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The Sales Podcast


Aug 31, 2017

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

http://MakeEverySale.com

 

  • Three types of sales posturing
    1. Peer posturing
    2. Inferior posturing (Columbo)
    3. Superior posturing (you're a jerk if you try to play this card all the time)
  • Partner with Chet Holmes on "The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies"
  • Paid $40k via Jay Abraham to get the IP of Chet Holmes
  • Charlie Munger
  • Once you get hyped up enough (get into state per Anthony Robbins) you can manifest it
  • Brian Tracy International
  • So Chet became CHI - Chet Holmes International
  • Then Business Breakthrough International
  • Now things don't work...they just work better
  • Focused on sales skills and recruiting sales superstars
  • How to influence human beings never changes
  • Have a real dialogue with people
  • Get on the phone
  • Prospects will tell you how to sell to them...if you listen
  • Have an intention to serve
  • Now when you try to bond it comes across sincerely, because it is
  • Objections are the reasons people buy
  • "That's why you must move forward today..."
  • Sales is not a selfish business, which is why most people are terrible at sales
  • Old school guys stress creating a bond first then moving through the sales cycle
  • How much momentum do you have in your sales funnel?
  • This is both linear and cyclical. It's a linear process and each step has its own cycle.
  • When you have enough momentum you can make a big statement and essentially tell the prospect they need to act now
  • Memorization is the lowest level of learning
  • Only superstars from the previous week can modify the script and they must train others on it
    • Listen to the best
  • Frank Kern likes monthly vs annual but he over-d elivers and has a great stick rate
  • He acts as Interim VP of Sales for 6 months and trains daily
  • He's a pure-commission "nut"
  • Those that care more sell more. It comes across as compassion. Absence of judgement. Unconditional love. 
  • You need certainty and confidence with it.
  • When you're on the phone dial in your intention to increase your efficacy on the phone
  • Avoid "commission-breath"
  • You can screw up when you have a clear intention. Grace back-fills where you might mess up.
  • You are good enough and you are loved
  • Focus on serving