Right now you have some competitors who are out there
and they are killing it.
Every industry has them.
And you know what?
Maybe one of those people is you.
And if it is, awesome.
But every industry always has
a couple of absolute superstars
that are doing certain things
that are causing them to be much more successful
than everyone else.
And by the way, it's not about charisma.
It's not about being able to tell great jokes
or build deep relationships,
or take your clients out to a baseball game.
It's all about specific selling secrets.
And your competition doesn't want you to know them,
because if you know them,
then suddenly they're less likely to work for them.
So in this video, I'm going to show you six sales secrets
that your competition does not want you to know.
Check it out.
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Number One- Know your lead gen math.
This may seem a little counter
to what a lot of us think about, right?
Because in sales, we're not really focused on
the math behind success.
We're really just focused on what do I have to say,
what do I have to do.
But knowing the math behind your lead generation efforts
is absolutely critical.
This does assume that your lead generation processes
are solid, right?
You have to have a decent prospect and call.
You have to be sending solid emails.
But assuming that's all solid, now what we need to do
is know the math behind our lead generation.
And so it's really simple, right?
It all starts with what is your sales goal?
So think through what's your sales goal,
and then how many sales, approximately,
over the course of the year, do you have to close
in order to hit your sales goal?
And then from there, how many initial prospect meetings
do you have to set in order to make that many sales?
And then once you know how many meetings you have to have,
now it's a question of what are the different components
that are going to lead to those meetings?
How many emails do you send?
How many phone calls do you make?
How many LinkedIn outreaches?
All the different things that you do,
you must know the math behind it.
It should not be this emotional,
oh, I just have to try harder, kind of stuff.
No, it is about math and it is about understanding
exactly what you have to do in order to get there.
It is a key secret that all top salespeople know,
is that they know exactly what the math is
behind hitting their sales goals.
Number Two- All that matters is what leads to sales.
This is a really important distinction.
So many of us get so distracted throughout the day,
doing things that are not sales-related.
And every single task that you do
that is not helping you close more sales
is ultimately a distraction.
You need to get really, really strong
at removing all of the clutter.
I recently read a book by Marie Kondo
about removing clutter from our lives.
And anything in your job
that is not related to closing deals is clutter, period.
You must be focused only on doing things
that is going to help you close deals.
So any of those customer service issues,
pass them onto someone else.
Any of those operational issues,
pass those along to someone else.
Become militant about only focusing on
the things that lead to sales,
because that is all that matters.
We only have so many hours during the day,
so make sure that all of those hours
are spent toward generating sales, period.
Number Three- No is not bad.
This is a really important distinction
that top salespeople fully understand.
There are really ultimately three outcomes
in any selling situation.
There is yes, which is great, of course.
And then there's no, which is also, I would argue,
a good thing.
And then there's what else?
There's maybe, or I need to think about it
or you know what, why don't we reconnect on this
in a couple of months?
That is the outcome that we absolutely want to avoid
at all costs.
But no is not a bad outcome.
And the reason for that
is that you don't want to be pushing your prospects
to tell you yes.
Because if you push your prospects to be telling you yes,
even if they actually want to tell you no,
what they're really going to say is, you know what,
this is great.
Why don't you reach back out to me in a couple of months?
Or I really need to think about this.
We don't want to be pushing for a yes
because that's going to lead to a lot more think-it-overs.
What we really want to push people towards is no.
And what that has is this reverse effect where,
when we make no an okay outcome,
suddenly they're much more likely to do one or two things,
either tell us no or tell us yes.
But what they're not as likely to do is tell us,
I need to think about it, or maybe,
or why don't we revisit this in a couple of months?
Because if we make no an option,
suddenly they feel so much less pressure.
And this is one of the key distinctions
of top performing salespeople is that no is not bad.
What I consider the worst outcome is a think-it-over.
No, that's fine.
Think it over, that's not cool, period.
Number Four- Don't serve.
Help the right people make the right decision.
Now this is really about not being a doormat.
So many salespeople think that they are just basically
a glorified customer service person
who just has to service these prospects
and do whatever the prospect asks.
But that's not your job.
Your job is not to serve your prospects.
Your job is to serve your clients, sure,
but the clients are only the people
who are doing business with you.
Anyone who has not done business with you yet
is not a client.
They are a prospect.
And so your goal is simply to help the right people
make the right decision.
And so that means that if someone is not
the right fit for you, you don't owe them anything.
And you have to really have that mindset
that you do not owe someone
who is not a fit for your product or service, anything.
That's a really important distinction.
So really all you want to be doing
is helping the right people make the right decision,
which, in many cases, is doing business with you.
By the way, in some cases,
it might not be the most appropriate moment
to work with you.
Now, there aren't a lot of situations where that happens.
If they're the right fit,
they should ultimately be making the right decision,
which is to work with you.
But if they are not the right fit, move on.
If they are the right fit,
then help them make the right decision.
That's it.
There's nothing else to this.
You are not a doormat.
You're not serving your prospects.
You are simply helping the right people
make the right decision.
Number Five- Great salespeople are not talkative.
This is a really important thing to understand
that so many people don't appreciate.
We've all heard the idea of the really chatty salesperson
or, you know, George is a born salesperson.
You know, he could talk away anyone in a bar
or something like that.
But really the data shows that great salespeople
are not necessarily the extroverts.
In fact, most great salespeople
are right in the middle of that spectrum
between extroverts and introverts.
And I've known a lot of introverts
who have been some of the best salespeople I've ever known.
So don't feel like you have to be this charismatic,
talkative, funny person
in order to be an effective salesperson.
In fact, you don't.
In fact, a lot of times those traits that I just explained
can actually take away from being effective in the role.
Great salespeople are great listeners.
They're great at engaging people in conversations.
They're great at disarming prospects
and making them feel comfortable
to share what's going on in their world.
That's what a great salesperson does.
It's not about telling the funny jokes
or having a phrase for any time someone says something.
It's simply about being able to effectively engage prospects
in the types of conversations that you want to have.
Number Six- Have a process.
Don't make it up.
This is really key, right?
This is the last secret because it's so important
and so few salespeople really do have
a formalized sales process.
Let me ask you a question.
Do you have a really formalized sales process
where you know exactly what you're going to do
at every single phase of the sale?
Do you know every question you're going to be asking?
Do you know exactly how you're going to be presenting
to your prospects?
There may be a couple of people watching this
who are saying, yeah, I do.
Great, awesome.
My question for that person is,
is that working to the degree that you want it to?
But for the vast majority of people who are saying,
you know what, I really don't have a process,
you must commit to having a sales process.
Do not make it up.
Use a data-driven approach
to more effectively engaging prospects in conversations,
and ultimately presenting the solution
to the challenges that they have mentioned.
You must have a process
that is going to take them through a series of questions
and then present in a way
that is only going to be geared toward the challenges
that they've mentioned.
And so by having a process,
it allows you to free up your mental computer,
that capacity in your brain,
that's instead of focusing on what am I going to say next,
you know what you're going to say next,
because you have the process.
Instead, you can focus completely on the prospect.
That is the distinction between average salespeople
and great salespeople.
Having a process is what allows you
to truly stand out from your competitors.
So there are six sales secrets
that your competition does not want you to know.
And if you enjoyed this video,
then I have an awesome free training
on the data-driven approach to closing more sales
in today's marketplace.
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