- The best thing about being a sales professional is
there's no ceiling to your income.
It means that the better you're at sales,
the better your closing ratio,
the more money you're gonna make.
So as a sales professional we should always
strive to be better so we can earn more
and I believe as a sales professional
we kind of go through three stages.
First is what I call learn it.
You gotta learn sales, learn the art of closing.
Most sales guys, sales people,
they have never learned how to sell.
Their philosophy when it comes to sales is
they just wing it to see how it works.
Okay, I get rejections or I get objections
or I don't know how to close the sales,
but they never take the time to learn how sales works.
Basics of human psychology, basics of language.
How do you ask questions?
How do you find out their needs?
How do you close the sale?
How to ask for the order?
They never learn how to do that.
That's like amazing to think about
how they do it day by day, day in day out,
selling, talking to customers,
talking to prospects but they never learn how to do it.
It's like you're a chef, but you never learned how to cook.
That's what I'm talking about.
But because the ease of entry,
the low barrior of entry.
a lot of salespeople they just get into it
and they thought, "You know what?
I'll just learn it as I go.
I guess I'll learn from mistakes."
Well that's very, very costly.
Very, very costly.
So that's level one, learn it.
Then you need to master it.
Now when I say master it, I mean,
you have to have some kind of systems that you follow.
In the beginning maybe you need to
get some kind of script.
And one of the things that we offer
is the perfect closing script, you can check it out.
Get some kind of script, memorize it first, master it.
Then what you need to do is you need to role play.
You need to role play with other people,
other sales professionals to hone your skills,
to practice and sharpening that axe.
Because the last thing you want is to go out there,
go to the marketplace and then wing it
and then you have a script, you practice it,
but then you sound like a robot.
That's not good, right?
So the best way to,
almost like remove fear
or to reduce the fear of rejections.
Well think about it.
If you get one or two, three rejections,
you feel so hurt.
It's like oh my god, I'm so bad, I suck at this.
After you've gotten a hundred, 200,
through role play, like a sales simulation environment,
after you've done a few hundred of those.
I mean you don't feel anything.
It's like what's the problem?
Next!
So learn it, master it, last step, you need to forget it.
You need to forget it, forget the script.
Now you're not reading, you're not memorizing,
you're just in flow.
So when you're talking with a prospect
you've internalized all the trainings that you've done,
you've internalized the learning,
now it becomes part of who you are.
You're not doing some kind of sales techniques.
This is who you are, your identity,
so when you close then it's easy, it flows.
You develop your own style of closing
and everyone is a little bit different.
Someone might have a certain level of closing,
a certain style closing that works for her, that's great.
Some people might have a different style of closing
that works for that person.
That's perfectly fine.
You gotta develop your own thing.
So learn it, master it, then forget it.
This whole process might take a few years.
Learn it, may be less than two, three months.
That's what we train people to do.
Master it, well it takes to a couple years.
But to master anything, it takes little bit of time.
Need some patience.
Then to get to a point where you forget it,
that means that you've internalized it.
Now it becomes what I call unconscious confidence.
When you do that throughout this process,
you're earning more as you go
and that I believe and I've seen it so many times,
this is the surefire way.
That is the proven path
to become a better sales professional.