Business Skills

Unwritten rule in big business

September 16, 2021 by sycreed

There’s an unwritten rule in big business on the buyer-seller connection. If you’ve read my past posts, you already know a few things about this.

But, let’s go with the most important part.

When a seller is selling, they want to know who they’re selling to. On the other hand, the buyer wants to know who they’re buying from.

This means that the person is sometimes more important than the product.

I’ll explain.

Nowadays, there’s a blizzard of people trying to buy and sell stuff. In big business, the buyers are looking to build a network of trusted people or vendors.

It’s not easy to do this when it seems like everyone’s just interested in selling. The sellers who actually stop and pay attention to their buyers are a rare breed.

However, these buyers tend to lean toward people who show interest in their affairs.

I’ve already touched on some of the elements of a good presentation in some of the previous posts. Here, I’m going to focus on two critical aspects of good communication: shared reality and trust.

Shared reality is a simple technique that can earn a lot of goodwill. It requires you to listen to the other person and try to relate when they tell you things. For example:

”Oh yes, I understand. By the way, the picture on the wall, are those your kids?
“Yeah.”
“How old are they?”
“In that picture? Oh, 13 and 15.”
“Mine are 20 and 25. What sports do they play?”

It’s just small talk, but it builds a bond between you and the potential buyer.

It also lays the groundwork for them to trust you.

By listening, engaging, and sharing reality, you’re building that trust. You’re showing that you’re listening to them and want to find out more information.

This means you genuinely want to know more about those people.

At the end of the day, you want to be a person that they can trust. They want to know that you’ve got their back and that they can depend on you.

That can happen if you’d just try to be that person.

Be Awesome!

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

June 23, 2021 by sycreed

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.

https://youtu.be/YsUYvSmRuGc

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.

https://vimeo.com/470285836/4edafd0f18

To continue with Mastering Your Selling Cycle click here.

GET STARTED The toughest sale is selling you to you. When I finally understood that, within 48 hours my sales went from zero to doubling my sales quota. Blair Singer I feel more confident than I believe I ever have. My little voice doesn’t stand a chance to hold me back anymore. Rick FallsInternet Marketing Consultant He is a great communicator, great teacher and great human being. Like he says, when it comes to winning, it’s all about mastering your little voice. Robert KiyosakiAuthor of Rich Dad Poor Dad – teacher, entrepreneur and friend for 27 years. I was able to increase my personal achievements and most importantly my professional sales by a staggering 1000%. It didn’t take long with these amazing tools to get out of the ditch and reach a level of easily being able to sell a product worth $2,000 within the matter of days. I am now using these very tools to work on adding another “0” and increase my game further by learning how to control and work with my ‘Little Voice’. Bettina HorvathBusiness Owner and Single Mom Previous Next

Doing What You Love in Business (and How To Find It)

June 8, 2021 by sycreed

Doing What You Love in Business can be a life-long journey for many.

In this video, Blair Singer answers a great question that was asked: “I want to find out what I really like doing.”

He outlines steps to take when getting started in business to find out what you enjoy doing and what you will be really good at. He tells us to look back at some the main events that have changed the trajectory of our lives and look for the lesson that keeps coming up. When we start to connect the dots of all these past events and the message that keeps coming up, we will find something that we really love to do.

Spiritual gurus say suffering is resistance and resistance is suffering. This means that maybe we are resisting something that we don’t like to do, but that which we are resisting is actually holding us back from figuring out what we truly love to do. The question “why am I doing this” is one that we should be asking ourselves every single day.

We are all put on this earth to do something great, we just need to find what that something is.

Now more than ever the world needs leaders, make sure you’re one of them!

https://youtu.be/_zDgSEYca1E

Ask Questions to Close

May 21, 2021 by sycreed

I used to be in your shoes. A long time ago, I struggled with closing. I had a little voice telling me all the reasons why I couldn’t do it.

But you know what?

I found that if you lay down the proper foundation, closing is a natural end to a conversation.

Let me tell you what I mean by that…

There are certain basic elements that must be in place in order to close a deal. If you have these basics down, closing is more like arranging to deliver goods than closing.

Why is that?

Because if you’re laying down the basics correctly, you’re priming your customer for closing.

Here’s a breakdown of what it should look like:

Assess Needs Accurately

First, you need to show an understanding of where they’re at in their world. You do this by restating their problem.

Why is this step necessary if the client told you their problems?

Restating the problem helps both you and the client to focus.

The person you’re talking to has a million other things going on in their life. But when you articulate the problem you bring the focus back to you. It also helps you focus as well.

Ask Question to Close

All of your conversations with the prospect should set you up for closing. And that includes the questions you ask.

So, it’s not enough to state a problem. Follow it up with a question like, “Do you recognize this as being a problem in your business?”

The prospect’s response may be something along the lines of, “Yeah, Of course.”

You can also ask questions like:

Is there anything you’d like to say about that?

Does this make sense to you?

These are trial close questions. They get the person to start saying yes and agreeing with you. But, that’s not all.

The questions also allow you to see if you’re on track.

Solution or WIIFM (What Is In If For Me)

After all that, it’s time for the solution you have configured for them. But don’t stop there.

Try framing the solution in two parts: feature and benefit.

The feature may include creating metrics and understanding where the numbers come from. But the value or benefit comes from maximizing the areas they’re already good at and coaching them in the weak areas.

Take these basic, but necessary steps and closing is just a matter of delivering the goods. With your trial close questions, they’re already saying yes.

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

What’s your selling personality?

May 18, 2021 by sycreed

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?

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.
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.
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.
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.
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

Being your Authentic Self

May 16, 2021 by sycreed

I’ve been doing this for a long time. And, in my nearly 30 years of experience, there were many people that modelled me.

That’s okay if you’re new to the game. But, when it comes down to it, you need to be you.

Have you ever heard that you need to be like somebody else in order to be successful in your life?

You know, I’m a big advocate of modelling certain behaviors in order to learn something new. But, only to a certain extent. When you don’t know anything, modelling is not a bad strategy.

But at the end of the day, the secret to being able to make a lot of money in sales or in business is being your authentic self.

Now, I know that may sound trite to you. However, there’s one thing that I’ve found out after working with thousands of people all over the world.

There’s still a belief out there that, “I’m not good enough,” and “I have to be like somebody else in order to be successful.” This is true particularly when it comes to sales.

On the other side of the argument are the sales managers and business owners that believe that everybody on their team has to be just like them.

And you know, in my experience, that’s just not true.

Think about the famous basketball player Shaquille O’Neal. This guy was a seven-foot 300-pound center in the NBA. And, he was great at it!

But, imagine if all of a sudden he decided he wanted to be a horse jockey.

What’s going to happen?

The poor horse is going to die for one thing. And, he’ll never be competitive.

Being a jockey isn’t playing to his authentic self.

Is that any better or different than you trying to be somebody you’re not?

You need to play to your strengths.

Think about all those diagnostics and review programs that give you your strengths and weaknesses. Once you get the analysis, what does the coaching team normally say?

They tell you what you need to work on your weaknesses. But, I’m telling you right now that is a colossal waste of time.

Why in the world would you try to improve something you’re not designed to do?

The key in business is to play to your strengths based on what you’re good at. Don’t try to fix something that’s not fixable.

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

Self Improvement & Business Development Tips

Crafted By