How Much Money Can Salespeople Make? More Than You Think

Sales Defined:

The exchange of a commodity for money; the action of selling something.

?Facts on Sales:

• Everything in life is a commission.
• Your pay will eventually go down if you don’t get better.
• You must be fast.
• You need to follow-up.
• You better be the best in your space.

People must be looking for more sales instead of missing sales.

People go to school to get a “good job” paying 60–80K a year. In sales, you can start doing 60–80K a month, but you have to learn sales.

THE SALES PROCESS IS REALLY YOUR PROCESS FOR MAKING MONEY

This is real information you can use to get real money. All sales start?with a?process.

How many of you have a sales process that you use? The process must be simple and short; it must be duplicable, fit all personality types, and fit all scenarios.

The bottom line is that the best sales process is what works.

Keep it simple, honest, and never disagree.

If you can’t advertise and promote how you sell, don’t do it. Here are some different parts to a sales process you can possibly use to get you on the right track:

#1 GREET

To greet means to address with an expression of kind wishes upon meeting or upon arrival. It’s about trying to make people feel welcome.

This is the first purpose of greeting a customer, but it’s also your first chance to make a great impression on them. What you say and how you say it will set the tone for the rest of the deal.

You need to nail the greeting. Those first seconds of meeting a customer, those first moments, can never be changed.

Use a firm handshake, not a dead-fish handshake.

Wear a name badge because people will forget your name. Make eye contact, be present, listen for their name, and pay attention to their name.

Duplicate their name because you will use it over and over again. Don’t be offended by brush-offs.

After making a customer feel welcome, you want to put them at ease so they start dropping their guard.

You want to get on a?common ground and differentiate yourself from others.

You also want to differentiate from any experience they’ve had in the past with your product or service.

Anyone can say,?“Hi, my name’s Big Mike.”?After that, if you can’t build trust, you’re not going to put them at ease, and you’re going to struggle to get on common ground.

If you don’t differentiate yourself, you’ll never control the process.

So, the greeting is to…

• welcome
• make yourself known
• put people at ease
• differentiate yourself
• grab control of the process.

#2?QUALIFY

The person that controls the sale is not the person asking the questions but the person that gets answers to their questions! Far too often a salesperson will go down a path of determining a client’s needs and never get an answer.

You must get your questions answered even when the customer appears closed off and resistant to providing information.

Here are some?bad?questions:?“What is your budget?”?

First off, most people have no clue and secondly, when they give you an answer it will always start your discovery process with you chasing a number that is unachievable.

As a buyer, my budget is determined once my problem is solved. More often than not, I exceed my desired budget range by many times.

“Are you the final decision-maker?”?This causes people to think that if they are not then you are not interested in them and many will answer this question?“yes,”?even when it’s not the case. That’s because the question challenges the person’s ego.

“When are you thinking of buying?”?The customer translates this to mean that you are only concerned with yourself and your commission.

“What would it take for you to do business with me today?”?The ultimate stereotypical salesman question that even the salesperson hates to ask.

If you want to be more effective and increase your closing ratio you have to ask great, professional questions that demonstrate that you care and get the answers to those questions.

#3?PRESENT

Your presentation of your product or service is where you build value and desire for ownership.

This is where you have to paint the picture of ownership and create the “must have this” because they love your solution or because they are certain it will solve problems for them.

The presentation of your product or service should handle every concern, build value and motivate your prospect to ownership.

You need to tailor the presentation to your prospects dominant buying motives.

If you give a standard, one-size-fits-all presentation, hoping that something you say will be relevant and hit a hot button, chances are your prospect won’t be listening.

If you are giving a standard presentation, you are leaving it up to your prospect to work out what is relevant and most prospects simply can’t be bothered.

Assume that 20% of your product will sell 100% of it; find out what the 20% is and hammer it home.

#4?PROPOSE

The more deals that get to a proposal, the more deals you will win, PERIOD.

Many people suggest not presenting all buyers with figures, but I believe that if you do not present them, you can never come to an agreement.?Our goal is that 100% of those prospects that we come into contact with are presented a proposal and in many cases multiple proposals on different products or packages.

People cannot make a decision if they do not have the information.

#5?CLOSE

The diminishing production numbers for salespeople starts with the inability to?close the sale. We do same day installs duringbthe summer. This is the harsh, cold, stark reality; when you don’t close, you lose.

If you only have 3 or 4 closes to use on the resistant buyer, you cannot stay in the transaction long enough to close.

Closing the customer is like taking a trip: you are limited by the amount of gas you have in the tank. The close is where the salesperson gets paid. You don’t get paid to call people and sell; you get paid to close.

Remember, a good sales process will help you become a six figure earner this summer and eventually a multi-millionaire.

A bad sales process will put you out of business.

IF YOU’RE TIRED OF MISSING SALES KNOW THAT:

Anyone can learn to sell and?anyone can sell more.

Opportunity is out there.

You are missing deals and opportunities.

You need more money.

Excuses won’t make you money nor pay the bills.

Sales are the only way to?grow your business and finances.

Most companies have terrible conversion rates.

SUCCESSFUL COMPANIES AND PEOPLE:

1. Figure out what their competition won’t do
2. Look at what they can control

I USE THESE 4 TIPS TO STEP OUT OF MY COMFORT ZONE:

1. Get passionate.?I get so excited about what I’m selling that I’m compelled to share it with all of Linkedin! When you are passionate about your product, idea or service you pay less attention to how you are perceived.
2. Get out of your comfort zone once per day.?It is very important for me to do things that make me uncomfortable. The single scariest thing for me was visiting my customers or prospects in person. So that is the first thing I did every day to get over my fear, which instilled me with courage.
3. Say hello to everyone you pass.?I refuse to walk past any person without acknowledging them. I force myself to look everyone in the eyes and say hello. This is like exercising, it builds a muscle that enables me to decide at will when I want to be extroverted, whether I’m on knocking doors, lifting at the local gym or any other situation.
4. Keep busy.?When you are constantly on the go you don’t have time to be uncomfortable or doubt yourself. If you’re busy you are always asking people for help, getting help, and talking to people because you are running from one sales meeting or event to the next—so get out and get moving!

TOP MISTAKES OF SALES ORGANIZATIONS:

1. Fundamentals are missing
2. Sales approach hasn’t kept up with technology
3. People are not properly motivated.

Sales affect everything: every person, every company, every industry, and entire economies.

EVEN KIDS UNDERSTAND HOW A SALE WORKS

Sales are not complicated—it’s fluid cycle, not a bunch of?steps?that you have to take.

First, pick the people you know. Lean on them. I expect my family to buy from me. Everyone should work their power base. If your own family or friends won’t buy from you, how are you going to close somebody else?

DON’T OVERCOMPLICATE SALES.

Close the Proximity Between You and the Target.

Just like when you were a kid you said you wanted something from your momma—you closed the distance by coming over and grabbing her leg.

You didn’t ask for a new puppy from across the room.?You closed the distance.

That’s how you need to approach your customers. The closer you get, the more deals you’ll close.

This is why we go Direct to Consumer.

Be Great,

Michael Pearson, Smart Home and Tech Recruiter