I remember when I was a kid
and I had a book report assigned to me
and there was always that temptation to
refer to the cliff-notes
or that short version of the book
that would tell you all the key essential ideas.
And you know what,
sometimes you'd use it, sometimes you wouldn't
and it would have varying results but you know what?
Sometimes we just want that quick series of ideas.
So in this video,
I'm going to show you the seven best
sales training techniques.
And this is a little quick course
so be sure to check it out.
(upbeat music)
Number One- Drop the pitch.
This is so bay and it is so important
and it is really the reason that it is the number one
sales training technique that I mentioned.
When you're going into a prospect
and you're starting with the pitch
and you're opening up your jacket pocket
and you're showing all the features
and benefits of what you sell,
maybe starting with a slide deck
that talks about your company and yourself
and how you guys have been in business for 37 years,
you're immediately in trouble
because the wall is going to go up with that prospect
and they are immediately going to start to tune out
because no one wants to be sold.
No one wants to be pitched.
Instead, what they want to be
is engaged in a conversation.
When you can engage your prospects in a conversation,
in a dialogue,
that's where good things start to happen.
So drop the pitch and instead
seek to really engage your prospects in a true conversation.
Number Two- Demonstrate insight.
I talked about
how you want to engage your prospects in a conversation,
but you don't just go up with some pick-up line
like you'd use at a bar
to try to engage your prospect at a conversation.
Instead what you want to do
is demonstrate insight to your prospect
so that way they say,
"Huh, okay.
You know what?
This person has shown me some information
that actually has prompted me to say,
'Yeah, okay, I'll hop on a call with you.'"
That's how we start the conversation.
That's how we engage people.
Not with information about our company,
not on information about our offering,
but instead with just genuine insight
you as a sales person
who has met with hundreds if not thousands of people
in certain industries,
you have a level of expertise
that can really be used
to leverage into really high quality conversations.
And that insight, that bird's eye view,
is the key to demonstrating that
you know what you're talking about
and can ultimately earn
that engaging conversation with a prospect.
Number Three- Disqualify, don't persuade.
Now, if you followed my content before
you know that my passion in sales
is around helping people become better at selling
by using a disqualification mindset
as opposed to a persuasion mindset.
Your prospects don't want to be persuaded.
Chances are they're pretty smart people
and they can't just be persuaded with some fancy language
into buying from you.
Instead, you want to disqualify your prospects.
And what that means is,
you want to start with this doctor's mindset
where you're thinking,
"Is this person a fit?"
And you're going to be asking a series of questions
that are going to ultimately determine
if they are a fit or if they are not a fit,
and if they're not a fit, move on.
The problem is that
so many salespeople are trying to sell to everyone
and they're not moving on
from those people that are not a fit.
And that takes them away from the people who
are a fit over here.
So be willing to disqualify your prospects.
What that's going to lead to
is spending more time
with truly qualified prospects
that can and will actually buy from you.
Number Four- Solve challenges.
This is a really important mindset
in tactical distinction in selling.
So many sales people are trying to focus
on the features and benefits of their offerings.
And the reality is is that your prospects,
they don't care about your features and benefits.
What they care about is,
can you solve their challenges?
If you can articulate your prospect's challenges
better than they can,
now they're going to think,
"Wow, this person really has something to offer me."
And then when you can now demonstrate
that you can actually solve those challenges,
that's how we really engage our prospects
in a powerful and meaningful way.
So, you don't have to present
the features and benefits, they don't care.
All they want to understand is,
can you solve their challenges?
That's what your ultimate presentation should be focused on
is the ability to solve those challenges.
Number Five- Know your next step.
This is a real distinction between
A performers and B and C performers is that
A performers are just completely obsessed with
establishing a next step with their prospects.
And B and C performers
even if they've done a good job
in the sales process up until now,
they go right into the follow-up mode.
If you find yourself following up on your prospects a lot,
it means that you're doing something wrong.
You should always be scheduling a next step
when you're in the current selling situation
with the prospect.
You don't leave it for another day
to just follow up with a random phone call,
but instead you schedule it in the calendar,
and a calendar invite goes out
and that is what a next step looks like.
We don't mess around with just following up,
never follow up, instead,
put yourself in a position
to not have to follow up because
now you have a scheduled meeting
or a scheduled phone call or whatever it is
that is a good next step.
And by the way,
if your prospect is unwilling to schedule a next step,
that's good information 'cause what that's telling you is
this person clearly doesn't want what you have.
Number Six- Lead gen is not about hope.
This is one of the key distinctions between again,
top performers and everyone else is that
with top performers,
lead gen is totally in the back.
And by lead gen of course I mean generating your leads.
Where are your leads coming from?
Are you sending out emails?
Are you making prospecting calls?
Is it coming inbound?
Wherever the leads are coming from,
that must be locked in.
You must have a good strategy there.
It cannot be left up to hope
which is why I would be remiss
in a quick sales training course to not mention
that you must have a clear lead generation strategy.
Now, this video is not going to focus on lead generation,
I have a bunch of other trainings that you can watch on that
but you must have a lead generation strategy in place.
You cannot be hoping for leads to come in,
you must have a next step,
a next process in order to get the leads to come in.
Number Seven- Always follow a process.
I am obsessed with helping salespeople
become more process driven.
The more process driven you are,
the more successful you will be.
If you're just winging it and figuring it out as you go
you are going to struggle.
You must have a sales process in place,
and the more you have a solid process in place,
the more effective you are going to be in selling.
Now at the end of this training today,
I'll give you an opportunity to
take an even more in-depth training
that will really walk you through the full sales process.
But whether you use our sales insights methodology
or another process,
it doesn't matter,
but have a process that you believe in
that works and that you follow step-by-step.
So there are the seven best sales training techniques
as a quick course.
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.
Just click right here to get registered instantly.
Seriously, just click right here,
this is an in-depth training
that will help you close more sales at a higher prices
all while generating more meetings.
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