1. MINDSET

THE SUCCESS Remains

Most sales people fail because they only focus on tactics
Having the right mindset will determine how successful you
will be come

Attitude:

Attitude is how you feel about yourself on the inside and the mindset you have in every situation

How you feel about yourself on the inside and the mindset you carry in every situation
How you perceive yourself, your company, your marketplace, your competition, and the economy
Your attitude on anything can change at anytime

People with a strong attitude look inward not outward
To succeed in sales, you must be willing to fail
You must be mentally and emotionally tough

Behaviors:

Behaviors are determined by your dreams, wants, needs, goals, and desires & how committed you are to them

Behavior are determined your dreams, wants, needs, goals, and desires & how committed you are to them
It’s what you do every day to grow as a person and to grow your business
Has to be more than just the money or you may fail
Never use how much business you will do as a goal
You may not control how much money someone takes out their wallet, but you have 100% control of your behavior

Tactics

Tactics are the skills and techniques you use to execute behaviors

Tactics starts the moment you open your mouth
Your Attitude and Behavior will determine the style in how you perform your tactics
Raw tactics alone won’t get you to the top
You MUST feel good about yourself to sell successfully

Aticle Tags:

9. PRESENTATION

The only goal of a presentation is to get the order and confirm the close • Most sales people make the mistake that they have to do this amazing dog and pony show and that’s whats going to get people to buy• That’s totally backwards

8. DECISION

It’s all about figuring out who is the decision maker Here’s why the decision condition is important: • Situation where prospect tells you to think it over • Find out the person who you’ve been talking to can’t even buy what you have EVEN IF HE WANTED TO!• We’re going to figure out the decision making process
Read more

7. BUDGET

OVERCOMING FEAR OF MONEY Why people are uncomfortable talking about money:• Parents tell you not to talk about it because its rude• People like they either have to little or too much• Overall negative connotation (money is not important, etc)• It is important because if you can’t pay for something..then what are you doing!• You have
Read more

6. OKAY NOT OKAY

FEELING OKAY ABOUT YOURSELF There’s only 2 ways you can generally feel:• 1) Okay- feel good about yourself• 2) Not Okay- not feeling good about yourself

5. COUNTER & NEGATIVE COUNTER

It is one of the most powerful techniques Countering is when you answer a question with another question It’s a human instinct to immediately answer a question when someone asks you one The idea is to get the point why they are asking so you get to the pain they care about

4. UNCOVERING PAIN

TRANSITIONING “SETTING EXPECTATIONS” TO “UNCOVERING PAIN” Earn the right to ask a question

3. SETTING EXPECTATIONS

Story: Got random call on my cell phone• Sales Person: Hey Patrick, my name’s John and I’m calling from Velocity Solutions• Me: “are you trying to sell me something?”• Sales Person: Of course not. I just want to tell you about our financial products…• The whole time I’m thinking: what is he selling, when is this going
Read more

2. BUILDING RAPPORT

INTRO TO BUILDING Compatibility Common Business Mistakes: • Focused too much on the technical aspects• Not focused on build a connection• Not focused on selling emotionally• Come off as un-relatable

Sales Machine

Sales Machine Methodology Mindset → Building Rapport → Setting Expectations → Uncovering Pain → Budget → Decision → Predestination and Close → Locking In

Top 10 Prospecting By Google

Tip #1: Prospect every day Top reps spend some time every day setting meetings for potential new business. For a salesperson, prospecting is like weightlifting for an Olympic sprinter. He gets medals and attention from winning races, but without that time in the gym, his performance would suffer. Make prospecting part of your daily sales fitness routine.