The process of sales is all about going through the NO’s till you get the YES!
It requires persistence, patience and passion to succeed.
Over the years, the sales industry has developed a somewhat notorious reputation. Most sales people are more focused on $$$ figures, they will make, when they close the sale. They are more focused on the “actual sale” and less interested in the “sales process”.
Result? All those sales pitches and persuasion ultimately start offending the clients, driving them away from the sale.
Sales should be an engaging process. If you, as a sales person, are more excited about the “sales process” than the actual sale, you will eventually dive right into the state where you become really passionate about what you do.
Times have changed, so have the trends and conventional methods of doing business and making sales. What worked 10 years ago, may be a total failure if applied today. Adapting to the changes is what leads to success.
Consumers today are more informed than ever. In the good old days, we would go to the markets and dealerships and talk to a salesperson to get ourselves educated on the product. Nowadays, anybody can hop onto the internet, get as much information on the product as they can, find the product and buy it.
So, why would anyone buy from you instead of buying it from 100 different dealers who are selling the same product? What is it that will set you apart from the crowd?
THE KEY PRINCIPLES ON BECOMING A SALES CHAMPION.
Our very special guest, Tom Hopkins, has earned the reputation of being America’s # 1 “How-To” Sales Trainer. Over 5 million salespeople, entrepreneurs, and sales managers on 5 continents have benefited from his live training events.
He perfected his selling skills during his 8-year real estate career in which he received numerous awards.
In his last year selling real estate, he sold 365 homes – an average of one per day – something that was unheard of at the time and has rarely been matched.
Since that time, he has developed and customized his proven-effective selling skills for over 350 industries.
He has authored 18 books on the subjects of selling and success. Over 2.9 million copies of those books have been read by sales pros all over the world.
He is also the 2013 recipient of the Lifetime Achievement Award from the National Academy of Best-Selling Authors. And, he’s been acclaimed as the #1 Sales Guru 2 years in a row by Global Gurus.
He has dedicated his life to helping sales and marketing professionals improve their communication skills and increase sales revenues. And that defines in great details why I’m thrilled to have our next special guest.
In This Episode #21 we discuss;
1. How Tom started out selling Real-estate on a Motorcycle without
even a suit, to setting one of the most unfathomable records ever in
sales, let alone in real-estate of 365 homes in a year?
2. Self-discipline as a foundation of self-improvement. It channels
your resources of time, energy, and money into the habit of
learning and growing towards something new and better each and
every day. a)The connection between Self-Discipline vs. Desires?
b) Between foundation and fundamentals to success.
3. In the age of complex and busy consumers, sales knowledge and
experience is vital… How should companies enable reps/partners to
succeed in the post-sale customer life-cycle and keep the customer
Learning to be a professional at sales doesn’t happen over night. We have taken knowledge from industry leaders and from our very own The Reid Method book and created a 4 part module series to help you advance your career in sales. No matter what industry you are in these proven methods are sure to increase the value and technique you use to approach and close clients. To get information on our upcoming course register here.
Without what? Success is not possible without some sort of sales knowledge. It’s been said that success is almost impossible without having an understanding of sales skills. If your thinking, not another pushy salesman, then we are on the same page.
Selling is about education. If you think of selling as explaining the benefits of a decision, then whether you are a business owner or not, sales skills will benefit you. With the right sales knowledge, you can convince others that an idea makes logical sense, or show an investor how a project will generate ROI, you can even take it as far as implementing new process’ and teaching employees to see the benefits.
Sales are about communication- something we use every day in a multitude of ways. Communication is critical in any business, career, and relationship. There is no better place to understand communication than in the sales world.
If you could learn to build long-term customer relationships with some simple tools you would see your career take shape in a stronger more profitable way.
We have outlined 3 benefits of sales that will help you to achieve communication success:
It’s all about the negotiation
Whether you are the boss, a worker, distributor, supplier, vendor, or partner, your job involves negotiating. Sales people learn to listen before responding. Through listening, you can evaluate, identify and find ways to reach a common ground without creating friction. Far too often we see people burning bridges because they don’t take the time to assess what is in front of them before presenting a solution or demanding an answer.
Most commonly, people do not ask for exactly what they want. They tend to guess at what someone is willing to give and make uneducated assumptions, and once they have done that, they try to close a deal based on thought instead of fact. Closing a deal is half art and half science. Getting others to follow your direction is a parallel street. If you want to lead people and have them follow with your intent, you must be able to close. Being a great sales person means knowing how to close.
Be persistent, not pushy
For most, the word ‘no’ screams rejection. What if you could learn to look at ‘no’ as a challenge? When you can learn to look at the obstacle as a step to something new and better you have achieved sales mastery.
If you are in any field or relationship, have a strong sales background will help you to acceletrate and achieve your intended goals.
It’s Half Time! What’s your Score?
7 Tips How to Get Your Sales Action Plan back on track and still Crush 2017.
Its half time into 2017, you’re lagging behind your sales plan, and it’s becoming a growing concern. Are you glad it’s half over, or are you anxious because it’s already half over? Unlike most sales people who blame the weather, economy, politics, distractions, traffic and whatever else they can think of, you’re looking for ways to get back on track to still crush 2017.
I share these 7 tips with you at a very opportune time as I’ve just surpassed selling over 100 Lexus vehicles at half time on a target of 95. That’s 100 premium vehicles sold and delivered in 6 months, or average 17 per month vs. an industry average of 10 including much lower price ranges across different brands. Oh, and that’s while public speaking, lecturing in two colleges, blogging and hosting a weekly podcast on sales mastery. So, what have you been doing for the last 6 months?