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CPNzone, Sales Training, Sales Tips, Noah Weber
ConectUS Wireless, Wireless

The Surprising Link Between Your Money Mindset and Sales Performance

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Selling Success is not only determined by your knowledge of the sales cycle, selling strategies, sales secrets, or even conversational skills. As important as these things are, your personal emotions will often determine your level of attainment and financial success in your selling career and in other areas of your life. Regrettably, many sales training books and courses ignore this area completely, and it needs to be addressed much more than it is. Bring your feelings and understanding of money into line with the mindset of financially successful people. Following this step is vital if you want to be an above average attractor of money in your career and your life. Getting paid is good, or is it? Having money is good, or is it? Most people want and need money. That’s completely normal, and it is needed to live a regular life. People want more than they have for a variety of reasons. They will often tell you that. Yet, their personal core belief system and / or perhaps the beliefs of those around them are at serious odds with those statements. By core beliefs, we mean those things that create your inner value systems on a subconscious level. While your conscience mind is pursuing success and the money that comes with it, your subconscious may actually be working against you. How is that possible? Your subconscious mind, following direction from your conditioned core belief system, will create mental roadblocks that will set you up for under-achieving or perhaps even complete failure. Your subconscious mind will actually work to protect you from obtaining money, and it starts a mental battle that you weren’t even aware of. Definitely, the concept that money is good does not have the agreement of everyone, even within a capitalist society. Have you ever heard or even been taught that money is the root of all evil? The statement is nonsense when diving in deeper. It is usually tossed about by people in one of the following categories: Those who are jealous of those who have more money than they do. Those who are trying to convince you to give your money to them. Organizations that point to the underhanded methods some people use who are pursuing money while abusing others. You know some people will do anything for money. We believe that money is not the root of all evil, more accurately the statement should read, the lack of money is the root of all evil. Money, by itself, is neutral. Left on its own, money can do nothing. Any concept of evil acts or evil behaviors is created by individuals or groups of people, not by the actual money. Consider this. Which of these problems are solved with the lack of money? Would not the world be better off if there were more money, not less, to deal with things such as: World hunger Medical research Global warming Quality health care for all Family problems created by debt Access to education for everyone Clean water for everyone on earth Or helping a friend, a stranger or loved one in need Any, so called evil, is created, not by money, but by what people might do in the pursuit of it. How do you deal with the concept of money? We suggest that you will be very well served if you begin to adopt the core belief that having enough money is an enormous blessing rather than a curse. Then, work to add the following statement to your core belief system. “I resolve to never pursue money in a way that willfully harms others and I will use the excess money that I attract to perform good in the world to the best of my ability.” If you internalize this statement carefully and live by its spirit you will never consider money as the root of evil again.

CPNzone, Sales Training, Noah Weber
ConectUS Wireless, Wireless

This Hidden Emotion Is Blocking Your Sales Success — And The Fix Is Simple

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Selling Success is not only determined by your knowledge of the sales cycle, selling strategies, sales secrets, or even conversational skills. As important as these things are, your personal emotions will often determine your level of attainment and financial success in your selling career and in other areas of your life. Regrettably, many sales training books and courses ignore this area completely. Work tirelessly to remove negativity from your vocabulary and your reality. A few years ago, we heard of someone working as a sales manager in one of the highest volume car dealerships in the country, and they helped lead a very interesting culture on the sales floor. There was an active campaign to eliminate negativity from people’s vocabulary and from the workplace. Although the concept was quite simple in its approach, it was largely effective and changed everything for them. Many people, by their nature, seem to like to complain and find fault in nearly every situation. Some like to blame others for their failures and shortcomings and still others like to live in the past and spread tales of their bad luck to all who will provide an ear. Salespeople, in general seem particularly good at telling the sad war stories of past problems and missed sales opportunities. Observing something that isn’t working properly and seeking the appropriate solution is one thing but simply spreading or wallowing in negativity is something else entirely. Since the spreading of negativity breeds more of it, the decision was taken to try to stifle the spread of negativity in this dealership. It started from within management but soon filtered down so that virtually everyone in the place was participating. When someone was heard to spread something negative or complain to no one in particular, he or she was admonished with the simple comment of “No Negatives.” That was it. No more and no less. It was simply, “No Negatives.” What this did was to nip negativity in the bud. It didn’t beat on people. It just reminded them that they were spreading negativity. It changed behaviors over time. It didn’t fix everything for everyone but it increased productivity and made for a much nicer working environment for everyone. Be aware of negativity that is going on around you and gently do your part in reducing it in others and, most importantly, in yourself. Let’s face it, if there is no negativity producing low energy you will have plenty of room for positive, high energy thoughts and the resulting feel good emotions that accompany them. Simply remember “No Negatives,” and see where this takes you in your sales journey.

CPNzone, ConectUS Wireless, Sales Training
ConectUS Wireless, Wireless

The Shocking Truth About Emotions and Sales Success

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Selling Success is not only determined by your knowledge of the sales cycle, selling strategies, sales secrets, or even your people skills. As important as these things are, your personal emotions will often determine your level of attainment and financial success in your selling career and in other areas of your life. Regrettably, many sales training books and courses ignore this area completely. “Change your emotions, when needed, in order to alter your subsequent actions.” Feelings and emotions that produce happiness and a positive attitude are great. They will propel you forward. When these do occur, you usually need to change nothing! On the other hand, there are feelings that create emotions that produce sadness or anger that are not so great, because they weigh you down and drain your energy and creativity in all aspects of your life. There is a simple two-part strategy that can enable you to remove these bad (negative, angry, destructive or unproductive) emotions from your life. Understand that feelings just happen in response to a situation, any situation. You can’t prevent experiencing those feelings in any way. The emotions that arise out of those feelings are also, by and large, not preventable either. However, the actions that they can produce are absolutely controllable, as are the lingering negative feelings and emotions. When you have mindful conscious awareness of your feelings, and subsequent emotions, you develop the power to choose your future actions along with your future thoughts. There is a moment, for some a very brief moment, between the experience of feelings and emotions before actual action is taken. What you choose to do then in this moment is critical to the action you will take and the results that you will obtain (understand that for every action there is always a consequence). 1. Stretch Out the Moment The first key here is to stretch out that moment for a second or two, longer if needed, so that you can analyze it, then consciously choose your action rather than just reacting to something and making the inappropriate choice of actions. Most reactive actions are in response to programming built into our DNA that relates to our fight or flight mechanism. It is there to protect us in life threatening situations. But let’s face it, most of the situations we encounter on a daily basis are not life threatening and therefore don’t demand a reactionary action. Slow it down, think it out and only then take action. Take the positive action that will serve you or someone else. The old wisdom to count to 10 when something disturbs you is actually very powerful advice, as it helps you not make a rash decision that you’ll regret later. 2. Replace Your Negative Thoughts With Positive Ones The second key is to replace your negative thoughts with positive ones. Because what you think about the most will grow. It is actually impossible to have a positive and negative thought in your mind at precisely the same time. Therefore, work to displace the negative thoughts with positive ones and your feelings will change. Continue this process as much as needed. Here is a simple example of this. Perhaps you see a car accident unfold in front of you as you are on your way to work one morning. You call 911 and stop to lend as much assistance as you can. There are seriously injured people and you feel upset, sad, and perhaps angry, because people are hurting. These are all perfectly natural feelings and emotions. However, if they are not put aside and replaced with positive thoughts, you will likely be unable to do anything of value for the rest of the day. Once the paramedics arrive and you can be on your way, you will now be in a position to pause and choose your ongoing thoughts. You can allow thoughts of that accident and injured people to linger in your mind all day which will weigh you down and distract or even depress you. This is not a good thing at all. Or, you can replace those thoughts with ones where you have helped these people the best you could and they are now in the hands of professionals. A much better thought process, don’t you think? You can be grateful that more cars were not involved. you can be grateful no one died. It doesn’t matter which positive thoughts you choose to use. These new thoughts will allow you to put the incident behind you so you can get on with your day. 3. Avoid Situations That Negatively Affect Your Emotions Just one final thought here. Do your best to avoid situations that consistently lead to your feeling bad. For example, if watching the news every night after dinner upsets you, quit watching the news and watch something else. The truly important stuff will find you eventually.

ConectUS Wireless, CPNzone, Sales Training
5G, ConectUS Wireless, Wireless

Why Cold Calling Still Works — If You Do This First

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No one likes cold calling. Indeed, quite a few sales leaders believe that cold calling should never happen within business and sales. I abide by the theory that once your business is established, if your marketing plan is well coordinated and consistent, then indeed you shouldn’t have to rely on cold calling. However, there are some situations where cold calling can definitely be beneficial if its handled correctly. The trick is to maximize your chances by warming up your prospective clients before you even touch the telephone, giving them a level of familiarity with you and your business. Telephone Last. At the very least, send your prospective clients something in the mail. A letter or postcard would be most likely, but it could be a thank-you card or an article you have written on your company website. This would ideally be something personalized for the recipient, beginning with something like  “Dear (person’s name)” rather than “Dear Business Owner.” The purpose of this mail-out is to differentiate you from a telemarketer, break the ice with the client and, possibly, give them a chance to prepare for your call. This tactic may seem outdated in today’s age, but it can help you separate from the competition, leading us to our next point. Be Memorable. You are not trying to sell your firm in this mail-out. You are just breaking the ice with the client, as you have possibly never communicated with them before. You will reference the mail-out when you call them directly, so you don’t want it going straight in the bin. Keep your mail-out brief, personal and memorable. Branding, colors and layout can certainly help. However, the best two tactics are (a) a brief, handwritten personal message (or at the very least a personal signature) and (b) a fact that leaves the prospective client wondering more about your services. Think performance statistics, awards, volumes of sales, number of clients, topical items in the news. Something that makes the client think that they might just be missing out on something big that they will want to be a part of… Be Valuable. You will have a significantly better hit-rate if you offer the client something of value. Remember, value means getting something for less than its worth. You aren’t offering value if you are just selling a service and charging a fair price. That isn’t value, its just a fair price, and the client is going to want something better than that. Everyone likes a bargain or, even better, something free. So, in your initial mail-out, offer your client something extra BEFORE you even start your sales process. This doesn’t have to cost you a fortune, and ideally, it should be something that links back to your business. Maybe it’s “free” access to research, maybe it’s a “free” copy of a presentation, maybe it’s a “free” invite to a seminar, maybe it’s a “free” copy of an article of relevance to their industry. You reap what you sow. Most prospective clients will highly value anything you give them for free. Those that don’t, well, you don’t want them as clients anyway. Remember, brochures and advertisements are not value, they are advertising. You have to give the client something they can utilize themselves. Be Specific. In your mail-out, don’t say “I will call you in the next week.” Instead, say “I will call you at (time) on (day), (date). If this time doesn’t work for you, please contact me at (phone number) to reschedule.” Again, this makes you sound less like an anonymous telemarketer and creates an impression that your time is also valuable. Then, call at that time. Keep your word. If the client is not there, leave a message stating you will re-call them at another specific time and date. If you are still not getting through on that second call, only then would you leave a message saying that you will call back “in the next week or so.” I would then send a second mail-out to the client, noting that you have not had luck contact them, and including a second piece of value, such as another article, a copy of an interview, or a presentation. Then, after you know they will have received that second mail-out, call a third time. If you still aren’t getting a response, it might be time to move on for a while. But don’t write them off entirely. Give them a few months, then start the process again with another value mail-out. This process isn’t costing you much and no one said this would be easy, persistence pays off in the long run. Be Topical. If you can, time your mail-out carefully. Think about the time of year for your prospective client. December is generally bad for everyone, June can be bad for accountants, January can be bad for executives, school holidays can be bad for families. Pick your moment, prepare your materials, and book time in your schedule well in advance. As the time gets closer, do a last minute search of topical items or news events in your prospective client’s industry and latch onto that in your mail-out. Even if the link is tenuous, remember that all you want to do is get your client remembering your mail-out, your company and what it stands for, and have the ice slightly broken when you call them. No-one enjoys cold calling and, hopefully, once you are established, your marketing plans will not require its use. But, with a little extra effort you can defrost your cold prospects and enjoy a much warmer reception. The process of sending mail-outs isn’t always quick, but patience and persistence will pay off.

ConectUS Wireless, Sales Tips
ConectUS Wireless, Wireless

This Mental Shift Can Immediately Unlock Massive Sales Success

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Selling Success is not only determined by your knowledge of the sales cycle, selling strategies, sales secrets or even conversational skills. As important as all of these things are, your personal emotions will often determine your level of attainment and financial success in your selling career and in other areas of your life. Regrettably, many sales training books and courses ignore this area completely and leave the reader out to dry. To begin with, we will give you this powerful piece of advice. “Make the deliberate choice to conscientiously become fully aware of your feelings and corresponding emotions along with how those feelings and emotions affect your personal behaviors, either positively or negativity.” Without this awareness, you will be totally powerless to modify, enhance or control these emotions and their effects on you. Without complete awareness, we find ourselves without personal control over our lives and all aspects of our careers. Look around and observe those you see around you. Who do you know that has major mood swings based on what is happening in the world, in their community, or in their immediate environment at home, or in the workplace? Do these people also engage in behaviors that do not serve their overall best interests much of the time? These are people who are being controlled by their feelings and emotions rather than being people who are in control of them. These individuals can have their emotional buttons pushed by outside sources, events or other people without their consent, or even their knowledge. Most are simply not consciously aware that this is even happening to them. This fact means that they surrender much of their personal power to others. If, as you were ‘looking around’, you happened to glance in the mirror and realize that group included you, chances are your feeling and corresponding emotions are holding you back from achieving the success you desire and deserve in your selling career and perhaps in your life in general. Fortunately, most people do realize that they perform at a much higher level when they are happy and feel good. Doesn’t it then make good sense to work towards feeling good and happy each day? Coping with the challenges of life doesn’t make this an easy task all the time, but it is possible. Millions choose this as a way of life every single day, and it pays off. Consider this. When you experience an event or see something that either disturbs or brings joy to you, you will have feelings. These feelings then will trigger emotional energy within you which you will discharge in either a positive or negative way through your action or, in most cases, a reaction. The exciting thing about this is that, by and large, you get to choose which reaction it will be. Will it be positive or negative based on the consequences, through your actions? This is where the problem lays for most people. Their actions are triggered by their feeling and emotions rather than rational conscious thought. Therefore, if they have felt something less than joyful they will then tend to be reactive and negative which will then cause additional feelings of sadness or anger. The alternative is to be proactive and positive which will produce joy and calmness which will create much better outcomes for you. Your feelings should guide you but not totally control you since they can be influenced by outside sources.

ConectUS Wireless, CPNzone, Sales Tips
ConectUS Wireless, Wireless

This Sales Objection Is Secretly Killing Your Deals

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I guarantee you that one of your worst feared objections in sales is “I want to think about it,” isn’t it? Why does it seem like all sales people fear hearing the “I want to think about it” objection from their potential prospect? Because it isn’t really an objection is it? Or is it? They haven’t really said “No,” have they? But they haven’t really said “Yes” either, have they? So the weak sales rep can breathe a sigh of relief and believe that the client will definitely get back to them with a yes tomorrow and the so called experienced rep will make the excuse that it wasn’t really an objection so there was nothing they could have done to overcome it. While the Professional Closer goes to work and starts to find out exactly what it is the clients want to think about. Which ever one you are, let’s look at this “objection” in the latter tense, as Professional Closers; after all if you didn’t want to become a Professional Closer in sales, you wouldn’t be reading this, would you? So what can you do in this situation to be better prepared for it? Firstly we have to look at the reasons why people say “We want to think about it.” The first and most common reason you will get about the: “I want to think about it” objection is that you gave them too much information to think about right away. An old sales saying that is extremely relatable is “If the cow doesn’t moo, don’t feed it.” What this is saying is that you should only give them the information that they ask for. There is no point in telling them how efficient the air conditioning is on this particular model of car if they live somewhere where it snows for six months out of the year. They will be more sold on the amazing traction the electronic 4X4 system gives them when driving on snow and the fact that by pointing the key through the kitchen window and pressing a button while they’re finishing their morning coffee, the seats heat up and the all windows defrost automatically. Do you get the idea? You can always add the air conditioning in as an additional benefit for when they drive down south for their summer holidays while they’re signing the purchase agreement. The other main and obvious reason you will get “I want to think about it” is you haven’t sold them yet. So to recap: “I want to think about it” really means, you’ve given me too much information and I’m confused. Or, I don’t have enough of the relevant information so I’m not sold yet. By keeping it simple and only feeding the cow when it moos, you will always be dealing with: “I don’t have enough information yet” It’s always easier to add the benefits of your product bit by bit than take something away once you’ve given them everything up front. The lesson this week is: “Don’t feed the cow till it moos!”

ConectUS Wireless, CPNzone, Tony Stewart, Don Graves, NASCAR
ConectUS Wireless, Wireless

100-Year-Old WWII Hero Sings National Anthem Alongside NASCAR legend Tony Stewart at Texas Motor Speedway

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Happy Fourth of July from ConectUS Wireless! Here’s a powerful moment from Texas Motor Speedway: 100-year-old World War II Marine veteran and Iwo Jima survivor Don Graves, proudly wearing our ConectUS x Team Texas Racing School driving suit, singing “The Star-Spangled Banner” alongside NASCAR legend Tony Stewart. The above linked clip was recorded during Stewart’s annual “Smoke Show” event at Texas Motor Speedway, and a few hours after singing the National Anthem, Graves even had the chance to ride in a NASCAR with Stewart as his instructor! Stewart continues to be a class act, long after his NASCAR racing career ended, and he made sure to make this event special for everyone who was involved.

ConectUS Wireless, Sales Tips
ConectUS Wireless, Wireless

Avoid This Fatal Prospecting Mistake at All Costs

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Recently, I received a prospecting voicemail message from a salesperson who was cold-calling for their company. The salesperson explained his company was “the leader in Microsoft hosted Exchange solutions” and they encouraged me to visit their company’s website for more information. That was it. If you received that salesperson’s voicemail, what would go through your head? Do you think it might it be a question like, “What in the world is a Microsoft hosted Exchange solution?” Do you think the message would inspire you to call the salesperson back at all? Why did the salesperson’s voicemail fail to accomplish the desired goal? The easy answer to that is because it focused on a solution rather than a problem. If your prospecting calls and related follow-up voicemails talk about a solution, in effect you are assuming that your prospects are already aware of the problems that your solution can solve for them. If your prospects are not able to relate your solution back to their own specific problems, your message probably won’t hit home. If you use industry-specific jargon to describe your solution, you are making the additional assumption that your prospects are familiar with the terms that you are using. If they aren’t, it further reduces your chances of attracting their attention. How could this salesperson restructure his voicemail to be more effective? Instead of talking about their solution, they should have talked about one or more of the problems that can be solved by using a hosted Exchange service. A revised voice mail message might sound something like this: “We help small companies look like big companies to their prospects and customers; plus, we help companies of all sizes focus more of their time and resources on their core businesses, which accelerates growth and profitability. If you’d like learn how we do this, please give me a call back.” This salesperson could further enhance his message by including a specific quantified impact that their company’s services have produced for customers in the past. Here is what it might sound like if we add a quantified impact to the previously revised voice mail message: “We help small companies look like big companies to their prospects and customers; plus, we help companies of all sizes focus more of their time and resources on their core businesses. This has helped some of our customers reduce their operating costs by as much as 30 percent in just six months. If you’d like learn how they were able to achieve these results, please give me a call.” Do you see the difference between the revised messages and, “We are the leader in Microsoft hosted Exchange solutions; please visit our website”? Do you agree that the revised messages are likely to capture more prospects’ attention and produce more returned phone calls? There are other advantages to focusing your prospecting messages on problems rather than solutions. If you talk about a solution, your message will have the most appeal for prospects that are already actively looking for that specific solution. But, do you think those (few) prospects are just sitting around waiting for you to call? Or, do you think they might be doing some proactive research? In fact, isn’t it possible they might already have some price quotes in hand? If they are that far along in the buying process, how does it impact your chances of winning their business? If you do manage to win their business, how profitable is it likely to be? Wouldn’t you agree that in this situation your solution is more likely to be perceived as a commodity, and the business is likely to go to a low bidder? Contrast this scenario to a properly managed, problem-based prospecting approach. If you are successful in attracting a prospect’s interest by talking about the business problems that you can solve and the quantified impacts that your company has delivered to customers, the natural next step is to ask the prospect to identify which specific problems pertain to their business. Once the prospect prioritizes their problems, you can ask more questions to help them quantify the impact of these problems on their business. If the quantified impacts are substantial enough, it becomes quite easy to justify a very profitable price for your solution. If you want to improve your prospecting effectiveness, stop leading with solutions in your prospecting calls and voicemails. Instead, lead with the problems you can help the prospects solve, and (ideally) one or more of the quantified impacts your company has already produced for customers. This type of problem-focused prospecting approach will attract the interest of a larger percentage of your prospects, produce higher close rates, and generate more profitable sales.

ConectUS Wireless, Sales Tips, CPNzone
ConectUS Wireless, Verizon, Wireless

7 Questions That Top Salespeople Ask Before Wasting a Minute

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Training your salespeople not to waste time while working unqualified accounts or building relationships in the field with the wrong people in qualified companies, is crucial to the long-term success of our sales team and your company as well. By understanding your salespeople’s natural fear of qualifying, you can better coach them to ask these seven critical questions early in the sales cycle. Their productivity will ultimately improve, and you will achieve more sales in far less time. Why Don’t They Qualify? There are two reasons why even veteran sales pros lapse into working unqualified accounts. The first is tactical. Salespeople, who typically employ a highly political style, don’t want to offend a prospect by asking questions about decision-making, spending authority, and budgets too early in the sales process. They want to make friends first. The second and primary reason is psychological. It is part of the typical salesperson’s psychological makeup to want to be liked. And most salespeople are very likable. Unfortunately, it is more comfortable in the short run for the salesperson to build a relationship with the wrong person than to ask questions that may alienate the prospect. Succumbing to Temptation The nature of the sales job reinforces this fear of early qualification. Because salespeople face a lot of rejection, they are vulnerable to the song of praise and positive feedback from their prospects. For the prospect, it can be almost like having a congenial (and free!) employee doing problem analysis and preparing the way for the prospect’s solution. For the salesperson, it provides frequent strokes. And because the relationship is good, it is natural for the salesperson to assume that they will eventually make the sale. Of course, if the prospect is not legitimately qualified, it is only a matter of time before both parties realize that the salesperson’s solution is not a fit. But by then, the salesperson has wasted valuable time that they can’t get back. Even worse, they may have wasted additional helpful resources, such as sales and technical support, throughout this process. Coaching Your Reps to Qualify Sooner and Smarter It is reasonable, therefore, for the sales manager to require and verify that the seven critical qualifying questions are answered early in every sales cycle. By all means, this should be done before your company commits sales support or technical personnel to the sales effort. This is especially important in longer sales cycles or in deals involving more expensive products. A good time to do this is during the forecast and review sessions that most managers schedule regularly. During these meetings, confirm that each salesperson is asking the “W” questions (what, why, when, and who) to qualify both the prospect company and the individuals within that company. What’s the Real Need, and Why Now? 1. What need(s) does the prospect have that your solution can meet? Can your salesperson clearly articulate those needs to the prospect? 2. Why would the prospect be willing to spend x dollars for your product or service? Has it been budgeted? Timing is Everything: When Will They Take Action on the Presented Deal? 3. When does the prospect plan to implement your product or service? For many products and services, implementation, not the close date, is the key because it is the ultimate purpose of the buying decision. It also focuses on the customer’s perceived benefits, not the salesperson’s sales forecast. Who Are The Decision Makers? 4. Who will decide to buy the product or service? 5. Who are the decision influencers who can bring pressure to bear (positive or negative) on the person who will make the final decision? 6. Who has the budget or spending authority to implement the decision? Don’t confuse decision and spending authority. They may not be vested in the same person. 7. Which decision makers have your salespeople called on so far? It should be all of them! Train Reps to Ask What Everyone Else Is Afraid To Given these questions, there are only two skills that your salespeople need to qualify properly. The first is confidence. The second is questioning skills. Good questioning skills can quickly create confidence. Before making a call on a prospect, you want your salesperson to get the answers to as many of these seven critical questions as possible. Resources could include the prospect company’s website or past sales representatives who have contacted the prospect company, among others. The amount of information that can be collected in advance will vary for each prospect. But without fail, once your salesperson is in front of someone in the prospect company, he or she should ask bold, direct questions: “Do you have the authority to implement this decision?” “Has this item been budgeted? Does it need to be? Do you have the funds available?” Your salesperson may not always receive the answers that qualify the lead, but it is better to walk away from a sales cycle that will lead nowhere. How to Reach the Real Buyer Teach your salespeople to persuade the influencer to introduce them to the decision-makers. That retains the relationship with the influencer while opening an opportunity to the decision-maker. If they must, they should bypass the influencer’s authority without permission. This will almost certainly alienate the influencer. But if the sale is going nowhere, your salespeople may have to take that risk. Ask yourself: Can our sales strategy overcome the loss of this influencer? If the answer is yes, it’s a reasonable risk that they should take.

ConectUS Wireless, Sales, Noah Weber
ConectUS Wireless, Verizon, Wireless

Mastering the Close: Proven Sales Tactics for Winning More Deals

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If you are to become proficient in closing the “sale” you will have to become knowledgeable of the countless different types of sale closes that make a major difference. First of all, a good salesperson must understand this fact; products and services are sold, not bought, and top salespeople always plan their closes far in advance to ensure proper preparation. Shooting from the hip is not a practiced art of top salespeople, and it can end in a lost deal. Here are two questions that you must be comfortable asking your customers during the sales process: Does this truly make sense to you so far? What questions or concerns do you have for me right now that I can help you with? These two questions will definitely get you the furthest in the sales process than any other questions that you could possibly ask by causing the customer to share what they do or don’t understand about the process. Most objections from a customer are due from the customer not understanding the value they will obtain by possessing the product or service you present them, and you can quickly clear things up to help the sales process move forward. The following is a list of proven closes used by some of the top salespeople in sales that you should add to your sales arsenal: 1. Invitation Close: “Mr. or Mrs. Customer how about you just give us a trial run to see if our products or services are to your exact liking. You have nothing to lose but being a satisfied customer.” 2. Preference Close: Give the customer multiple choices between prices and/or products. No one likes to be pushed into a corner with just one choice or product. By offering choices to the customer, it gives the customer the illusion that they are in control of the transaction that is being presented to them. Always know that the person who is asking the most questions is in control of the conversation. So, strategically ask away! 3. Secondary Close: You will want to keep the customer’s mind on all of your products or services and bring up as many reasons why the customer may find value in owning or using the products and services you have to offer them. In many cases, a customer’s attention may wander away from what you’re presenting. If this does happen to you, it is imperative that you get the customer concentrating back on the subject at hand to make the rest of the sales process go smoothly. 4. Directive Close: Let the customer know what the next step is; (plan of action) then guarantee the customer that you will take care of all the details personally, concerning the product or service. Most customers want to rest assured that the salesperson is competent and in control, and this tactic allows you to do just that and more. 5. Shape Angle Close: “Mr. or Mrs. Customer, if we can satisfy all of your current concerns regarding our presented products or services, what would stop you from doing business with us right now”? 6. Authorization Close: “With your authorization here on this agreement” We can get started right away, providing you with the products or services we spoke about today.” People want things taken care of right away in today’s fast-paced world. People also want to know the value in what they are about to own or purchase. 7. I Want To Think It Over Close: “That’s a good idea that you do so.” “I know this is a very important decision you are about to make.” “Obviously you have a good reason for wanting to think it over?” “May I ask what that reason may be?” 8. Assuring Your Customer Close: “When working with our organization you will receive excellent service!” “The quality of our products and services are the top in the industry!” “Our organization makes our products and services convenient to our customers!” “You will know the true value and the significance of owning our products or services once you see how they work!” There are several keys to being unbelievably successful in selling. You will want to get serious and decide to follow through with your commitment to be the best at your craft. Next, you will want to identify your prominent skills, so you can capitalize on them and ultimately become a more successful salesperson. You will then want to surround yourself with the best of the best, so you can ultimately become the best. Taking care of your physical health is very important also. Your health has a lot to do with your demeanor and confidence in the field. Your attitude controls your altitude. So, stay healthy and strive to be the best in all you do. You will want to have a positive visualization of greatness. You will want to see yourself as the very best in your field. You are what you think about all the time. The way you visualize yourself will be the person you will become one day. This information is for salespeople that want to take it to the next level in sales. These essential keys have made a difference in my sales career and I know that they will also help anyone that uses them. You can find more essential keys at http://www.drmarkhuddleston.com in “Eluding The Toxic Enemy Within” and “The Essential Keys To Financial Freedom” May you find the information you are looking for.

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