There are certain ideas , let's even call them secrets, that sales Pros absolutely
don't want you to know that because once more people start to understand how these
secrets work and what's really behind them.
Then suddenly they have more competition.
I want to walk you through some of the absolute most elite sale secrets that will
help you stand out from your competition.
And ultimately close more sales in this video.
I'm going to show you the seven sale Secrets the pros don't want you to know
check it out.
Number one drop the excitement now.
I know this is counter to what so many of us have been taught but excitement in the
sales conversation is crushing those conversations.
It's actually hurting the conversations prospects are so used to sales people that
have tons of enthusiasm and tons of excitement so immediately what that
excitement is doing is it's putting us in the bucket with all of the.
Other sales reps out there and what we want to do obviously is stand out
completely from all of them.
And so we want to think so much less like that excited pitchy sales guy, but instead
thinking more like a doctor how would a doctor engage in a really valuable
conversation understanding exactly what's going on the value and the conversation is
not me and what I have to say, but instead me asking really good questions to drop
out of.
Prospect what they most care about so dropping the excitement while it seems
counter to what so many of us has been taught.
It's actually going to help you close more deals and really set you up as looking
like the expert looking like I just a genuine human being engaging in a
conversation.
Number two probing is for amateurs.
Now, I see so many videos and trainings about probing questions great probing
questions to ask and I always think about the idea of probing as exactly what we
don't want to be doing and this is what so many sales people right now are actually
doing probing is really the process of asking a bunch of different questions of a
prospect without a consistent flow.
So if you think of probing.
Aliens might probe a human right in a movie.
It's like they're just kind of like poking around all over with no specific process
of exactly what they know.
They're looking to discover on the other hand a sales Pro is going to be asking a
series of questions.
That are really building value in the process and they're all working through
one flow.
So it's not like they're over here and then they're over there and then they're
over here again, and then all we they're back here and then they're right there
instead asking a consistent set of questions that are going to ultimately
build value and they know what those questions are ahead of time.
So they're not just making it up and they're not just winging it but instead
they're taking the prospect through a consistent process that by.
They're doing every single time there in front of a prospect ultimately leading to
a much higher close rate with their prospects.
Number three challenge your prospects.
I always think back to that old school adage that the customer's always right or
the client is always right we so often.
Extrapolate that to a sales conversation as well.
The reality is that your prospects are not always right.
In fact, they're usually quite often wrong.
When you ask a prospect about their key challenges so often they're going to come
to you with a challenge.
That's not really the key challenge.
It's like a it's a tertiary challenge.
It's an outside challenge.
It's an auxiliary challenge, but it's not really the core of what's wrong.
And so it's.
Job as a high-level professional salesperson to challenge your prospects to
call them out not in an aggressive or nana.
Nana boo boo kind of way right but instead to challenge them with exactly
understanding what's really going on to help them discover what the key challenges
or what the key objective is are what's most important to them?
If you do that now you are The Ultimate Sales experts.
One of the phrases that I will always use in challenging prospects is something like
this.
You know what George why don't we take a step back here and help me understand what
is really the most important component of what we're talking about right now.
You're pulling them back and by challenging them just a little bit.
Now, you're bringing them into the conversation that really matters that they
really want to have number four live in data.
This is really something that is transform selling and just the past few years the
amount of data that we can get on our prospects before we ever even talked to
them before we ever even interact with them.
Now.
Of course, one of the best sources of prospect data is ultimately going to be
coming from Lincoln Navigator at our organizations.
We love living in Lincoln Navigator because there's so much valuable Insight
that you.
Can get from your prospects now if you're at an organization where you have some
really fancy systems like discover org, or you know other systems that really help
you get a lot of data on your prospects great, but at the very least we can at
least every single person has access to at least getting Insight from LinkedIn to
find out some of the key ideas about what is really driving this person.
What do they care about?
What does their organization to actually look like who are some.
Key people that are in similar positions to them understanding before you meet with
an important Prospect understanding all the data are all of the information that
you can get on this person to really understand the whole picture.
And again using LinkedIn Navigator which requires that you pay and they don't pay
me to tell you that but getting that Insight from LinkedIn Navigator is going
to give you a lot more insight in the prospect then just of course going
straight to LinkedIn for example number five getting a no.
Not bad.
This is one of the secrets that.
So few sales people really live by and only the pros really own.
This idea.
Is that a no is not bad.
So many sales people are spending their entire careers.
I trying to avoid the know and what they ultimately get are a lot more.
Hey, this is great.
Let me think about it or let me get back to you if you're the kind of salesperson
right now where you have a lot of.
Kind of wishy-washy unclear outcomes in your sales pipeline where you're still
putting it or you're leaving in your sales Pipeline and you're kind of in like
follow-up mode and checking in mode.
You really have to start to embrace this idea that no Is Not a Bad Thing top
performers are so much better at either getting a no.
Or yes, and avoiding all of that in between stuff and what also being
comfortable with that no allows you to do is it allows you to take all that pressure
off of the prospect to really allow them to be comfortable to either come to an o
or ES?
And so we often want to be saying things to prospects like, you know, what George
just so I can get a real understandable of whether this is going to be a fit both
ways.
Let me ask you a couple of questions.
And so now what you're conveying to the prospect is I don't know if this is going
to be a fifth both ways and now you're taking a lot of that pressure off and
you're not putting pressure on them to say yes instead.
You're just trying to determine whether there's really a.
It number 6 B appear not a servant.
This is so important your prospects don't want to be served.
They don't want a servant someone who's saying?
Yes, sir, or you know, whatever the prospect says is great, right instead be
appear to the prospect that you're in front of even if they're a CEO and your
title is sales rep you need to behave as if you're appear and that doesn't mean
being disrespectful or.
10th of course and that doesn't mean that you're you're cursing or you're just
cracking random jokes, but I mean be appear look them in the eye from person to
person don't be afraid don't be subservient to them instead treat them as
if you would treat any other person by being a peer and asking them tough
questions and being willing to challenge them you are going to be so much stronger
in that sales process and ultimately you're going to close so many more sales.
It's a.
Amazing how often I see sales people when they get in front of someone with a
high-level title.
They suddenly become really subservient.
It's immediately lowering their value in the eyes of that Prospect.
So instead think like a peer not a servant be willing to do whatever it takes to look
at them eyeball-to-eyeball not kind of having to look down in a nervous or
uncomfortable kind of a way.
7 if they won't schedule a Next Step, you have nothing you have nothing if a
prospect is unwilling to actually schedule a clear Next Step.
You have nothing.
It's so wild to me how this still is such a pervasive issue in sales is that top
performers are absolute Maniacs about always scheduling clear next steps.
Always have a clear Next Step coming out of.
Any conversation with a prospect whether it's face-to-face or by the phone always
have that clear next step and if they're unwilling to schedule that and they're
saying hey, you know, why don't you try me back in two weeks or why don't you try me
back in a couple of months.
You have nothing.
It's not worth putting in your pipeline.
It's not anything to really think twice about you need to be able to schedule that
next step and the more you get strong on scheduling next steps the more you're
going to hold those cells together.
Again, if they're not willing to schedule a Next Step, you haven't lost anything
anyways, not a big deal.
One of the questions that I challenge you to start asking every single Prospect
every time you're on the phone with them or your face to face is do you have your
calendar in front of you?
If you start asking that it's amazing how everyone has their calendar in front of
them?
And they say yeah and say, okay great.
What would make sense in terms of an ex conversation and guide them toward that
meeting always schedule that meeting and if they're unwilling to you've got
nothing.
Nothing to lose be willing to push and get that scheduled meeting.
So there are the seven secrets that Pros don't want you to know and if you enjoyed
this video then I have an awesome free training on the data-driven approach to
help you crush your sales goals.
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