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

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

Listen To Previous Episodes of The Sales Podcast  

Links Mentioned In The Sales Podcast

• Visit Ted Miller, III home on the web and double your sales

Now go sell something.