10:02 – Top 10% think in terms of their HOURLY rate!
13:12 – *Only three things that you do that pay you your desired HOURLY rate – prospecting, presenting, and closing.*
*Stopwatch case study*
17:01 – You cannot control the sales outcome, but you can control your sales activities; the Law of Probabilities.
17:36 – No one should be able to find you in the office – there are no customers there!
17:50 – Frank Pacetta and Xerox office in Cleveland and how he managed that office. Kicked out all the salespeople at 8:30 and got rid of all the chairs and desks in that office. Had 8am sales “meetings”.
Spend more time, face-to-face with customers.
22:46 – a guy was making 9 sales out of every 10 calls! Sales exploded! You collect more ‘no’s’. See how many no’s you can collect each day. Whoever got 10 no’s first, got a free lunch paid for by the company… but one guy would’ve got it, but he got a sale! lol. Work all 8 hour shifts. The no’ motivated them!
25:37 – DELIBERATE FOCUSED PRACTICE: what one skill would help me move ahead now?
If you could wave a magic wand, and overnight, you could become absolutely excellent at any one skill in your business or life, what one skill would help you double your income?
28:50 – Position yourself in your mind as a HELPER, not to sell anything. 1) Examination / Vitals; 2) Diagnosis; 3) Prescription
“Selling out of sequence kills the sale.”
31:18 – Establish rapport and trust by focusing on the relationship than the sale. All success in business will be based on relationships. Focus on the sale and you’ll kill the relationship and the sale. Listening builds trust. Ask questions. The best salespeople are those who ask really good questions.
32:53 – Pause before replying. Allow silence in the room. Buying takes place in the silence. Question for clarification. “How do you mean? How do you mean exactly?”
34:46 – feed it back in your own words.
35:24 – top 10% in 32 industries – use this technique: Agenda Close!!! Close the person on an agenda! 5 or 7 questions.
37:22 – At the end – you conclude. Show the details via a pivot.
People don’t care about your product; they care about what it DOES for them. A change, improvement, result, benefit, or transformation. Plane vs destination; the “plane” is you, your product, your company, company leadership, etc.
Customers ONLY buy improvement.
40:53 – Objections that I normally get. Never more than 6 objections. Ben Feldman! “How do you like this so far? Why don’t you give it a try?”
45:04 – Resales & Referrals – key to your future. You ask for resales and referrals.
Source
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