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  • - The best thing about being a sales professional is

  • there's no ceiling to your income.

  • It means that the better you're at sales,

  • the better your closing ratio,

  • the more money you're gonna make.

  • So as a sales professional we should always

  • strive to be better so we can earn more

  • and I believe as a sales professional

  • we kind of go through three stages.

  • First is what I call learn it.

  • You gotta learn sales, learn the art of closing.

  • Most sales guys, sales people,

  • they have never learned how to sell.

  • Their philosophy when it comes to sales is

  • they just wing it to see how it works.

  • Okay, I get rejections or I get objections

  • or I don't know how to close the sales,

  • but they never take the time to learn how sales works.

  • Basics of human psychology, basics of language.

  • How do you ask questions?

  • How do you find out their needs?

  • How do you close the sale?

  • How to ask for the order?

  • They never learn how to do that.

  • That's like amazing to think about

  • how they do it day by day, day in day out,

  • selling, talking to customers,

  • talking to prospects but they never learn how to do it.

  • It's like you're a chef, but you never learned how to cook.

  • That's what I'm talking about.

  • But because the ease of entry,

  • the low barrior of entry.

  • a lot of salespeople they just get into it

  • and they thought, "You know what?

  • I'll just learn it as I go.

  • I guess I'll learn from mistakes."

  • Well that's very, very costly.

  • Very, very costly.

  • So that's level one, learn it.

  • Then you need to master it.

  • Now when I say master it, I mean,

  • you have to have some kind of systems that you follow.

  • In the beginning maybe you need to

  • get some kind of script.

  • And one of the things that we offer

  • is the perfect closing script, you can check it out.

  • Get some kind of script, memorize it first, master it.

  • Then what you need to do is you need to role play.

  • You need to role play with other people,

  • other sales professionals to hone your skills,

  • to practice and sharpening that axe.

  • Because the last thing you want is to go out there,

  • go to the marketplace and then wing it

  • and then you have a script, you practice it,

  • but then you sound like a robot.

  • That's not good, right?

  • So the best way to,

  • almost like remove fear

  • or to reduce the fear of rejections.

  • Well think about it.

  • If you get one or two, three rejections,

  • you feel so hurt.

  • It's like oh my god, I'm so bad, I suck at this.

  • After you've gotten a hundred, 200,

  • through role play, like a sales simulation environment,

  • after you've done a few hundred of those.

  • I mean you don't feel anything.

  • It's like what's the problem?

  • Next!

  • So learn it, master it, last step, you need to forget it.

  • You need to forget it, forget the script.

  • Now you're not reading, you're not memorizing,

  • you're just in flow.

  • So when you're talking with a prospect

  • you've internalized all the trainings that you've done,

  • you've internalized the learning,

  • now it becomes part of who you are.

  • You're not doing some kind of sales techniques.

  • This is who you are, your identity,

  • so when you close then it's easy, it flows.

  • You develop your own style of closing

  • and everyone is a little bit different.

  • Someone might have a certain level of closing,

  • a certain style closing that works for her, that's great.

  • Some people might have a different style of closing

  • that works for that person.

  • That's perfectly fine.

  • You gotta develop your own thing.

  • So learn it, master it, then forget it.

  • This whole process might take a few years.

  • Learn it, may be less than two, three months.

  • That's what we train people to do.

  • Master it, well it takes to a couple years.

  • But to master anything, it takes little bit of time.

  • Need some patience.

  • Then to get to a point where you forget it,

  • that means that you've internalized it.

  • Now it becomes what I call unconscious confidence.

  • When you do that throughout this process,

  • you're earning more as you go

  • and that I believe and I've seen it so many times,

  • this is the surefire way.

  • That is the proven path

  • to become a better sales professional.

- The best thing about being a sales professional is

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