Based on the previous episodes that we’ve discussed, it’s ripe to say that you’re ready to get to the next level. So if you haven’t listened to the previous episodes, be sure to go back to have a fundamental understanding of the sales process.
Let me start by saying that closing is not a big deal. But for some reason, this part of the sales process creates a lot of stress for a newbie salespersons and for prospects themselves.
Michael Jordan has been a phenomenal basketball player. He’s moved to play baseball but he never outshined his performance in the NBA. And there’s a very simple explanation to that correlates to many sales peoples. When Jordan was in the NBA, he played on his strengths. His dunks and fade-away shots where his killer moves that made him who he is in the NBA, a legend. But when he played in the baseball, you probably never even heard any buzz about his name in the game. Why? Because baseball is not his strength.
If you have religiously followed from episode 1 up to this point, you’ve probably learned by now that selling isn’t that difficult at all. In fact, it’s easy especially if you’ve already mastered it by consistently practicing your role plays and polishing your strategies to turn those noes into yeses.
In the previous episodes, we’ve discussed about selling cycles. But did you know that there is one very important step in the sales cycle that can literally keep your cycle going on instead of just ending with the close?
It’s been proven time and time again that more leads don’t really mean more sales. What you need in order to get more sales is to turn more noes into yeses. You’ve probably thought it’s easier said than done. But if you could only put an extra effort in this area of your sales process, your objection handling success can turn your business around and get you the sales you needed.
Massive and passive income does not come magically. You need a sales team to do it and make it happen. But the fact is, not all sales teams are equal. You probably know that by now. Some sales team are like selling hotcakes and raking massive income while other teams just don’t make the cut of being profitable enough.
One of the most important, most crucial aspects of selling is presenting. Whether it’s a service, a product, or an idea, your presentation skills can make or break your sale. In order to make a sale you do not only need a good product, you need to have a good presenter of that good product that you have. You need someone who can articulate the message, and compel others to take action, that is, to buy whatever it is you are selling.
Building a great sales team don’t come easy. It’s challenging. But it’s not impossible. You can build a great team. And in this episode, I’ll teach you the three techniques to help you unravel the science of sales management without being a control freak.
If you’ve listened to our previous episode, you’ve probably learned by now that selling is a cycle. There are six components in a sales cycle and in today’s episode we’re going to focus on one of the components, that is, how to effectively approach and interact with your leads.