What is an Optimum Sales Process?
A podcast listener asked us to take her through the best sales process–the one we suggest you use. There are tons of sales processes and methods in the world, but we like to keep things simple so we give you what we recommend to our clients.
Much of what you hear here can be found in Same Game New Rules (www.samegamenewrules.com). Yes, we know that the very word “process” can be tedious, it’s still important to have one. Because we all know what happens when you don’t have a good process. You default to the prospect’s process.
Also mentioned in this podcast:
- Join our Linkedin group for daily discussions and networking
- Visit SameGameNewRules.com to learn more about the eBook and watch the video “Do You Make These 5 Mistakes?”
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Karma For Karma’s Sake
Recently (like right this second) I’ve been experiencing some strongly tied karmic moments. You likely know what Karma is. It’s energy, vibe, voodoo, mojo, juice-call it what you want, I believe in it and as a professional sales person, you should too.
Blaise Pascal said:
“If you believe in God and God does not exist, little harm is done. If you don’t believe in God and God does exist, much harm is done.”
This was the quote that sold my highly logical “prove it to me” male brain on the belief in Karma. You KNOW you’ve had it happen to you. Think of a song you haven’t heard since sixth grade and two days later it plays on Pandora. Think of a person you haven’t seen in two years and you randomly run into them in a coffee shop you seldom go to. (Both things that happened to me in the last 2 months.)
Here are some very simple Karmic behaviors that I have found to pay huge dividends in the world of sales:
1. ALWAYS LOOK TO CONNECT OTHER PEOPLE.
The more you connect others, the more positive outcomes you have a hand in, and the more opportunity will find you. You should make at least one connection a week minimum.
Are You Bringing ‘Presence’ to Your Prospects?
Not donuts…or lunch…or coffee mugs. But are you bringing your ‘full self’ when you meet with people?
In this video, Bill tells you a story of how he and his team are brought in to interview sales people upfront before an offer is made. What they see is not good. And it all gets back to the little word with big implications: Presence.
He tells you what he looks for in those interviews and how you can think about what you bring to prospect meetings.
How To Talk ‘Money’ In The Sales Process
In this episode, Bill and Bryan address the ever-emotional topic of money. Many facets to money like:
1. Cost of problem
2. Money in customer budget
3. Money they’re willing to spend to change
4. Your belief in your own value
They have addressed this recently in the area of “positioning.” How you are positioned will determine the fees you command.
Also mentioned in this podcast:
- Seth Godin’s Blog
- Join our Linkedin group
- Follow Bill Caskey on Twitter
- Follow Bryan Neale on Twitter
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Get Lucky
The ability for a sales person to create their own luck has never been better.
The problem: old school thought and behavior won’t give you the same chance to get. You create luck by being active in social media. Creating expert content in your field and distributing your knowledge as a service to your prospects. The more you’re OUT there, the more luck you’ll create…..or you can just keep making cold calls and handing out brochures.
The Four Most Annoying Habits of Salespeople
Below is a list of habits millions of sales people do that annoy the hell out of most other human beings. If you partake in any of these, please stop. If you don’t, let’s keep it that way.
1. YOU TALK TOO MUCH AND DON’T THINK YOU DO.
In the movie When Harry Met Sally, Harry Burns said to Sally Albright, “You’re the worst kind; you’re high maintenance but you think you’re low maintenance.” I can’t tell you how many new clients have talked for 20 straight minutes on the importance of being a good listener.
My advice: Be quiet. Be quiet. Be quiet.
2. OVERLY ENTHUSIASTIC.
Here’s a conversation at national sales meeting between two territory managers who haven’t seen each other in a while:
- “Bobby Z whasssup dog? Still killin’ it in Hotlanta?”
- “Dude we killed it this year, up 28%! How are things on the left coast?”
- “Same bro numbers this morning had us up 32″
- “…Great! Fantastic! I’m finer than a frogs hair split three ways!”
My advice: You annoy the hell out of people if your energy is too high. Relax bro. Watch the two bulls on a hill story in the movie Colors with Sean Penn…just walk down.
Don’t Use Throwaway Lines
Sales specialists Bill Caskey and Bryan Neale address an issue that happens to ALL sales professionals, whether they know it or not: are prospects telling you the truth?
In this sales podcast, Bill and Bryan address an actual client who struggled with the upfront agreement in the sales cycle. She felt like it was a little contrived and inauthentic. Bill gave her some counsel and now he shares it with the podcast community. This piece of advice serves to differentiate you from competitors you have in your business. No one else is positioning this way.
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Also mentioned in this podcast…
- Same Game New Rules – 23 Timeless Principles for Selling and Negotiating eBook by Bill Caskey
- Join our Advanced Selling Podcast Linkedin Group
- Have a burning question? Ask Bill and Bryan.
- The rabbit video below comes from Fiverr.com – Hire people for $5
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