What is selling? - - The action of persuading or influencing someone to take your offer
- Selling is helping someone to make the right decision for them.
- Only sell to people that want to buy
Why Sales? - - Sales is oldest profession In life.
- The ability to sell someone on your way of thinking is important.
- You need sales for everything.
- Makes you a better human being and more relatable
Numbers game: - - Selling is a numbers game.
- Need to sell the right thing to the right people.
- Need to go to the right area!
- Right prospects and right area.
- If you want to sell you have to sell to the right people
- Take massive action! Do lots of calls and prospecting and practice see what works.
Prospecting mindset: - - No floor to income and no limit
- Need to close right people
- Do not be afraid of rejection
- Door knocking helps build this mindset
- The opinion of people who don't give you money don't matter
- Rejection is never personal. Do not take it personally.
- Every single sales call makes you money. Every "no" gets you closer to a "yes"
Need balls to do sales
Frame: - - Frame influences everything. It is the perception you show to other people.
, - Make sure client knows you are there to help them. (frame)If it is not a good match don't take money
from them.
- If this deal doesn't close there will be other ones (frame)
- You are a professional selling a great service (frame)
- People can smell if you don't have someone's interest in heart.
- Approach customers to help them.
- Don't come off as pushy and over needy for the business.
- Do not come off as an amateur to a client. Do not beg.
- Be mindful of your frame
Prospects, leads and clients: - - Prospect is a potential client.
- Can pick a specific niche to have a edge and have clear audience. Goal is to get a lead to a client.
- Potential -> lead -> client
- Need a target audience, approach them, turn prospect into leads and lead to client.
Scripts for openings: - - When you start prospecting you will be nervous. It is normal!
- Takes away thinking and anxiousness with a simple opening.
- Do not script whole presentation cause you sound like a robot.
- Only use for certain bits of conversation. Opening, objections and close
Qualifying - - Need to be able to see if you are compatible.
- Depends on how many you can talk to that are a good match. Red light - Green light.
- Waste of time if you waste time on someone who is going to be a NO.
- Need to be able to let them know you are listening to them.
- Creating rapport makes selling so much easier.
- Qualifying helps get most promising leads
Always agreeing: - - If you want to convince, start with agreeing BUT DO NOT AGREE ABOUT
EVERYTHING, DO NOT BE A BITCH
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