Have you ever thought to yourself?
You know what?
I feel like I'm stuck in that sales rut.
How do I shape up my routine and just improve as a salesperson to just get that
much stronger to get that much better.
Well, there are things that you can be doing right now in order to truly become a
better salesperson little changes that when you implement them they change
everything for you.
So in this video, I'm going to show you nine changes you need to make.
Now in order to become a better salesperson check it out.
Number one drop the enthusiasm.
I cannot say this idea enough but enthusiastic selling simply does not work.
It just doesn't and I can prove it to you viscerally imagine.
You meet a salesperson and you shake their hand and they say hey so nice to meet you
so glad to be here God.
I can't wait to show you all the amazing things that we are going to do to improve
the quality of your life.
You're just like immediately like oh.
God even when it's done in a clean sharp professional way, it's still just sounds
really cheesy.
When we drop that enthusiasm and instead just behave in a way during the sales
process.
That's just relatable.
That's just connectable.
We are suddenly going to become so much more effective.
I always use the analogy of thinking like a doctor talking like a doctor.
You don't have to behave in some way.
That's just a.
Listen instead.
We just want to be focused on them.
Number two pitching is old school.
I can't tell you the number of times that I cringe when I hear the word pitch.
I hear it with clients all the time sophisticated organizations sophisticated
sales organizations with thousands of sales people and they're saying yeah, we
really want to get better at pitching to our clients and immediately.
I think to myself.
Geez, these are really really successful well-known companies and they're still
using this.
Quite a term of pitching.
We don't want to pitch to our clients instead.
We want to engage them in a conversation.
We want to understand what is going on in their world.
So we're not walking into a client's office with a 45 slide pitch deck instead.
We're going in with nothing but a notebook and a pen in that initial Discovery and
we're finding out what's going on in their world what they care about.
What are the concerns?
They must have if you do have something that you're going to share with them early
on that's fine, but be willing to just share it as a way to spark the
conversation and then immediately once they start talking focus on that.
You're not there to pitch your there to engage in a conversation to understand
what's going on.
Number three, no need to persuade this really Builds on the last idea that we
don't have to be persuading prospects to do business with us.
We don't have to convince them.
Specs are smart.
They don't need to be persuaded.
They don't need to be convinced.
What they need is to determine whether there's a fit they want to see that you're
the right fit for them.
And so what we ultimately want to do is behave like that doctor who's not trying
to persuade someone into doing that surgery, but instead is really just
determining does the prospect really need the surgery.
Is this the right time to the challenges that they have make it even relevant to
buy into.
Solution when we start to think like that, we take all the pressure off of the
Prospect and now we're setting an environment where they can really make a
comfortable informed decision, but that's also based on their needs on their
emotions on what they actually care about.
So it's not about persuading but instead engaging the men that conversation and
asking questions that are going to help you understand exactly where they are
hurting what's going on and what they really care about number four don't focus
on the clothes.
You know, I can't tell you the number of times sales manager says to me.
Yeah, we really want to help our sales people close the sale better there.
Okay up front but it's winning.
The clothes comes that they get really weak and immediately I say to myself jeez.
This person has no clue what they're talking about.
It's not about the clothes.
It's about everything leading up to that point of clothes that matters what you say
in the closes almost inconsequential.
It's what you're saying at the beginning of the interaction.
It's what you're saying.
Discovery is what you're saying during the presentation so that way when the clothes
comes you don't have to have some fancy headlock technique where you're holding
them between your arms and you're saying okay.
So you ready to do it you're ready to sign on the line.
All you need is to be stronger early on.
And then the clothes is some inconsequential Next Step literally
clarifying.
What are the next steps?
So don't focus on the close as much as what you're doing.
What are those questions you're asking.
How are you engaging prospects and conversations?
How are you presenting in a way that's making it a two-way conversation so that
way by 10 of the clothes come.
It's just a done deal number five know your Discovery questions.
I literally just made a video on this and understanding your Discovery questions up
front are so important what knowing your Discovery questions means is that when
you're actually face to face with the prospector, you're on the phone or on that
Zoom meeting when you know what your Discovery questions are already going to
be.
You're not thinking your head while they're talking.
What am I going to ask next?
Well, what am I going to say next?
What's going to be my next question right instead?
You already know what that next question is.
So you're not worried about what the next question is.
You're focused 100% on the prospect.
So knowing your Discovery questions every single time.
And by the way, these really shouldn't change knowing those questions.
Every single time is so important because then it allows you to go from focusing on
yourself and what you're saying and what you're going to say next and instead
focusing on what the prospect is saying right now so that way when they say that
thing that doesn't really make sense or that you should really dig deep.
You're ready to even go deeper and come up with a question.
Like now you just mentioned this help me understand why you said that you're going
even deeper know those Discovery questions.
So that way you're totally focused on them.
And at the same time we're following that consistent process that's leading a
prospect into that value conversation number six is establish.
It's amazing how contentious this idea is and today's world of selling but I can't
tell you the number of sales people that push back on me when they say.
Oh, you can't ask for a budget prospects aren't going to give you a budget now not
all prospects will give you their budget sure, but that doesn't mean that you can't
ultimately establish a budget with every single Prospect before you give the
presentation.
If you are revealing the price at some point in your conversations without having
established.
You're doing things wrong.
What you ultimately want to do is establish a budget with a prospect so that
way when you present, you know, first of all, are we on the same page and you're
not going to waste all your time presenting your offering but also so that
way you can really test whether they're truly qualified.
You can also kind of by establishing that budget you're establishing the value
before you've even shown them the solution so they already kind of know so it's not
this tense.
Price reveal at the very end because they already have established a budget with
made sure.
We're on the same page.
It's not a big deal.
Now how you do that?
I've made a ton of videos on this but what we ultimately want to do is make sure that
we're on the same page with money before we present.
So you literally might say that George before I go back to my office and put
together a proposal.
I just want to have a quick conversation about money to make sure that we're on the
same page.
Does that sound okay inevitably this I sure you say.
Okay, so I can tell you right now a project like this is going to range
anywhere from.
To why is there anywhere on that range where you could see investing to solve the
challenges that you've mentioned now, they say sure and now you have that
conversation you go right into the budget conversation number seven learn their
decision making process not understanding prospects decision making process is one
of the most common complete wraps.
Its sales people fall into we get excited.
We're like, oh they have the budget they seem super interested.
They're all into this.
Let's present.
Let's make it.
Amazing.
We're going to spend hundreds thousands millions of dollars on this presentation
and then they give the presentation and the prospects like oh, okay.
Well, actually this was great.
But now I need to run this by my team and get their buy-in or I need to run this by
my boss and make sure that she's on the same page with us.
Whoa.
What happened?
How did that happen?
I didn't know about this magical boss or this magical team of people that you need
to run this by by determining their decision making process before the
presentation.
We are staying in control of the sales process every single person making a
decision almost every single person runs their decisions by someone even in a
consumer example, if it's a big enough purchase their likely to be running the
decision by someone.
In an organization, even if you're selling to the CEO oftentimes, they have a team
that they want to get buy-in.
They want to have a collaborative process.
And so you want to learn that decision-making process early on in the
conversation not after you've presented because often times you'll say something
like hey, you know, George tell me a little bit about your decision making
process and they say, oh, well, I actually have a team of people that are really
going to be involved in this process and you say okay.
So tell me a little bit more about who those people are.
What are their goals right and so you get all that information?
And then once you have that information then you say something like well in our
next conversation where I present to you these ideas would it make sense to bring
everyone together into the same place?
So that way everyone can really see what the solution looks like.
And now you have everyone there and you're taking so much more control of that buying
process number 8 always have an.
Step.
This is one of my biggest passions this year of selling is that I find so many
sales people go through a solid sales process, but then the end one interaction
without a clear Next Step.
So we always want to have a scheduled Next Step coming out of any interaction with a
prospect and you want to become just completely militant about this where
literally you never let a prospect out of your site or off the phone without
scheduling a Next Step.
If it's moving forward, there should always be a next step.
It should never be something like oh, yeah, I'll send over the proposal to on
Wednesday.
And then how about I follow up on on Thursday?
No, you get it in the schedule where you send a calendar invite and they accept so
you want to really make sure that you know exactly what that next step is and just
ask them say Sarah.
Do you have your calendar in front of you?
She says yes, you say okay great so I can get you the proposal by middle of next
week.
Is there a time at the end of next week that might work for you where we can
review and discuss any questions that you have saracen?
Sure.
I could talk on Thursday morning great lock it in.
Always have a next step number nine be willing to make mistakes.
I'm talking about this a lot lately because it's so important that we're
willing to make mistakes this whole training so far has been about specific
tactics and techniques and what happens is when we start using a lot of new ideas, we
start to get nervous, right and we do make some mistakes and it's okay be willing to
make those mistakes be willing to mess things up.
And that willingness to mess things up actually liberates you from doing things
that are timid that are tentative.
I want you to take risks next time you're in front of that Prospect in the time to
ask that budget question.
Ask the question.
Don't be worried about messing it up if you mess it up, so what you know what
chances are they won't even notice be willing to make those mistakes and what
you're going to find is you're going to be so much better than if you were afraid of
making those mistakes.
So there are the nine change.
You need to make right now in order to become a better salesperson.
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