Professional salespeople know how to handle "I'm just looking"
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- Was running a car dealership
- Was good at it
- Became an expert at sales negotiation
- Real deal lease presentation
- He started training people to teach that presentation
- But they didn't produce the results he wanted
- People need repetition
- One day workshops just expose people to the information
- Online learning will grow 300% over the next five years
- It's more scalable
- Make sure the drills and exercises are part of the membership
- Create better, more engaging training
- Training doesn't work because people don't apply what they learn
- If he had to start over he would've
- Dreamed bigger
- Worked harder and smarter
- Not trusting the same people (friends and buddies were wrong...but stayed on for eight years)
- He allowed these things to go on for years. He ignored his little voice.
- He didn't value culture and vision and mission
- It takes as much effort to make $10 million as it does to make $1 million
- Shoot for 100% growth vs 20% growth
- Culture is accepted behavior and it goes beyond goals
- A bad culture will bring you down
- You attract A players by having A players
- "Who" is a book about using scorecards for hiring
- "The Hard Way"
- Why do you sing your ABCs flawlessly?
- Develop your skills continuously
- You get out what you put in
- Ask yourself a couple of questions and find out what you really want
- The more hands you shake the more money you make
- It's a numbers game
- Once you double your effort you'll get more business
- To so do, prepare yourself. Get better at your skills and when you double your effort you'll more than double your sales.
- Your job as a professional salesperson is to listen
- Most people don't follow up or do it correctly
- You can always get better
- Sharpen the ax
- Hold yourself accountable
- You must increase the value of your products so they are greater than the value of your money
- Buyers are liars
- We need to find the true objection
- "I'm just looking" is a defense mechanism
- End it with "...for whatever you've got."
- "Oh, you're just looking? Your brother 'been' was just here yesterday. Your sister 'still' will be in tomorrow."
- People don't make decisions because they don't have enough information
- Know your competition
- Sell yourself
- Know what makes you valuable to your clients
- Never forget a customer and never let a customer forget you
- "They're cheaper? Well they don't have me."
Links Mentioned In The Sales Podcast
Market like you mean it.
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