Are you newer in sales or you're maybe not brand new,
but you're still struggling to get to that next level
from that lower stage up to that next place?
This is a really common place
for us to see a lot of salespeople in and business owners.
The key here is that this is the survival phase of sales.
You are in the most difficult place
from a sales perspective.
Once you can break through to that next level,
things get a lot easier.
It's a lot less painful.
So going from that beginner stage to that next level
is really everything.
And so in this video,
I'm going to show you nine sales basics
that every beginner must know.
Check it out.
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Number One- Don't reinvent the wheel.
Now I don't understand what it is about sales
that causes a lot of people
to try to just figure it out the hard way.
There is a proven path to success.
Systematic selling works.
Leveraging what already works,
is going to help you skip all of
that painful learning curve.
So don't just try to figure it out on your own,
follow a consistent and systematic approach,
that's ultimately going to help you go from beginner
to advanced in a very short period of time.
I'm talking months rather than years.
Number Two- They can't hurt you.
This is so important to understand in sales
that they can not physically hurt you.
Your prospects have no physical control over you.
They can cause you no physical harm.
Yet have you ever been in a sales meeting
or on a sales call,
or maybe you're making a cold call and your palms are sweaty
and you're just nervous or you're sweating,
or you're freaking out about what you're going to say next?
That's very common.
But it's because we are feeling fear.
We're feeling that our cake part of our brain is saying
it's time to flight.
It's time to run away.
That is because we ultimately perceive
that they can cause us some kind of harm.
But the reality is that they can not hurt you.
And the more you know that,
the stronger you can be and the less nervous
you're ultimately going to be in any selling situation.
Number Three- Have a system.
Following a systematic approach is going to be the key
to your success.
It is so hard to figure out sales on our own.
There's no such thing as a born sales person.
I've been working with salespeople now for over 20 years
and I have never met a born salesperson.
I've met people that learn really well
and become great salespeople really quickly,
but I've never seen someone who is just born
out of the womb, a great salesperson.
So what we ultimately want to do is pick a selling approach
and follow that completely.
Don't try to make shift from 25 different places,
follow a system and use it every single time.
Number Four- Know your first 30 seconds.
Imagine you're in an elevator
with someone who is your ideal prospect.
Someone who you would love to have a conversation with
and they say to you,
"Oh, so what do you do?"
What do you going to say?
What will come out of your mouth
over the next 25 to 30 seconds?
'Cause that's all you have in the elevator, right?
What are you going to say to engage them in a conversation?
Most salespeople and business owners
have no idea what they're really going to say.
And what ultimately happens is that they just drone
on and on and on.
And they go all over the place,
and they go here, they go there
and they are a complete mess.
And what they said ultimately ends
in a whole bunch of nothing.
We need to know exactly what our first 30 seconds will be.
We need to script that out,
memorize it and own it.
Because if you don't own that first 30 seconds,
you are never going to help your prospect break through
to that next level.
Because that's the first impression.
Your first 30 seconds with them is everything.
Number Five- Drop that pitch.
Every single movie or TV show
that shows a sales presentation or conversation
comes down to a pitch.
Everything that we've been taught by the media
about sales is about pitching.
It's about having that really persuasive pitch.
Like somehow your prospect
is some dumb deer in the headlights
who just needs to be pitched.
And if they can only be persuaded
with a more persuasive argument, they're going to buy.
And the reality is that, that is all crap.
Your prospects don't need to be pitched.
And there is no more beginner move
than starting off a conversation with a prospect
then by going into a pitch,
talking about your product,
talking about your company,
talking about how you've been around for 375 years,
and that your product is the best in the market.
Then you get the best service.
All of that stuff is going to go in one ear
and out the other with your prospect.
We've got to drop that pitch
and instead engage prospects in that conversation.
Number Six- They don't care about you.
Now I already hinted at this a little bit,
when I talked about the pitch.
As newbie salespeople, there is a tendency to focus a lot
on us.
On me.
As opposed to the prospect.
All the prospect cares about,
is what's going on in their world.
They don't care about you.
They don't care about your company.
They don't care about your product,
your service,
your offering,
all they care about is themselves.
And you know what,
that's the way it should be.
Now, do they care about other people?
Yes, of course.
They care about their family.
They care about a lot of stuff.
But ultimately what they don't care about is you.
And it's really important to salespeople that we understand
that our prospects don't care about us.
Maybe your clients do.
Maybe you have some really good client relationships.
That's great.
But your prospects do not care about you.
And the less focused you are on yourself,
and the more focused you are on them,
the more likely you are to really engage
in a valuable, meaningful business conversation.
Number Seven- Get them talking.
The more your prospect talks,
the more likely you are to get a next step
and then ultimately close the sale.
There are some really powerful, recent data
that came out that the longer your prospect actually talks,
the more words,
the higher word count your prospect has
at the beginning of a sales interaction,
the more likely they are ultimately to buy in the end.
So the more you are able to get your prospect talking
early on in the conversation,
the more likely you are to ultimately close that sale.
So the less you're focused on yourself and pitching them
and just trying to get them to do something,
but instead engage them in a real conversation,
the more likely you are ultimately to close that deal.
Number Eight- Demonstrate you can solve.
I think old school selling,
which is what most beginner salespeople use
focuses so much on the pitch and the features
and benefits and all of that in terms of their offering.
But really your prospect doesn't care
about your offerings features and benefits.
What they care is, can you solve the problems that I have?
That's what they're thinking.
Even if it's not in the frontal lobe
where they're consciously thinking that,
but in some place they're thinking I have a problem.
Can this person help me solve that problem?
And so what we want to do as more effective salespeople is
demonstrate that we can actually solve the prospect's
problems that they have either stated,
or that they're thinking about.
So understanding your prospect's challenges
by getting them talking.
And then when it's time to actually present,
it's really more about demonstrating that we can simply
solve the problems that they've talked about.
So all we're ever focused on are the issues
that they are facing, not the other stuff,
not the bells and whistles of your offering.
They don't care about that.
All they want to know
is that this person can solve my challenges.
Number nine, next steps are everything.
We must have next steps in place after every conversation.
There's no such thing as just following up
or checking back in.
We are always scheduling next steps.
And if your prospect is unwilling to schedule the next step,
it's going to be a huge red flag for you to say,
"All right, maybe I'm in trouble here.
"Maybe I didn't demonstrate enough value.
"And now I'm in a situation where I have to follow up."
So make sure that in every conversation
you are always scheduling next steps.
This is the one place to be really, really strong
and dominant about.
Always have next steps in place.
So there are nine sales basics
that every beginner must know.
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