Sales is Easy!: Recent Episodes
Alen Mayer
Sales is Easy is a place where we simplify and demystify the sales process, and help you with learning the formula to overcome setbacks and make sales easy. When done by a skilled professional, sales IS easy. It takes skill, drive, dedication, and access to the right tools and techniques. We will change your approach to sales that will make you comfortable in your sales role and help you sell more. You will also learn how to avoid being seen as a traditional pushy salesperson that doesn’t take no for an answer, who doesn’t seem to be listening to his customers and trying to sell you something you don’t want. Follow this podcast and learn the right tools and secrets of professional salespeople to create a process that is straightforward, easy to follow, and make it easy for your customers to buy from you.
How can some people be so persuasive while others can't seem to convince anyone to do anything? Persuasion is part art and part science. Some people are born with the charisma that the rest of us lack. But anyone can become more persuasive with the right approach. Anyone that can read or write can influence others effectively.
What would it mean to your professional and personal life if you could reliably influence others? Few skills are as wide-ranging in their benefits.
Persuade others to your way of thinking:
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Create a connection with those you wish to influence. Whether you're trying to influence one person or a thousand, it's important to create rapport. The level of trust and connection you can establish will directly affect your ability to influence others. This is an important first step. There are many ways to establish a connection.
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Show what you have in common.
- Mirror the other person's body language.
- Be honest and genuine.
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Show others that you can be trusted.
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Be convincing. You might feel small and insecure, but presenting yourself that way won't convince anyone that you are worth following. There are several ways we show a lack of conviction, such as body language, using qualifiers like "I think, probably, maybe and possibly," and lack of eye contact.
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Stand tall, look them in the eye, and present your opinion like it's an obvious fact. Your confidence is key.
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Use reciprocity to your advantage. Studies show that you're much more likely to return a favor after someone does something for you. That's why the people that knock on your door and try to sell you vinyl siding give you a pen or a magnet. They know that you'll be more likely to purchase from them.
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Do something for the person you're trying to persuade. You might by them lunch, drive them to the airport, or let them borrow a cup of sugar. Do something for them before you attempt to persuade them. Your odds of success will go up dramatically.
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Consider their interests. Even the most noble of people wonder what's in it for them. Make it clear what they'll be receiving out of the deal. Your neighbor might not want to sign off on your idea of building a fence between your respective properties. However, he might change his mind if you can show him the benefits he'll enjoy.
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You might point out that your dog will stay out of his yard and stop dropping presents.
- It might help the resale value of his house.
- It might cut down on the weeds in your yard spreading to his.
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It will increase his level of privacy.
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Be a good listener. The other party matters a lot. We tend to only consider ourselves when we're trying to be influential, but this is a grave mistake. Open your ears and close your mouth. When you understand the needs of the other person, you'll know how to influence them.
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Establish yourself as an authority. If you've spent time with the Dalai Lama and wrote three books on meditation, your opinions on meditation are more likely to be respected. Dressing in a suit would convey authority in the right setting.
Persuasion is a highly researched field. There are numerous resources if you wish to learn more. The ability to influence others is useful both in and outside of work. Invest some time in practicing this valuable skill. You'll be glad you did!
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As human beings, we are inherently flawed by our very nature. We are destined to make some choices along the way that ends up being the wrong one, these include big hiccups as well as the minuscule parts of day-to-day life. Some of us tend to dwell on these mistakes after they occur, to the point that they actually interfere with our personal progress and growth moving forward. Fortunately, another part of our nature is the ability to use mistakes and wrong choices to our benefit when similar situations present themselves in the future.
Mistakes are a completely unavoidable occurrence, and it is so important to remember that they are OKAY. Although it may seem like making it a mission to avoid messing up at all costs is an effective way to maintain efficiency and fulfillment, this practice is actually a surefire way to leave you exhausted and drained in the motivation department.
Acknowledge Your Mistakes The worst thing one can do after making a mistake is to refuse to accept accountability for it. The most common culprits for this tactic are ego and shame (Garden of Eden story, anyone?). Human beings have a plethora of self-preservation tactics hardwired into our DNA, one of these being our pride. While it can be difficult to own up to your mistake, you absolutely must do so if you are going to forgive yourself and not be hindered any further. Instead of using all of your energy forcing it to the back of your mind, telling yourself it wasn’t your fault, and hiding your actions from those affected by it, acknowledge the error of your ways. Instead, use this energy to self-evaluate what you should have done in the situation and how you will avoid the same mistake in the future.
Avoid Negative Self-Talk For the vast majority of individuals, the biggest critic does not come in the form of an employer, spouse, or family member. This role is usually played by none other than you. When we mess up or don’t live up to a predetermined expectation in mind, we are often entirely too harsh on ourselves, mentally bringing up the mistake mentally long after anyone else does. If you are going to truly forgive yourself and move forward in a positive way, speaking to your inner self in a patient, loving way is a necessity.
The Personal Golden Rule “Treat others as you would want to be treated” is a tried and true method when dealing with other people. Ironically, this practice is usually far more difficult to adhere to when it comes to dealing with yourself. When you have made a mistake, take a second to think of it in terms of “treat yourself as you would want to treat others” instead. Assuming you are making an effort to be a decent human being, chances are you are more than capable of forgiving someone else for a mistake they have made. Imagine what you would tell another person if you were trying to let them know that you forgive their error, that it is not the end of the world. Notice how easy it becomes to forgive yourself when you place your own situation in this context.
Life is far too short to let past choices hold you back from the person you want to become. You are GOING to make mistakes in this life. Forgive yourself, and when you fall, fall forward! Learn more about your ad choices. Visit megaphone.fm/adchoices
Whether you are a leader in your company, own your own business, or are just looking to super-charge your personal development, you can use your growth mindset to help you get ahead and accomplish your goals. Being growth-oriented means that you value learning in yourself, and you can parlay this into how you interact with others, how you get results, and how well you achieve success. Here are just a few of the ways your growth mindset can help you realize your dreams.
Encourage Yourself and Others to Take Risks When you are ready to make substantial changes, you could improve your efforts by taking significant risks. Innovation and gains are achieved when you really push your boundaries. Taking risks yourself and setting the conditions that allow others around you to be willing to take risks, too, is an integral part of getting ahead. Whether in your business or personal life, you can lead by example when it comes to learning from your risks and being open to opportunities. Even your children can learn from this behavior.
Surround Yourself with Learners When you are trying to be more growth-oriented in your own life, it is beneficial to have others with this outlook around you. And the more people you work with and spend time with that have grown mindsets, the more you will develop the ability to see possibilities and opportunities in life. Seek out mentors, friends, co-workers, and people on your business team who are growth-oriented, and you can work together to support each other’s efforts to challenge yourself strategically.
Develop Skills Outside of Your Work When you adopt a growth mindset, any type of new learning can fuel your passion and spur your personal development. Encouraging yourself and others to explore new interests and develop skills outside of their daily work can help you all in the various aspects of your life. Learning new hobbies or exploring new interests helps you collaborate with others, gives you fresh ideas on how to solve problems, and keeps your brain active and energized. As a leader, the more varied your interests and knowledge, the more effective you will be.
Fuel Commitment from Others When you encourage those around you to reach their full potential, they become more invested in helping you succeed, as well. Your employees, team members, and family will all be more determined to help you realize your goals when they know you are equally committed to assisting them in realizing their own. When you value learning and hard work in others, they will reward you with outstanding performance and commitment.
Gain Insight from Outside Perspectives A growth mindset helps you embrace what you can learn from others, including those with very different perspectives from you. When you are leading an initiative or working to accomplish a goal, those with differing backgrounds, experiences, and viewpoints are an excellent resource. They see things that you cannot and can help you solve problems in innovative ways, but you must be open to learning from them.
Stay on Top of Your Game When you adopt a growth-oriented way of thinking, you set yourself up to be a continuous learner, someone who will always be curious and engaged. When you develop a habit of lifelong learning, you stay fresh in your field, you are up on the latest advancements and research, and you value continuing development at home and work. Those who keep learning are more likely to remain successful for more extended periods, and a willingness to learn is the most-cited trait people look for in leaders. To stay strategic and place yourself always at the ready, having a growth mindset will never steer you wrong.
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Resiliency in sales speaks to our ability to overcome the difficulties we experience in sales. In order to successfully bounce back from the difficulties we face when selling, we have to be armed with the right attitude. Possessing a ‘Yes I Can’ attitude increases our likelihood of success when we face adversity and increases the likelihood of us responding to adversity in a healthy manner. Thus, mastering this attitude as a facet of resilience improves our overall resilience significantly. The following outlines several key elements that aid in the development of a ‘Yes I Can’ attitude.
Optimism
Confidence
Goal setting
Awareness
Ultimately, the development of a ‘Yes I Can’ attitude will result in enhanced resiliency in sales. As we strive to be more optimistic, and more confident, and to set SMART goals (Specific, measurable, achievable, realistic, and timely) we will improve our belief that ‘We Can’ when faced with adversity. It is this attitude that will give us the strength we need to continue pressing forward when the going gets tough, and this attitude will ultimately help us overcome adversity in sales. Learn more about your ad choices. Visit megaphone.fm/adchoices
Having to give someone bad news can be hard. Hearing bad news in sales is hard too. Some salespeople are resilient. They accept bad news from their customers, process it, and bounce back or move beyond it. Other salespeople have poor resilience. They don’t accept bad news well, and it can make them unable to cope. How do you know if you or someone you care about had poor resilience in sales? Psychologists have identified these five signs of poor resilience: 1) Irritability and Overreaction 2) Dwelling on Problems 3) Trouble Sleeping 4) Persistent Illness 5) Substance Abuse Learn more about your ad choices. Visit megaphone.fm/adchoices
You might be skilled, talented, educated, and brilliant as a salesperson. But, if you are not resilient, persistent, and gritty, you will never make the most of those other attributes. Resilience and grit might be the missing ingredients in your quest for success in sales. Try these techniques to increase your resilience and grit: 1. Stay in contact with others. 2. Have high hopes. 3. Know that the most successful people are those with the most resilience. 4. Take excellent care of yourself. 5. Be active, not passive. 6. Give yourself mental breaks. 7. Remind yourself of all the adversity you've overcome since childhood. 8. Live a life that revolves around your interests. 9. Hang around with resilient people.
What could you do with your career in sales if you were the most resilient and gritty person you knew? You would be unstoppable! Most salespeople spend their time trying to improve their skills. It might be more productive to learn how to apply your skills regardless of the situation. Build resilience and grit into your sales career and enjoy greater success.
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Life has a way of always making us doubt ourselves, it can rattle you until you feel like you cannot go on. That is probably the reason why we often feel the only way to survive is to just stop working towards our goals. The hope for progress, growth, and success just dwindles until you decide throwing in the towel is the best decision you can make. The art of giving up is one our minds learn over the years by meeting challenges and being subjected to failure and disappointments. Sometimes we get to a point where we just conclude it is easier to let go now than deal with the pain of losing later. The repeated thoughts of quitting end up mapping a pattern in our minds. We get hammered into the irresistible cycle of giving up when challenged or when we meet the smallest huddle in our path. In the mind of a quitter; the words perseverance, persistence, and determination become foreign. In the face of any adversity, the viable choice for quitters will always be to give up. When the mind is infested with the quitting bug it automatically loses its fluidity, your mind becomes static and stops dreaming or looking beyond what you think are your capabilities. Failure just like success can be predictable. Our actions and efforts determine the kind of result we are most likely to obtain. Once you have chosen to take the easy road, you automatically become a failure at whatever it is you were working on. Keep in mind that failing is not the worst thing that could happen to someone. If you fail once, try again next time and you will have a double chance of succeeding. However, once you quit you have already reached the end of the line. Quitters have their language; they speak in excuses as they try to justify their choices. Here are some of the most common phrases among quitters: 1. What if l fail? 2. I do not have the time now 3. There is no reason to go on 4. I am not good enough for this 5. I’m not smart enough 6. I can`t find motivation or inspiration 7. Maybe it is not meant for me 8. No one understands what l am going through so they cannot help 9. They are doing better than l am 10. I am too tired
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We all need some sort of motivation to keep moving forward during hardships, pain, and disappointments. That is why many people go out of their way to build relationships with people they believe they can rely on when things get tough. They need to know that they have reliable friends or family they can lean back on but what happens when you don’t have that kind of liberty? What happens when you don’t have anyone to pick you up when you fall and encourage you to keep going? Know that that is the time you need to rely on yourself, be your own motivation, and encourage yourself to go forward. Here are some phrases you can use to lift yourself up even when you can’t:
“I have what it takes.”
“I am stronger today than I was yesterday.”
“Tomorrow is another chance.”
“I am stronger than this.”
“I know where I am going.”
“I have come so far.”
“There’s still a lot that I haven’t tried yet.”
“My feelings don’t determine my actions.”
“My Destiny awaits.”
“I still have so much to discover.”
“If you can’t fly, then run. If you can’t run, then walk. If you can’t walk, then crawl. But by all means, keep moving.” – Dr. Martin Luther King Jr. Learn more about your ad choices. Visit megaphone.fm/adchoices
Persuasion isn't just for salespeople. You're influencing others all the time. You might be influencing your kids to do their homework or an employee to spend his Saturday working. When you can influence others effectively, you can get more done and life is easier. Use time-tested techniques to influence the people in your career, your customers, your colleagues, your leaders: 1. Understand reciprocity. There are few psychological phenomena better documented than the idea of reciprocity. In a nutshell, people are more likely to do something for you after you've done something for them. We tend to return favors. 2. Ask nicely. Saying "please" can get you further than you might think. Avoid acting as if you're deserving of assistance. Ask nicely and say "thank you" afterward. 3. Tell the truth. It's easier to influence others when you're willing, to be honest. It's very challenging to lie successfully, especially to those that know you well. Honesty is often rewarded. 4. Do what you can on your own. We're more likely to give assistance to those who are working hard. It's easier to feel compassion for someone that's already doing everything they can to help themselves. 5. Treat others with kindness. We like to go along with those we admire and respect. We resist those that we view as unkind. You're presented with countless opportunities each day to be a pleasant and helpful human being. Take advantage of them. People will be more easily influenced by you. 6. Tell them what's in it for them. People are wondering, "What's in it for me?" most of the time. It's wonderful when people are willing to do your bidding out of the goodness of their hearts, but be realistic. If there's a benefit to the other person, make it known. 7. Smile. Studies have shown that smiles open doors. Smile and people are more likely to respond positively. You'll feel better, too. Smile at the beginning of any interaction, unless inappropriate. 8. Seek agreement. Find common ground. If you can get the other person to agree to several of your statements or ideas, they'll be more likely to agree to your primary request. Understand what the other party wants and needs. Find similarities between you and the other party. 9. Compliment them. A few sincere compliments can appeal to the ego. Make the other person feel good, and they'll be more likely to make you feel good in return. Avoid getting carried away, but a simple compliment can be powerful. 10. Timing is everything. Would you ask your spouse for a big favor when you come home two hours late from your golf outing? Unlikely. There's a time and place for everything. Be wise. 11. Be reasonable. It's a lot easier to borrow a dollar than it is to borrow a million. Keep your request reasonable, and it will likely be granted. If you want something big, be prepared to provide something big. Influencing others is a learnable skill. Those with good skills have an easier path through life. Persuasion skills can be applied at work, home, in all relationships, and even to interactions with strangers. Some people are seemingly born with the ability to lead and influence others. The rest of us have to learn. Now is the perfect time to get started. Learn more about your ad choices. Visit megaphone.fm/adchoices
Researchers and psychologists have been studying the influence of mindset on learning and personal fulfillment for decades. Based on over 30 years of research, Carol Dweck formulated a theory of mindset that states that we all lean toward one of two primary mindsets.
The fixed mindset us one that believes our talents and traits are innate, they are determined at birth, and they do not develop much over our lifetimes.
In contrast, a growth mindset believes that all our abilities, skills, and traits can be developed throughout our lives, which means learning occurs at all stages of living.
To implement a growth mindset, you need a regular practice of attitude and behavior that, over time, can change how you see the world. Here are five ways you can start cultivating your growth mindset today.
1. Adopt a Positive Outlook
2. Stop Avoiding Challenge
3. Celebrate Your Hard Work and Successes
4. Practice Self-Awareness
5. Reconsider Your Position on Failure
Most people have an extremely negative attitude about failure. They assume it says something significant about them, that it is something that will “mark” them forever, and that it is something to fear or avoid at all costs. You must see failure as a stepping stone, a learning opportunity, and welcome failures for all you can learn from them and therefore grow.
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What Is A Growth Mindset in Sales? Why do you need a growth mindset in sales? Have you ever noticed that some people seem always to be happy, no matter what is happening in their lives? Or that some people seem to walk around under a cloud of doom and ongoing catastrophe? Henry Ford famously said, “Whether you think you can, or you think you can't--you're right.” And this pretty much sums up how mindset works. Those that believe they will succeed are more likely to, while those that think they will fail are destined to fulfill that prophecy.
What else will be covered in this podcast:
What Does “Growth Mindset” Really Mean?
The Benefits of Growth-Oriented Thinking
Fixed Versus Growth Mindset
What is a Growth Mindset?
The Difference Between Fixed and Growth Attitudes
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There is no shame in making mistakes. We all do it. It is part of being human and living. So, you can’t expect yourself or anyone else to be perfect. But what is bad is when you make a mistake, and you do not take any of the lessons you could have learned from that experience and apply it to your life now. Not learning from mistakes, making the same errors over and over, and ignoring the opportunity to learn from your missteps are crucial problems for anyone. So, how exactly should you learn from your mistakes? Here is a step-by-step guide to analyzing your setbacks.
Step 1. Recognize and Accept that You Messed Up Step 2. Look for Possible Causes Step 3: Look for the Mismatch Step 4: Evaluate Yourself as an Outsider Step 5: Gather Information About What to Do Next Step 6: Apply What You Learned to a New Plan
How can you use everything you have learned in this process moving forward? What will you do in a similar situation in the future? How are you working to fix poor habits that contributed to the problem? What perspectives have you gained that will allow you to look differently at similar problems next time? What action are you going to take to apply your new learning to make up for your error or to prevent future difficulties? Learn more about your ad choices. Visit megaphone.fm/adchoices
Your mindset controls how you view yourself, others, and the world. It manages your ability to grow and change in sales, whether you realize your dreams, and how you control your sales career and destiny. Your mindset determines whether you develop throughout your career in sales or if you remain fixed in your development and traits. Adopting a growth mindset is one of the most positive things you can do for yourself, but what exactly are the benefits of taking this outlook? Here are just a few.
Growth Thinking Boosts Your Confidence
Growth Strengthens Your Relationships
You Will Gain Better Insight into Yourself Through Growth Thinking
You Can Have More Fun in Sales with a Growth Mindset
Growth Thinking Helps You Let Go of Perfectionism
You Can Reframe Setbacks and Challenges
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Those with a growth mindset tend to take more risks in sales, embrace feedback from others, and value the process over the end result, as they understand that critical learning and development typically takes place during the process. Meanwhile, those with a fixed mindset tend to stray away from risks, perceive feedback from others as negative, and place more significance on the final product as opposed to the process. Why does any of this matter, you may be asking yourself? It matters because the type of mindset one carries significantly shapes the potential one reaches within their career in sales. While there are various negative impacts a fixed mindset can have, this podcast outlines five specific limitations of a fixed mindset.
Low Self-Esteem & Depression
Inability to Cope with Change
Complacency and Mediocracy
Decreased Self-Awareness
Stagnation
Research suggests that the implications of a fixed mindset are increasingly negative. The limitations one imposes upon themselves by rejecting the notion that there is an ability to grow and learn are great. Thus, embracing a growth mindset in sales seems to be the best way to ensure continual progression and development in sales and life.
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In sales, we learn lessons from many different situations, customers, and circumstances. Think back to some of the most lasting or impressionable lessons you have learned. Are any of these lessons from less-than-positive situations? Have you ever learned something valuable from doing something dumb or making the wrong choice? These types of life lessons are often the most helpful and come from what our mistakes and failures can teach us. These are five of the most powerful lessons you can learn from these types of situations.
1. You Can Learn More About Yourself
2. You Can Become Stronger and More Resilient
3. Mistakes Can Help You Develop Better Habits
4. Mistakes Can Teach You to Face Your Fears
5. Mistakes Can Help You See What is Important to You
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The research of psychologist Carol Dweck has drawn attention to the fixed and growth mindsets and the implications of both on the individuals who possess them. Dweck’s research and that of others after her have highlighted the detriment the fixed mindset can be as compared to the value the growth mindset in sales has to offer. While the list of potential downfalls could be lengthy, this podcast seeks to highlight the major pitfalls of a fixed mindset as compared to the growth mindset.
Self-Awareness
Learning
Self-Esteem
Challenges, Risk-Taking, & Competition
When it all boils down, what has been outlined in this podcast can be summarized by the following statement - you are what you think. If your mindset in sales is fixed, you will become fixed - a person who is unable to grow and mature due to lack of feedback, poor self-reflection, and diminished overall learning. If one wants to experience personal growth and expand personal knowledge, the development of a growth mindset is key. Learn more about your ad choices. Visit megaphone.fm/adchoices
How much time have you dedicated to your personal development in the past year? Six months? Week? Unfortunately, society trains us to put other things first, like education and careers. We’re not downplaying their value in life. We just want to point out the importance of taking the time to invest in our self-improvement. Today, we’re talking about all the reasons why personal growth matters. As you’ll find out below, it makes up a huge chunk of your life as a whole, no matter how old you are.
How to Start Your Personal Growth Journey Set Short-Term Goals Keep Learning Find Your Purpose Wake Up Early Read More Practice Self-Acceptance
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Empathy is perhaps the most important soft skill we can develop for better interpersonal interactions in sales. Empathy is the ability to identify with another person’s experience. While we often think of empathy in terms only of identifying with someone’s pain or negative experience, we can apply empathy in a variety of situations. Developing empathy allows us to imagine ourselves in another person’s shoes, to respond to others, and even to vicariously experience others’ feelings of emotions. When we demonstrate empathy, we create connections with others, which can help to build teamwork or otherwise create shared goals. Empathy also helps to forge stronger interpersonal connections between team members and colleagues, which is as important as shared goals or complementary skills when it comes to accomplishing work. There are four key components to Emotional Intelligence: · Self-awareness: The ability to recognize our own feelings and motivations · Self-management: The ability to appropriate express (or not express) feelings · Social awareness: Our ability to recognize the feelings and needs of others, and the norms of a given situation · Relationship management: Our ability to relate effectively to others Learn more about your ad choices. Visit megaphone.fm/adchoices
Soft skills are personal attributes that allow us to effectively relate to others. Applying these skills helps us build stronger work relationships, work more productively, and maximize our career prospects in sales. Often we place the focus of our career development efforts on hard skills – technology skills, knowledge, and other skills that specifically relate to our ability to get work-related tasks done. This means we neglect to develop our soft skills. However, soft skills are directly transferrable to any job, organization, or industry. As a result, they are an investment worth making. Learn more about your ad choices. Visit megaphone.fm/adchoices
Comfort zone – customers resist change; no fear; risk-free; safe; getting by; easy to do; Learning zone – customers open to new possibilities and exploring new things; pursuing their goals and vision; fear and risk involved; Panic zone – too far and too tough to do; uncomfortable; customers block every initiative;
When Does the Status Quo Win?
commodity
challenging to implement
fear of change
When is the Status Quo no longer possible?
Trigger Events are happening
Executives are engaged
New leadership
Internal champions
How to Sell Against the Status Quo?
identify pain points (Away-from direction)
identify goals and missions and vision (Towards direction)
Engage rational and personal reasons
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Talent has advantages, but it's overrated: 1. Talent can make the journey easier. If you have a talent for a particular area, such as music or sales, you’ll have an easier time making progress. The journey is smoother and faster. 2. Talent is insufficient. Talent doesn’t eliminate the need for practice. Talent without practice is no more valuable than not having the talent in the first place. The athletes you see on TV have both talent and years of intense practice. Salespeople who don’t develop their knowledge and skills will never achieve the level of success they desire. 3. Talent isn’t a choice. You can’t choose to have a particular talent. You either have it or you don’t. Ideally, your interests and talents are in alignment. 4. Talent is only necessary at the highest levels. Can you be the world’s greatest pianist or golfer without talent? No. But you can make a good living playing the piano or working as a salesperson without much talent provided you work hard enough and long enough. There’s nothing wrong with being talented. The more talent, the better. But talent isn’t enough to ensure success. It only determines the extreme upper limits of your success. It also makes progress easier and faster.
How resilience can be enough to ensure success in all areas of life: 1. Resilience is enough to achieve 99% of your goals. Forget about talent. If you have the ability to persist and maintain a positive attitude and stay motivated during a time of adversity, you can be successful when handling difficult customers. 2. Anyone can have resilience. Resilience is the result of a certain way of thinking and viewing the world. You can choose your beliefs and your thoughts. Therefore, you can have resilience. Start today. Make yourself do something that you don’t want to do, like clean out your desk or purge your unneeded emails or call a client with whom you don’t have the best relationship. Be tough and get it done. 3. Resilience produces resilience. Developing resilience is like building your biceps. Your ability to demonstrate resolve grows with practice. Make yourself do something each day that’s unappealing, like following up with the prospect who is not responding to your emails or calls. Resilience is calming. That might seem counterintuitive, but it’s true. When you have determination, you don’t have many choices to make. You simply keep moving forward. Constant self-questioning is stressful and exhausting. When you only have a single choice, life is simpler. Having too many choices creates anxiety. If you want to continue working in sales, keep on doing what you are doing. Remind yourself of previous successes and deals closed and it will give you calm and strength to continue.
All the talent in the business world is useless if it isn’t applied diligently. The ability to persist during any sales challenge is the key to long-term success.
Here are 3 things that you need to do today: 1. Pick one thing that you’ve been putting off, and do it now, while it’s fresh on your mind. 2. Tomorrow, do one more thing that you’d rather not do. 3. Start a habit of doing unwanted tasks quickly and as soon as you can. Learn more about your ad choices. Visit megaphone.fm/adchoices
Resilience is a critical sales skill that everyone needs to develop in order to thrive in sales and in life. Resilience describes one’s ability to recover from sales challenges. Someone who is resilient does not let difficulties defeat them but rather pushes through hardships until they overcome them, no matter how hard and no matter how long. Resilience is an absolute necessity because adversity in sales is completely unavoidable in your sales career. Thus, the earlier one is taught sales resilience the better they will be in sales. Coping Skills One benefit of resilience in sales is that it teaches salespeople how to develop critical coping skills. In order to be able to bounce back from a challenge, you must learn how to navigate through that challenge. That means choosing to face the crisis head-on rather than avoiding it. In doing so, you learn how to assess a situation and respond to it properly based on the specific circumstances of that sales situation. You can choose a strategy that will magnify the chances of a successful outcome and a more measured emotional response. Patience When we face adversity in sales, we often want the challenge to be over quickly, but that is very rarely the case. As we adapt to the situation we learn how to wait and become patient. We learn that things often don’t change instantaneously and how to manage our emotions in the process. Thus, we are less likely to have angry, sad, or other negative emotional responses as a result of our inability to wait for our situation to improve. Instead, we learn to grow comfortable in the waiting with the ultimate knowledge that our circumstances will in fact change in the end. Awareness A part of learning how to adapt to situations involves learning about ourselves too. As we review the specific challenge, we are facing we also take time to examine how we may be contributing to the issue and how our actions or attitudes can be altered in order to overcome the situation. This awareness about our behaviors, thoughts, attitudes, and feelings helps us to learn about ourselves and make thoughtful decisions that can be applied to the scenario we are facing. It is self-discovery that leads to enhanced clarity which leads to an ability to challenge old beliefs, assess false assumptions, and remove barriers to our success. Support Systems Another way resilience offers a benefit is by helping salespeople develop support systems in their lives. As people face hardships and take steps to try to overcome those challenges, they often realize they need assistance. This leads people to reach out to family, friends, colleagues, therapists, or other individuals who can provide the physical, mental, or emotional resources needed to help them successfully navigate the situation. Confidence Pressing through hardships and overcoming challenges gives us greater belief in ourselves and our abilities. We see ourselves as more competent and more capable because we’ve seen ourselves successfully navigate difficulties in the past. This confidence then puts us in a better position to approach future challenges with a more optimistic outlook, because we have a more firm belief in our abilities and our skills. Sales resiliency better equips us to not only face future challenges but to develop crucial life skills that will help us be more effective and efficient in sales. As we grow in our resilience, we improve our coping skills, patience, awareness, support systems, and confidence in a way that benefits us and those around us. We then become more of an asset and better equipped to navigate any sales adversity we face. Learn more about your ad choices. Visit megaphone.fm/adchoices
What Is The Power Of Persistence in Sales?How Can We Define Persistence in Sales? Can Persistence Be Learned? Why It’s Important To Develop Persistence in SalesTraits Of Highly Persistent Salespeople Using 15 Habits Of Persistent Salespeople To Help You Develop Persistence Positive Affirmations Can Help Generate Persistence
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If you want to thrive and achieve any success in sales you must learn how to shift your focus from the fact that a career in sales isn’t fair to the most important thing impacting your personal success, and that thing is you. By focusing on who you are you have the ability to channel your power into actionable progress and ultimately success. Learn more about your ad choices. Visit megaphone.fm/adchoices
Every salesperson has been in stressful situations. Whether a difficult situation affects you personally or a group of customers you’ve been involved with, being resilient means, you can maintain control and think of new ways to tackle problems. Resilient salespeople adapt quickly to changes and use their skills to recover from difficulties. Learn more about your ad choices. Visit megaphone.fm/adchoices
Resilience speaks to a salesperson's ability to bounce back from difficulties and catastrophes experienced in a sales job. Resilience is essential to navigating life because adversity and challenges are inevitable. While there are a variety of things related to resilience in sales, the following is a list of resilience power words. Each of these words is linked to the development of resilience, which ultimately equates to the ability to handle adversity with grace. Learn more about your ad choices. Visit megaphone.fm/adchoices
Psychologists have determined that resiliency is a skill you can learn. And once you learn what you need to be resilient in sales, you can also improve and grow your expertise. Resiliency requires a commitment to improving yourself. Specific actions and skills are needed to become and stay resilient. Researchers have identified the following ways you can build and grow resiliency: • Take Responsibility• See Change as an Opportunity• Have Goals• Learn from Success and Failure• Get Support• Take Action• Be Optimistic• Have Patience Yes, you can build the resiliency needed to succeed in sales. By focusing on the skills, you need to develop to become resilient, you can grow as a person and improve your sales career and life.
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There is a link between resilience and personal power when selling. These key aspects of resilience help support personal power: • Focusing on the Present Supports Faith in Yourself• Learning from Your Failures Supports Self-Acceptance• Positive Thinking Supports Courage in Your Principles• Stress Management Supports Being Yourself• Changed Perspective Supports Choosing Your Response It’s impossible to build and maintain personal power without resilience. As the cornerstone of personal power, resilience provides the skills of focusing on the present, learning and growth, positive thinking, and stress management. These skills change your perspective and support your personal power by helping you choose your response despite outside influences by building faith in yourself and your principles, self-acceptance, and the courage to be yourself and choose your best outcome.
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Empathy is the ability to understand and sometimes even feel customers' emotions and be able to treat them according to those emotions and emotional reactions. Developing the ability to show others empathy is important to aid in solving your customer's problems and win over their hearts. Learn more about your ad choices. Visit megaphone.fm/adchoices
When we are confronted with anxious or worrisome situations when selling our bodies react differently than when faced with a normal situation. This causes the fight or flight response to naturally respond. We need to change our mindset from flight to fight and direct it towards positive action when selling. Learn more about your ad choices. Visit megaphone.fm/adchoices
As far as personality traits for salespeople go, mental toughness is an interesting one. It can improve your sales performance, it can influence your wellbeing, and it can make you a more successful salesperson. It’s the ability to bounce back from a challenge and seek out a new route to achieve success. Learn more about your ad choices. Visit megaphone.fm/adchoices
Improve these empathy skills: · Be Present · Active Listening · Non-verbal Cues · Pause · Ask Questions · Use “we” not “me” Empathy requires being present in the space you and your prospect are sharing. To connect with someone, you need to be focused on the conversation you are having with them, not on what else is happening in your life or going on around you. Being present is a mindset that helps you connect with yourself and others. Active listening is non-judgmental. When you actively listen to your customers, you don’t assume you understand how they feel. Reflecting is repeating what someone said and asking if you’ve expressed what they meant. Affirming shows that you respect what they are saying when you respond positively. Encouraging the other person to explain or expand on what they’re saying encourages them to be open and honest. When you interact with other people, empathy skills are necessary for effective communication. You can improve your empathy skills by being present, actively listening, and paying attention to non-verbal cues like tone of voice. By pausing, asking questions, and working together instead of fixing things, you build trust and empathy to help you and others succeed.
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Mental Toughness Matters When we explore the depths of it, it’s important to understand it isn’t about simply going through the motions. We still have to be focused and engaged in producing a high level of performance in sales. It isn’t about merely finishing, it’s about finishing on top. It’s easy to produce a performance worth talking about when everything is going great. Building Mental Toughness One of the most important aspects of building mental toughness is constantly reminding yourself that you possess far more strength and heart than you realize. Far more than you credit yourself with. The only limits are those perceptions you allowed your mind to develop. If you feel tired, remind yourself that you control your body. If you want to give up, remember that you hold the power. You can fight on, you can push harder, everything else is just a mental block. You are capable of more than you ever realized. Visualize Visualize your success in your mind and allow yourself to ride the rushing wave of accomplishment that comes with it. Once you visualize it, you will find overcoming mental blocks an easier proposition. Once you taste the potential glory that comes from achieving your sales goal it makes it much easier to maintain your motivation. Motivation is something that will help bolster your mental toughness. Your mental toughness will increase with experience. So, the harder you push yourself in sales and life, the greater your results will be. You will see the difference you make by merely persisting and this will make mental toughness your greatest asset.
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You have been living in your comfort zone for as long as you can remember. You’ve never been one for danger, but part of you understands that you may have misread the situation. It’s fine to visit your comfort zone, to rest up, and build your energy there. However, it is vital that you get out of your comfort zone in your sales career. Learn more about your ad choices. Visit megaphone.fm/adchoices
You want to be mentally tough. There are a wide variety of ways that you can do this, but one of those is to look at mentally tough people. What habits do they carry out daily? What traits do they possess? How can you emulate the mentally tough in order to also be tough mentally? Learn more about your ad choices. Visit megaphone.fm/adchoices
Sales is tough and it's even harder when it throws an unexpected curveball. You know this already, but that doesn't make it easier to deal with when you're faced with a difficult situation with your customers, does it? These strategies can help build you back up to forge ahead. Learn more about your ad choices. Visit megaphone.fm/adchoices
The answer to this question will never change. When someone asks who will succeed? The answer will always be – the salespeople who persevere. Let's look at 5 characteristics of salespeople who persevere. 1. Keep It Visible2. Technology 3. Preparation 4. Questions5. Gravity At the end of each day, ask yourself whether you have done something that left a lasting or positive impact. If you can't answer yes, then go out of your way to do something so that you can say yes. When it comes right down to it, you either will or you won't. It isn't about trying, it's about doing. That's what salespeople who persevere understand.
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When we think of adversity in sales, we think of those situations and scenarios that pose challenges or create obstacles in our sales career. As much as we would like to avoid adversity, it is a constant and ever-present force in our sales lives. Thus, learning how to cope with and manage adversity becomes the key to our success in sales. Learn more about your ad choices. Visit megaphone.fm/adchoices
It doesn’t seem obvious apparent, but there is a connection between patience and resilience in sales. Patience can be defined as the capacity to accept or tolerate delay, trouble, or suffering without getting angry or upset. Resilience is our ability to recover quickly from difficulties and challenges we encounter when selling. So what’s the link? Patience is a marker of resilience. Learn more about your ad choices. Visit megaphone.fm/adchoices
Resilience speaks to our ability to recover quickly from hardships that we experience in sales. Having strong problem-solving skills speaks to our ability to look at problems comprehensively, break them down into pieces, and find applicable solutions for them in a timely matter. Learn more about your ad choices. Visit megaphone.fm/adchoices
Resilience in sales is a characteristic that speaks to our ability to recover or bounce back from difficulties we experience in sales and life. Insight is a trait that speaks to our capacity to gain an accurate and deep intuitive understanding of a person or situation when selling. How to Cultivate the Self-Insight: - Ask Questions- Set & Assess Goals- Get outside input- Assess Your Feelings As we seek to become more resilient in sales, we should also seek to know ourselves more and on a deeper level. Engaging in thoughtful practices such as those mentioned above will help foster more self-insight which will lead to more understanding of self when facing adversity in sales. This creates a great foundation for resilience to build upon.
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Resiliency is a characteristic possessed by every individual who has ever achieved something truly worthwhile. Being able to push through difficulties, setbacks and the unrelenting obstacles that life throws your way is paramount to success in whatever it is you seek. Unfortunately, the majority of individuals look for the path of least resistance in all aspects of a sales career and life. Avoiding difficulty and hard work is incredibly enticing for most. In this podcast, we will discuss 5 ways to become more resilient in your everyday sales career that will allow you to step out of your comfort zone and finally go after those lofty goals for your career in sales:
Seek Discomfort
Solidify Your “Why”
Keep Your Ego In Check
Don’t Shy Away From Failure
Self-Talk Is Everything
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There are several common traits shared by resilient individuals. The way these traits manifest themselves on an individual basis is always unique to the individuals’ interests, talents, and specific goals. In this podcast, we will analyze 5 characteristics that are attributed to resilient salespeople. Learn more about your ad choices. Visit megaphone.fm/adchoices
I didn’t pay enough attention to my service delivery
I couldn’t control my frustration when the prospect kept me waiting
I didn’t have a good understanding of the prospect’s business or his needs
I was not well-prepared for the meeting
I dropped my professional guard and tried to be too friendly with the prospect
I’m not particularly enthusiastic about the product that I sell
I couldn’t answer the prospect’s questions
I bullied the prospect into listening to my sales pitch
I frequently repeated my statements
I did not follow my strong points when I had my prospect interested
I exaggerated and misrepresented the product
I failed to clinch each point as I went along
I couldn’t close the deal
I lacked the Power of Persuasion
I didn’t practice the Art of Suggestion
I didn’t urge my prospect to sign the order
I couldn’t identify the appropriate time to close the deal
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The only way that anything changes is if things change. If you want your sales career to look different, you can take positive action to build the sales career you want. First comes willingness and then comes action. If you're willing to make the changes you want to make, you're halfway there. Learn more about your ad choices. Visit megaphone.fm/adchoices
One thing to remember is to flush the pipeline periodically by moving on if there’s been no significant response over several weeks. If the lead has gone cold, then put them on an extended tickler and try back in three or six months. Once you’ve qualified the lead, it’s important to realize that just because they’re not interested now, situations can change.Follow these steps and you will have an active pipeline that just crackles with potential leads. In fact, you’ll find that you have more possible leads than time in the day.
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There is one initial step necessary prior to defining the perfect sales lead.Step one requires a thorough understanding of the stages necessary to move a lead from a prospect to a closed deal. We call these pipeline stages and they define where a lead is as it moves through the sales funnel. The naming convention for these stages could be as simple or complex as your product or service warrants. If you don’t definethese stages, however, then your team will reside in the Tower of Babel; without speaking the same language you won’t be effective in defining and tracking the various stages of the sales pipeline. Now that could really mess up your forecasting report! Here are the two important considerations that are sometimes missed when qualifying a lead:1. Do you have the right decision-maker?2. Do they have the budget?
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There isn't very much that we have direct control over in our sales lives. For example, we cannot control our customers, our coworkers, or the weather and traffic. Though it may seem difficult when adversity hits when we are selling, we can control our reactions to the situation. Learn more about your ad choices. Visit megaphone.fm/adchoices
In order to strengthen resilience in sales, it's important to understand the concept in depth. Resilience is your ability to move forward by growing through every part of your sales process. Struggling is a natural part of living. What matters is how we react to struggles and challenges. Learn more about your ad choices. Visit megaphone.fm/adchoices
Searching for trigger events is the first step forming three main keys of every sale that are:1. Researching and qualifying your customers2. Being in front of them3. Being there when they are ready to buy — the timing To start the sales process you need to find out who could be in the market today, and then recognize your selected customer’s wants and needs. You need to have a 360-degree view of your prospects. When you are selling you need to differentiate and trigger events will make this possible. Customers will be positively shocked with your due diligence and the fact-finding mission you accomplished with them. When you contact your prospects and on the first conversation you leave them with the impression you know their situation very well — you care to help, and you can add value to them, you are much closer to signing a deal than anybody else. After discovering trigger events, the next steps are to develop the customer’s perception of your unique value. What can you do for them? How your solution can actually create value for them? Trigger events will give you the clue about the timing too.
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- Sales Training is Too Activity-Focused It’s true – you really can lead a horse to water…but you can’t make them drink. Successful selling is part activity and part psychology. You cannot win without learning skills in both categories. But sales training is almost always singularly activity-focused, teaching better product knowledge or prospecting skills, but completely neglecting what lies beneath the surface of what truly motivates an increase in sales activity.
- Sales Training is Not Personalized One size does not fit all. The sales techniques that work in your industry may not translate to another field. Traditional sales training rarely adapts a cookie-cutter curriculum to the core competencies that are crucial to your business. These groups of skills can vary by industry, affecting prospect targeting, prospect marketing, and even how the deal should be closed. The art of selling has been honed for centuries and many times the sales training you’re paying for was initially created years ago. You may find it is not keeping pace with the latest consumer trends. That failure to keep up with the market will ultimately inhibit the success of the training. Unfortunately, many sales leaders discover this after the training is already complete. But standard sales training models are not personalized in another way; it doesn’t take into account the individual internal belief patterns that serve as the motivators behind the activities of a sales executive. Our state of mind and personal values strongly affects our code of conduct and work ethic. Yet traditional sales training completely avoids these important behavioral factors and instead focuses on external activity alone. Developing skills is important. But the sales training won’t stick if you don’t work on the underlying belief systems that drive the implementation of these skills.
- Sales Training Doesn’t Ask the Right Questions Many people end up in sales by accident. Asking your sales team what led them to sales in the first place, might help you uncover some interesting correlations between their external behavior and internal motivations. The truth is that many of your sales executives probably have spent their entire career with an underlying belief that any success they have is attributable to luck. Imagine the energy it takes to make a cold call when you ultimately don’t believe in your own success! If a salesperson’s own personal belief structure tells them that they lack the skills to succeed, then every win will be accredited to luck or great timing, and every loss will confirm their negative state of mind. The majority of sales leaders never take the time to explore the underlying assumptions going on in the psyche of their individual sales reps. Traditional sales training rarely touches on the internal system of beliefs (and stories they say to themselves) that make up the personality of a sales rep. Many companies are buying sales training and their bottom-line results don’t change. Standard sales training focuses on developing skills. That’s because sales training isn’t asking the right questions to uncover and change underlying factors such as state-of-mind, work ethic, values, self-image, and even their purpose within the company.
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Did you know that 44% of salespeople give up after the first objection? Another 22% of salespeople give up after the second objection; 16% of salespeople give up after the third, and 10% of all salespeople give up after the fourth objection. Only 8% of salespeople are left to sell after four objections. Today, objection-handling skills are more crucial than ever. If you are like most sales professionals, you are always looking for new and better ways to handle customer objections and close the sale.
Today I'd like to introduce you to the agreement frame technique that can help you handle objections with a smile on your face. Learn more about your ad choices. Visit megaphone.fm/adchoices
Can your words make customers feel good about the product or service you are selling and move your clients to act now? In this podcast, I will show you how to use embedded commands for maximum impact on the unconscious mind of your prospect.
When you want your clients to take action, sometimes you need to guide them into doing or thinking what you want them to do. Indirect suggestions are far more effective than direct ones because they bypass conscious resistance.
So what are embedded commands? Take a listen. Learn more about your ad choices. Visit megaphone.fm/adchoices
The key to successful selling is understanding a client's buying criteria and building your presentation around them. It is common knowledge that nobody likes to be sold to, but people love to buy, and because your prospects feel resistance towards salespeople in general, you need to present your product or service in a way that glides right past any resistance. If you can do that properly, your prospects will want to hear more and they will take action in response to your suggestion. Learn more about your ad choices. Visit megaphone.fm/adchoices
There are three sensory channels your potential customers use to represent their experience - visual (Eyes), auditory (Ears or hearing), kinesthetic (Emotions, touch, and bodily sensations). All of our memories, imagination and current experience are made up of elements of the EEE Representational System. How to recognize each element? Listen to this podcast to learn more.
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Rapport is the most important ingredient in any successful business relationship. Without rapport, your customers will often feel annoyed, pressured, mistrusting, and not listened to or simply put off. If you quickly build rapport with anyone and establish a positive ongoing business relationship, you will bypass the first and biggest obstacle faced by most salespeople. Learn more about your ad choices. Visit megaphone.fm/adchoices
If you base your offer on your price only, there is a good chance that someone will have a lower price than you, or you can end up in a bidding war that distracts from solutions. To avoid that, base your proposal on achieving more goals for your prospects, not just to save money because every other salesperson will say exactly the same. Learn more about your ad choices. Visit megaphone.fm/adchoices
Many sales professionals struggle with price objections from their customers. One of the most common is that dreaded phrase: “I don’t have the money, and right now I can’t afford it.” At this point, many sales reps give up and tell the customer to call when their situation changes, which is usually never. Learn 5 different ways how to handle price objections accordingly. Learn more about your ad choices. Visit megaphone.fm/adchoices
Price objections are the most frequent of all objections. Your ability to meet these successfully is a valuable asset, and being efficient in sales is impossible without it. It is so important that every sales professional take special efforts to learn how to successfully handle price objections. Learn more about your ad choices. Visit megaphone.fm/adchoices
Imagine you could overcome objections and turn them into approval. How would that benefit your bottom line? If you are like most sales professionals you are always looking for new and better ways to handle objections and close the sale. Listen to this podcast and learn how to overcome the six most common objections and turn them to your own advantage.
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When it comes to selling, what, exactly, is an objection? If we can truly understand what we’re dealing with when a prospect makes an objection, then it will be easier to handle and use to your advantage in the appropriate situation. Not all objections should be received as a negative blow to your sales presentation. In fact, with the exception of two very specific objections, most others can be dealt with effectively and are actually a positive sign that your client is showing some interest. Take a listen and learn different ways for overcoming objections and closing deals.
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How to remove any resistance when closing deals? Why do you need to stop using features and benefits? What to do to prevent buyer's remorse and keep your new clients loyal? In the second part of the 4 smart ways podcast, we will show you the secrets of closing deals and what you need to do to prevent any buyer's remorse. Learn more about your ad choices. Visit megaphone.fm/adchoices
What are the 3 main reasons behind a lost sale? How can you discover the cause of the lost sale and find its remedy so that you may be better equipped to handle the next presentation? In this podcast, we will also cover 17 different ways how the salesperson can kill the deal. Learn more about your ad choices. Visit megaphone.fm/adchoices
How to find new clients who are in the market today? How to connect with them instantly and engage in a dialogue? In this podcast, we will show you the secrets of successful lead generation and what you need to do to start pulling prospects into the conversation. Learn more about your ad choices. Visit megaphone.fm/adchoices
If you’re just getting started in the sales process, or if you’re updating your sales procedures in the hopes of getting better results, chances are your cold calling scripts will be getting at least some of the attention. If so, you may just be wondering what not to say when cold calling, so please take a listen to this podcast. As a general rule of thumb, you should avoid any word that has a negative connotation, even if you use it in a positive way. Remember, it is not only what you say, but how you say it, that determines sales success! Be open and honest.Ask a question that is all about them, not you. Give them value. Say thank you. Thank them for their time, taking your call, interest, honesty, patience...Focus on the next step. Summarize and explain what you will do next, and what is expected from them.
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Is persuasion in sales ethical? Is being persuasive a manipulative strategy to make people buy something they don't need? What is the difference between persuasion and manipulation in sales? In this podcast, we are answering these and other questions salespeople ask. Learn more about your ad choices. Visit megaphone.fm/adchoices
Cold calling is the nemesis of all salespeople. It is the definition of rejection and can impact the success of anyone who tries it. On the other hand, it can be a road to increased sales, meeting your quota, and filling your pipeline. If you are wondering should you use the script or not, and what to avoid when cold calling, listen to this podcast to learn some strategies. As annoying as cold calling can be, it is a game of probabilities, and the more you learn how to do it properly, with the right script, it will make your sales activities easier and ultimately, more sales you will make.
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A key characteristic of top salespeople is their ability to organize and follow through on lead generation. We recommend a five-touch best practice rule to follow after a lead is qualified. Learn how to increase your percentage of closed deals at the end of the prospecting process. Learn more about your ad choices. Visit megaphone.fm/adchoices
In this episode, we are diving deeper into cold calling, and showing you what not to do.For example, not targeting the calling prospects is a big one, because you are losing precious energy by wasting time on the wrong prospects. Learn what are the most common mistakes and how to avoid them to make cold calling a profitable activity for your business. In the second part of this podcast, we are sharing simple cold calling techniques you can use to become much more comfortable, move past your fear and enjoy the positive results you want. These cold calling techniques can improve your results and plant a seed that might some day grow into a customer.
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The best practices for keeping a robust and active sales funnel have been discussed by every sales leader from Dale Carnegie to Zig Ziglar. Many of these techniques look great on paper, but what really works in a real-world sales environment, given the market realities of your business? 1. NSP - Never Stop ProspectingProductivity is an important measurement in sales, and the more activity you have, the fuller your funnel will be.Never leave your desk without finding one qualified lead. 2. KTRH - Kill the Red HerringFlailing away at non-qualified leads, keeping leads in your pipeline too long as a way to disguise the fact that you aren’t prospecting enough – we’ve all done it.Don’t hang on too long to a lead that you know will not produce a sale. The honest analysis will disqualify the lead, allowing you to replace it with a more qualified opportunity.
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Cold calling sucks, but it works (if you know what you are doing). There are some proven cold calling techniques that really work and they can help you to succeed in overcoming your fear of the phone. The first line of business is to set up an effective cold calling script. Words sell and people will listen, if what you are saying makes sense to them. With cold calling, you must grab the attention of the caller within a few seconds, otherwise, you will lose them. How to approach cold calling?Realize that you are not bothering your prospective customers. By not calling and introducing your products/services to them, you are really doing them a disservice.How to handle the fear of cold calling? The first step is teaching yourself to not take the calls personally. In your business, you will encounter rejection all the time, but the key is knowing that the consumer is rejecting the product or service you are offering, and not you personally!
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We’ve been taught to believe that quitting is synonymous with failure, but some sales activities or business relationships aren’t worth continuing. It’s important to arrive at a decision to quit or continue consciously, rather than making a reflexive decision. Sometimes it’s necessary to lower your head and keep going. There are times when quitting is the best choice. However, when it’s not the best choice, it’s necessary to be strong and keep going. In this podcast, we’ll go over some tips to help you decide if you really should give up or not. If not, we have some strategies for you to help overcome the desire to quit a project or task or deal prematurely.
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In this podcast, we go deeper under the surface of any difficult situation and it is all about successful strategies that salespeople can apply when adversity strikes and all hope of closing the deal appears to be lost. These strategies are applicable also for other parts of your life when we need to realize that some circumstances are simply beyond saving. Some situations have to run their course and other plans need to be made. The hopeless events don’t exclude the possibility of better days ahead. If you’re experiencing adversity in the business situation, try these 8 strategies when it appears all is lost.
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Even though your desire for closing the deal is high, the difficulty level or time required to complete the task could make you want to give up. Especially when you are facing a tough customer and negotiation is not going well. Where do you stand when it comes to persevering until the deal is done? How can you persist when you’re challenged in meeting your goals? If you struggle to stay persistent and complete what you start, these 10 strategies are for you.
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How often do you feel hopeless after meeting a customer who gave you a cold shoulder? Learn 3 strategies how to remain unwavering and build resilience and confidence in yourself and your selling abilities, even if the situation with your client is not so promising. Learn more about your ad choices. Visit megaphone.fm/adchoices
In your sales career, it's best to be prepared for bumps in the road just because you're bound to hit them from time to time as you go through calls and meetings with your customers. The best thing you can do, besides constantly developing your selling skills and techniques, is to work on your skills that boost and maintain your sales enthusiasm. It's such an important skill to have because it's your driving force that strengthens your will to succeed no matter what. To this end, in this podcast, you will learn different strategies that will help you maintain your motivation during tough times with your customers. Using these 7 techniques can help you sustain your enthusiasm when selling to a challenging customer.
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