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How to Ask for Referrals
Most people are happy to give you referrals, but they need you to first help them identify whom to refer.
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The Law of Influence
The Law of Influence is all about putting other people's interests first and creating good will so that you can develop relationships with them.
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Money Is Not the Target
Bob Burg explains why making money is not the objective of selling.
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The Law of Value
Successful salespeople give more in value than they charge in payments.
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Selling is About Giving
At its core, selling is actually about giving.
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The Law of Compensation
The Law of Compensation says that the more people whose lives you add exceptional value to, the more money you'll reap as reward.
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First Clarify the Client's Problem
Every sales conversation is different. Don’t ask leading questions. Clarify problems. Ask where the client is in their decision-making, then ask questions to get them emotionally engaged. Do your due diligence. Learn as much about them as they know about you.
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Use the Language of the Client
Trust is key to selling. To build trust, use the client’s language, especially when mirroring emotions, because people buy on emotion justified by logic. Using the same language demonstrates you’re listening. The same applies to coaching. Peri gives examples.
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Listening Builds Trust
Trust improves performance. Team members who trust their manager work harder, provide more feedback, are more adaptable, accept coaching, and treat their clients better. The best way to build trust is to listen. Ask questions and listen to the answers.
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Always Be Opening
Sales offers should be proportional to the trust you have earned.
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The Contrarian Effect to Sales
Most sales people move too fast. Sales offers should be proportional to the trust you have earned.
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What is The Meaning of Sales?
Sales means hard work, preparation, engagement, getting a commitment, and earning the sale, reorder, referral, and testimonial.
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What is the Difference Between a Stall and an Objection?
A stall is, "I want to think about this." An objection is, "Your price is too high." Both indicate interest.
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What is the Best Way to Ensure I Get a Reorder?
Getting the order is easy; getting the reorder is the measure of who you are as a business and a salesperson.
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What is the Best Way to Get Past the Gatekeeper?
Jeffrey Gitomer offers 10.5 techniques for getting past the gatekeeper.
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The Law of Influence: A Counter-Intuitive Principle
Your influence increases as you put other people’s interest first. Focus on them, not yourself. Ask how you can add value to the other person’s life by asking them questions, including how you can identify business prospects for them.
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Why Selling is About Giving
Selling is about giving—time, attention, counsel, education, empathy, and value. Top sales people understand it isn’t about them or their product or service. It’s about filling the other person’s needs. Create an environment where your offering fulfills their need.
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The Law of Value: The Foundation of Business Success
Price is a dollar amount; value is the desirability of something to the end user. Provide clients more in value than you take in payment. For example, a tax accountant charges a fee but saves you money and provides peace of mind. Focus on value, not money.
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The Law of Compensation: The Essence of Making a Huge Income
Your income is determined by how many people you serve and how well you serve them. Good service brings referrals and borrowed trust; you can sell referrals on value rather than price. Exceptional value + significant reach = high compensation.
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How Sales Strategies Have Evolved
Technology and the Internet allow product features and functions to be presented before you walk in the door.
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The Three Differentiators of a Top Sales Professional
1) Top sales professionals understand the decision-making process, listen to the needs of people with money, and apply their value proposition. They have fewer opportunities in their pipeline. 2) They fully leverage support resources. 3) They have a winning mindset.
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Winning Business: Your Intent Matters
Dianne Ledingham tells how they won a contract by convincing the client they were passionate about ensuring the client’s success. Their passion and commitment was the differentiator that won the contract.
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Driving a Sales Force to Full Potential
1) Know who the target customers are and the value proposition most relevant to them. 2) Have a culture of empowerment and accountability. 3) Ensure there is a disciplined sales process. Variability across sales people should be low. New customers are key.
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Increasing Sales Force Effectiveness and Productivity
1) Most important, be clear about target segments and offerings. 2) Match channels to targets: direct sales, telesales, online, broker, etc. 3) Optimize processes and tools, e.g., account plans and forecasts. 4) Select performance metrics, both processes and results.
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Sales Force Management: Developing your Sales Cadence
A sales cadence is a management process, often supported by a CRM tool. It includes territory management, account planning, weekly forecasting, pipeline reviews and tactical discussions, and organizational development in both skill and will.
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Question Your Customers To Establish What They Need
Charles Brewer shares why the old adage "Put yourself in their shoes" is imperative in a successful sales culture. In this lesson, he explains how to ask the deep questions that will reveal key points to strengthen client relationships.
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Negotiate to Win
Aim for a win-win, don't give in on price, and try some stage management occasionally.
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Three Rules of Sales
Market continuously, not just when sales fall off. Three rules of sales are 1) people only buy to lessen a pain; 2) they only buy when they are ready to buy; you can only educate them until that time; and 3) if you can’t get found when they’re looking, you’ll never get chosen.
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Handling Rejection: The Three P's
We’re all in sales, whether it’s selling an idea or a product or service, and we all get rejected.
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Listening Is the Art of Selling
People don’t buy what you’re selling; they buy what they want. Listen for what they want, then explain how your product or service meets that need exactly. Don’t throw in features they’re not interested in. That’s only confusing.
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Dealstorming: Solving Problems Through Collaboration
Dealstorming is a collaborative process that brings together all the stakeholders involved in a problem or sale.
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Identifying Needs and Presenting Solutions
Brian Tracy explains how to identify needs and present solutions in the sales process.
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Overcoming Price Resistance
Brian Tracy explains how sales people can be their own worst enemy when the issue of price is raised by a customer.
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Selling Consultatively
Brian Tracy defines the difference between a consultant and a salesperson, and provides advice on how to go about selling in a consultative fashion.
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Negotiating Strategies and Tactics
Brian Tracy outlines two different kinds of negotiation - business and personal - and provides some useful advice for your approach to both.
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#1 Most Effective Sales Strategy on the Planet
ABC — Always Be Closing — is an outdated concept. Switch it around. Always Be Opening. Invite clients to group activities that demonstrate your credibility, your trustworthiness, and the value of what you’re offering.
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You Must Believe in Your Product
If you don’t believe your product solves a problem you won’t engage; you won’t persist. Belief in your product is absolutely essential.
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Prospecting Versus Selling
Prospecting is often viewed as the start of a sale. No. The purpose of sales is to sell a product or service. The purpose of prospecting is to start a lasting relationship.
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Look At Customer Needs To Set Strategy
Mark Greiner puts forth an alternative to the traditionally analytically driven method of devising strategy. Instead, he promotes forming strategy based on real customers using real products.
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Recall Success for Confidence
Mr. Coughlin shares some tips for sales professionals to build their self-confidence. He explains what self-confidence is in the business sense.
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Handling Sales Objections
When a client objects to your solution it usually comes down to a fear of change. Does the pain of the present outweigh the unknown of the future? Do not launch into a solution. Instead, help the client study the problem and get past their fear of change.
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Stages of Change in Sales
Clients go through six stages when they make a decision to change: satisfied, acknowledge, fix/don’t fix, investigate, select, reconsider.
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Evidence-Based Sales Leadership
Only 3% of the U.S. population have the motivation and influence to be successful in sales.
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What All Great Sales Professionals Have In Common
All great sales people have a sense of professionalism. They carry themselves with a sense of power; they can carry a room.
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Developing Persuasive Value Propositions
Richard Goring describes the steps for developing a value proposition that has the power to persuade your audience.
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Characteristics of Good Sellers
Good sellers are trustworthy. They communicate honestly and transparently with their customers.
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'No' Is an Invitation to 'Yes'
“You said no but I’m coming back.”
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The Competitive Edge
To give yourself a competitive edge, end your proposals and presentations by planting action seeds.
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Our Actions Are Our Values in Conduct
When we feel good about what we do, it sets off a chemical reaction that causes us to say, “That felt good!”
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The Real Secret to Sales Success
The real question is, how do we differentiate in the marketplace?
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Gain Clarity on Your Ideal Customer
Unless you’re specific about your ideal client, they won’t know to come to you. Don’t be afraid to fire a client if they don’t meet your specifications.
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Value Selling in the 21st Century
Clients today don’t ask where they can find a quality product. It’s about the buying experience.
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Great Salespeople Ask Questions That Mirror Their Values
Can you become a great salesperson if you’re not a natural? Yes. It can be taught.
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The Five Deciding Values of Buyers
Price is important, but if the price differential isn’t great, the four other reasons people will buy, in order of importance, are ego; they are buying the brand or because you made them feel special.
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Think About How the Buyer Wants to Buy, Not How You Want to Sell
The buyer’s journey is characterized by moments of truth when value can be created.
