Brian Tracy on Sales - Nordic Business Forum 2012

thank you thank you for being here thank you for coming so far and making such a sacrifice and I promise you that this will be a good time together I will make this worth it as we live in a very interesting economic time today perhaps the most difficult and challenging economic time in our history And this has always been a challenge for us as sellers: selling against entrenched competition, so today I'm going to give you some ideas that I've shared with many people that have allowed them to double and triple their income. How many people here would like to double their income? ?

If I can show you how you'll try it, say yes, okay, I'll give you several ideas that other people have used to double their income as we go along in their life. In life you should always predict growth, you should always predict that things are going to happen. grow and you should always work as if things are going to grow because it is your attitude more than anything else that will determine your level of success even when the economy goes down. Some people and some companies are doing well, some are not because sometimes they think the economy is bad so we have to cut back and we have to reduce our activities and others just respond by being busier and being more aggressive, and it's very important. for you and me well many years ago when I started I didn't graduate high school and I could only get labor jobs and my first labor job was washing dishes in the back of a small hotel and over time I worked in construction and I worked in factories and sawmills.

I know a lot about sawmills. I worked on farms and ranches and worked on a ship in the North Atlantic when I was 23 years old. I was working on a farm and sleeping on the hay at the farmers. barn at the end of the harvest I had no education, I had no skills and once again I was unemployed and when I no longer found a job like you, I got into selling candles, it is the default job par excellence in our society, no one dedicates to

sales

. We fall in

sales

again when nothing else works. It's like driving a car, backing up and hitting something.

Won't you go out and see what it is? It's a sales job, so we say, "Well, I'll try it." and look what happens and sometimes your friends tell you when you are going to get a real job because some people don't believe that sales is a real job, however the 8020 rule applies. 20% of people who are in sales Sales realize that this is a great job. opportunity that if you sell very well you can earn more than a doctor or a lawyer or even a politician, you can make a wonderful life selling and you can fulfill all your dreams in the Western world. 5% of millionaires are salespeople who have sold their entire lives for another company, but they sold a lot, earned a lot and invested the money carefully, so you may be able to achieve all your dreams in this field if you become good at sales, so I got into sales and The only job I could get was knocking on doors, cold calling door to door and I had no training or experience.

The only thing I could think of was to work hard, at least it wasn't like working on a farm or on a boat. It was a clean job, so they told me that selling is not really a sales job, it's really a rejection job and the more rejections you get, the more sales you will make. This was the entirety of my sales training, so I used to get up earlier. and earlier every day so I could knock on more doors so I could reject being rejected more often and I started to start at 6 7 or 8 in the morning when people came to work and knocked on doors all day and in the morning.

At night he went out to knock on doors of houses and apartments. Sometimes he worked 12 to 14 hours a day. I worked 30 before making my first sale. This is not a good way to live. I can tell you that he slept on the street. floor of a friend's apartment had a change of clothes. I had to wash my shirt in the sink at night. I had a tie that came off and put back on and a pair of shoes that were too big for me, so when I walked it was like walking in swimming fins and I had to lean forward so my shoes wouldn't slip.

If I ran, my shoes would fall off, so this was my start and after about six months of knocking on doors and earning just enough to stay alive I realized there was a man in my company who made ten times more than anyone else. The client would come into the office or go out and visit a client, have lunch with another potential client, make sales in the morning. late and I left at 4:30 or 5:00 and I went to beautiful restaurants and I had good vacations, I had a beautiful apartment and my pocket was full of money and I had no financial problems and I sold the same product that I sold in the same office at the same price to the same people under the same conditions so I did something about six months ago I did something that changed my life I still remember this changed my life in your life because of the way you have experiences and it's usually an idea or a concept something happens and your life is going in a different direction and this was the transformative moment for me, I took a deep breath and I went and asked him what are you doing different than me, why are you making so many sales and he said, well, show me your sales presentation and I will criticize you.

I said what he said your sales presentation I said show me yours and I'll show you mine because I didn't have a sales presentation I was doing what I call the blah blah sale, I would find a neutral prospect, blah, blah, blah. blah until they started looking at their watch and looked away and said thank you so much for coming, let me think about it, call me next year maybe or leave me some information and I go from one place to another and got the same answer, he said No, no, he said there is a process, a logical sales process and the process has seven steps and the first step is to find prospects and talk to the right people, the second is to establish a good relationship and trust with those people. the third is to ask them questions and identify their needs precisely the fourth step is to make a presentation and show them your product the fifth step is to answer their objections the sixth step is to close the sale and the seventh step is to get resales and referrals now I probably won't He said all that, but what he did give me was a very simple presentation and instead of coming out and talking, I went out and asked questions and my sales went up and I remember people treating me differently when I asked them.

I asked them questions instead of talking so I started asking more and better questions then I started reading about sales and I read everything I could find and then I listened to audio programs and then I started going to sales seminars and I did two things that really had a profound effect on my career. Number one is that when I heard something new, I tried it immediately. I noticed that many other people heard the same things but took no action. nothing, whereas when I heard something new I would run out and try it quickly. The second thing I learned is that nothing works, even the best ideas don't work, at least they don't work the first time and sometimes they don't work the first five or ten times, so I made the resolution that if I heard a good idea I would try it five or ten times before passing judgment.

The percentage of people think about what they want and how to get it. Most of the time they think about what they want and how to get it, so I'll give you a simple word that you can use for the rest of your career that will double your income and the word is how to say how from now on. when you have a goal the only question you ask is how whenever you have a problem to solve the only question you ask is how if you have an obstacle to overcome the only question you ask is how now the wonderful thing about the word how is that it triggers ideas and all ideas are for actions that you can take immediately and when you take those ideas you begin to receive feedback that allows you to correct your course and take even better steps to achieve your goals so that the average person when they have a problem complains and blames other people for the problem the superior people when they have a problem or a goal they simply say how could I achieve this goal and they try this and they try that and they try something else but it never ever occurs to them that eventually they will not succeed, so they think about what what they want and how to get it most of the time, but what we find is that people in the top 10% in all fields think in terms of their hourly rate, how much I make each hour now.

This change in thinking changes your entire life. I know this because I have taught this principle to thousands of people who literally transformed their lives and income almost overnight. If you think in terms of how much you earn in a week or a month, then you have a natural tendency to waste time during the day Monday is a slow day you are recovering from the weekend Tuesday you start work Wednesday the week almost ends on Thursday you start to slow down and now it's Friday who does something on Friday we'll do it on Monday and therefore people's ability to produce drops and boosts, and since eighty percent of the population Think like this, if you are not careful, you will find yourself surrounded by time wasters, the biggest time wasters in the world.

There are other people in the world who want to make you waste your time and ways of reasoning. The way they waste your time is by talking, talking, talking, talking, talking, talking, talking, no work, just talk, talk, doctor or play on the computer or on the phone. Hannes watches the movies. go shopping drink coffee start late leave early long lunch hours how am I so far it makes you uncomfortable say yes because it starts to become a habit remember that human beings are always trying to do what is pleasant and comfortable and over time doing more and more pleasant things, like talking to your friends, having coffee or going to lunch, and soon the average person doesn't work at all, so when you start thinking in terms of your hourly rate, it transforms your life and What we have found and what we talked about this morning is that in terms of your hourly rate, there are only three things that you do that represent 90 percent of your income across the board, it's always the same, there are only three things When you think about your hourly rate you have Think about what we call the law of three.

What are the three things that you do that pay you the highest hourly rate and that pay you the highest potential income? Well, Columbia University did a study a few years ago and found that the average salesperson works. only 90 minutes a day the average salesperson spends all of their time warming up and resting warming up the average salesperson makes about two calls a day, one in the morning and one in the afternoon, and in between they're preparing and they're making excuses and they're having coffee and it's us at the newspaper and they're checking their email reading spam and stuff, but the only work 90 minutes a day and they did that first study in 1928, they updated the study year after year, the last one was around 2008, every salesperson still works 90 minutes a day so all sales revenue is diluted to 90 minutes so we found that there are only three things you do that pay you your desired hourly rate and they are Prospecting Presenting and closing the sale Find new people to talk to Talk to those new people and get them to take action I was working for a large company at the beginning of this recession and they said we would invite them to our annual convention to speak. to our national company of 350 salespeople and I asked them a lot of questions that I ask and one of the questions was what are your feelings about

business

for the next year?

They say our

business

will be down about 30 percent this year because of the recession. I said, well, why don't you set a goal to increase your business by thirty percent? They said no, no, that's not possible, don't you read the newspapers? We are in advertising. Business is down and business is going to be slow and we're adjusting to that I said, well, you know your salespeople only work 90 minutes a day, why don't you make them work three hours? In the end, you can increase your sales instead of decreasing them and he said no, no, that's not true. the salespeople are professionals they have an average of 11 years of experience these people have been in business for a long time said they couldn't be working 90 minutes a day they work all day I said no they only worked 90 minutes a day so this It's not a good way to start a business relationship so he said he said I've never heard that number I said well unfortunately it's true I said I have a suggestion for you in this seminar why don't we share shares? watches to all sellers and I will explain this principle to them and then we will track their working day, so at the seminar I presented them with a stopwatch that costs maybe five or ten euros and asked them to agree that for the next month all sellers When they came in to see a potential client they clicked on the timer and when they left they turned it off and kept clicking on it and it kept adding up at the end of the day they could see how many minutes they hadI went through with the clients and at the end of the week they were able to see how many minutes and they said great, so the seminar was a great success and I also said something else to this group: I said, "you know that 80 or 90 percent of your Potential customers have never heard of you.

They don't know you exist. They don't know that your product or service can help them. So they will never be able to approach the entire product prospect market. seminar, about five weeks, I got a letter from him and it said dear Brian said I read it to thank you for your seminar he said I have to apologize he said that salespeople reported their stopwatch numbers at the end of 30 days and we found that the average salesperson was spending 90 minutes and 42 seconds a day with customers, he said everyone agreed to increase that to 180 minutes, he said our sales are increasing at a faster rate than ever before, this recession is not affecting us at all, a year later, responded and said their sales were up 30% from their best year ever because sales staff started calling people they had never called before.

Natural tendencies to continue calling your former clients. They started calling new prospects and spending more time doing it right. What I do, as I call it face time, I call it the critical measure of your success is how much time you spend face to face with customers and that's the key to the idea of ​​the stopwatch is whether you can increase or double the amount of the time you spend face to face with customers I promise you will double your income, you see, you can't control where the sale will come from, you can't control the outcome of the sales, but you can control one thing, you can control your sales. activities if you control your sales activities you submit to what is called the law of probabilities the law of probabilities says that by doubling the amount of time you spend face to face with customers you double the probability that you will increase your income and thus you can have total control over your income.

Just go and call more people. Just spend more time coping. If someone calls you at the office, they should never be able to find you in the office. You know why? Because there are no clients in the office. office customers are out of the office I have a good friend his name is Frank Pasetta and Frank Pasetta started as a junior salesman for Xerox many years ago and he was a very good salesman and he wanted to be a manager so he applied to be a manager and they said No, we do not have positions available for sales management.

He said I'll take any position because I want to show my ideas to salespeople and finally they said an opportunity had opened up in the Cleveland, Cleveland, Ohio office. it's the worst performing Xerox office in the world out of 2000 offices, it's the worst performing office in a major city, so if you move and he lives in California, a good place to live, if you move to Cleveland, what it's called in English, it's called the bug on the lake it's an old industrial town on Lake Superior they call it the bug on the lake if you move there we'll make you manager so he said I'll do it so he packed up and his family crossed country and there was a notice that the new manager was going to be in the office and wanted to have a sales meeting at 8 o'clock on Monday morning, so at 8 o'clock on Monday morning he was there waiting and 1 o 2 salesmen out of 32 all came into the office together and then one or two more and they were smoking cigarettes and drinking coffee and at 8:30 the sales team was there and they destroyed every sales manager they had ever had and this was just the thing.

Call raw meat because they were going to destroy him too so he said ladies and gentlemen he said thank you for being here I'm your new sales manager and I want to ask you a question what don't you see in this? office and then they looked around maybe removing a painting from the wall or something so we would give up, he said they don't see any clients and they are salespeople and their job is to be with clients, they have potential clients, now go out and I see clients, this sales meeting is over, everyone walked out, oh, and he herded them out like cattle, marching them out the door.

I know this because a friend of mine who was in this office at the time told me that this story is perfectly true and he wrote about it in his book, so they all came out and went out into the hallway and said, what do we do now? Since they're not used to spending a lot of time with customers, so they said, well, let's go across the street and have some. more coffee and some said well, I think since I'm out I'll go call the clients, so the next day they came back and he had announced that there would be a sales meeting every morning at 8 o'clock the next day.

In the morning they came back this time they were a little more punctual and they came in and all the desks and chairs were gone. A moving company had come the night before and moved them all away, so they were standing and he said. Now notice there are no desks or chairs, yes, so we are going to have our sales meetings standing up. There are three offices here that have locks with desks and chairs, so if any of you bring a client in to talk, he can sit down. in one of these offices, but since you won't be spending time in the office anymore, you won't need a place to sit and this sales meeting is over, so go ahead and call him a client.

This was his strategy in the next one. 30 days of the 32 sellers, 12 quit, they told him to go and multiply himself. I don't know if we have that expression and we ended up. Some of you didn't understand that, but some of you got art and others. The rest started making more sales and since they had high commissions, they started to make more and more sales and they started to get very motivated by making sales and then they started taking a sales training lesson every morning and talking to people and working with people. and I went out with people and I came back with people and sales increased in one year in one year I was in the top 500 offices of Xerox in two years I was the number one office in Xerox the salespeople in that office made more per person than any other Xerox office worldwide.

The people I knew who worked with him still talked about how those were the great days and the only strategy was to force salespeople to go out and spend more face time with customers, and you can do that. that you yourself can be your own sales manager and use the only foolproof and fully controllable strategy in the world, spend more time face to face human beings are a lot, they have what is called a cybernetic guidance mechanism, like a guided missile, a guided missile is fired at the target. and even if the target moves, the missile receives feedback, adjusts its course and hits the target, you have a cybernetic mechanism in which you learn, you are a learning machine, the more activities you do, the faster you learn and very soon you become so smart that you can hit the target almost every time I've worked with people with great stories who make one sale out of ten, meaning they were rejected nine times out of ten, but kept going when they learned the proper sales techniques they started. to make two sales out of ten three sales out of ten for sales a gentleman from my course came one year and returned the next year he was making nine sales out of every 10 calls his income increased several hundred percent he went from living in a small house to living at a big house, he had been in sales for about 12 years before he learned how to sell professionally and his sales skyrocketed because you can't get worse at sales by doing it, you can increase the percentages, but the way you do it is collect more nose, so your job now is to see how many noses you can collect each day, just be polite, be friendly, be charming like you already are I'm sure, and just collect noses all the time, the more noses you get. the more successful you will be.

I showed this to a company recently and they were using telemarketers and they would start around 8:30 in the morning, but the telemarketers would get tired. Most telemarketing shifts are only three or four hours because telemarketers get psychologically exhausted again from all the rejection, so they put on a little contest, they had a gift certificate for lunch and whoever got 10 noes first in The morning after starting I would receive a free lunch paid for by the company, but no one could start until 8:30 so they would wait until 8:30 they were going to play, everyone would start no and start dying and they would stick out as many noses as they could and finally one person would get 10 noses, it usually took 20 or 30 minutes and he would ring a bell, the contests would say he would win this prize and then someone else would come back and say, well, I would have won, but someone wanted to buy and that made me it took all the time and after that they laughed all day and started working full eight hour shifts all their income tripled because he didn't motivate them when they heard the word they didn't laugh and it's one of the most important studies I've ever seen I want to pass this on to you because it is a guarantee of doubling your income or more.

What they found is that they studied people who throughout their careers had risen to the top and become presidents of major companies, the largest companies in the world, and they asked why these people are so successful when they started. With many thousands of people, about one and a half percent of the population graduates from college and starts working each year, so at the beginning of each year they line up like a marathon and everyone starts working for the first time. time and then the race starts and then as the years go by, some people advance a lot in the financial career, most stay in the middle and many people stay behind, so they went back and studied the life career of these people to find out.

By the way, how these people got to the top. One of the most important things we do in life is study successful people and find out how they got there so we can follow their footsteps well. This is what they found in 25 years of research at the University. of Florida and reduced it to a single concept called deliberate practice, which means not accidental or occasional but deliberate and focused practice of a skill. They discovered that these people had this quality, only one is what they would do at each stage of their career. They would ask me what skill will most help me advance now at this stage of my career.

If they were working for a large company, they would go to their boss or ask their coworkers or just think themselves. They would look at the best people and say what they are really good at and then pick a skill like a sniper, which would pick one. skill, not many skills, just one that would help them the most and they would write it down. as a goal and they would make a plan and then they would work on developing that skill and they would work every day on that skill until they mastered the skill, how would they know when they had mastered the skill?

People would start saying you. You're very good at it You're very good at negotiating You're very good at getting appointments You're very good at closing sales People would start complimenting them on how good they were and at that point they would say "Okay, now I own this." skill now which one will help you the most so I'll give you just a quick exercise this exercise will change your life if you do it ask yourself this question if you could wave a magic wand it's my magic wand and overnight you could become absolutely excellent at any skill in your business or in your life which skill would help you the most to double your income if you could become absolutely excellent overnight which skill would help you the most to double your income please write it down what is the only skill write it down so place yourself in your mind as a helper.

You are there to help them not sell anything that takes the pressure off of you and them. You're almost like a doctor in sales. Now, if you go to a doctor in Finland or anywhere in the world, doctors always follow a three-part process. If a doctor does not do this, it means that the doctor is not a good doctor. The first part of the process is when you go. To a doctor, that's the first thing they do, they give you an exam. You can't imagine going to a doctor and you say hello, doctor, I have stomach pains and the doctor says okay, let's do surgery or okay, here's a prescription, take these pills.

You see, you can't. To do that, first you have to examine me, you have to find out what my meter is, my problem, before you make a recommendation, what is the second thing a doctor does? The second step in the process is a diagnosis and the diagnosis is where you take what the patient has told you and the test results and say this is our problem. I remember I had a medical problem a few months ago and I went to two or three specialists and went to find another specialist. finally to another specialist and they sent me for a test and the test said exactly what the problem was, it took about two months but the first process is the diagnosis and once they had the diagnosis it was very easy to treat it anyway, the The first part is the exam.

The second part is the diagnosis and then if the diagnosis is satisfactory and the patient agrees then what is thethird part I see that my coming here was an emergency the third part is the prescription the course of treatment in a sales conversation the last thing that comes up is the prescription the course of treatment the recommendation to buy the product or service the sale out of sequence it kills the sale if a doctor says come up here to the table and let's operate you say I'm leaving here now let me think about it finished I think about it, I'll come back to, I'll come back to that another time, they would run away if the doctor tried to give them a prescription or a treatment without performing an accurate examination and diagnosis, so from now on, consider yourselves as sales doctors stage number two and selling and part of stage number one is establishing rapport and trust credibility and you establish rapport and trust by focusing on the relationship instead of In selling, the best salespeople are those who form the best relationships with their customers.

They make it clear to their customers that they like them and care about them and ask them questions. At Harvard Business School they came to this conclusion a few years ago. that in the 21st century all sales would be sales of relationships, all success in business will be based on relationships: your best clients, I can tell you, are the people you like and those you like. Eighty-five percent of your recommendations and referrals will come from people who like you and people who feel good about you, so focus. in the relationship and the sale will take care of itself if you aim for the sale or think too much about the sale what will happen is you will have neither the relationship nor the sale so how do you build a high quality relationship with other people ?

Well, here's the rule: The rule is that listening builds trust, clients want a relationship before anything else and listening builds trust, so how can you have the opportunity to listen? The key to making sales is asking questions, and the best salespeople are simply those who ask. very good questions now the second part of listening is to pause before answering is when the customer when the person stops talking pause allows silence in the room, you see, we say that the sale is made with words but the purchase is made in silence if the customer doesn't have enough time to process then what happens is they don't have enough time to buy so when you finish talking pause and let them think and maybe they want to continue or maybe they are done talking , but when you pause you will tell the person that what you said is very important and I am thinking about it before answering if a person says 1 2 3 and you say 4 5 6 ABCD if you answer immediately after a person has finished talk, what are you actually saying?

I don't care about anything you said. I was just waiting for an opportunity to talk, but when you pause, you tell the person that you really care about what they are saying. Step number 3 when listening is to give feedback with your own words. or sorry, it's a question for the cloud, never assume you know what the customer really means. The most powerful words in sales in all languages ​​are the words, how do you mean or how exactly do you want to say? I'm doing this right. I'm doing that or I want this or I want that right, how exactly do you mean it costs too much or I can't afford it? more information and then you can say well, what do you mean exactly?

Every time you ask the question, the customer will tell you more information, express themselves, give you more information that you need to make a sale and every time you ask. a question you have the opportunity to listen and listening builds trust the fourth key is to answer it in your own words is not to just jump in with an answer say well let me make sure I understand what you're saying this is what you're doing now and this is what what you are trying to do in the future and this is your concern or your question is correct and they will say yes and this is proof that you were really listening and people are immensely flattered when you can feed it back with your own words, so those They are the four keys.

Listen carefully, pause before answering the question for clarification, and then provide feedback with your own words before speaking. By the way, I'll give you a technique. This will double your income, this technique is so powerful that it has been found in the top 10% of marketers in 32 industries that use this technique and you teach this technique to people and they won't use it, but in every audience I say, someone uses this technique and there's always know someone, I'll say how it works, no, I mean, it's, I mean, it's like the seat is electrically electrified, although the customers love it, I mean, they're just there and it's a very Simple, it's called closing the agenda, closing the agenda is where the person is closed in an agenda, so, for example, what I would do is say Mr.

Prospect. I know how busy you are, so I put together an agenda for the meeting that now positions you as a professional, positions you as a consultant, and the agenda is just for you to see. professionals use agendas, non-professionals are just going to talk, so what you do is I have prepared an agenda for our meeting and you take a piece of your office supplies, this is a Nordic business form and you write the agenda for the meeting with the person's name spelled correctly, very important. and the time and the date and then you have five or seven questions.

Odd numbers are better than even numbers. Seven is one of the most powerful cosmic numbers, so I always think in terms of seven, so you have seven questions, so I have prepared an agenda. for our meeting and you space the questions on the page so a person can take notes, you write them in large print so the person doesn't have to get a magnifying glass to read them and then there's one, two, three, four, five, six, seven well the clients are Saanich they take it like this and it has their name and their time and their business and they sit down and then you have a copy so if we can go over these questions then you will know and I will know if this is a good idea for you or not, it's at the end of the series of questions that you say, well, it seems like what we offer and what you need seem to fit together pretty well.

Can I show you some of the details and then Shift gears and you'll move on to the presentation now, just like identifying the needs accurately is the tipping point or the hinge in the door or the door, the presentation is where the sale is made. , you make the presentation by presenting your product or service in a special way and This is worth a million dollars to you throughout your career. This one piece of advice is that people don't care what your product is. They don't care about you. They don't care about your company. Do not care. the background of your company I don't even care what the product is people don't care the only thing they care about is what this product or service does for me you know if you have a little child the child says I I my mind I I a all the clients care are just children with better excuses all they think about is me me what do I get what do I gain and what they want is that they want a change in their life they want an improvement in their life result a benefit or the greatest of everyone is a transformation wants to be transformed there is an ABC theory of motivation that applies to selling an A in English means antecedents or what happens in the past B means behavior and C means consequences what happens as a result of the purchase, this is the rule: 15% of purchasing behavior is determined by the past. 85% of purchasing behavior is determined by the anticipated future.

What will happen as a result of my purchase. So, like we say if you're selling a tour. In the Canary Islands you spend 90% of your time talking about the destination and only 10% talking about the plane you fly to the Canary Islands. Most salespeople spend 90% of their time talking about the plane and only 10% of the time talking about the plane. destination, imagine if you went to a travel agent and you said I want to go on vacation to the Canary Islands and they said well, let me show you how this plane works and they gave you a diagram of the plane you are going to, keep flying and how you go up the ramp, why and where you sit and the food you serve and the movie you make I don't want to hear about this I just want to know about the islands and the palm trees and the ocean and the warm water and so on, so talk 90% about the change that will occur in the life of customers, which now dates back 6,000 years to ancient Sumeria, when the first open markets began.

Customers have only bought one thing in 6,000 years. Can you guess it? what is right the answer is improvement customers only buy improvements the reason they buy is because they feel that the quality and quantity of the improvement will be greater than the cost and hassle of using it or learning to use it when you respond to objections write and say what are the objections that I normally receive, what we find is that no matter what you sell, there are never more than 6 objections and we call this the law of 6 and sometimes there will be several price objections, several usability or quality objections or various aesthetic or color objections, but your objections will be classified into about six groups and then what you need to do is develop a powerful response to each objection.

I have met salespeople who have gone from knocking on doors to making over a million dollars. one year because they became brilliant at answering objections the best salesman in the world for many years was a man called Ben Feldman Guinness Book of Records and he answered objections so beautifully that he gave courses and people sat on the floor like children around a campfire and he was saying when the prospect says this, here's the answer, people went out and made millions of dollars in sales because they learned to answer objections the same way Ben Feld learned, so think about every objection you receive and say what is best. respond to this objection and when the client brings it up, say it's a good question and respond with your pre-prepared answer and the objection just disappears like cigarette smoke.

If you get objections, we say there is nothing wrong with losing. a sale because you couldn't answer an objection but it's unforgivable to lose a sale twice because you haven't found an answer yet if you don't know how to answer a particular objection whether it's price or quality or something else ask other people what do you say when customers do this in your office, someone has found the right answer, called the best salesperson in your industry, even in another company, and you say what do you say when the customer says this and if there is an answer, they say this is what we say but you have to find the answers because part number six is ​​closing the sale and closing the sale is just.

I'll give you the simplest of all closing techniques, it increases people's sales five or ten times and it's called the Closed Invitational. by closed invitation it says that when you have done your presentation you ask the client how you like this so far if the client says well it looks pretty good you say then why don't you try it why don't you try it when you ask a client what the technique is Most powerful closure system ever discovered for invitation clothing. why do not you try it? The customer can just say "well, sure, I'll try" or they can say "well, no" in which case you ask why not, why not, now a second closing technique is called a reverse closing and when a prospect He says: why don't you try it? and the potential client gives you an answer, you say: if we could take care of that. for you, for your complete satisfaction, would you try it? then he says: if we could.

Would you do it if we could satisfy you? would you accept it? The potential client says yes if you could satisfy me. suit so what would it take to satisfy it? that point the most important word in life is success the most important word in sales is the word ask ask politely ask confidently ask warmly ask charmingly but ask for what you want ask the customer to take it today ask the customer invite him to buy ask tell them why they are hesitating, but don't be afraid to ask, remember before you ask, the answer is probably this: if after you ask, the answer is still no, you have wasted ten seconds of your life, so don't be afraid to ask and the more you ask, ask politely, ask confidently, ask politely, the more you ask, the more confident you will be and the more sales you will make.

The last point is all about getting resales and referrals, and resales and referrals are really the key to your future and the way you're going to get resales and referrals is by asking for resales and referrals. Do you know anyone else who might be interested in this product or service and always ask your satisfied customers if they will give you the names of additional people like me? I say the most important key to sales success is to ask, so let me finish by saying this. I'm M. He did a study when they got into trouble in the '90s and paid three million dollars for a major accounting firm to come in. or a major consulting company came and studied your company all over the country and the counting company came back and said, we have found the reason for your problem and they said, well, whatAre the sales low?

They said yes, we know what the solution is. high sales and they said well thank you very much, but this company is called McKinsey & Company, but one of the best management consulting companies in the world, they always have an answer and the answer always works, they said the answer is to get more out of your People went out into the field face to face with their customers, so IBM had 400,000 employees, they took 100,000 engineers, put them through a crash course in sales, and put them on the street calling those 80% of customers that no one had never called. and IBM in one year turned like a big ship in the ocean and became one of the most successful companies in the world, so the last piece of advice I can give you is to go out and spend more time face to face with more clients and don't have afraid of the word no thank you very much