M&D Sales Dojo
Own the first 4 seconds, own the battle.
What does owning the first 4 seconds of a sales interaction look like? As a customer walks in the door as salespeople three things should run through our heads, Sharp as a tack, enthusiastic as hell, and an expert in your field. "we've been trained since we were yay big to differ to experts." So how do we come across as an expert in our multiple fields? first and foremost, you can not be an expert and know little to nothing about the product you are selling. Whether you learn from hands on products use, time on the manufacturers website, reading brochures, or a phone call with one of our representatives, all the information you gain is viable and can become a weapon during your sales interactions.Use the Better 1% Daily approach and Take at least 5-10 minutes a day and learn something about what you're selling, you'll love the results.
It's not what you said, It's How you said it.
"Sales is The transference of Emotion" In this episode Jordan discuses tonality and the way in which it can influence business. Your tone conveys a lot to your customers, so it’s important to know exactly what to do.
Find Power in Looping.
If you haven't heard of looping before this might be a little advanced at first glance, but with a little practice and real world application you'll pick it up in no time. Your loop should look something like... deflect objection -> Make a Friend/Share Product Info -> Go For the close -> Start Over (Make Sure you don't say the same thing twice when you're looping multiple times, you do want to loop multiple times, just hit on different points every time you do..)
Everyone uses different phrases and verbiage but my personal loop might sound something like
"I hear exactly what you're saying, but can I say, our company was founded with two principles in mind, improving your quality of life at a reasonable price, and excellent service before and after the sale. Is that crazy? (you want a no) (Go For The Close)" Our products and services vary widely so there's not a cookie cutter close. a couple to try out though would first be a dual option close which sounds something like, "so, are we feeling the Raptor Xl Or the Raptor Xd?" or "Did you want that safe room in brown or gray?" Another style you can try is what I call the dance around, and it sounds something like, "so what bag of pellets did you want with that grill?" or "so where's your trailer?" These are just some examples for you to use to start creating your own versions.
We don't decide when listening has happened, the customer does.
Sales is nothing more than making the person across the table from you feel heard and understood. It's our job as dedicated sales-people to listen and ask questions that show we are genuinely interested in what the customer is talking about, not just trying to make a sale. It's important to emphasize my moms favorite phrase here though, "It's not what you said, it's how you said it." The difference eye contact and a smile can make when you're responding to a customer is astronomical. Try it out for yourself today and watch your customer interactions go from strictly business to a more personal level. Take in everything you can from Simon Sinek, he's a great communicator.
The 3 types of buyers.
Knowing the 3 types of customers before you engage in a sales interaction can prove to be very powerful when you use the knowledge to your advantage. If we can quickly pick up on what's really important to a customer we don't waste energy or air spewing product knowledge that at that moment is irrelevant. Take time at the start of the sale to feel out what kind of buyer you're dealing with, then work from there. It makes your life and the customers a lot easier.
The 3 f method
While it might seem a little gimmicky at first glance, once expanded upon, the feel felt found method can prove to be overly powerful. Carrying this bullet into any sales situation can be the difference in a not today and a sign me up more often than not. Once you've watched the video I'd recommend applying some real world application as this will be new to you. However, it's a skill that does not take long to learn but grows in power the more you do it.
27 Words to Avoid in Sales.
While we do live in a country where freedom of speech is prevalent, Dan Lok is right on the money with these. Sometimes words and phrases like, "to be honest with you" are just built into our vocabulary and speech pathways, and we don't realize we're costing ourselves commission. Do your absolute best to leave these words and phrases out of your vocabulary and you'll be shocked by your results.
Got an Assertive Customer ??
Dealing with an assertive customer isn't anybody's favorite cup of tea, but when you have the right tools going into the engagement you're bound to come out on top. Once you learn to use the customers aggression for good you're in a very powerful position. Chris voss is an expert in the field of negotiation and has years of experience to back his craft. Soak up everything you can from this video and others from Chris.