How to Create a Great Sales Person

After 30 years of experience, I have a few tips to share about creating great Sales People. It may not be what you expect, listen in for the details.

Speaker 1 (00:07):

Yeah. So what do over 30 years of selling experience teach you? Well, it teaches you that sales equals income without sales. There’s no income. It teaches you that there’s a lot of people out there teaching you how to sell and how to generate it. But I want to tell you right now how you can turn yourself and anybody else you bring in your organization into a great sales person or how to spot the right person to begin with. Now, it doesn’t have anything to do with pedigree college degree, um, who, you know, who you don’t know all that other stuff, but this is the raw material that can turn anybody into a great salesperson. Particularly when you’re switching media, when it’s one to one, one to many on camera, off camera, all over the place. Okay. There’s a few things in common. Those of you who don’t know me, my name is Blair.

Speaker 1 (01:06):

Some of you know, me as a rich dad advisor to Robert Kiyosaki and the area of sales, team development, personal development, and how to forecast and create your future. Okay. But today I’m going to talk about some salespeople, how to get the right ones. Okay. So I’ve got six items here. Number one, number one, first and foremost, if you’re trying to get a great salesperson or become one highest energy wins, that’s right. High synergy went, you got to have energy. You know, we always say that in sales, two people come together in a selling situation person with highest energy, usually wins, right? And if you don’t have an experience, think about your kids. If you have kids and their energy is higher than yours, who ends, right? So energy and mood levels. So in other words, it’s easy for all of us to fall into a slump.

Speaker 1 (01:56):

It’s easy for all of us to get discouraged once in a while, but a good salesperson has the ability to shift, state change and increase their mood level. Almost on a moment’s notice. Now there’s some people that don’t do that so well. Uh, other people that do, and even the moodiest even the mood is some salespeople and I’ve met them. And I am one have the ability when push comes to shove, when the, when the camera goes on, when the phone call is answered to shift your mood level immediately to rise to the occasion. Okay? So that’s the first thing. So person with low energy, I’m not saying they can’t, but I’m saying right now that if you want to survive and flourish and do well, you’re going to need to master that your energy levels and the people that you interview are the people that you’re working with, whether they’re volunteer commission, whatever, highest energy, when it sets a first criteria, energy and mood levels.

Speaker 1 (02:52):

Okay. Number two, persistence. Maybe you may maybe know that I wrote the book sales dogs, right? That you don’t have to be an attack dog to be successful in sales. Well, why dogs? Because dogs of all the pets of all the animals that we domesticate, they are the persistent. They love you. No matter what, you could beat them with a stick, yell at him, tell him to scoot, get out of the way. And they keep coming back, keep coming back for more than persistent. They don’t give up on you. They’re loyal as the day is long. And that’s the, those are the attributes of a good salesperson. You know, they’re not only, um, persistent from the fact that they attached to you, but they’re persistent in everything they do. I call it a dog-eared approach to life. Look, I know this is a task I’m not quitting.

Speaker 1 (03:44):

I’m going to keep going. Keep practicing, keep calling until I get the deal. Yes or no. Okay. So persistence is critical. I mean, you probably already knew that, but think about next time you pet your dog, next time you pick up a stick or a ball and throw it and they keep doing it again and again and again, they’ll do it all day long. That’s a good salesperson. Okay. Number three, 100%, 100, maybe 10% real, real. Some people call it authenticity. I’m going to say more than authenticity because I don’t quite understand that term being 100% real all the time. That’s a sign of a great sales person. Why? Because these days people want to be able to talk to somebody. They can trust somebody that they know what they see is what they get. When they’re not on the phone. When you’re not on the camera, you’re not somebody else.

Speaker 1 (04:39):

You’re who you are. People ask me all the time. What do you like when you’re not on camera? What are you like when you’re not in the seminar? I go, it’s the same thing. Nothing changes. So being 100% real now, what does that mean? That means that your thought, obviously it means that your thoughts, your values, your actions, your beliefs are all congruent. Okay. But what else? It means in a more real sets is that you talk the truth. As you know it, somebody asks you a question. You don’t know the answer you go, man. I don’t know the answer to that, but I can look, I can look it up for you or let’s call somebody right now and figure that out. But never, ever, ever, ever pretending to be somebody that you’re not. I made that mistake very early in my career. Many, many years ago when I first started in sales and it bit me in the shorts every time, just about every time.

Speaker 1 (05:30):

I mean, I was able to get away with it a little bit. I thought, but at the end of the day, people want somebody that’s 100% real. I say this. I say that if you’re, if you’re in a selling situation, this is not a performance. It’s a conversation. And if you’re going to have a conversation with a friend at a party or a friend that comes over to the house, you want to be real. You don’t want them to be putting on a show. You do try to be interesting. A person that’s interest is always more desirable than somebody is trying to be interesting. Okay. So 100%. For real, if you’ve got some flaws, don’t be afraid to talk about, um, if you’re afraid to talk about it, you need to work on that. Okay? Cause we all got ’em. I got it. Skeletons in my closet.

Speaker 1 (06:16):

You got them in yours. It’s okay. Once you become comfortable with the fact that you’re not a perfect human being and did you get to make mistakes and you’re willing to share with other people, you’re good. I’m good. Now you don’t try and get people to feel sorry for you. But what I’m saying 100% real when in doubt out, say you’re in doubt. If you don’t oh. Quite know, say you don’t know if there’s something that’s really interesting to you and you want to know more. So can you tell me more about that? I really would like to know, showing that you’re interested rather than trying to be interesting. Well, when you, a lot of deals that will win you a lot of trust, respect, and people will like you. Okay. That’s number three. And number four, meticulous with followup. Now that’s not my strong suit.

Speaker 1 (07:08):

And I’m going to, I tell you that for most good salespeople, that’s not their strong suit, but whatever kind of a system, whether it be automated, whether it be a personal assistant, some way to have meticulous. Follow-up why here’s the rule. Just because you’re ready to sell. Doesn’t mean ready to buy. That’s a fact just because, because you’re ready to sell doesn’t mean somebody else’s ready to buy. So if you continue to follow up in a meaningful way, not to be a pest, but in a meaningful way, they’ll come a time when they’ll entertain your pitch or they’ll entertain what you have. I have to offer. Okay. So what’s that look like? Well, that looks like it looks like you have a list management system of some sort, it could be outlook. It could be, uh, something kind of a list manager, a way that typically flags people to tell you to call them back.

Speaker 1 (08:01):

But if somebody gives you any inkling of, of, um, of an idea of how you can follow up with them, do it, uh, fine. We used to, one thing I used to teach is find reasons. If you’re dealing with somebody, one-on-one find reasons to follow up. In other words, if you find out that they’re good, that they like, I love the game of golf. Okay. And you happen to have seen maybe a great article about the PGA, um, asked him if they’d tell him that you saw this great article in sports illustrated about the PGA. Did you see it? You go, no. Can I get it to you? Can I send it to you? No, no, no. That’s fine. Please let me send it to you. So what did you just do? You purposely and agreement. Why? So you can follow up. What, because what you’re doing is you’re creating a track record in their brain is that you make, you keep them and you follow up.

Speaker 1 (08:57):

That’s called building trust. Okay. So again, meticulous up whenever that takes never, you never know. I mean, so a person is turned you down or not talk to you for months. All of a sudden you call them and say, check it in. I want to see how you’re doing. And if you’re going to do that, if you’re going to do that personally, um, through a conversation, make sure that you have something meaningful to say, give them some Kevin update. Don’t just say, Hey, I ain’t doing right by yet that ain’t going to work. Okay. If you’re doing it through chat, if you’re doing it through email, make sure you have something of value to follow up with a new development on article. They might like to see video that might be of interest to them. Okay. All right. Meticulous. Follow-up yeah. Some people are better than that than others.

Speaker 1 (09:46):

Number five. Again, some of you are like this, but a willingness to be accountable, but particularly accountable to numbers, accountable to numbers. What numbers? Well, every sales, every sales organization, every team, every business has what I call a selling cycle. A step 1, 2, 3, 4, 5 could be 10 steps could be three steps of how you generate a sale. You know, it could be the first thing is a YouTube video with a call to action. And then somebody calls, somebody follows up. Makes a comment on your video. Okay. So that’s the first step. Okay. W first step is video. Second step as a follow-up is as or as a comment, third step is you’re going to respond in a comment, et cetera, et cetera, et cetera at each one of those steps can be measured, can be measured. So the accountability doesn’t mean that your numbers are always good.

Speaker 1 (10:44):

The accountability means you’re keeping track of the numbers and you’re always improving each step of the cycle. Okay. You may be very, very good at generating leads, but you may be terrible at closing. Okay? You may be very good at closing the horrible generating leads. See what I’m saying? So you don’t throw the whole thing out. You just work on the, on the particular piece. And the only way you can do that as by being accountable to those numbers. Okay? So be keep accountable to the numbers and make sure you have somebody else that you’re accountable to with those numbers. Okay? So having an accountability partner, a your boss, you, whoever that is, okay, that’s number five. And number six, I love this one. Number six, probably the most important attribute of a good salesperson. If you’re going to hire one, you’re going to become one or you want to coach.

Speaker 1 (11:34):

One is what I call. They got to be a crazy, crazy student, a crazy student. What I mean by that, because they’ve got to be so crazy that they love studying the art of selling. They love, they love studying about their own little voice and of what they know. The crazy student knows that the number one sale, most difficult sales not saw a customer is sell you, selling you to you. It’s managing that little voice in their brain and they’ll read everything and practice everything. I listened to audios continually working on self-improvement. Why? Because they love it because why? Because they know that every time they work on it, they get a little bit better. They close a little bit more there’s their numbers will continue to go up crazy student. What else say a crazy student about their crazy student, about learning the art of negotiating and persuading of communicating to become great communicators.

Speaker 1 (12:31):

Look, if your communication is good, your cashflow is going to go up. If your communication is poor, your cashflow is going to go down. That’s the nature of business. Okay? So the crazy student knows that. And they’re relentless about reading everything. I can show you my whole bookshelf over here of everyday. They can about the art of negotiating, the art of persuasion, the art of articulating and being a great communicator. And the other thing that they’re going to study, as I got to study the business, they’re going to study about their clients. They’re going to study everything they can about their niche, their market. What are the ones, what are the needs? What are the desires? What are the, uh, what are the frustrations? And they’re going to stuck. They get to study, goes in that place so that when they’re talking to their customer, they know exactly what to say.

Speaker 1 (13:20):

They know exactly what’s on their mind. Okay? So this is just a quick list. I can probably make up about 10 more, but for right now, energy and moods, persistence being a hundred percent real meticulous in your follow-up accountability to the numbers of your selling cycle and being a crazy student, a crazy student. And by the way, you want to be a crazy student, share this video with other people. Watch it again, go to Blair, cinder.com. We’ve got a ton of amazing videos that will teach you how to be a better negotiator, master little voice in your head and master the art of sales. Okay. So it’s Blair singer.com. Thank you for watching this. Please share with other people and subscribe to our channel. We’d love to keep you informed on all the new videos going on. Okay. Be amazing.

50 cents or $500,000? And Why There’s No Difference Between the Two.

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.

Turing more no’s into yes’s –

In today’s episode, we’re going to discuss the whole enchilada of objection handling and how you can effectively win against those objections. What you will learn in today’s episode will be very crucial and can be a game-changer for you and your business. So be sure to stick around and listen.

Some key takeaways in this topic include:

  1. The difference between an objection and a rejection and how to handle both situations
  2. Why you should start convincing yourself that you’re not a salesperson
  3. Why you need to do role plays
  4. How to counter an objection by asking questions
  5. The psychology behind objections

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20 Biggest Mistakes Presenters Make and How to Avoid them

The Game Starts With You

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.

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the 21 Day Challenge 

It’s all about leads, leads, leads!

No matter how many audiences I’m in front of, it seems like everyone has the same concern.

It’s all about leads, leads, leads!

Audiences ask me, “Where can I get them?” or “How can I get more?”

Everybody wants to know how they can generate more leads.

I am a firm believer that you just need to build, harvest, and convert the ones you have.

Remember, it costs six times more money and time to generate a new lead than it does to talk to somebody in your pipeline.

So, keep that in mind as I tell you about this lead generation strategy…

It’s amazing how many times a pit bull personality will go out and call on people without ever calling them back. All they hear is “not interested” and the pit bull salesperson is out the door.

It seems like they forget the rule:

Just because you’re ready to sell doesn’t mean they’re ready to buy.

However, if you can maintain some follow-up and follow-through, you may eventually get the sale.

This strategy doesn’t involve generating new leads. It’s more about reviving the previously dead ones.

So, how do you go about reviving leads that said no?

It goes to your follow-through and frequency of interaction.

What systems do you have in place to keep in touch with prospects that said, “not right now?”

If you don’t have any, you’re leaving a lot of potential money on the table.

So, get out that list and set up a system.

Use newsletters to reach out to prospects or let them know about upcoming webinars. Try to schedule callbacks to follow up with them and see if their situation has changed.

You just need to put a system in place to stay in continual contact with all the people on your list.

Facebook and other forms of social media make staying in contact a little easier. But, don’t rely on social media alone.

Why?

There are 100 other people vying for space on Facebook, too. You have lots of competition for their attention.

Instead, try to couple your social media posts with other strategies like a newsletter blog. Post something on a regular basis and keep them informed. 

If you keep that up, there will come a day when they’re ready to buy. And, you’ll get calls out of the blue!

But, you must maintain a system of follow-up and follow-through for that turnaround.

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.

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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

Ask Questions to Close

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?

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