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Let’s start by taking a quick look at how your sales career “used to look” prior to getting this course! In fact, if it makes you feel any better, MOST sales people run into what we call the main “key frustrations.” They are:
1) Inability to gain access to their prospects
2) Inability to gain interest (and appointments) from these prospects
3) Inability to “trigger” the intellectual and emotional aspects of the sale
4) Inability to effortlessly close these prospects
Let’s briefly address these four frustrations.
1) Inability to gain access to their prospects
If you’re like most sales people, you undoubtedly derive some or many of your leads via cold-prospecting or “cold-calling.” If you currently cold-call, you’ll agree that your biggest hindrance is quickly and effortlessly getting around the gate keeper. You probably spend a lot of time getting shut down and transferred to voice mails.
There is a VERY specific reason for this, and as we’ll address a little later, a VERY specific solution for putting an end to this. You see, the REASON you’re getting shut down by the gate keeper is because the gate keeper “takes pride” in protecting her/his superior. (I’ll use ‘her’ generically, but it could be her, him or ‘it.’) From the gate keeper’s standpoint, the superior at some point had a “talk” with the gate keeper explaining how important his or her (the superior’s) time is. And the gate keeper MUST do EVERYTHING in her power to protect the Superior’s time.
Protect the Superior’s time from what?
FROM YOU- THE SALES PERSON
By the way, just on a side-note, I’ve had this same “talk” with my gate keeper. Her name is Sally (not her real name,) and she’s a REAL CATCH! I mean Sally
ROCKS! She’s friendly, positive, and organized. In fact, we often call her the “glue” that holds our company together. In fact, Sally’s so nice, she’d NEVER
hurt a fly. REALLY!
But Sally understands one of her primary roles. KEEPING YOU OUT OF HER BOSSES (MY) BUSY SCHEDULE. (even though you’re nice, and have a REALLY awesome product.) And, by the way, I am really busy. (writing this course:)
So after Sally kept letting sales people get through to me with no problem, I had the “talk” with Sally. It wasn’t easy, because Sally felt bad about screening sales people. But once I explained to Sally “how important my time is,” Sally started taking pride in “pleasantly” denying these same sales people (you) access to me. In fact, Sally is probably one of the better gate keepers out there- why wouldn’t she be? She’s been trained by someone who knows all about getting around the gate keepers (me)! (But now you’re going to learn how you could get (even) around Sally, directly to me (if... you read the following.) But let’s get through the rest of the course first...
So WHY do Superiors view sales people as a waste of time? Because MOST sales people don’t have ANY clue how to REALLY sell! But in a bit, we’ll straighten that out for you.
2) Inability to gain interest (and appointments) from these prospects
So say you actually get around a gate keeper and find yourself on the phone with the decision-maker (d.m. for short). This d.m. is the Superior we were talking about earlier (me). Now what? If you’re like most sales people, you launch into an
“ad-lib” 15 second demo about you, your company, your product, your service, your “special offer” or whatever else you think it is that’s going to get your d.m.’s attention.
And it doesn’t work very often does it?
Don’t you normally hear things like, “Sorry, not interested,” or “I don’t handle that” or “We’re not in the market right now but thanks anyway,” or “I don’t need one of those,” or “I’m happy with my current supplier,” or worse yet:
CLICK
(That’s the sound of the d.m.’s phone being hung-up while you’re trying to say something like, “But wait- we’re running a special, We’re different,
bla bla bla bla bla.”)
Isn’t that really what the decision-maker’s hearing? Let me repeat: bla bla bla bla bla bla bla bla. That’s how you sound to the d.m. The d.m. has had so many ignorant sales people call him (or her) that she’s developed a real ability to TURN YOU OFF. In fact, she also taught her gate keeper (Sally) how to turn you off REALLY FAST!
Not for long: we’re going to show you how to become an intelligent sales person. (Hang-on, we’re going to have fun soon!)
3) Inability to “trigger” the intellectual and emotional aspects of the sale
So you lucked-out. You made it past the gate-keeper, you actually somehow got an appointment with the decision-maker, and now you find yourself face to face with the d.m.
How many of your current appointments are full of energy, excitement, enthusiasm from your d.m., show a REAL emotional reaction and a REAL intellectual reaction? (by emotional, we mean they’re emotionally sold or EXCITED to buy, and intellectually sold, meaning they understand from a logical standpoint why they need the product.)
Or, if you’re like most sales people, you have:
a few “hot presentations”-(they’re going to buy, I JUST KNOW THEY’RE GOING TO BUY!)
a few “mediocre presentations” – (it could go either way, I couldn’t really tell if they were that interested)
and a few “Bombs” – (there’s no way they’re going to buy. He HATED me and practically fell asleep during the demo!)
Here again, most sales people don’t understand the true essence of selling, which in turn helps them to open their prospect’s mind; whether to help get the prospect excited, or to open the prospect’s mind about a logical need he or she may have. Again, we’re going to change that for you. Please be patient!
4) Inability to effortlessly close these prospects
To wrap up, this one is the biggest shaft most sales people receive continuously.
Let me ask you this. Out of all the face to face presentations you make, how many of these do you walk away with either a “yes” or a “no” meaning they either agreed to buy or told you no?
If you’re like most sales people, you’re already sold on the fact that you can’t get an answer on the first appointment. Here again is another one of the biggest mistakes made by sales people due to ignorance. In fact, if you’re sitting right now thinking about how it’s just NEVER possible to close a deal on the first presentation, then you’re already making the mistake of being close-minded. I’ve had countless debates with sales people about why it should NOT take them 3 months, 6 months, etc to close a deal.
And we’re not talking about pressure. In fact, if you’ve seen any of our stuff before, you know we HATE pressure. Why? Because it doesn’t work, isn’t good for you, and isn’t good for your prospect!
The point is, if you have the attitude that you’ll NEVER get a deal closed (in many cases on the first appointment,) then you won’t. However, if you address EVERY presentation with the chance that your decision-maker JUST might buy from you then, you’ll quickly find that with the right or correct sales tools, you can start closing deals faster and thus put a stop to making a zillion call-backs! And at the very least, by following our sales cycle, you will at least start identifying the “non-prospects.” If you can get a “no,” you’ll still be saving a lot of time from calling the dead-beats back 85 million times to continue getting “maybes.”
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