The #1 Reason Why Objection in Your Head Is Ruining the Sale

You’ve got to get rid of the objection – because the objection is starting with you, and you’re projecting it onto your customers. If you’ve been in sales for a long time, you know exactly what I’m saying. A lot of times you can see rookie sales people on the phone or dealing with prospects, and they are creating themselves at the other end of the phone. They’re taking their objections and putting them out there in other people’s minds.

For example, if you’re sitting there going, “Oh, I hope they don’t object to price, I hope they don’t object to price…” Guess what’s going to come up in the first two minutes? Price! It’s going to come up as an objection. Or “I hope they don’t think that we’re a pyramid scheme.” You are doing network marketing, what’s going to come up? Pyramids – almost magically. If you’re thinking about it, it’s going to come up. But, if you get it out of your head first, it may show up, but a) rarely is it going to show up and b) if it does, it’s going to be no big deal.

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Different Ways to Generate More Leads

In all the years I’ve travelled the world and spoken on stage, audiences ask me the same question:

Blair, how do I find people with money and a need?

Those are the leads that you want. But, it may be a struggle for you to pinpoint which way works best.

I can take you through different ways to generate more leads. 

Pick out the one that works best for you and your target audience:

  1. Serving First

I’ve used this method in every business I’ve ever been with.

It works like this…

I find a customer or a few customers that I could work for. I do it for free if it’s a service or at cost if it was a product. This helped me get established and also get a testimonial.

This is a powerful strategy to use to get yourself started. You get a testimonial, referrals, and that free customer could be a better paying customer later.

  1. Cold Calling

I have friends in the business that still maintain that cold calling is the most efficient way to generate leads, in terms of time and money.

There are a few caveats to make this work, though.

You need to:

  • Organize
  • Know what you’re doing
  • Practice what to say
  • Understand your selling cycle

Also, remember that the purpose of cold calling isn’t necessarily to sell. It’s to get an appointment if your business lends itself to that.

  1. Poodle Strategy

You may be familiar with our SalesDog personalities. If you are, you know that the poodle type schmoozes and networks.

Just remember that introductions from someone else lend more credibility. So, get someone you know to introduce you to the other person.

  1. Retriever Approach

Following the dog selling personalities, another strategy you can take is the golden retriever. With this strategy, you find leads by association. That means your network, any group you belong to, whether it’s a parent-teacher group or the Chamber of Commerce. 

Also, you can join groups associated with big international business networking organizations. These groups are there specifically to network with other professionals.

There are a variety of ways to approach lead generation. The key is to choose the one that works best for your business and your target audience.

#blairsinger #salesdogs #TeamCodeofHonor #RichDadAdvisors #Entrepreneurship #Leadership #Sales #PersonalDevelopment #Management

How to Get the Money You need when I Close?

I’ve been on countless stages and one question I hear a lot is:

Blair, how do I get the money I need when I close?

The answer is simple if you’ve followed my techniques so far.

You got through the basic elements to close a deal. Now it’s time to deliver.

If you asked trial close questions throughout your conversations, your client may already be on board. But, now you need to arrange the delivery and payment part.

First, you’re going to talk about pricing. Especially if you haven’t worked out a deal beforehand.

Your business or product costs money. And, this is where a lot of salespeople get hung up.

I always bring up two prices when closing a deal. The first price is your competitor’s pricing or pricing that’s not yours. Choose a price that’s more expensive than yours and bring it up first.

For example, I did a deal with an airline company a few years back for some team development training and a little bit of sales training. I knew that they used a very big global consulting firm at the time. 

The firm was very good and very professional. And they were also very expensive.

So, when I got around to pricing, I broached the $100,000 per month they were paying for the firm’s consulting service. I also brought up the value of my training, but I wasn’t charging $100,000 per month.

When I mentioned my pricing, it looked cheaper in comparison.

What happens if you just throw a number out there without the comparison?

Many people don’t understand the value of what you have in a monetary sense. So, it’s a good idea to offer a comparison price before you tell them what your prices are. Otherwise, your pricing looks expensive without the comparison. 

Sometimes you may have a third price or discounted price. If you have the ability to give a discounted price, offer it last. Don’t say it upfront, though.

Talk about the discounted price at the very end once they’re already sold on the whole deal.

Also, give a limitation on the deal by quantity or by time. If you don’t put limitations on it, the deal has no validity. Plus, it sounds like you’re just trying to schmooze people.

Remember, it’s all about how you frame it. 

#blairsinger #salesdogs #TeamCodeofHonor #RichDadAdvisors #Entrepreneurship #Leadership #Sales #PersonalDevelopment #Management

What’s your selling personality?

If you’ve followed me for a while, you know that I like to talk about different sales personalities. I don’t believe that one size fits all molds for success.

What you really need to tap into is your individual sales personality.

What’s your selling personality?

You may say that your business’ selling protocol involves XYZ, but that’s not what I’m talking about.

Each member of your sales team has a different sales personality. If you’re not playing to their strengths, you’re not utilizing them properly.

In my book, SalesDogs, I talk more in-depth about the different personalities and strengths you may encounter on your sales team.

Do any of these types sound familiar?

  1. Pit Bull

This is the stereotypical attack dog. These salespeople never take no for an answer and are very aggressive. All they need is a cuff to latch onto and they’ll never let go.

  1. Poodle

This type of dog is charming and loves to be the center of attention. They’re the life of the party and always look good. Poodle salespeople know how to present well and how to get in front of people. 

They’re great networkers and make sales based on that networking skill, not cold calling.

  1. Chihuahua

The chihuahua sales member is a data freak. 

If you google everything and are constantly on YouTube to gather data, you are a chihuahua personality. These people love the bits and bytes about competition. And, they’re the go-to person when you have questions about the ingredients of a product or the tech of a service.

  1. Golden Retriever

On the other hand, if you have someone who loves doing things for people, you have a golden retriever on your hands. They’re out there doing favors and taking clients to lunch. They operate on the Law of Reciprocity… If you give, then you shall receive.

Golden retrievers love the interaction and make great teachers.

  1. Basset Hound

Lastly, you have the basset hound personality. These salespeople have the natural ability to build instant rapport. Clients naturally trust them. This type really gets where you’re coming from.

If you have one on your team or you’re one yourself, you should focus on one-on-one deals. Basset hounds are really good at that.

So, the point of these personality types isn’t to pick the best one. It’s to get you to play to your team’s strengths. 

Find out which personality types are in your kennel and coach them accordingly.

#blairsinger #salesdogs #TeamCodeofHonor #RichDadAdvisors #Entrepreneurship #Leadership #Sales #PersonalDevelopment #Management

Fear of Rejection

I’ve been doing this for a long time. And if there’s one thing I’ve noticed it’s that the word “sales” tends to freeze people up.

I hear a lot of people say that they don’t like sales. 

They say stuff like, “I don’t like to sell” or “ You know, Blair, I’m not made for sales.”

The main reason why people say all these crazy things is…

That’s right. Fear of rejection.

But in reality, it’s not so much “rejection” that you get in sales. It’s “objection.”

In sales, you may get people who object to certain things. But, your mind turns those objections into rejections.

It’s what the little voice in your head thinks.

The real issue in rejection, objections, and all that stuff has very little to do with the content of what you’re trying to sell. Or what they’re objecting to…

The real issue is what’s going on between your right ear and left ear.

If you can get past those little voices, you can turn those “nos” into “yeses.”

Imagine if you could just turn 20% more. That’s 20% more income without doing any extra work.

But you’re like many businesses, you’re leaving a lot of money sitting right on the table. 

Why?

Your conversions aren’t where they need to be.

Whether you’re going from call to appointment or presentation to close, you’re leaving money behind.

It’s the same thing online.

The only difference with handling objections online is that you have to anticipate what the objection would be. Then you can address it upfront in your marketing copy or your video.

But, the game starts with you.

If you’re afraid that you can’t deliver. Or, you have reservations about overpromising, you have a couple of big problems.

The first involves you going back to your business. Fix whatever it is that bothers you and gives you reservations so it’s not a problem anymore. You need confidence in your business.

More importantly, though, you have to get rid of that little voice, because the objection starts with you. And, you project it onto your customers.

It’s a self-fulfilling prophecy.

Your fear is something of your own making. And, one of the main ways to combat that fear is to address that little voice in your head.

Business Success Series

Big business or little business does not matter. If you are going to be a leader and you want to have success over the next 12 months, there are several things that you have to know. We have tested this for over 25 years in countries all over the world. Today, we are giving you an overview. There are three primary skills that apply to everything in business and in life. Anywhere I have ever gone, this is the system that works. There is no replacement for the key strategies that lead to success in any business no matter your demographic,nor your skillset. This is for business success and will help you utilize the right plan and goals for 2021.

The most important thing is sales. If there are no sales, there is no income.  If there is no income, there is no business.  And, without a business, there is no team. Sales is critical. Sales is not just products and services. Sales is about creating a trust with your clients and staff as well. This is what gets you out of bed each and every morning. This is the first key skill you need in order to have business success. This is still only one of the critical skills that we are going to discuss in the overview.

The second critical skill that you need for business success is your team. You need a great team! What do I mean by that? I don’t care if your team is 22 people or 22,000 people, many of the rules for building teams are the same. A lot of people end up taking on too much themselves because they have the skills. Due to this, most people end up taking on too much and wind up burning out. This is why you have to gain the ability to hire and train a team that can manage everything without you burning out on top of it all. Your team is your number one asset. This is what will bail you out when you run out of ideas.

The third and most overlooked skill is learning how to teach. Teach your team how to sell. Teach your team how to touch the world with your mission. Now this is for you as the leader and the other skills that you will need to acquire. There are many systems that you have to acquire and document them as a system. If you do not have a system, then everything funnels though you and you will never be able to have downtime. Demand a high level of accountability from your team. Particularly, if you are going to make money you need to have accountability on money. I have worked with brands all over the world over the last 35 years and the formula that I am going over with you remains the same.

What holds all of this together is something that I have learned by studying great teams, cultures and governments. This is a set of internal rules that we refer to as the, “Team Code of Honor.” The code of honor is a simple set of rules based upon your core values. Look at the Ten Commandments, ten simple rules created several thousand years ago and are still in place today. It’s one thing to have the code of honor, it is another to hold people accountable to it. These rules will be a foundation when times are hard. In the absence of rules, people will make up their own. This will allow you to scale and as a leader you have to make an agreement with your team to follow your code of honor.

There is one problem with this formula. The number one liability, the number one thing that blows this up is subconscious thinking of the brain. Let’s say that ten percent is the conscious part of the brain, the rest is the subconscious. Have you ever had your heart broken, lost money or loaned money? We roll with these punches in our lives. We go into business and these unconscious memories affect our ability to do business. This has nothing to do with the other person or team members, this has to do with your subconscious mind. We call this our, “Little Voice.” Some of us have more than one “little voice” that causes a stir in our mind rather than making rational business decisions. Your “little voice” works to run the game.

In order to be a great leader or teacher, the business skills are important but you also have to address the personal development side. There are little voices going on for everyone shouting things like fear or depression as we go through these crazy volatile times. If you are looking at good leaders, they will understand this. You have to work with your team to help them and yourself gain control over the “Little Voice.” We revert back to old thinking that no longer works anymore. Group environments or team environments that most of us were not trained in unless we were in sports teams. I’ll share more about how to have a strong focus on Little Voice Mastery.

The tools I share will help you develop the techniques you need.  Techniques to not only teach you how to run your business and build systems, but also grow in your own personal development. My goal is to teach you to be a great leader and teacher. I will give you the tools to teach as you go, how to get your team to sell, and how to generate more income while everyone else is in panic mode.