistently. 

1.  Get training schedule up and running
2. Bottom level people will complain
3. Allow for an opt out for closing rate
4. Don’t make everyone do push ups

How to hire salespeople

• Define what you want (closer or someone to groom)
• You have to get good at the interview
• Order of operation – good salesperson first then people who are new – when possible
• Some people suck at the interview, some people don’t
• Closers come with opportunities and problems
• Opportunities – deals get closed
• Opportunities – The office may not like closers
• Push back on the salesperson and ask for examples – scenarios and then give them “I wanna think about it”
• Know they top salespeople have three traits (good looking, social awkward and funny)

Some people you have to see do some of the work – they don’t interview well. Sometimes you have to look for a diamond in the rough

How to keep salespeople

• Pay them for their work
• If you like them closing deals bonus them out (step up basis) give them a reason to stay
• Give them the resources they need
• Congratulate them when they do well,
• Give them a reason to talk trash -
• Have a good culture – this matters

You can find the closers as well as the diamond in the roughs, you just have to be willing to look and do the work. 

There are hacks to sell more goods and better coaching. What you need to know this is hard work. Being in sales is not supposed to be easy. H.A.C.K. is an acronym for you to work from.  Most salespeople say they "want it" until they have to put in the hard work. 

The failure rate in sales and closing deals 

Most salespeople and entrepreneurs don’t see the failure to success ratio (this is the number of times you fail vs the times you succeed). Most industries look at a 30% closing rate as good which means you fail 2x more than you succeed. You will have to take the hits to up that level. You need focus, skills, dedication, and a knowledge that failure isn't permanent unless you make it permanent. 

Bad experiences in sales and business 

As salespeople we have all been through bad experiences,  thank goodness you are looking to learn and improve. Correction in sales may lead to tough conversations. Sometimes you need to find a new coach because they cant help you. Salespeople may get their feelings hurt when they think coaching is what they want to hear and not what they need to hear. Sales coaching only works when you do. This explicitly means you must put in the work. You have to be willing to be uncomfortable, take the steps and implement. 

Testing your process in sales 

You can learn from the world of marketing,  test to see if something works and then reframe your position. You must get past the feeling of looking dumb, silly, or otherwise.  When you get coached you have to put in the actions. If you have had coaches you may have been corrected over time and been OK with it. You must have a good belief between coaching and success  

The HACK formula for sales success 

If you need a framework for sales success here is the acronym you can use:

• Help ask for it – At the end of the day it helps when you want the help
  • Salespeople who have no skin in the game don’t really end up doing anything with the training or coaching
  • You have to be all in with the ask and be humbled
  • You can ask someone at work, a manager or even hire someone
  • Tough conversations are part of the ritual – sometimes you want to hear something and your are shown another way.
• Action
  • This should be self-evident, not all salespeople think about this
  • You will have to step out of your comfort zone
  • It's going to be hard – you will have good times and bad times
• Coaching
  • Coaching isn’t always easy for the salesperson or the coach.
  • You have to put in the effort and not just do the minimum
  • There is time involved – which means there is risk for you
  • A good coach is going to want for you to win and not just get paid
• Kick butt
  1. The process is all about calibration
  2. There is a time where things may seem slow you also have to build up to momentum
  3. There will be a point where you get stuck again and need to get the coaching or training – will probably evolve over time  

How to pay for coaching and training in sales 

If you want to get to the next level in sales you have 2 options. You can learn on your own and this process takes longer and can be costly. You can hire someone to show you what you need to know. Here are the ways you can get coaching:

• Save for it and pay for it 
• Ask someone to help you out 
• Trade and or barter for sales training 
• See if you can get someone to underwrite you and or pay for it 

MIH - Make it happen 

Basic negotiation is a need you must have in sales and business. You will find for some business owners and salespeople negotiation freaks them out. This means you have a huge opportunity to close more deals and make things happen. You have to be willing to learn how to negotiate with other people and or business owners. 

Regret after negotiating a deal 

You always walk away from deals thinking you could have done better, this is normal. You will get better with negotiation over time. Everyone could have done it better once you explain the deal. Monday morning quarterbacks are real once you share your side. You really can't pay attention to what others say after you do a deal. 

Negotiation creates anxiety for others 

You have to get over the anxiety and then put in the work. Your skills can only be improved from learning the negotiation process.  You will be beyond the book at some point. Roland Frasier shared this phrase and it's a perfect way to explain how negotiation works. Most people are not willing to put in the work and or the effort to close deals. If you just work for a few minutes a day you can get huge leverage. 

The best books for negotiation 

There are a few great books on negotiation. You will want to pick up Start With No from Jim Camp and Never Split the Difference from Chris Voss. These 2 books on negotiation will give you the skills and the knowledge you need to have a fundamental framework. These 2 authors can give you enough to get a jump start and then take action to get started. 

The 7 basic negotiation skills you must have 

1. Put in the work – know what you are looking for and what you are not looking for (it may come down to your data, comps, questions, and even examples).
2. He who asks gets – you have to ask for what you want.
3. There is a dance to negotiation – the back and forth – vocal pitch and tone, pace
4. Everyone complains about price - All people are taught over time to complain about the price 
5. You must remain calm – you can overplay your hand / you can come across as aggressive
6. There is always another deal – You can get wrapped up in sunk costs fallacy, there are plenty of deals out there. 
7. Have fun when negotiating – it's just a product or service  

Negotiation basics you need to know 

You must get to the point of negotiation. So many people never get here or they “have to think about it” out of fear of negotiation. There is typically small talk when people meet with you. Get started by selling on the 2nd hand market. You can use Facebook marketplace, Craigslist, or anything similar. You can start this by finding 10 things around your home that have some sort of value but no meaning to you. 

How to visualize negotiation 

If you would like a visual representation of negotiation you can draw a plus sign. North to south is more of something or less of something (product or money) – east to west is more time and less time. These quadrants that are created will cover about 80 - 90% of the items you will negotiate for. You can literally draw this out every time you get into a negotiation. You can get stuck on a quadrant and lose out or you can use it as a guide to get what you want. 

Negotiation in sales

Your buyer is nervous when you negotiate. Make the process really cool and really easy for the most part. There is power in remaining calm for yourself and for the people you meet with. There are elements where you do have to emotionally engage to help you get what you want. Most people don't want to deal with an aggressive negotiator, you use this emotion when you need it for emphasis. Most people have the fear of making a bad deal, paying too much or getting bad terms in their mind.

How to renegotiate and save face

There are times where deals need to be renegotiated. Buyers remorse sucks this isn’t a reason to renegotiate. If you do have to go back and share there was a mistake made you can open the dialogue but before you do you must know your "reason why". This question is going to get asked by the people you meet with. Know that you can renegotiate deals, but the other group doesn’t have to respond. It may be that you need to tell them the truth, they were too good and negotiated too well against you and your team.

Communication in negotiation 

Communication in negotiation will come down to questions, reason why, stories, ask for favors, and even having fun. You can fail by walking into the worst parts of negotiation:

• automatic or max level discounts - This puts you in a bad spot 
• Desperate - You will get taken advantage of or cause people to walk away 
• Terms / price - Know what you can do and have planned levels when possible

Questions about struggles in sales are more common than you would know. When it comes to sales you have to know what is normal and what isn’t. Finding yourself without closed leads can happen over time or it can happen quickly. Distractions are common, you have things going on in your life besides closing deals. 

Sales is repetitive and so are struggles 

You must get the reps in, it's just like going to the gym. You have to put in the work and the effort. There are cycles to sales, you do good and then you don’t

You have to get used to:

• Your presentation – Comedians go to small towns to work on their sets to get their timing right
• Your timing in the conversation and interactions with your buyer 
• Your comfort – the average salesperson takes 200 – 600 presentations to feel normal
• It took me 500 videos to get used to being in front of a camera
• Confidence is felt, heard, and spotted – On the spectrum so is a lack of confidence and arrogance
• What happens when you face emotional meltdown
• How you hold and keep your Attitude

Why am I so bad at sales

• No preparation or lack of presentation to the buyer 
• No role-play or practice 
• No patience with people and their objections 
• Not putting a sale on the horizon – future pacing – if vs when (this takes 7-10 times) urgency.
• No networking with other salespeople and or closers
• No working with others to increase your sales skills. 

Why is sales so difficult?  

So many books say build rapport with your buyer. The problem is at some point rapport works against you and your process. Rapport can help you close deals and at the same time when you cross the line of interaction you end up hurting yourself. Yes, you do need to build rapport and interact with your buyer and you also need to have some tension in the sales process. You cant always agree with the buyer, you need surprise and you need tension. 

Sell on price and die poor

So many salespeople say raise the price to discount it. This doesn't require sales skills it requires a calculator to make something happen.  It's also common for salespeople to say to price match in order to close a deal. The problem with price matching and is that it becomes addictive. When you sell on price you will die poor.

Comfort in sales  

What they don’t tell you is you need to be comfortable for the buyer to feel comfortable – the go-to move is rapport but fake rapport is felt. Most salespeople ask the questions that every other salesperson asks. There is not point and it feels like a routine. You can't just stay in the learning lane forever. There will be a point where you have to put in the work and the effort.  You will be beyond the book at some point, which means your skills and talents will have to increase over time. 

As an Entrepreneur, I have made some mistakes over time. I am hoping that my mistakes will help you. Some of these have been very costly with time, energy, effort, risk or money. YOu have to look at the time you have vs the time you are spending on events. 

Common mistakes made when growing 

When listening to these mistakes you can take a look and do the opposite.  Trying to learn everything before moving forward isnt an option. There is a point where you are beyond the book. You do have to put in the action at some point and have it result in a profit. 

• If you are not using paid traffic you have a hobby and not a business – Todd Brown
• Not building a list like I should have
• Not maintaining Scottbellconsultant site
• Not creating articles on a consistent basis (podcasts as well)
• Doing more content creation than client acquisition
• Not building a Facebook group(s)
• Not networking enough
• Not partnering and or JV – its easier to work with the right partner (sometimes this doesn’t work)
• Not automating faster – Calendly to quiz to video (etc)
• Not buying the right tool – doing it wrong has cost me way more than just buying the right app, service or consulting?
• Not getting into consulting sooner -
• Not multi-purposing my content this whole time
• Not creating my own mastermind
• Not charging enough early on – really you must charge more
• Not having a few projects to work on (not too many)
• Not saying no fast enough

Mistakes I have made with other people as an Entrepreneur   

It's not just mistakes I have made by myself, there are also things I have done with other people. Being in business is not a hand holding sport by any means. There are actions you must take on your own. 

• Sticking in and waiting for people instead of jumping
• Recognizing the never-ending rainbow – realize when you are being led on
• Not setting drop-dead dates / walk away time frames (go – no go situations)
• Not hiring the best – Hire the best cry once
• Operation time suck
• Common - Trends

The title may sound negative, its meant to help you understand what you are up against in sales and business. When you watch Shark Tank some entrepreneurs are left to figure out their problems and don't get any money. 

Problems in sales are cyclical  

We all go through cycles. Most entrepreneurs have lost it all before. Entrepreneurs go broke all the time. Stats say most millionaires have lost it all 2x before they made their money. The truth is you have to save yourself, this means you have to put in the work. Look for ways where you can talk out your problems and spot where you have issues. 

Jay Abraham says "you are the solution to someone else’s bigger problem"

Desperation in sales 

Desperation is a tough spot to be in. Desperation has an inward focus (strong focus) everything is all about you especially when you are at the bottom. Solutions happen when you put your feet to pavement or action to marketing. When you struggle there may not just be one single silver bullet especially if you have tons of bad habits or crisis. The mistake can be looking for the easy way out (it may be the hard thing that saves you). You must be willing to put in the work and take action

What if nobody is coming to save you in sales?

What if you take the path that “Nobody is coming to save me”. How would this shift your world view? What new actions would you take? You must take action to move forward and create momentum. You must “want it” and know your reason why

How to create momentum in sales 

• Network – does matter
• Your vision drives decision
• Work you put in place pays into the future 

A warning about opportunistic people 

Opportunistic people may be hanging out to take advantage of you. The more desperate you are the more danger you are in. In the end people who can and will take advantage of you will find you. 

Emotions you face in sales and business 

• Anxiety
• Depression
• Frustration
• Resistance 
• Loneliness 

Motivation

• Dopamine
• Positive – excited / aware
• Surprise
• Relief

Actions

• Look for what inspires you
• Keep a journal – learn from your mistakes (by the way we all fail – its impossible to live and do business and not fail)
• Be willing to pay for knowledge
• Partnering may take you further 
• Look to grow your network
• Can you treat what you are going through like a puzzle
• How can you be creative
• Who can you call
• Podcasts
• Look at the gain and not the gap 
• Look to your drive and goals.

People will chew through your time. You will want to think of your time like an attorney. This may sound aggressive, look at the time value of your money. This may give you insight when you try to connect with others. These examples will give you some ideas of what you can do. 

Have a morning routine to protect your time in sales 

• Check emails till at a specific time
• Return phone calls at a specific time 
• Use airplane mode on your phone so you dont have to answer it 
• Have a set time and day for your meetings.
• Shop when most people are not in the store
• Run from drama – people will pull you into stupid stories (play stupid games, win stupid prizes)
• Cut negative people out of my life – look for flags knowing when you look for red flags you will find them.
• Don’t do conceptual ideas, talking just to talk… plans that will never go anywhere. Constant planning isn’t worth it – this eats time and sucks.
• Don’t get caught up in social media drama
• Have set times to create content – I have running docs when I come up with ideas.
• Make sure all of your docs are cloud backed up in multiple locations 
• Work your ass off on the plane and don’t like to be interrupted
• Do work in batches (podcasts, videos, content creation)
• Have tons of content on your phones and laptop. Always have and extra book if I do need to wait
• Set appointments when I can for everything, I don’t wait in line. I will pay to be moved to the front of the line.
• Have things delivered instead of going to the store
• I don’t answer the front door – ever. The family needs to call me before they come over.

Learn to say “no” – most salespeople are scared to reject just as much as they are scared to be rejected. You have put time, energy, or effort into your skills and knowledge. Don’t jump on the phone for just about anyone. 

Don’t let people pick your brain

• They are looky lous.
• They don’t take action

Systematize everything and anything you can

Make videos for repetitive fees

• My marketing video
• Make people jump through hoops
• Use quiz software (think jotform, quizly)
• Use a VA to answer emails / respond back – do postings and or editing
• If it doesn’t sound appealing, just say “no”.

When a company buys another it's automatic that the rules will change. These changes will take place quickly or over time. YOu have to be prepared for the changes and know its a not a matter of if they change but when. 

New management with private equity take overs 

There will be games that can get played against you. Companies that acquire are typically larger, they swallow the old one. The new company has goals and outcomes they want. The new execs will pick key people who were labeled as “critical” and “needed”, they are sizing up the team for who to keep and who to let go. The acquiring company has put new people into leadership without knowing the lay of the land, the legacy people and they change up processes. New people are pushed to be integrated and it screws up the dynamics. This is the case of too many things at one time, the dust doesn’t settle soon enough.

The problems with quick changes in a business 

New takeovers do not take the time to ensure there is a full understanding of how the company works (demographics, sales process). Larger companies assume they can flip the switch overnight. This is business sabotage. Salespeople jump ship and the competitors sneak in and steal clients. (targets are prioritized).

How companies lie when they sell their companies 

When companies are ready to sell, they inflate numbers, sales, roles, and even future events. They are rebuilding the house before they sell it. Sometimes companies are bought for one aspect of the company and the rest are closed down, sold off, combined, or traded. Sociopaths are upgraded because they are willing to play the games.

Time consuming games played against salespeople  

You spend more time on new systems than you do selling when companies want to add to your schedule. 

• Momentum is funky
• Clients are concerned
• Old resources for closing deals are no longer there (products, services, people)
• Reporting
• Email
• Computers
• Resources
• Pipelines are screwed up
• Competing product lines will battle
• Pay discrepancies and benefit discrepancies (the smaller company typically has lower pay with a bigger commission structure) salary + bonuses / monthly number ramp up and down based upon numbers. Start-ups can have higher rewards.
• The smaller company keeps the same players (execs) and keep the company as a division, this becomes a fight because its start-up mentality with money.

Scenario 1 – company offers you a new role, you quit your old rule, and just before you start they pull the new job away from you

Scenario 2 – company offers you a new role, they ask you how to fix all of the problems, you give the answer, the job never materializes and they let you go

Scenario 3 – You get called to the carpet from the management team because the fake pipeline built before the sale is what you are being held to. When companies sell they inflate their numbers and their sales pipelines. New managers don’t care, they want you to hold to the numbers they want to hold you to the fake numbers

Scenario 4 – Territory changes – salespeople will say they have contacted people so they can swoop in on areas and freeze you out. You are upsold into believing that you will have new clients but that is already in the pipeline. You can't touch them.

Scenario 5 – Territory changes with protection, the acquiring company may already have some of the clients.

Scenario 6 - The new company will starve out pipelines and stop marketing, they reduce product offerings

Scenario 7 – Lead generation is stopped from the bought company, marketing stops and so does momentum. It takes a while to get going again.

Scenario 7 – The Kobyashi Maru – no way to win

Scenario 8 – Top salesperson has honed their skills for a long time, they have good retainment. They keep horrible & toxic people in management that squeeze out top people.

Scenario 9 – Bad new territories -

Scenario 10 – CRM updates and gather intel before they let people go.

Scenario 11 – Give us your new plan and we will bring you up

Scenario 12 - The new company has you train their people and then they fire you

Scenario 13 – Pay gaps are not dealt with

What you can do

• Keep in contact with people in your industry
• Keep an up to date resume
• Have social
• Keep an eye out for the games that are being played
• Be aware that when you look for red flags you find them
• Have a “go no go” conversation and map out a plan

You must have urgency in sales. This is an absolute. You have to know how to use urgency in sales the right way. There is a scale of urgency that starts with 0 or apathy and goes all of the ways to high pressure/desperation.

Intentions in sales 

People feel your intentions when you meet with them. As you meet with people they feel your good energy as well as bad energy. When you meet with people There is something about people who have a hefty income that values their time, they put a sense of urgency into what they are doing. When people don’t value their time, they lose the urgency. Money is the grease for momentum. This has quite a few implications. When you meet with people you need to size up what direction they go.

Your income matters in sales  

Some salespeople will say things like "What's wrong with making 60k per year"? You can size up where salespeople by how they are taking. Urgency if future-facing – there is a direction in the conversation. No urgency is past-based, non-forgiveness in some conversations.

What you can do to show urgency in sales:

• Set an agenda
• Set a timetable
• Talk about outcomes
• Have a positive belief about money
• Have goals
• Celebrate your wins

Dangers in sales 

If you look at the formula for urgency it is something like this:

Confidence + certainty = urgency 

Desperation speeds up time but can also create more problems. When you sell to people who are desperate they may come back and say you took advantage of them. 

Its not uncommon to see people who are in a slump to ask what to do for help. The answer given may surprise you. As salespeople, we get caught up in our own internal events and then reprogram ourselves into losing deals. One of the greatest tools you have for your ability to grow is gratitude.  

Managing emotions in sales 

Your emotions betray you in sales. You can be on top one minute and on the bottom the next. The more desperate you are, the more common it is for you to lose deals and discounts. Some trainers and other salespeople will tell you to give away a sale in order to get back to closing deals. This advice can be a dangerous mistake. 

How to get out of a sales slump 

Everyone has their own opinion of what you do in a sales slump. Some of the sales advice is bad while some of it is good. You have to think through your sales process in order to beat sales slumps. Here is a huge hint, you don’t start with the sales slump you circumvent it. You have to be willing to put in the work before you need it. This is counterintuitive thinking at its best. Your secret power in sales comes down to gratitude. There is a sense of humbleness in gratitude.

Gratitude in business and sales 

You can feel and hear when people are grateful, when people are spoiled and when people don’t care. The real question for you is what are you grateful? If you are in a sales slump is everything all about you?

Here are some items you can do to hold onto gratitude:

• Journal daily about what has gone right in your life 
• Focus on the good things you have 
• If you are religious you can turn to prayer and or meditation 
• Donate time to teens, the elderly, and even homeless shelters
• Donate money to charity or worthy causes 

There is a power from the universe that will give you the smackdown, you get too big for your sales pants, and wham it gets you. Life has a way of giving you the lesson you need when you need it the most – hopefully you listen

Here are other things you can do to have gratitude in your life:

• Share with others why you are grateful
• Talk through opportunities with those who are struggling
• Give sincere compliments to others
• Buy some gratitude – overtip a server, buy something for a homeless person, mentor someone

Our self-talk is our programming. This may sound like a simple statement. When you look at the conversation it is important. Going through and doing the hard work needed to program your brain can be complicated 

Salespeople need encouragement

I believe in you, you got this is one of the best things salespeople can hear from others and yourself. Encouragement is needed from your peers and internally. Salespeople can talk themselves into deals and out of deals. "What you think about all day is what you become," William James said this in the early 1900s. Your self-talk can be a poison and take you from being on top all the way to the bottom quickly. 

Why salespeople lose confidence 

The dangerous self-talk you tell yourself will ruin your confidence quickly. The dangerous self-talk will attract – Losers and or problems and or more issues. At some point, we all struggle with one or more of these, its normal. There is nothing wrong with asking for help and paying for it professionally.

Individual specific personal problems in sales 

• I don’t deserve this
• I cant do this
• I will never be good at this
• I hate people
• I am worthless
• I am no good
• Who would want me

Job specific internal dialogue 

• I hate this job
• I could just go back to __________ (last job) and make X money
• I was looking for another job when I found this one
• I will never make it
• I cant close

Product specific internal dialogue

• This product sucks
• There are so many other better products out there
• I can't sell this crap

Office specific internal dialogue

• I hate my manager
• I hate the people I work with
• I hate my job

Relationships specific dialogue

• I don’t deserve this 
• Who would love me
• My significant other will find out I am a fraud

The power of Morning routines in sales 

You can use affirmations in the present tense as a way to increase your mental agility. What you tell yourself matters in sales and in business. You can reprogram your brain to be better and to close more sales. Meditation affirmations law of attraction would also go into this same catagory. 

• I am great
• I am loved
• I help others
• I have performed

I deserve this    

Nobody really teaches a framework for looking at and thinking through sales calls. This isn't a negative statement, it's meant to give an idea of direction. When you break your presentation down you have a framework or system to use that helps. You can locate areas your deals are going right and where you struggle. 

Why quarters matter in your sales presentation 

You see that its not 100% of the sales process that isn’t working it makes it easier to take criticism. This episode is a generic road map process. You can treat this like a ruler or goal post and pre-gaming your sales process. 

Here are some ideas for the breakdowns of the quarter. 

• Quarter 1 – Introduction – problem going too long
• Quarter 2 – Discovery – problem going too short
• Quarter 3 – Presentation – Problem - Talking about yourself too much
• Quarter 4 – Closing – Problem - not asking for the sale in a way that makes sense

The challenge for you is to take this template and break your sales call down into quarters. 

End of game

Not all rules in sales are true or applicable to all salespeople. You can be counterintuitive in sales and close deals. You do need to understand the elements of sales basics mastery in order to make this work. This is not a part of sales new salespeople are ready for. Not all sales trainers and salespeople will believe this type of sales process. 

Old school sales and high pressure

Old school sales training is all about pressure. This concept goes back to the industrial revolution. You cant always agree with the buyer you do need some conflict. You do need to know that sometimes buyers just have nervous energy. Buyers don’t always mean what they say. In sales you have to learn how to calibrate.

Ways to be counterintuitive in sales presentations

• In-home sales go naked
• Everyone else goes to the door with all of their content

Counterintuitive Ways to handle sales objections

You have to prepare this in the presentation that you will say what needs to be said (I am not a sugar coating type of person)

You can do the opposite in sales and still close deals 

• Using a strategy like this is all about a good attitude (flirty feel / dry humor) work the best
• The elements
• Receive the information (I totally understand, good idea, I think you should do that
• Reverse on the information – explain why it may be a problem 1-2 sentences
• Let it go

You have to practice this or you will come off completely wrong, if you try this without practice it will fail

Asking for the sale (framework)

• Want one?
• I don’t know If you want one of these – why would you

Follow up

• Send a video
• Send physical mail

AKA Best sales closers of all time from television

You don't always have to turn to sales in order to learn about your sales skills. You can use 

NLP modeling to get a sense of what skills you can use from others. With NLP modeling you do what they do. In essence, you borrow what you like and you don't use what isn't liked. There is a danger that you need the abilities of the person but pick the wrong ones. Blair Singer teaches how to take someone's presentation and then borrow their traits. 

How to borrow traits of the top salespeople 

Here is how you borrow traits of closers, leaders, communicators, and other great people. Look at the traits of the person and make a list of what you like and or admire. Make a list of your self and the items you are good with. See where you are deficient and where you can improve. 

How to really use a mastermind to model greatness 

In the book Think and Grow Rich Napolean Hill explained that you can leverage a group of people either with you or not. You would ask them questions and see what they would do in any given circumstance. 

Here are some closers from television you could model 

• Happy Days – Fonzie
  • Swagger, loved attention, stood up for others, epitome of cool
• Suits – Harvey Spector
  • Traits – saying what needs to be said, asking for the deal, putting in the work, confidence, swagger, loves the fight  
• Magnum PI – T homas Magnum
  • Asking questions, bring in friends as needed, not taking no for an answer
• Steve McGarret – Hawaii Five 0
  • Action first, permission second, compassion, teamwork -
• House – Dr Gregory House
  • Questions, insights, going against the grain, saying uncomfortable things
• CSI Miami – Horatio Cane
  • Patience, slow down the process, intuition, questions
• The Rock – WWE
  • Humor, presence, showmanship, timing – one of the best in front of a crowd
• Olivia Benson Law and order SVU
  • Used her difference as a woman less masculine, asked the tough question at the right time

Sales training when struggling 

There are periods of your life that allow you to hear things differently. When you watch television shows and pick apart what you can use, you can find new content and hope. Closers are not always alpha males or super masculine. You can find traits in women as well that you can model. You will want to look outside of sales to get skills others don't have. 

Evil sales training warning 

You shoud know that there needs to be a warning when you model others. You can get caught up with the evil that people have. You do have to be careful with who you resonate with. You can look to those who are different as a way to increase your sales skills. Philosophy is one place for you to take a look at closers traits. 

At some point, your skills are only enhanced fractionally from what you read in a book. The saying "Beyond the book" comes from Roland Frasier. Beyond the book means your skills and knowledge will happen in real-time with time, energy, and effort.  

Most sales books rehash content 

When you look at the books being released lately there isn't much new. If you read 5 - 7 of the top books on sales you will cover most of what you need to know when you put the training into action. There is no substitute for real-life experience. You will want to hear the training or knowledge 2-3 different ways so that you can connect with the strategies. 

Sales books are typically the ascension model   

Most books are the entry point to live training and were built on the ascension model. This means the books are only the start. The whole goal is to get you to a mastermind or to one to one coaching. 

How to get better at sales 

You need life action and role-play + sales reps. You will want to look for places you can learn from. Here are a few other things you can do so you can increase your sales skills:

• Interviews of live experts
• Ride alongs 
• Role play 
• Interview people 
• Online reviews 
• Drama movies – look for points of high tension

Ways to fail at sales 

Procasting and rejection are the two most common reasons why you do not get better at what you do. You have to be willing to work through the rough spots in the sales process. 

When people make a purchase from your its not just about the money, the sale is also about who you are. You can offset your investment with the actions you take in a sales presentation. When you are memorable in the sales process you are also being preeminent. You will want to remember, "Its not a sales call, it’s a performance". When you perform in front of your buyer you are not acting in a bad sense. You are putting on a show for the buyer. People want to be engaged and entertained. You do need to put focus on your presentation before, during and after you meet with your buyer.

One sit closers can still be memorable 

A one-sit close is where you close the deal the first time you meet with the buyer. You can use your charisma and personality when you meet to close the deal along with your sales skills.  Some industries are not one sit closes, sometimes you have to do the rounds and come back to meet with the person or people you presented to. You can close deals later on by being memorable with your conversations, your appearance, how you answer questions and so many other ways. The sky is the limit when it comes to you getting people to remember who you are. 

Being memorable in sales order of operations

You can do yourself a huge favor and be memorable to the people you meet with. You can create a pre-event email. In this email you can leverage:

• Video
• Images
• Sound
• Personal linked content
• Social media 

When it comes to being memorable you can use first impressions as a guide. You will want to be on time, use the person's first name, and smile. There are elements of the NLP that you can use whether anchoring or even the unconscious hello. 

Sales basics mastery and being memorable in sales 

Most salespeople have no clue as to how important it is to set an agenda. This simple step can show the buyer you are meeting with that you are a Pro and not a Joe in sales. There will be a solid feel to your meeting.  Sure setting an agenda may sound simple but it is stepped over consistently in sales. 

Use body language to be memorable in sales 

You can use your nonverbal communication in sales to help people remember you. The elements of rapport can be used to get people to feel comfortable with you and your presence. It is easier to remember you if people like you. 

Here are the ways you can use body language to be more memorable with the people you sell to. 

• Body blocking
• Eye contact
• Smile when appropriate

Active listening can help you be more memorable in sales 

When you listen to the people you meet with you can have extra thoughts after you leave. The memories you leave really matter more than you know. As you listen be willing to take notes and ask follow-up questions. When you respond back to your buyer or potential client your pitch, tone, and cadence are important. 

You can tell your story and why you like what you do. You will want to get good at this.

Asking for the business and helping the buyer get to the next step can be a powerful way to be remembered when done right. 

When you are done meeting with the person, the people or the group send a Thank you card the same day. 

Advanced ways to be memorable in sales presentations 

After your sales presentation, you have the ability to have people re connect with you. The more memorable you are the easier this will be. Here are a few ideas you can use to help yourself:

• Shoot a follow-up video where you use the person's name, some data from the presentation, and your personality. 
• Starbucks can be delivered to a buyer or nonbuyer. You can use food delivery as a way to get back into the conversation
• Send a gift to get the attention of the person or the people you met with

You need negotiation skills for your daily life. In the United States and the west negotiation isn't needed for everyday store items. The magic word for negotiation in any type of aspect is "respect".

Sales negotiation skills training 

The average person buys a big-ticket item 2 – 3 times every 5 years. Most people are not equipped to buy. It's not uncommon for people to not ask for a discount. As a consumer, you do need to get used to the back and forth of a deal or a sale. You should at least ask for a better deal once. 

Sales negotiation books 

2 of the best books on negotiation are from Jim Camp and Chris Voss. You can pick up Start with No by Jim Camp and Never split the difference by Chris Voss. Both of these books have a strong framework for the daily negotiation skills you need as well as big deals. 

Learn how to negotiate on the secondary market 

One of the best places for you to learn to negotiate is in the secondary marketplace. You can sell goods you no longer need on Facebook, craigslist, or anything similar. You can get used to the patterns in the negotiation process. 

Sales negotiation patterns   

The more you get used to negotiation, the easier the patterns are to see for you. Think of the negotiation process like you are playing ball with a dog. At first, the dog is really excited for the stick to be thrown. Your counterpart is the same way. Over time the excitement slows down. Your negotiation needs to be used to slow down the process. 

You can't care that much in negotiation 

You will find over time that you cant need a deal too much. You can watch Pawn Stars as a way to see the patterns. There is a good rhythm to sales calls, presentations, and negotiations. Most salespeople become Dr. Jekle and Mr. Hyde from your conversations. Your lack of focus betrays you when you struggle or when you get too excited. Just remember to smile and have fun. 

Power struggle negotiations 

Some people just need to win to prove their power. This trait in people in all groups of people not just one. You can see the back and forth when you watch presentations and others' work. Some people just want to "flex" and prove they have power over you because they have money. This is not the power you think because it is actually a weakenss. 

How to increase your negotiation skills

One of the best ways to get better negotiation skills is to do the work. The next best way to get negotiation skills is to do sales ride alongs where you go watch sales processes. You can  Interview closers and even role play with them. This way you can get used to the timing process, ask better questions, and look for patterns. 

More negotiation skills training

You can read books on deals and deal-making. What you need to know is there are not very many of them that are good. You can read books about billionaires and how they got to be where they are. 

Red books on deals – there are not tons of them Warren buffet series – The Trump one By George Ross is a disappointment.

Talk to deal makers in your life – talk to them about their favorite wins and biggest losses

If you want to learn how to stay focused in sales there are a few things you must know. First in the beginning it isn't easy. Second, others will try to get your attention whether on purpose or not. Focus is a major problem for salespeople and even entrepreneurs. 

Goal setting and focus for salespeople 

You will find that it is a mix of focus and goal setting that will help you get to where you want to be. These 2 items go hand in hand. Your ability to stay focused starts with you telling people "no". You have to be a man or a woman on a mission to get things done. Some salespeople struggle with this as it is a form of rejection. 

Staying motivated in sales 

Sales motivation is a real thing. You do need some of your own internal rules. These edicts or rules will help you stay within the lines. Tony Robbins says "Where focus goes energy flows" this is true for your personal life as well as business life. 

Sales focus can feel like pressure 

When you work a system or a series of rules in your life, others will say it feels like pressure. Most people are not used to a framework of getting things done. The average person is not used to a set direction for life. Look to others for inspiration, Grant Cardone likes to smile in the middle of deals. You also have to stop looking for reasons to not like someone.  

The mental game of sales  

Your beliefs about sales will influence how much focus you have on yourself. If you don't think you can sell a lead, you cant sell a lead. Admit that you have problems and or issues you have to deal with. Part of the mental game of sales is your ability to follow through until the end. 

The power of sales scripts 

Sales scripts are not the most fun when you first start in sales. You do need a structured presentation so you can be unstructured. When you go off script you are guessing as to what you are doing with your buyer and or client. Learning your own sales pattern and when you are your best and when you struggle is one why to help you stay focused in sales. 

Focus on the end goal in sales 

It's common for salespeople to pull back and not close the deal out of lack of focus. What is the end result you want? You must be outcome and goal-oriented in order to close deals. This may seem pushy for some and normal for others. So many salespeople lose deals out of lack of interest. What you have on your mind matters. 

Being focused and goal centric to close deals 

Most salespeople only need X dollars to survive. This programing of their mind tells them it's ok to stop selling. Once again there is a power of goal setting wired into focus. Here are a few ways to stay focused. 

• Stay away from negative people / negative conversations
• Role Play
• Checklist
• Be outcome-oriented in your conversation, you will literally use the work outcome and goal. 

The power of focus in your personal life

Your personal life has an impact on your ability to sell. If you lose focus in your personal life it can make it hard to close deals. Here are a few ways to have a great impact on your personal life:

• Stay away from negative people / negative conversations
• Laugh often – its an energy thing
• Morning review
• 3x5 card
• Goal board + feelings of accomplishment
• Accountability buddy
• Go and look at the item / thing you want (Rolex)

You will need to be open for you to close as many sales as you can.  The answers may not just be about sales. You have a personal life and it impacts your business life. When you lose deals it can be your fault and you do have input on it. 

The sales basics you can lose deals with:

• Its not typically 1 thing that loses the deal, most of the time it is multiple things. 
• There is a belief that you say 1 thing and the deal is over. When it happens when egregious
• You have to be willing to be accountable to yourself – this is an important conversation
• Most of the time its lack of focus and is sloppy
• Lack of prep show up late, no resources
• No discovery and straight to the price  
• No presentation and or fly by the seat of the pants
• Not asking for the sale
• Not paying attention to the details
• Old school sales – not understanding what ABC is and doing general dumb things
• Lack of follow up

The medium range reasons why you lose deals and sales 

It's not just the basic reasons why you don't close a deal. There are medium reasons as well. 

• Assume the deal is made so you shortcut the presentation – selling to friends and family is harder and you must put in more effort
• Not explaining the closing sequence and giving the next steps
• You don’t like the buyer. Your buyer feels these emotions.
• No focus on the end of the deal 
• Not excluding the competition 
• Lack of follow through

Advanced losses of deals

There are advanced reasons why you lose sales. Most of these reasons evolve around negotiation and your personal life. 

• There is a point where you induce greed to the buyer or yourself
• This isn’t just for the salespeople, its also the buyer
• You can lose deals, just like the buyer can
• Learn how to sell on FB, Craigslist or anything similar
• Word patterns “what is your best price” … you have to answer this the right way…

Personal reasons why you lose deals 

• Friends and family pressure 
• Lack of self-confidence
• You lose focus or have truama 
• You are not in it 
• You have evolved to the next part of your life 

Its not just the cost of the training, it is also the time, energy, effort, and risk taken from the training. 

When you give your sales presentation you will want to remember that persuasion is simplicity. The easier it is to get someone to take an action or to say yes, the faster you can close deals. As you go through the idea of persuasion is simplicity this covers all spectrums of the sales process. You will see from being in sales long enough this is part of:

• The presentation 
• The demonstration 
• Asking for the sale 
• Follow up 
• Sales management
• CRM 

Long stories that are cute will destroy your sales process. When you talk too long your buyer will lose interest. There is only so long you can keep someone captivated.  Just like jokes have to have a build up and then resolution so does your sales presentation. The huge item to remember is the juice must be worth the squeeze not just for the buyer but also for yourself. 

How to make your sales presentation more powerful 

If you want to make sure your sales presentation is converting as much as it can then you will want to simplify the conversation. You can talk in sound bites. This means you simplify your answer to 3-5 sentences organized in a way that makes sense.  Talking to fill time is boring and its predictable that you talking in circles.

Simple sales presentations with buyers while removing complexity

The more complex your sales presentation is at any step the larger your chance of having struggles. Any any of these steps you can lose out:

• Your introduction
• Questions
• Rapport
• Your presentation – complex distilled
• Your answers
• Your questions
• Follow up 

Sales Management and complexity 

Sales ownership and management can casue salespeople to have anxiety and extra stress. The more items piled onto salespeople the more complex the sales process becomes. Here are the most common places where business owners and sales managers create complex selling situaions. 

• Complicated presentation processes
• Complicated sales presentation process
• Complicated CRMs
• These are not just a problem for the buyer you will also crate problems for salespeople
•  

Private equity is buying small, medium, and large businesses.  These roll-ups are being fueled for revenue and future values of the companies. The company you work for could be in the hands of an owner you know one day and then its sold the next.  You have an owner you know one day and then you are owned by a faceless group the next. The first thing they say is “nothing will change”. You need to know this isnt true. 

What to expect from new company owners with private equity 

When a company is bought you will have major changes coming your way. You can expect these changes to happen quickly. Here are a few things to expect:

• Prices will be increased / maybe multiple times
• It will mostly be about the money from here on out
• Rules will change / all of them
• Investment in your 401 / retirement will change
• They may want you to train / they want your skills to be duplicated across their company
• Teams will be combined

Management changes in sales when private equity buys your employer 

When the company you work for is bought by private equity management will change. You must know there will be problems behind the scenes. The new managers need to show their power and the old managers will have to fight for positions. You will be left holding the bag and answering to new people. 

• There will be power struggles with the new and old management team
• Management will be brought in to not have to live up to old agreements and ideas
• You may have issues with managers trying to hold onto their positions first, dealing with your concerns 10th

The previous owners you answered to no longer can help you 

You may feel helpless when the "old owners" cant do a thing to help you. The problems you used to be able to address cant be fixed. You will get empty promises, at the end of the day the old owners are there for the transition only. 

• The old owners may be around but have no ability to make choices and decisions
• The owners will have to stick around for 12 months – 18 months / they have no skin in what happens
• You will get told to "hold on" things will get better 

The new owners and private equity 

When the new owners and managers step in preparation for rainbows and sandcastle stories. Everything will be shown as magnificent.  The new owners want to size up the team to see who should stay and who should go. 

• There will be promises made, hey may or may not be real
• They will sell you on the new ideas and the future 

The new new owners under private equity 

The valuation of the company will change and will attract new buyers. It's not uncommon for companies to be bought and sold a few times in a year to get to the next valuation.  

• The company will be sold again and packaged with another company

You have decisions when the company you work for is bought by private equity 

If you are in sales you should always prepare for a departure from the company you work for. It doesn't matter if it's a better opportunity or for you to be fired.

• Make your water mark for what you will put up with a private equity purchase
• Look for connections now so you are not stuck when the company you work for is bought out by private equity
• You may want to be the first one off the team looking for a better position

What you tell yourself matters before a sales call, during a sales call, and after a sales call matters. How you describe your problems to yourself and others matters more than you know. As you talk to yourself you are creating a "program" for your mind. This programming creates energy and will take you in good directions with sales or bad ones. 

Any salesperson can lose their edge in sales, or they can say they are slightly off. When you describe your problems to others you are signaling to your brain what you think of yourself. You do have threats and opportunities here. 

The great rule in sales about internal thoughts 

Pay attention to this statement "It's you against you in sales first, it's you against your team second then third it's you against the world". When you look at sales in this manner it helps. 

You don’t have problems with your sales process – you have opportunities

• Look for ways to reframe what you struggle with
• I am still learning vs I suck
• Nobody buys from me vs some people buy from me

Your beliefs and thoughts matter in sales 

Everything starts with your belief about your skills, your abilities. Doubt can ruin your sales process even if you are on the top. Be aware you may have co workers who try to tear you down and mess with your doubt – your competition already does this to you. You will know who your friends are and are not.

You get the opportunity to use your mouth to make money and not your hands – this is why pure sales is amazing. I see and hear people say I am going to leave sales to go back to work in other fields. 

As you work on your sales call or interact with people there will be traits that bother you. You have to live a style of life to close deals and make actions happen. As you work with people on a daily basis your conversation will flow towards making actions happen. 

What you see even when not in a deal 

As you sell you have to paint the picture and the vision of the idea. As you preframe the sales using verbiage like "when" will turn into an "if". When you are selling you have to get people to buy into the idea and or the conecpt. what you will see is indecision from the buyer and not  being able to choose and say yes.

There time of a deal in sales 

Long winded people chew through time and drag the sell on. Over verbose or wordy people speak in terms of too many words. As people talk for a long time it puts pressure on you to focus longer. When you are not selling long winded people will drive you up the wall. 

It takes outcome orientation to close deals

People who are not outcome-oriented will drag on your capabilities to make something happen. You will find they don't understand moving forward or making a decision. They don’t look to the horizon and they are not real with goals.   

Some people don't understand time constraints 

Not all people understand time and what it does to others. There is a saying in sales that time kills all deals. People don't see that on the edge of the horizon and see possibilities. People who are paid by the hour in the office don't always understand the pressure of getting things done. Retired people do not keep track of time once they leave the workforce. There is not unlimited time for all actions to happen. 

If you want to be a top performer in sales you will want to look for ways to describe what you are doing but differently. When you can think through problems a little diffrenlty and then explain them to others it creates conflict and interest. 

There are 2 movies that can help with the idea of a hero vs a villain. Both of these movies can shed some light on how to increase the conversation of a hero vs a villain. 

• Mission impossible 2
• Unbreakable

Explain a better advantage and or benefit in sales 

You have to be able to explain what you have or how your advantage matters. The problem is when done wrong this is boring. You can't just be the good guy. You need to add conflict to the conversation. You need to know what a villain is (every industry has multiple villains)

• Law
• Competitor
• Product flaw
• Salespeople
• Rule changes

Your buyer has villains and they need heroes 

What is it the buyer doesn’t like and what is it that they really hate? This is always a good place to start with looking to explain heroes and villains in sales. Just for a quick list or reference point here are the most common villains you will face in sales. 

• Pushy salesperson
• Terms
• Availability

How to spot villains and heroes in real-life examples 

Look for outside reference points to learn how to produce villains. You can start with character diamonds as a way to think through the plot of salespeople and villains. 

• WWE / WWF 
• Politics 
• The news

Your competition should be the villain

What does your competition do, this is a great place to build out a villain. 

• Bear traps - episode 152 of the how to sell show. 

You cant use the same villain as someone else as effective as building a new villain

• You need intrigue and surprise
• You have to be able to explain their problem better
• You are what fixes the problem as an expert / then the product or service

Actions you can take to create Heroes and Villains 

Sit down today and think of how you are the hero and who or what is the villain. Map these ideas out and tier them:

• What you market says vs what you do
• How others can pin you as the villain and how you can counter it

At some point, you will be asked about how you are compensated by a buyer. You need to understand why this is happening before you answer. Where you asked matters this question is in the first few minutes, in the middle, or at the end. Your confidence matters more than you know when you answer this question. 

When you are asked about commissions at the beginning of a sales call:

There are different times where you are asked this question in sales. It may be when you are asked at the beginning of the call your buyer is:

• Try to size you up for attitude
• Trying to size you up for trust
• Trying to find your tells (poker move)
• Trying to see how you answer
• They are trying to Intimidation
• They are trying to rattle you
• You started off with big words and scared them
• I don’t want to waste your time (I am after free advice and or expertise)
• How you dress or appeared to them – a possible mismatch of clothing to the client
• You said something silly – this goes for everyone
• Nervous energy

When you are asked about the commission in the middle of a sales call:

If you are asked about the commission in the middle of your sales calls there can be multiple reasons. Remember, where you are asked this question in the timeline of the meeting can matter. Here are a few reasons why you could be asked about commissions:

• The buyer is trying to size you up for discounts coming
• You triggered them – feels like you pushed an expensive item
• You said something silly – this goes for everyone
• The buyer had nervous energy
• You pushed the exclusive button in their mind = expensive

Getting asked about commissions pay at the end of a sales call

If you are being asked about your compensation at the end of your sales presentation there could be some good reasons and there could be some bad reasons. When this question is asked towards the end of the call it could be something you said, it could be nervous energy, and last of all it could be the buyer. Here are a few reasons why you could be asked about commission structure towards the end of a sales call:

• They are signaling for a discount and or asking for something shady. With this type of buyer, there may be some implications if they want you to "break some rules"
• They are looking for desperation in the salesperson = advantage on their part
• They are trying to figure out your cut vs the cost of the product

Other than reasons for being asked about commissions:

There are multiple reasons why you could be asked about your commissions from your buyer. Some of the stranger ones are more outliers than anything else. Here are a few reasons why you are asked about your pay or your cut from the sale. 

• The buyer wants to recruit you for another type of job or venture
• The buyer wants to set you up with a friend or relative
• Your buyer is socially awkward with people

How to answer if you are paid on commission in sales 

There are multiple ways to answer how you get paid in sales to your buyer. Some people are noisy, some awkward and some are looking to see how they can reduce their costs. These answers are given from low to high. This means they will go from weak to aggressive. You need to pay attention to your timing, pitch, tone, and cadence when answering this question. 

• No, I am paid by the hour 
• No, I get paid a flat fee for every product I sell 
• Yes, and if you are looking for a deal we can work something out
• There are fees for my service (Tommy Hopkins)
• Yes
• Yes, have you seen enough to make a decision?
• Yes, do you want option a or b?
• Absolutely and the fact I am paid on commissions wouldn’t stop you from moving forward, would it?
• That’s how every single salesperson makes a living, they are paid for their expertise and knowledge
• I am not quite sure how does that question helps you make your decision today?

It's your decision to answer how you are paid in sales 

At the end of the day how you answer the question about your commission is really up to you. What is important is taking the time to think through how you will answer today. When you look at your conversation think through what you may have said early on in the presentation to trigger this type of interaction. When it’s a weird reason for the buyer there will be a feel to it, you get to feel people like this out over time. 

Closing a deal is what all salespeople want at the end of the day. A deal can be a client, install, roll out, product and the list can go on and on. Whatever term you use for the item you sell is what you are trying to close to the person you are selling to. 

Why you lose interest in deals 

There is a point where the deal goes sour, you lose interest or it is no longer viable. You do have to pay attention because neediness can play a part in staying in a deal. You could need the money or the attention. One of the best resources on neediness is Jim Camp Start with no – Chapter 1. Your need for a sale could get you to stay into the deal for a time you should not. 

Holding onto a deal too long 

Sometimes salespeople hold onto the hope of a deal for way too long. There is a sweet spot of good as well as a one where you will end up losing:

• Time
• Energy
• Effort
• Risk 
• Money 

These 5 items are the main elements of rejection. You will try as hard as you can to protect your back end. You can be quitter by walking too soon, you can lose by staying too long.

Planning on walking away from a deal  

You will want to pre-plan the reasons you would walk from a deal. This doesn't mean you need to build out all contingencies possible. You will want to hit the high level of why you would walk away from a sale or a deal. There is a danger in walking away from a deal – it gets easier over time. Every time you walk away you can find more reasons to not stick in the sale or the process. 

Reasons you would walk from a deal

• Misrepresentation
• The person you are working with is scammy / not trustable ( so many levels here) – the deal was misrepresented, the person or group lied to you, you are having games played with you
• You figure the deal is one sided – the outcome doesn’t work for you (time, money, expose)
• Metrics are not being met – you hit your drop dead date
• The deal no longer makes sense “metrics are not being met”, the option isnt viable anymore
• You have lost interest – there is a point in all deals where you find something better (you have to be careful with this one)
• Legal issues – things pop up, lawsuits happen
• The project runs out of funding, the buyer loses funding and cant get it back (you should always have a back up)
• Major event in your life – death or health

Most salespeople think in terms of closing the sale or closing the deal. You do need to think through the reasons why you would not want the deal anymore. 

If you can stay in sales long enough you will find you run in cycles. Statistically speaking you will run through all 6 of these periods mentioned. If you keep good notes you can spot trends before they happen.

Top salespeople hold themselves accountable  

You have to be willing to be accountable to yourself, a CRM or a Manager.  When you are new the time frame typically is short and the run-up and rundowns happen quickly and the plateau is short.  If you have been in the field for a while the run up and run downs are quick but the plateaus are longer.

The Bell Curve of Sales Success 

Think of long term sales like a bell curve.  Everyone has their own time frame for this, meaning your time frame isnt someone elses time frame. You can look at what others are doing and see what phase or period they are in. 

There are 6 stages identified for sales success:

The climb – you are selling and getting traction

• Momentum is weird and it can be slow or fast. You are heading up the side of the bell curve. You may say things like “I can do this” , “this is hard but its worth it”

The Par – where you are closing and everything is good

• You have gotten your track and you feel like your feet are underneath you. You may say things to yourself like “I am back”, “I close deals” “I am good” “I am amazing”

The heater – borrowed from a run in a casino – You close everything

• You have momentum on your side and you can close sales. You may say things like “I am the best” or “I can close anyone” “I am the greatest man alive”

The plateau – where you are doing well but you feel slippage

• It sounds strange but you will wake up one morning without “fuel” you may also feel like you have a lack of focus. You may start having some doubt “Am I really this good” do I deserve can I really do this – doubt in the mind of

Sub par – where you are selling “not closing”

• There are 2 things that really create a slide backward and to a loss of leads.
• You have ego issues “I am the best and nobody can tell me what to do or how to do it
• You have a major event happen in your life (loss of / gain of from the money you just made)
• You will say things to yourself like “I made enough money this month / quarter” “I just need to make $__________ this month to pay my bills to be ok” – most of these conversations are about money than skill.

Freefall – Nothing is working and deals are not closing (panic + loss of control)

• Freefall in sales is the panic you feel when you know you have lost traction. You will tend to speed up your time in the presentation to get to the close. You talk about yourself a ton because your inward focus is on loss. You start trying huge discounts to close deals. You say things to yourself like “I cant do this” “Why do I keep getting the bad leads” anything that pits you against the world. Poor me is what it looks like from the outside. 

How to stay on top in sales

When you keep track of your sales process you can spot a dangerous trend before it begins. This does take some work and or effort on your part. If you really want to be a closer in sales you do need to know where you are going and what you are doing. 

A bear trap is a covert way to “talk trash” on your competition and make the sale an “uphill battle”. When you make the other sales guy or sales girl work harder than they need to it can lead to you selling more. You may call this strategy something else, I had to give a name to it.

What is a bear trap in sales and why do you use them 

Bear traps in sales are a way to lock in an idea. You can use this content as a way to "lock-in" an idea about your competition. One thing to remember is to not make anything up about the competition. A bear trap causes your competition to sell from their heels instead of a straight-up sales process. In essence, you are making your counterparts in sales work harder defending themselves than be able to sell their products or service. You create doubt about talents, skills, capabilities, and acheivements. 

Bear Traps in sales to your advantage

When you build out the conversations you are going to have there are some elements to them. These are not long drawn out explanations to your potential client they are just quick jabs against them. 

• The structure is 3-5 sentences – not too much
• Your interaction should be really calm friend voice / late night dj voice
• When you talk it can be off the cuff – mmmhh / dry sense of humor
• The whole process is a throw away conversation – you cant be too into it
• They may not respond until later – they may come back and ask about your question. If it doesn’t land, let it go
• This is after you have built rapport / not through the door

Start once you have rapport

Salespeople blow this all of the time, they try too hard through the door. When you use a process like this, you have to be in the know, like and trust stage. The buyer doesnt have to trust you just yet. In some instances you may have to say some brazen things, this is why you need rapport

How to build your Bear Trap in sales: Start with a common complaint

You can start once they have a complaint with salespeople, the products and service or something else. If you tell the person without permission it is not as powerful. You start off with stating:

• I bet you want to know why that is… (stop talking)
• I can share with you why, but I cant sugar coat it for you
• You would be surprised at how often companies hire for that reason

Start with their question

Once you have the permission of the buyer you will take what their complaint is an put a negative spin on it.

• Give the weaknesses the competition has and explains it
• Give the weakness of a product, service, and or salespeople
• I will give you the real answer if you want (stop talking)

Use persuasive language

• This is because of…
• The reason why they do this is
• The reason why you may not like it is

Examples:

Buyer: I can't stand these pushy salespeople …..

You: that’s why I don’t work for those types of companies… they have management bearing down on them to close right now…  in fact, you should call them, they would love to have you sit with them for 3 hours and go back and forth with the “manager” to close the deal. I am sure they would like to eat up your afternoon.

Why Bear Traps in sales work

Most of the time salespeople go overboard and try to over sell. When you combine the use of common complaints and a well time "jab" at what others do it helps shift the view of the buyer. Your "Reason why" for the buyer becomes their "Reason why" and they don't see it until they give the other sales guy their objection. 

What is a bear trap in sales?

If you want to know what a bear trap is in sales you need to know what the weaknesses are in your industry. The way you use these bear traps comes down to a "reason why" scenario. As you get used to your service, industry and your presentation you will find the conversations to have. If you want to learn how to use bear traps in sales you will want to create more topics to have discussions about. 

Closing deals is all about creativity. You do have a base form of a sales process that you use. No two sales presentations play out the same exact way. Some of creativity in the sales process is 80/20 math. Some of the creative processes works in some instances but not in others. 

What is a play or gambit in sales?

When you look at your sales process you have a playbook. Each play you run has consequences that you have to deal with. Another way to explain a play is a "gambit". Whatever term you use you are still running a play. What you need to know is your buyer or buyers have playbooks and plays as well. You do need some flexibility to make your creativity to work. The best salespeople use base routines + creativity for their sucesss. 

What is creativity in the closing process?

Creativity is 2 ideas or more combined with some content left behind. When you take 2 winning ideas or a winning idea and a losing idea to be modified. When you meet with your buyers you are combining ideas and thoughts. Your creativity is needed to work through these thoughts. 

Why you should watch other sales presentations

Working with other salespeople and watching their sales presentations you can pick up new plays. Some of these new word tracks or sayings can work right off the bat for you. Some of these ideas will need to be massaged and modified in order to make them work.

The inverted bell curve of creativity  

Too much creativity will look sloppy to your buyers, it will seem like you are all over the place. Very few salespeople cant pull off flying by the seat of their pants. When you think through the sales process there are items you know from:

• Roleplay – Have friends from different industries to work with and role play with. 
• Reading content – books on sales, negotiation, decision making and… conflict resolution
• Conversations – Your interaction between friends can be used as a way to grab ideas. You can listen in at coffee shops and see how people complain about their life and interactions. 

The unknown in sales can't always be found 

There is a point where you hit the unknown and have to figure it out. As you build out your Sales Playbook you have the ability to combine more ideas. You cant prepare for everything… it's not possible. You would be in training forever and it wouldn’t feel right when you rolled it out. This is why you have to be good at:

• Being patient
• Being calm
• Asking questions
• Listening 
• Reframes 
• Looking for ways to finance the deal (cash, credit, financing, trade and or barter)

Keys to creative sales process :

Creativity can be in the:

• Terms
• Financing
• Deal structure
• People involved
• Asks after the sale

 Look for word tracks, ties downs and even phrases in sales 

Most of the reframes you need will come from conditional statements. You will target a few words: 

• If 
• How 
• When 

As you take these words to be focused on you end up with the early beginnings of word tracks you can use. Here are a few base word tracks to be more creative in your sales process:

• “If we can do this, can we do that”
• "If I can do that, then what"
• “How about this”
• “Why don’t we do this”
• “Give me an idea of what you think about this idea”  

As you go through your sales cycle there will be a point where you hit a sales slump. You can have an emotional downturn in sales for multiple reasons. It helps you to know what has caused the sales slump and if it was induced by you. 

Sales have patterns of success and failure. You can sustain a longer closing cycle when you know what to do to find success again. As you make a list you can mark off the items that will help you. 

1. Music - can be a way for you to reignite your feeling and emotions. You can make a playlist on your phone, in Spotify, and or YouTube of songs that pump you up. You will want to be aware of songs that can make you feel down or lonely. 
2. You can borrow the emotions you want or need from special videos. You can start with Golden buzzer moments as they are quick look-ups. You will want to identify the videos that fit your needs and emotions. 
3. Movies can be a way for you to grab a feeling you need. There are multiple movies that have inspiration to them. A small list includes
   • Invincible
   • Rudy
   • Greater
   • The Greatest Game ever played
   • 300 
   • Gladiator 
4. You can use a group of friends and colleagues to help you win and when you are strugling. When you talk to your group you get a chance to get the poison out. 
5. Time on call (toc). The time you spend with your clients can tell you when you are about to have problems and when you are on top. 
6. You vs I in a conversation can tell you how much you are leaving content on the table. If you take a recorded conversation and then have it transcribed you can look for how much you have talked about yourself vs the client. You will want to make sure you have the legal authority to record the conversation.  

• Patterns that are predictable are predictable. When you track your sales cycles you can see the times where you are closing, discounting, losing deals, and even sliding towards a sales slump. You can track these items in most CRMS. 
• Breathing and exercise can help you when you are struggling. You can find meditation videos online for free to help walk you through how to use the actions. You may need to listen to 10-15 recordings to find the right person to listen to. 
• Therapy can be a powerful way for you to talk through your problems with a professional. If you are paying someone you will want to "spill the beans on what is going on". You can talk through issues and concerns you never knew you had. 
• Emotional touch and or intimacy can help you when you are struggling in sales. This is not just the bump and grind actions it is about having someone there to help ground you. 
• Donating time to a charity can help you in ways you cant imagine. You will want to pick the group that fits your lifestyle the most. 

How to beat a sales slump

Your emotions can help your closing rate or you can lose deals. Before you struggle you can take action to pull yourself out of a sales slump. 

You don't always have to be polite in sales. In fact, you can loose deals by being too agreeable with your buyers and or clients. Social conditioning can hurts and help salespeople. By being "too nice" you can be walked all over. Be acting like a jerk you can go too far. There is a sweet spot when you have tension with your potential client or client. Tension can actually help keep attention in the sales process.

Rapport can actually hurt sales 

You may be trying too hard with rapport and losing deals because of it. Being too nice without pushing back can prove that you will not stand up for the buyer or the client when they need it.  You could be trying too hard and it can come across as desperate. 

Sales actions can feel like flirting

Social interactions like flirting rely on good and bad tension. The conversation, the timing, and your responses can feel like fun with a twist. You can take a look at these 4 books as a way to gain insights into adding pressure and tension into your sales process:

• The Game – Mystery
• Pitch anything – Oren Klaff
• Never Split the Difference – Chris Voss
• Get inside her - Marni Kinrys

You can always go to a bar and watch the tension between people picking up on each other as a way to model your process. The best way to do this to make sure you are sober. Grab a glass of seltzer water or even a cranberry juice and discover how flirting and tension can help your sales. 

You can watch movies to model tension

Look at any good movie with 2 people who don't get along in the beginning. Bad Boys with Will Smith and Martin Lawrence is the perfect example. The Avengers Movies are about tension as well. Take some time and learn as much as you can about tension and resolution. You will find that tension keeps the appointment interesting and your buyer engaged. 

Rapport can feel manipulative 

If you use a ton of rapport in sales it can make the buyer resent you and cause them to not feel like you are genuine. Your buyers can feel like you are taking advantage of them emotionally. There is a natural amount of tension in all relationships. Rapport plus good tension can allow you to say what needs to be addressed. Being too nice can be seen as supplicant behavior. 

When you look at this combination of actions you can actually lose deals. 

• Overboard rapport (finally leads to fear of rejection)
• Fear of rejection
• Polite – Money

The problem with sales trainers 

Some sales trainers and gooroos will say to always get agreement. When you always agree with a buyer you can be seen as spineless. Disagreement can be as powerful as a well-placed "no" in your interactions.  Its ok if the buyer doesn’t like you in the beginning, the middle or the end. You can still close a deal without the “Likability” factor. It just takes more work.

. 

Most salespeople live on scarcity to close the deal and for them if there is no scarcity there is no deal. The real question is could you sell and close a deal without scarcity? What if your company or service ended specials and discounts? Would you be able to close the deal?

You sell how you buy and you buy how you sell  

Can you live with this in your own life – when you learn this lesson it increases your sales skills.  It is possible for you to stop selling only on discounts and develop new abilities and skills. When you learn how to sell without only using the price this skill helps you in every other deal you could be in. 

Every Day Pricing was a mistake

One promotion every salesperson should study is EveryDay Pricing from JC Penny.  Your buyers may like deals. You do need to know that when you have a target market you will want to know how they buy and make their decisions.  There are other things you can do in order to induce a purchase. Discounting isnt the only way to close deals and make a sale. 

You will want to look at see how you make your own purchases. When you know what "sets you off" to make a purchase you can increase your skills. If you buy off deadlines, you will probably buy off deadlines. There are some people who will not make a purchase from deadlines and specials. 

Increase your sales skills 

Your buyer will need a few things to make a purchase: Pain, Problem, Risk or Pleasure. When you dig in and take a look at when your offer is roled out does it contain a message for pain, problem, risk or pleasure? 

A poll was held on my social media about what drives people nuts about salespeople. Here are the common issues people had with sales:

• Bragging -
• Fear mongering
• FOMO (fear of missin out) 
• Guilt
• Pressure
• Scarcity
• Shame
• Social proof
• Threats

What’s weird is these elements are all part of the sales process at some point but yet we all buy anyway.

Deals, where you are not making much money on the commission, is considered a skinny deal. When you meet with buyers that dont want to pay the money you are asking for it can chew through your time and allow you to not be interested. 

Skinny deals in sales are common 

It doesnt matter what industry you are in there is always a deal you don't like to make. The skinny deal can come from lack of revenue, commission or the fact you are forced to be pulled away from other deals where you could be making money. 

All industries have different types of buyers they work with. Everyone deals with cheap buyers or difficult buyers at some point. You do learn how to politely tell people "no" over time. You also find ways to hold your gross as well.  

The keys to rejection in sales 

Whenever you put time, energy, risk, effort or money on the line you have the elements for rejection. Skinny deals in sales typically have 3 or more of these elements.

When skinny deals go sideways 

If you feel for the person you are meeting with and try to get them a great deal you can lose. Not everyone is gracious as to getting help. It may feel that the more you try to give aide the worse the deal gets.  

Let's face it, at some point in time you will want to quit your sales job. It could be because the job is hard, the people you work with suck or even you have your own personal issues. 

You will want to look at what is causing you to want to quit your sales job. What were the factors to lead up to you want to exit? 

These questions may sound easy at first but answering them can be hard, real hard. The reason is you need to be honest with yourself about why you are feeling the way you do. 

• Is the job out of your league?
• Are you being disrespected and or harassed? 
• Is the product or service not good?
• Are you having personal issues?

Is it a sales slump or is it more?

All of these questions are what you should be asking. It may very well be that you just hit a common cycle of your business and things are hard. These difficulties can be multiplied when you feel bad about yourself or when you have personal issues at home. Your sales problems can be compounded when you don't have money and are not making commissions. 

You must master the sales process

Being in sales isnt supposed to be easy. In fact, it is meant to be hard. You deal with things other people in business do not have to for the most part and the largest area is dealing with rejection. 

You can make yourself better at sales by taking the time to practice and invest in yourself. This is the foundation to start with if you are doubting if you should stay in sales. If you are struggling your go-to move should be to practice your sales process and get it on video to baseline where you are. In fact, you should video your presentation when you are at the top as well to compare what you are doing right vs what you have changed. 

If you are really struggling go and get some help and share what you are going through. If you want to quit sales you do need to investigate why. Once you know the reasons why then you can take the appropriate acition. 

The feeling of wanting to quit sales happens to the greenest of the salespeople all of the wat up to the veteran closer. You are not alone... Keep Going!

So why do salespeople make Monday their secret weapon? We all know how difficult it is for sales reps to begin producing quality sales efforts early in the week, but we don't want to suggest that teams should wait until Thursday or Friday before putting pen to paper. That's just too far away from a sales rep's normal workday to be effective. It doesn't leave enough time for a salesperson to develop a relationship with a prospective buyer and close a sale before the weekend arrives. While Tuesday may be statistically your best day for sales, here are some ideas on how you can ensure Mondays remain productive:

Think through how many salespeople come dragging in on Monday mornings, this is your competition in the office and out in the field – these guys are price matchers and or discounters. Its amazing most salespeople are truly lazy. They only produce when they see activity or sales being made by other salespeople. You have to work hard and smart to stand out in the crowd.

You have to be ready at the start of each sales week. Have your sales tools and sales support lined up and available for you, before you walk into the office on Monday mornings.

Make sure that what you need is waiting for you on your desk or on a nearby shelf – no scrambling around trying to find business cards, brochures, pens etc… If you want things done quickly and accurately imagine how much more productive everyone would be if those sales tools were always organized and accessible!

Fighting off those Monday morning blues can take some serious creativity as well as some actionable steps such as arriving

How to plan for a good Monday:

1. Go to bed early
2. Get up and get going before the rest of the salespeople
3. Do your daily routine
4. Hydrate and drink plenty of water
5. Be willing to put in the work
6. Watch the lazy salespeople role into work late and be ineffective.
7. Take sales meetings, appointments and sales calls
8. Make sales
9. Close sales

It's not a matter of if but when you will struggle. Whether you are a salesperson or an entrepreneur you will face issues. You will question if you are good at what you do, if you belong and if you should keep going. Having something to go back and take a look at and remind yourself of your feats, your wins and your exceptionalism does help. 

What is an awsomeness swipe file 

You have had events in your life that are great. These events may be small or big, known to you or known to everyone. When one of these incidents happen you find a way to memorialize it. This can be a quick selfie, a picture of the event or circumstances, or even a video. All of these pieces of information are categorized and then added to a central location. You can use awards given to you by others and even testimonials for your efforts. 

Setting up your awesomeness swipe file

What works the best is for your swipe file is to have different types of information for you to go and look at. These articles allow you to see a full picture of what you have done. 

• Testimonials
• Events from life (pictures and or videos)
• Trophies (this concept is important)

You can anchor your Awsomeness swipe file 

Anchoring is how you hold your emotion to an event. You can tie a feeling to action so that you can recall the emotions you need to move forward. You can use the same gesture over and over again when something goes well. Anchoring a feeling or emotion can be as simple as rubbing two fingers together covertly. You can be more overt and even make noise and use a well-pronounced gesture others can see. 

Where you can store this awesomeness swipe file

Having your awesomeness swipe file accessible and easy to reach is one way for you to stay on top of selling and or closing deals. If you are struggling you want to be able to get to your good feelings and anchor as soon as possible. Here are just a few places you can store an awesomeness swipe file: 

• Dropbox or the equivalent
• File on computer or phone
• .pdf with all the relevant data in a few pages 
• A quick movie that you can watch with the documents imposed into the video 

All too often salespeople and or entrepreneurs feel like they have lost and then struggle to get back on top. Having an awesomeness swipe file helps you find ways to keep going. 

If you are in sales long enough you will be approached… especially when you are good.

Know this is a sales process

You will be told everything “good” and “perfect”

Be careful of too much upside. If the upside is sold more than the commission there may be a problem.

People who sell hope may just be selling a dream and trying to recruit you.

I wish I would have seen this pattern earlier in my life. Be willing to say “no” – too much upside is a sale and could be a danger sign and really could be desperation to get you in or a cover up for the problems

If its too good to be true there would be people lining up to sell

All jobs and employers have a problem – all companies have problems

Know what you want now (make a list)

What would you ask for?

What’s important to you

Reverse engineer every problem you could face in the industry and make a list. You want pain points in the day.

You are just as much in an interview as they are – ask really good questions. All types, Yes and no as well as situational

Be willing to say no – not all salespeople are good with getting or giving rejection. If it’s a no tell them and get on with your life

How you deal with these buyers can vary depending upon your sales knowledge. Taking the time to think through the list of buyers that challenge you is a powerful way to close deals and make your process easier.  

Here are the 10 dangerous buyers if you don't know what games they are up to:

1. The mysterious big deal buyer - There is always someone who tries to entice you to extra discounts and or concessions based upon more magic deals in the future. To deal with this buyer you have to let them know the next deals are the ones they will get special treatment on. 
2. The overly excited buyer - When you meet with buyers who are too excited, the deal isn't ready to close. This is their nervous energy and most of the time leads to a quick presentation and no deal. 
3. The desperate buyer - You may think a desperate buyer is someone who is willing to make a quick purchase. Desperate buyers will eat up your time and then complain you took advantage of them if you are not careful. 
4. Mr. and Mrs. frugal 1 - The first frugal buyer is all about the lowest price possible. These buyers dont care at all about quality, service, warranties, and or guarantees. This buyer will grind on you just to get to a price. The danger is if you give up all of your value upfront and discount too much. 
5. Mr. and Mrs. Frugal 2 - This frugal buyer will play games after the deal is done. You have to know that there are people who will nickel and dime you after the deal is done. 
6. Rapport too quick buyer - Rapport can be good and bad in sales presentations. Building too much rapport with you can be a strategy of the buyers you meet with. Too quick of rapport will take you off your presentation. 
7. I don't want to waste your time buyer - When you hear the "I don't want to waste your time line" most of the time it is too late. You will need to figure out how to slow down the conversation or walk away from the deal. 
8. The secret shopper buyer - Secret shoppers who never plan on buying from you are a complete waste of time. Most of the time these buyers reveal too much and you can figure out that the appointment isn't real. 
9. I know the Big Man Buyer - In life, it is all about who you know. With that being said the right discretion is important. This quick quip is meant to tell you who you are dealing with and intimidate you. 
10. The Tech Spec Dude - Tech spec people will eat up your time with questions and even argue with you about design. Some of the tech spec people also tell you why they are right and why you are wrong. At the end of the day you will need to figure out if there is a deal to be had and if there is, is it worth the sale. 

As you learn how to sell or as you sell you will want to know and understand what your kryptonite buyer is. This is the person or the people you struggle with. These 10 types of buyers may not be the one you struggle with the most. Map out the weird and or tough buyers you face so you know how to sell more. 

Salespeople will say how they want to leave but they don't. There is a back and forth if you are doing the right thing. The sleepless nights, the concerns about family are difficult to deal with. 

You will face rejection because you put in time, effort, and energy into your job. There is the feeling of loss and what could have been. There are all of the hopes and dreams of what could have been. You may have left another job to be at the one you work for now. You may even have picked the wrong place to work. Walking away from a sales job can be excruciating. 

Emotional issues are a common problem on the way up to leaving a job. Stress, frustration, anger, loneliness, and even regret. 

You may face a guilt trip from the manager, owner, and or owners of the company you work with. Know that your leaving is up to you and what you want. 

Know what you want when you leave. There may be a possibility where they will try and keep you. It helps to have a list of things you want. If they press hard you can ask for too much. Know what you really want to stay vs you leaving. 

Most people never talk about how to quit a job let alone a job you have in sales. 

Some of your feel for empathy comes from your gut reaction, the conversation, and the body language you use while you communicate. There is a cold feel to people who just don't get what others are going through. You can have compassion and appreciation for what others have gone through especially if you have lived through the same situation or something similar.

Your vocal pitch, tone and reaction to the conversation matters to the people you meet with. As you go through life you get to have more empathy for others. You may have good empathy naturally, from experiences or from going through weird situations. The more strange situaitons you go through the better off you are

It's hard to have empathy and be needy at the same time. Your emotional state matters. There is a problem with “me also” or “me too” – especially when you are not closing deals, you can have a mismatch.

You have a “feel” when you only care about the money and are not responsive to the conversation. Sales really does come down to caring about the outcome and doing the right thing for your buyer.

Get used to talking to people and watch for people and their reactions. You can leave spaces and time for conversations (let people be uncomfortable). Know you have biases and it can stop you from feeling and understanding what others are going through. 

Use your body language to communicate with others. You can use head nods, smiles, the core of your body, how you sit, and how you respond to the conversation. 

Learn how to feel what others are going through and you may be able to have more empathy for others. 

Be willing to see the other side of what people are going through

You may feel all alone as you go through your trials and problems. It may seem like nobody else will ever understand. 

If you are looking for some momentum when it comes to finding success with your goal keep going. 

What you dont know is there are people around you silently cheering you on. These individuals appreciate the work and the effort you have put in, you just will not hear from them until you achieve the goal. 

Here are a few things to think about when it comes to goal setting in sales and life. 

1. Most goals are abandoned due to inactivity 

2. Some people who call you their friend will talk you out of your goal in the first few months 

3. You will be made fun of 

4. Time will seem to slip away 

5. When you dont take the gaol seriously and look back you will have regrets. 

6. You can be successful at your goal you must focus

7. You will need to upgrade the friends and co-workers you associate with 

8. Not all of the time do you get to divulge the details of your accomplishment 

9. The feeling you have after the goal accomplishment lasts for a few moments or hours 

10. You have to replace your sales goals and life goals with new ones once you get to where you want to be. 

Success in sales and life is not guaranteed. You have to work at everything. Setting goals and hitting them are your responsibility. 

One of the greatest lines in movies that have to do with sales is "Desperation is a stinky cologne". Chief Grady said this line in Super Troopers. It really doesn't matter if it is sales or your personal life where you are desperate, other people know it and feel it.   

If you are desperate in sales and or business you will say and do things you wouldn’t if you had a pipeline. Its important to understand where you are at. Desperation is a tough place to sell from as you look weak and or you can be taken advantage of. You do have to clear your mind before you meet with your client or potential client. 

The Stay PufT Marshmallow Man Rule applies to almost every salesperson.  Whatever objection you think you will get in sales is the one you will get from your buyer.  The reason for this is you talk around your objection to the person or the people you are meeting with. 

Supplicant behavior

Oren Klaff talked about supplicant behavior and how salespeople fall for Beta Traps from their buyers.  You can be too needy with the people you meet with because you want and need the sale. Here are a few examples of the mistakes salespeople make when they are desperate and when they are not:

• I'll wait right here for you
• I want to earn your business – puts you in a negative role (this also signals discounts to your buyer)
• Begging for the sale in any way from the people you meet with 
• “I need to be candid with you, I really need this sale”

When you work with someone you are going to sell to, the way you interact matters. You can walk and talk to the back of people you meet with and lose social value. Paying attention to body language and nonverbal cues can help you out here.  

Danger zones in sales 

There is a point where you no longer are supplicant but you are arrogant to the people you are meeting with. You do have to be careful to not go overboard. 

Constant discounting can be a problem for a salesperson during presentations as well as overinflating prices. 

What to do before a sale if you are struggling:

• Laugh – you need some humor in your life
• Get pumped up
• Motion creation emotion
• Vision drives decision
• Tell yourself you will close the deal
• In the presentation – take your time – most salespeople speed up to get to the end (set your pace)
• If you are going to discount and it gets to that point (go in stages 3.25%, 1.1% and then .66%  = Less than a 5% discount (use this as a way  to make some deals happen)

Once your buyer says yes you have to have a game plan. The complete brain says and does silly things, you have achieved your goal. There is a danger zone once your buyer says yes to the project. If you are not careful you can unwind the deal and lose the sale. 

You can anchor the feeling internally or physically so you can retain the power of the sale. This can be as simple as rubbing 2 fingers together. 

How you act after the deal is done can signal a Dr Jekl and Mr Hyde feeling for your buyer. 

Be yourself, new salespeople act differently than someone who is desperate than a someone who is closer.

Tell the buyer / client what to expect and the next steps. Let them know the ups and the downs of your product and or service. How they will be contacted and who they will be talking to. 

Do the part to deliver what needs to be done. You do have a level of work that needs to be performed. 

One of the best feelings in the world is closing a deal. You have to choose your own personal feeling. 

When you close a deal you have POWER (freaking Power). Whether it was hard, easy, fat or skinny you celebrate the deal. A closed deal is a closed deal. Use the energy for good instead of giving yourself poor self talk. 

You can anchor your feelings and look at your goal board. The feelings and emotions you have from closing the deal can be used to your favor. 

Call your follow-ups, call the dang leads. You have natural excitement in your body once a deal is closed. Your follow-up powers are the greatest once the deal is closed. 

Once you reach out to your follow-ups call your accountability buddy or group. These are the people you talk to consistently that pump you up and you do the same for them. Talk through the deal and what you did right and what could have been improved. 

Record your own numbers and track them in your crm, even if you have a company system track everything on your own for accountability. 

Make a cold call if appropriate and restart the process. 

Most salespeople and even sales trainers don't think about what happens once you close the sale. You can get a few more extra deals a week or a month when you think through this process. 

The types of abuse you face in sales

Nothing about sales is easy, it does take some getting used to. There is no perfect job or role where you do not face some sort of disrespect. What you will want to take away is the ability to notice when you are in an abusive relationship. 

The general public – People tend to hate salespeople until they need things, some of this has to do with sales training, some of this is the personality of salespeople. Overall there is a lack of trust with salespeople. 

Your buyers – Some buyers are rude, obnoxious, and even treat you poorly. There are times where buyers will tell you about previous issues they have had so they can beat you down. Some of the people you meet with should never be your buyer. 

Other salespeople – At the end of the day, some of the people who treat you the worst are other salespeople. the grind, the lies, and haze the rookie.  There are salespeople on your team that want to see you fail so they convince you that you should. 

Sales trainers – Some sales trainers are good, some suck and some are just con artists. There are sales trainers out there who are abusive and flat out 

Out of scope work - Out of being a good employee and or salesperson, you may take on tasks to help out. There is good in doing some help for the team but you have to recognize the point where you are being abused. There is a point where the owner or the company should be paying you for professional services. 

The internal office – Your business owners, managers, office staff, and other internal people can do what they can to hurt you. Some companies will play the game where your commissions are whacked. You will get to a point at a company where the losses from other people's bad mistakes will come back to haunt you. In some instances, commissions will be paid late. You do have to expect that your commission plan will be reduced because you make enough money in the eyes of the office. 

MFG reps - Believe it or not, your manufacturer reps can treat you badly. This doesn't make sense but there are horrible sales reps out there. 

If you are good at sales there will always be new hiring opportunities. Someone will love you somewhere else. 

Here are the common reasons why you are losing trust in the sales process:

1. 

Where you lose sales and the capability to close deals is by giving too much without reciprocation. You may think you are helping the business and you may be. When you take on new projects you are reducing your ability to meet with buyers and close deals. 

Your energy can get pulled away from what you are good at and that is making a sale happen. One of the reasons salespeople struggle is they put time, energy, and effort into helping an idea grow and then don't know when to walk away. You do have to take a look at what you offer and think through what can or can not be done. 

You also need to recognize the political capital you use by looking for a plan to be initiated. Someone in management always wants to get up one more level and can throw you under the bus.

Think through what you are willing to offer for free before you take this idea, strategy or plan to the next level. Determine what compensation should be at a metric being hit and ask for it. Most of the time a company would have to pay a strategist and they don't know nearly as much as you do. 

If you are not paying attention you can lose deals and commissions. 

They help buyers. They figure out what the buyer needs and then they give it to them, before closing sales.

The reason is simple: "Unless you take care of the buyer first, they may not buy from you."

The best closers know this, and so do thousands of non-closers.

Sometimes salespeople will say this is a silly idea. 

Your buyer feels your intentions and can tell if you are just there to make the deal. 

For some industries, this may not apply, maybe in some business to business settings and possibly with some types of buyers this example may not apply. 

If you really want to see what kind of success you can have in sales look to what you can do to help your client get the outcome they need. This is a form of preeminence. Its possibles that some sales trainers, business owners and other salespeople will disagree with this concept. 

You can do better at sales when you deliver real service and help people with what they need. 

"There is always risk in relationships – one side will always have more risk than another" – Jay Abraham

You will want to think of both sides like a pendulum, a ying or a yang to speak of. When one side is out of balance there is a capacity for problems. 

There will be both sides to consider

• If you are a salesperson you are a tool or a leverage point to close deals. 
• If you are a business owner you are a tool or a leverage point to make money for the salesperson. 

In sales and business, there is something both sides want. A Business wants you to close the most amount of profitable deals with the least amount of problems. As a salesperson, you want to close as many deals as you can and make the most amount of money.

Things will be good for a while and then business changes for the good or the bad. Your role and expectations will change for both parties. You will want more money and the company will want to reduce your commissions – this is the natural fight in business.

Scott's rules for salespeople state:

• #1 Nothing stays the same
• #9 You will be loved somewhere else

In some instances companies want you to stay and be loyal to them without exceptions. They will give you things to get you in the door until the next new shiny thing shows up – then you are old to them. In order to attract new talent deals will be made. They will make crazy deals and cut you out, give the new salespeople better commissions, better ups or leads and expect you to be ok with it. It's the prerogative of the business to do and act this way. There is always a point where salespeople walk away. 

On your side your demands may go too far, you can get too big for your britches, they may bring someone in to replace you.

What we easily forget is that loyalty is 2 way street for the business and the sales staff. 

You will look at things that are best for you, a business owner or manager will look at things that are best for them. This is the lens you will look through and that they will look through – you will justify your decisions the same way.

Unless stated you don’t owe anything to anyone, sometimes your feelings of loyalty are misplaced and so are theirs. Working with people can get emotional because of the amount of time, energy, effort and risk you have put into your role. 

If you recognize are being taken advantage of leave the company and find a new spot to work from. If you are a closer you are the prize. If someone comes to you with a better offer you do have to weigh it because a company will do the same thing.

Sometimes you make bad decisions and sometimes companies make bad decisions as well. You cant treat people poorly and expect for them to stay around whether you are a business owner or a salesperson. If you get angry you may spoil your emotions in the sales process. 

You have to set the expectations of what is going on, just like the company should. Most companies leave salespeople in the dark and expect them to not figure out what the “game” is that that are playing. Some business owners and sales managers see you as an investment until… someone or something new says otherwise. 

Most problems in sales and relationships boil down to 2 things:

1. A lack of expectations that are set 

2. Problems with communication 

Knowing what is normal in sales and business allows for you to be better at what you do. If you get caught up questioning your sanity you will end up losing deals. 

Here are the 10 rules for salespeople that can help you navigate the sales process, business and sales life:

1. Nothing stays the same. Business owners and managers come and go – commission plans change and so do product lines. 
2. You must get good at asking for the sale in multiple ways – face to face, video, email, text messages. The more ways you can ask for the sale, the more ways you have to close deals. 
3. Whoever has the best follow up game gets the extra deals. You must follow up to be better at closing. 
4. You are only good to a company if you can bring in money and profitable deals. If you are a low level salesperson your advancements in life slow down. 
5. Closers are a small percentage of the sales world - Most salespeople are lazy, you only have to be incrementally better to close extra deals. 
6. Every industry has cheap and horrible buyers, get over it. 
7. You will hit heaters and you will hit sales slumps. This pattern gets easier over time and its never fun to go through a sales slump. 
8. Every sales team ends up with creepy, scumbag, unethical salespeople. You will have to deal with this the entire time you are in sales. 
9. You will be loved somewhere else. You may be able to live by "I will quit at 9am and be closing deals somewhere else at noon".
10. What you focus on matters. This is true in almost every aspect of life. 

When you look at sales and how you deal with the process, these rules can help you not get stuck. 

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. 

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. 

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

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.

- 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.

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

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. 

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 

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. 

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. 

The deal goes sideways and salespeople cant figure out where to go. 

Losing momentum kills deals and you need to know why. The buyer feels the presentation and has a rhythm. The conversation slows down and then feels lost. The momentum is lost in the presentation. The buyer goes into “I need to look for other options”. The deal could have been made.  

There are a few elements to keep a sales presentation moving forward:

• Look at what the current problem is at a micro and macro level. 
• What are the solutions that are possible for what you can deliver?
• List them out in your head but more preferably on paper
• Word tracks – why don’t we do this, how about we do this
• The right answer is not always the first answer, sometimes you have to come up with a few ideas for this to work. Your conversation isn't all about speed. 
• Closing can take 10% of the time of the total presentation time. This means you must have content to work with. 

Look for ways to keep the deal going forward. New salespeople struggle with the momentum in the call. How you can do this with a little work:

• It takes time, energy and effort. to close deals and make them happen. This isnt a race. 
• Know what offers you have that you could use at the table for the first pencil or as a backup offer. 
• Know what the rates are, the dealer fee, and the payments for the future client and yourself.

Be willing to make an offer if you think you are going to lose the deal. You will want to try to build some momentum here and you cant get caught up in the "no". As you work your sales process you will want to pay attention to yourself and stay grounded. Too much energy is not good and not enough energy is horrible as well. 

• You will be under pressure and you will need to slow down. Speeding up becomes awkward pressure.
• Ask a few questions to clarify your position
• Find out why there is a no by trying to get one (Jim Camp)
• It's not always about price discounts – it could be the terms
• Sometimes you need to sell higher
• An objection isn't a “no” it could be a clarification

The power of masterminds is more than you imagine. It's important to disect what a group of dissimilar and similar people can do. The insights and shared knowledge is powerful for so many reasons. 

Your interactions are based upon:

• Questions from others for introspection 
• Ideas or concepts you would not have thought of 
• Work flow or deal flow from introductions to others 
• In a room / zoom / mastermind – you get to hear other perspectives from in and out of your industry, you get to travel and see other places
• You get put on the hot seat and asked questions – if you use the mastermind the right way your boundaries are pushed

You only know so much and then you get in your own way. This is natural for everyone. The best in service and industries know they are limited in knowledge. 

When you have trouble or when you need to sell something there is a brain trust of others you can rely upon for unique twists and strategies that have worked. 

There is power in social influence, you will rise up / you will stay where you are. This happens because you have:

• Introductions to others you may not have considered to meet beofre 
• Introductions to opportunities where you would not have looked 
• Other people can introduce you to their group, list, or even their business

How you can use this concept wrong

• Guru worshiping
• Going for the picture opportunity
• Asking without giving / only searching for WIIFM
• Not taking the network seriously

There is power in meeting others to combine knowledge and experience. Your network is your network has so many facets and applications. 

You can't unring the bell on this conversation. Once you hear there are better ways to communicate you will want to take action.

“It's not your fault but now that you know it's your responsibility” – Jon Benson 

There are multiple reasons why salespeople struggle with communication. This can happen because:

• You were not taught or shown how to be better when sharing ideas, concepts, strategies or outcomes. 
• You are tired because of too many sales calls, not enough sleep you are overwhelmed by life.
• You are hungry and went into a sales call without being prepared. 
• You are frustrated from not closing deals, not understanding your product or service, and because you are losing money from lost deals. 
• You are excited about getting to the end of the deal, thinking about the commissions you will get paid, or thinking the buyer is a "lay down". 

You will find that it takes discipline to communicate effectively. One of the greatest role models I have is Jay Abraham. When he gives an idea he expands upon the content 4-5 words deep. I was able to interview him and he said the reason why he does this is to make sure that people hear what he says.

There are multiple ways for you to get better with your communication skills. There isn't just one answer there becomes a combination of a few of these ideas listed next: 

• You can use a thesaurus
• You can record your content and re watch it
• You can record your content and drop it into something like rev.com, otter.ai or firefly.ai 
• You can sit down and think through how you interact and do better
• You can watch others and see how you could do it better

Questions and stories are 2 of the most powerful ways to communicate. Questions don't have to be answered but they do need to be thought about. Stories can be used as a narrative to capture people and get them drawn in. 

You can ask questions to confirm where you are:

• If I hear what you are saying
• What I hear is _________ can you confirm?

You could ask for a reframe:

• Ask me that another way
• When you say that could you share with me what you mean?
• Can you give me the gist of what I just shared

You can gamify the conversation

• Under the right circumstances, you could give a quick quiz with prizes, upgrades, or discounts
• You can let them know there will be a quiz and here are the answers.

When you take the time to learn how to communicate better and more effectively interact the deals you need to close become easier. 

There are quite a few things that go wrong in sales daily. It doesn't matter what industry you pick, everyone has problems. You have to choose what you want to look at and focus on. 

All salespeople will fall for this trap at some point. From the outside, you can plot where salespeople are by who and what they blame for not closing deals. For some salespeople, they can find the link of where they do the best and why they close deals. It may be a focus on personal improvement, goals or, training. 

Salespeople who struggle find constant problems in their way

• People in the office
• People outside of the office
• Family members
• Clients
• The weather
• The product, service or, manufacturing company 
• Other salespeople and companies
• The Government 

Closers and performers find ways to focus on other things… sure they matter but not in the context of finding a way through the problems and issues.

Past-based, current-based, future-based content and conversations can reveal where you are locked in. Salespeople who are focused on the past tend to struggle the most. Salespeople who look to the future too far out can get trapped in overwhelm. You will find the top closers focus on today or the present while briefly traveling back in time or forward in time. 

Sure the best salespeople have an emotional moment and then they move on. This really comes down to what you can and cant control.

The best salespeople see sales as a game and they have to figure out the rules so they can push the limits or use them to their advantage.

Victims get caught up in the daily grind and “get stuck in the mud” then they run to an “octopus objection” you know what this is, you hear people throw out reason after reason even in the face of sane answers. This is because they want to be stuck – this is part of their excuse.

Problems are always opportunities, it depends upon how you look at them.

Jay Abraham – My problem is the solution to someone elses bigger problem

I used to coach a top salesperson and my sales soared as well. Even though we didnt even work in the same field my numbers increased.

 There are a few great books from Hal Elrod the morning miracle and Robin Sharma 5 am club. Alex Charfen has some great content as well.  

Here is why morning routines matter:

A daily set routine will set the tone and then program you for the day. You can use something like a recording, a book, a vision board, a whiteboard or anything similar to multiply your daily action.  

My personal daily routine

• 5 am
• 1 glass of water 16 oz
• Goal recording – its 13 minutes read by the beach in Haleiwa Oahu / Waimea Bay
• Meditation / breathing
• Spiritual content
• Gratitude – 3 things I am thankful for
• Think through people I want to connect with
• Set my intention for the day
• Content creation – outline podcasts – work on training – create new videos
• Make my bed

After 8 am:

• Check my Slack (consulting clients)
• I look at emails or messages from clients and family

After 10am 

• I don’t look at Facebook / Instagram / Clubhouse
• I glance at the news

The evening routine: 

If a morning routine works then the opposite is true as well there is a power in evening routines. I will not look at the news after 8 pm, I don't want negativity floating around in my head while I sleep. How you set your intention before you go to bed is what you dream about in your sleep. 

You can do this by reverse engineer your morning to fit your evening and your own dreams. 

We all have Internal blind spots that hold us back. These blind spots may not be seen until someone shows you what actions you keep taking. Sometimes these conversations hurt feelings because they are so personal. We pick the wrong job and don’t think through what we are looking for. The weaknesses we have may get us to now take a position we should because we don’t think we are worthy.

The type of people we look to associate with can be part of this problem that you and I face. 

We take the words of people who don’t matter and look to them as valid critics. We don’t discuss our shortcomings with people we trust. There is a catch 22 where we take the advice from people we don't really care for but we don't talk to people we trust. 

This causes another problem and it is we don’t ask for help when we need it. Help is not requested out of fear of looking dumb, silly or, even not knowing what to say. 

When you examine what is going on we work for the wrong people. Some weak or manipulative people will block you out of fear. There are people who will hold you back so they stay on top or look good. Most weak people do not allow others to grow into a role in fact they hold them back.

There are also problems with abusive relationships. We put up with abusive relationships and take the problems handed out. If you have been in an abusive relationship you also may be predisposed to be taken advantage of. You will find that because of previous interactions you fall into these conversations until it is pointed out. 

The internal self-talk problems 

When you add in the conversations you have internally, your problems are compounded. 

• I can't do this
• I am not good enough 
• Nobody will believe I can do this 
• I will fail
• Nobody in my family has ever done this 

These internal dialogue issues play into you working for the wrong people or the wrong company. You do have the power to resist and overcome the internal problems created. 

Here is how to fix all of this:

The internal beliefs and conversations can be changed. You can believe in yourself and know you are worthy of a top-notch job.

When you take the time to make a list of what you want and even how you can push yourself this starts a cycle for you. 

You will also want to look for the common threads of problems you create (What type of person do you have to keep dealing with). 

What demons are locked in your closet – Who told you that you are not good enough, you are not worthy, bullied you?

Think about this:

When you look at what and who holds you back it is mostly people who are insignificant to you and your life. 

Ask yourself and think about this:

Who is the person you are trying to live up that that really doesn’t matter in your life? – You may have someone you dislike that is holding you back. Whatever they would say about you really has no bearing on your abilities… you just look to them and they really shouldn’t sway you.

You can:

• Find better friends or people who will encourage you to do the right thing
• Get therapy or help.
• Get a therapist and talk through your problems and be vulnerable and have the conversation

If you are a Business Owner, Executive or, even a Sales Manager there are a few reasons why your sales team could be struggling. As you look at the team there are dynamics at play as well as items in your field of specialty. 

Most of the time when a sales team struggles it comes down to the leadership. Sometimes in this conversation is the lack of leadership and examples for the team. Some managers are not good at holding their employees accountable. Most closers do not need this type of hand-holding to get their work done. It's the other 80% of the team that needs the most amount help. 

When a team has training and coaching the elements that cause problems are accountability and then the internal faults the Business Owner, Executive or, Sales Manager has. It is a problem to duplicate yourself. This means you hire what you like about yourself and shy away from what you don't like. In essence, you hire the traits of what makes you feel good not what is necessary for the team. When this happens you may see things that drive you up the wall since you are familiar with them. 

Most Business Owners, Executives, and Sales Managers end up thinking they know what a top salesperson is so they hire a people pleaser. When a "Nice guy" is hired that doesn't have sales skills this person will not close deals. There isn't enough edge to them, they don't know how to take rejection. This person will account for most of your complaints and problems. You will not understand since they seem so nice. People pleasers can only go so far as to close deals. Once they have reached the edge of their skills and knowledge they will lose the ability to get more deals. 

If you are looking for reasons why your sales team is struggling here they are: 

• Lack of leadership from the top
• Lack of accountability 
• Hiring the wrong people for the wrong skills
• Not knowing what skills and talents to look for in a closer

Sometimes the loss of the deal happens because you don't understand oscillation. There are also times where you lose the deal out of lack of preparation. 

Whatever the case maybe you can help keep a deal to stick by preparing in the presentation and coaching the buyer through what they will go through. 

First and foremost you must be prepared for the presentation and the deal. This means you practice and roll play your work. 

You let the buyer know their feelings and concerns are normal during the presentation. You deal with their back and forth decision. 

When it comes to the end of the presentation you ask for the deal. Once you get the deal you take the sale away to confirm the buyer wants the decision they made. 

You may be scared to think through the idea of asking to destroy the deal but you need to do it. 

Once the deal has been made and the purchase is a go then you will want to also explain what happens in their mind. They like the deal and then they don't like the deal.

If the deal hasn't been closed you can help with the oscillation of the buyer. Send thank you cards to everyone even if the sale was not made. Your client or potential buyer will want to know they are appreciated. 

As you learn how to sell and get more deals to close there is a point to look for. This intersection is where your skills have increased and your closing rate is harder to accelerate. At this point, you do have to look at what you are doing and make a conscious decision to keep going. Most salespeople coast with their actions. 

You must have personal responsibility, nobody else can do the hard work for you. You do have to put in the time, effort, energy, and risk. You have to put in the work. The best in sales are those who are willing to hone their abilities by paying for their own training, books, courses, and even practice.  

You do have to decide you will be the best. This investment will not always be comfortable. The average salesperson will not invest $20 in their own education. You can't wait for others to pay. There must be a constant dedication to refining skills, trying new word tracks and asking for the deal. 

The 80/20 rule applies to salespeople as it does to most places in business. You have to use role-play, dedication, and consistency. 

There will be items and events you have to give up along the way. You may miss out on a few weekends of fun and events. 

Instead of looking for reasons to not close deals and get the training find the exact purposes you need to close more deals. 

If you want to close more deals you will need to get past looking dumb or silly. You are going to get judged for no matter what you do. The pressure you get should happen in training or with a coach or a mentor. 

Pros will look for how to fix their sales, A Joe will blame their problems on the leads. The only way to own your sales process comes down to personal responsibility.  Closers own the sales process they use. Average salespeople look to place the blame on anything but themselves. 

It's not just the standard feelings you have there is also grief to deal with. When you have time, effort, energy and money involved in a project you have the formula for rejection. 

When you face rejection and grief it can be a powerful interrupter in your life. 

Knowing that you go through these emotions in a day or an hour can help you realize what to expect. There is a whole spectrum of emotions in the process. Think of this as a pendulum instead of just a linear straight line. Here are a few of the emotions you may face:

• Loss of hope – Distress
• Anger
• Frustration
• Loneliness
• Glee
• Happiness
• Excitement

Even if you win there is a feeling of loss, the grief of the time, energy, effort, and money involved. If you walk away on your own terms there is a feeling of loss and you do need to be prepared for it. These feelings and emotions will stick with you for a time. 

You could even ask yourself: 

• Did I make the right decision when it came to leaving?
• Is there anything I could have done differently?
• Was it me?
• Should I have seen the warning flags?
• Should I have left sooner?
• Will people respect me?
• Is there a shame I don't want anyone to see?

Ways to fix the emotional roller coaster you will face from grief:

Talk it out with someone you TRUST

Get a therapist or pay one

Realize there is more to your life than a sales job. 

If you want to be in sales for long term you must get used to changes. Closers know there is a change game to play and because of it the new endeavors do not freak them out.  

Average salespeople whine and complain about the changes and it holds them back. If the changes are too significant for you find something else or somewhere else to change.

Think through your sales process and your long term ideas because nothing stays good for too long. Staying too long in one place can lead to stagnation.

There may be benefits for you leaving a sales position every few years. People who have been in sales long enough know there are always changes on the horizon whether good, bad or indifferent.   

Here is a short list of things that can change:  

• Product / service – Old product go away, stats change, internal parts change.  
• Buyers preferences – What was in vogue today may not be tomorrow. 
• Laws – What was legal can be illegal tomorrow. The rules may change in places in your area or region.
• Overall investments –As the market changes so does suppliers and investment.  
• Finance and purchase options– plans and companies go away. When the market tighten up finance requirements become tighter.    
• Rebates, incentives and discounts – These can and cant happen consistently.  
• Stock of items – Natural disasters, strikes and inventory can change quickly.  
• Rules –Zoning per city or sate  
• Commission structure– This can happen every 6 – 12 months for some companies.   
• Changes in the market – you may see more competitors and demand or less.  
• Economy – there are ups and downs. The average is once every 7 years. 120 years / 18 
• Competition – you can lose competition or gain it, good competition is good for you and your industry  
• Suppliers and vendors - You have a relationship with people that will come and go. 
• Consolidators – Groups and private equity can come in and buy up everyone. 
• Affinity groups – A group of companies can influence compensation plans and actions. 
• Ownership – All companies are one conversation from selling for the right multiple.
• Management – When numbers are not hit managers are changed.
• Team members – Your co workers find better jobs, get recruited and or get fired 
• Obsolesce – Your product may go away or run its course.  

Salespeople who struggle with change struggle with deals, they get caught up in what used to be. This is a huge downfall because it eats up momentum.  

Know that changes are normal in all industries and some of it comes for good and some comes for bad.    

You have to be prepared for the changes. You should have a plan just in case things go sideways. This takes you time for you to get back up and running if you do not think through your options.

How to prepare for impending problems:

• Have a good list of contacts (business owners, sales managers, vendors) 
• Be proficient at LinkedIn and have a strong profile with 500+ connections.
• Have your own content for people to find you.  
• Have the ability to build a funnel and hook up an autoresponder. 
• Guess what is going to happen on the horizon, guess you don’t have to be right it helps to be prepared.

If you get caught up in change it will make it difficult to move forward in sales. You cant be caught in the past.   

Its not a matter of if you will have problems and doubts it’s a matter of when. Most salespeople struggle because they don’t think adversity and sales slumps will happen to them. How you prepare for adversity matters in any situation. If you want a leg up on your competition then having an adversity plan can and will help you out.

When you create a plan like this it proves you are all in. The problem for most salespeople is they have not made the choice to be “All in”. A planning session like this helps you know what to be ready for and have that mental buy in.

 Fair warning and process like this takes work and effort. Maybe 1 out of every 500 salespeople will actually take the time to put in this work.

Step 1 - List every way you could fail

1. You could lose it all
2. You could file bankruptcy
3. You could lose a deal
4. You could look dumb

Now ask yourself what happens if none of that every takes place?

Most of the time our fears are not realistic – we tend to think in the worst…

Now look for all of the ways people will talk trash and make a list of them.. I will give you my list:

1. You have no hair
2. You sound dumb
3. You look silly
4. Nobody is ever going to listen to you
5. You plan sucks
6. You’re a liar

Will these things be said about you – maybe there will be things said about you though

Step 2 - Now talk about what is in your way:

1. People – relationships good / bad / toxic
2. Laws – don’t break laws
3. Ethics – stay your course – stay on the right side
4. Time – find people who will take less money or trade instead of yout time
5. Lack of knowledge – Who knows what you need to know – what do they need?
6. Lack of action – do you have an accountability partner
7. Finances – the magic happens when you look for ways to finance your dreams though action – how can you monetize what you want to do?

Step 3 - The trophy map

1. Look for trophies you have from things you have created and talk about them on film
2. Take reviews
3. Shoot videos
4. Get people to shoot testimonial videos

Step 4 - Your goals

1. Talk about what you are going to do – as if you have done it
2. Take it into the future – talk in present tense
3. Be very clear on what you will do when you get there

Once you have all of these assets and elements you can be prepared for things thrown in your way. This will not stop pain, hurt or frustration but it can help you when you do struggle.

Scott Sylvan Bell

@scottsbell

#Sales #closer #success #adversity #Howtosellshow #Sacramento #podcast

This episode was recorded in Sacramento California

The one thing most salespeople need is the thing they are scared of the most. Role play is a necessity in sales and throughout sales. When you look at the reasons why salespeople do not want to role play come to a few things:

• Most salespeople are scared to be judged. This comes from the pressure of a sales team watching
• Salespeople struggle with not wanting to look dumb
• Fear of showing what they are doing causing the fear of content being ripped off

There is no way to stop any of these items from happening. You will get judged, you will look dumb and you will get ripped off. You have to get moving and not worry about these things.  

The magic math of role play

For every minute you spend role playing it puts you an hour ahead of your competition.  You can  getup to a 1/60 payout.  Your competition is lazy and you need to know this. Most salespeople are scared to role play and to practice.  

If you have been off for an extended period of time you must role play. If you have been out of the game for a while. You can be out because of:  

• Vacation
• Sickness
• Life events
• Forces of mother nature
• Out of the industry

Tactic vs Strategy in sales

Salespeople get caught up in what other salespeople will do or not do. 80% of salespeople will never do anything with what they are shown.  The other 20% are on their own path and already have their own style. The closers may pick up nuggets that they modify on their own. You can drop major heat and nothing will happen. Trainer

You have to keep crating and not get caught up in what could happen, Most of the time your fear will never come true.  

Why you must role play in sales

There are multiple things that happen in life and sales that can take you off the path of closing deals. You can get out of shape just from not practicing. You can get lazy and take short cuts. You start adding to your presentation or removing parts and pieces.  You have to get your reactions right and if you are under stress, tired or hungry there will be problems with timing, pitch and tone  

There are really only 6-7 objections buyers have and then its hybrids

• I want to think about it
• I want to talk to other people
• The price is too high
• Your product is no good
• You guys suck
• I can wait longer

Make the role play really hard so that it is harder in the role play than in a sales presentation.  

Role playing objection after objection in rapid sequence is one of the best ways to build a closing muscle.  

If you want to get better at sales and close more deals you must role play

#sales #closer #success #podcast #Howtosellshow #Sacramento

This episode was recorded in Sacramento California  

There are things that you do in your sales presentation that cause you problems. You have to own your sales process and know that you can cause serious issues. You have the ability to create your own objections and you do, just like anyone else does. In a majority of the time you are the problem and not the buyer.

Its not a sales call it’s a performance and you have to understand how this helps you be a closer in sales. You have to take what you do seriously and it takes work and effort to be consistent.  

The 12 ways you create objections in sales

1. Not believing in your product or service

If you are selling a good or service your buyer knows when you are not into it. Your vocal pitch and tone is wrong as well as your presence. The buyer may or may not come out and say they don’t believe you or they may give a weak objection

2. Old school sales

Always be closing creates problems for you in your sales presentation. There is a form of neediness with constant check ins and questions. There are times to do this but not over and over again. Your ability to close sales comes from you being confident in your sales process.

3. Not being prepared for the presentation

How you prepare is how you sell. If you are not serious about giving a presentation you will forget necessary items you need to close deals. This means you have the presentation, the paperwork and you are on time to the meeting.

4. No set or real presentation

Buddy selling is one of the ways that a weak presentation can be used. This is a fly by the seat of your pants type of interaction. No real consistency is used. As salespeople struggle they ditch the structure and go for speed. This nets discounting severely or price matching to get the deal done.

Your presentation can have a set structure something like this:

• Rapport
• Discovery
• Presentation
• Close
• Objections

5. What you say in the presentation matters

You will talk around your greatest fears. This means if you are scared of an objection you will talk yourself into the problem. As salespeople have fears they present to them and end up talking the buyer into the fear.  

6. Not listening to the buyer or talking over the buyer

As you struggle you will try to speed through the presentation. If you over talk or do not listen to your buyer it will lead to contempt or anger. There are common actions struggling salespeople take and this is one out of impatience.  

7. Not dealing with concerns as they come up

When you buyer has objections you do need to deal with them as they come up. Most salespeople hold back and then are walloped at the end of the presentation from their buyer. You deal with the problems as they arise and it does help take the wind out of your buyers sails.

8. Talking about yourself too much

There is a certain amount of masculinity about the sales process. Some salespeople talk too much about themselves and say things like “I am the greatest salesperson ever” they get caught up in their own legend. You will want to pay attention to how often you talk about yourself and how big your stories are.

9. Being scared to ask for the higher dollar option

If you are struggling you may go to the low dollar option to get a quick sale under your belt. Your ability to be a closer in sales means you look for the right option for your client and present that as the solution. Your ability to close sales happens when you present the right option even if it is more of an investment.                                                           

10. Too many options to choose form

You can create confusion in your sales presentation with your buyer. You may think that giving all sorts of options is the right thing to do so you can close the deal. When you present options 3 is the magical numbers for the offer. Anything more will cause you issues and problems.  

11. Selling the item that gets the highest commission

Some salespeople only sell and item that pays the highest commission. They don’t know how to present the idea of buying because they get caught up in how they are going to get paid.  If the needs are not there for the buyer you can cause issues by selling the most expensive item for no reason.

12. Not giving direction and asking for the sale

In sales one of the things you must absolutely do is ask for the sale or the purchase. Plenty of presentations end without a purchased being asked for. You have to give specific directions as well as asking the buyer for their business.

Your ability to close sales consistently happens when you know why deals are made and why they are lost. You can learn how to sell more over time with the right instruction.

Scott Sylvan Bell

@Scottsbell

#sales #closer #success #Podcast #Howtosellshow #Sacramento

This episode was recorded in Sacramento California