35 Sales Truths From Taking Over 50,000 Sales Calls Over The Span Of 5 Years:
1. The call is not about you. It’s about your prospect.
2. Where you think the value lies is not necessarily where your prospect thinks the value lies. Listen and tailor.
3. You are there to help the prospect make the best decision for them. Whether this is with you or not.
2. Where you think the value lies is not necessarily where your prospect thinks the value lies. Listen and tailor.
3. You are there to help the prospect make the best decision for them. Whether this is with you or not.
4. If prospect is a bad fit, do not close. Going to be a backend headache.
5. If prospect is a good fit, do everything you can to close.
6. The belief that people need skin in the game to succeed will get you far in sales.
7. Only sell offers you fully believe in.
5. If prospect is a good fit, do everything you can to close.
6. The belief that people need skin in the game to succeed will get you far in sales.
7. Only sell offers you fully believe in.
8. Nothing is more powerful in sales than conviction.
9. The 3 beliefs the prospect needs to have to close are 1) That u can solve their problem. 2) That ur mechanism is the best way to solve their problem. 3) That they have ability 2 enact ur mechanism to solve their problem.
9. The 3 beliefs the prospect needs to have to close are 1) That u can solve their problem. 2) That ur mechanism is the best way to solve their problem. 3) That they have ability 2 enact ur mechanism to solve their problem.
10. Nothing will help you sell more than genuinely caring about your prospect.
11. All tonality issues can be fixed instantly if salesperson genuinely believes in what they are selling & genuinely wants to see the prospect succeed.
12. Tonality is biggest killer of sales.
11. All tonality issues can be fixed instantly if salesperson genuinely believes in what they are selling & genuinely wants to see the prospect succeed.
12. Tonality is biggest killer of sales.
13. Tonality is simply a reflection of your mental state.
14. Having the will to close the deal is 80% of the sale.
15. An okay rep on an amazing offer will sell more than an amazing rep on a shitty offer.
16. All objections come down to fear. Somewhere. Find it.
14. Having the will to close the deal is 80% of the sale.
15. An okay rep on an amazing offer will sell more than an amazing rep on a shitty offer.
16. All objections come down to fear. Somewhere. Find it.
17. Once you master persuasion, your earning potential is limited only to the vehicle you find yourself in. Aim for highest leverage possible.
18. One of the most underrated skills you can have as a salesperson is the ability to find higher leverage sales positions.
19. Expect the “no” at first. Nobody wants to spend money on your terms. They want to delay making a decision as long as possible.
20. The spouse objection is the hardest because prospect is giving their power away to someone else. “Too expensive” or “think about it” are easiest.
21. The higher your emotional awareness becomes from solving your own internal BS, the better your objection handling will get.
22. Having the ability to create “custom deposits” for your prospects will 2x your closing rate.
23. A large part of sales success comes down to internal energy management. How many calls can you take per day while still staying sharp and dangerous.
23. A large part of sales success comes down to internal energy management. How many calls can you take per day while still staying sharp and dangerous.
24. You should be able to pre-handle objections to the point where prospect just nods and says “yep that sounds good”. Then pays you.
25. Take every objection you get and create a story that prehandles it. Place that story into your pitch.
26. Same goes for obstacles (pre-close objections).
27. As a sales rep you are not a “one-stop-sales-solution”. Your job is to close deals. The offer owner should be handling everything else.
28. Closing rate is completely offer-dependent. Never generalize it.
29. The rep selling more than you may just be taking more calls than you. Sometimes sales success isn’t from persuasion ability but from volume capacity.
29. The rep selling more than you may just be taking more calls than you. Sometimes sales success isn’t from persuasion ability but from volume capacity.
30. Your goal should be to close at a higher % than other reps while ALSO taking more calls than them.
31. You cannot sell someone who’s not looking to buy.
32. If you feel dirty after you sell anything, stop selling it. And never sell it again.
32. If you feel dirty after you sell anything, stop selling it. And never sell it again.
33. Every sale should leave you feeling like you just genuinely helped someone. (You should be).
34. You don’t have to be a giga-chad alphamale to be good at sales. But you do need conversational control capabilities.
34. You don’t have to be a giga-chad alphamale to be good at sales. But you do need conversational control capabilities.
35. People buy from people they like and trust. A good metric to use on your call is “would this person get a beer with me if I asked” to quickly judge rapport level.
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