Ted Miller, III Shares Sales Posture To Avoid Commission-Breath

Aug 31, 2017

Wes Schaeffer

The Sales Podcast Marketing Automation Entrepreneur

Selfish people are terrible at sales

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Sales Tips you'll learn in The Sales Podcast...

Three types of sales posturing
1. Peer posturing
2. Inferior posturing (Columbo)
3. Superior posturing (you're a jerk if you try to play this card all the time)
Partner with Chet Holmes on "The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies"
Paid $40k via Jay Abraham to get the IP of Chet Holmes
Charlie Munger
Once you get hyped up enough (get into state per Anthony Robbins) you can manifest it
Brian Tracy International
So Chet became CHI - Chet Holmes International
Then Business Breakthrough International
Now things don't work...they just work better
Focused on sales skills and recruiting sales superstars
How to influence human beings never changes
Have a real dialogue with people
Get on the phone
Prospects will tell you how to sell to them...if you listen
Have an intention to serve
Now when you try to bond it comes across sincerely, because it is
Objections are the reasons people buy
"That's why you must move forward today..."
Sales is not a selfish business, which is why most people are terrible at sales
Old school guys stress creating a bond first then moving through the sales cycle
How much momentum do you have in your sales funnel?
This is both linear and cyclical. It's a linear process and each step has its own cycle.
When you have enough momentum you can make a big statement and essentially tell the prospect they need to act now
Memorization is the lowest level of learning
Only superstars from the previous week can modify the script and they must train others on it
- Listen to the best
Frank Kern likes monthly vs annual but he over-d elivers and has a great stick rate
He acts as Interim VP of Sales for 6 months and trains daily
He's a pure-commission "nut"
Those that care more sell more. It comes across as compassion. Absence of judgement. Unconditional love.
You need certainty and confidence with it.
When you're on the phone dial in your intention to increase your efficacy on the phone
Avoid "commission-breath"
You can screw up when you have a clear intention. Grace back-fills where you might mess up.
You are good enough and you are loved
Focus on serving