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The Sales Podcast


Sep 4, 2017

http://www.thesaleswhisperer.com/blog/topic/podcast

http://MakeEverySale.com

 

  • Was running a car dealership
  • Was good at it
  • Real deal lease presentation
  • He started training people to teach that presentation
  • But they didn't produce the results he wanted
  • People need repetition
  • One day workshops just expose people to the information
  • Online learning will grow 300% over the next five years
  • It's more scalable
  • Make sure the drills and exercises are part of the membership
  • Create better, more engaging training
  • Training doesn't work because people don't apply what they learn
  • If he had to start over he would've 
    • Dreamed bigger
    • Worked harder and smarter
    • Not trusted the same people (friends and buddies were wrong...but stayed on for eight years)
    • He allowed these things to go on for years. He ignored his little voice.
  • He didn't value culture and vision and mission
  • It takes as much effort to make $10 million as it does to make $1 million
  • Shoot for 100% growth vs 20% growth
  • Culture is accepted behavior and it goes beyond goals
  • A bad culture will bring you down
  • You attract A players by having A players
  • "Who" is a book about using scorecards for hiring
  • "The Hard Way"
  • Why do you sing your ABCs flawlessly?
  • Develop your skills continuously
  • You get out what you put in
  • Ask yourself a couple of questions and find out what you really want
    • The more hands you shake the more money you make
    • It's a numbers game
    • Once you double your effort you'll get more business
    • To so do, prepare yourself. Get better at your skills and when you double your effort you'll more than double your sales.
    • Your job as a professional salesperson is to listen
    • Most people don't follow up or do it correctly
    • You can always get better
    • Sharpen the axe
    • Hold yourself accountable
  • You must increase the value of your products so they are greater than the value of your money
  • Buyers are liars
  • We need to find the true objection
  • "I'm just looking" is a defense mechanism
    • End it with "...for whatever you've got."
    • "Oh, you're just looking? Your brother 'been' was just here yesterday. Your sister 'still' will be in tomorrow."
  • People don't make decisions because they don't have enough information
  • Know your competition
  • Sell yourself
  • Know what makes you valuable to your clients
  • Never forget a customer and never let a customer forget you
  • "They're cheaper? Well they don't have me."