7 Keys To Successful Selling For Intermediate Salespeople


Successful selling is all about
utilizing the right steps. And what I find is that a lot of training
is for either beginners or for super Advanced people. But what about those people are that are
in the middle that are looking to improve upon what they’re doing, but ultimately
haven’t necessarily hit the level of truly top-performing of absolutely crushing it
and so that may be the definition that you look at when you compare
yourself to other people. Or just in terms of where you feel
like you are in your sales Journey. Do you feel like you’ve hit
that level of you know what? I’m absolutely crushing it and there’s
really not that much more room or do I feel like I could be doing some other
things to be more successful with my selling. So in this video, I’m going to show
you 7 keys to successful selling for intermediate salespeople. Check it out. Number one don’t wing it. This is so big. Right so many salespeople are truly
just winging the sales process. I see it all day long. They’re walking into a prospects office
and they’re just kind of going by feel or they’re on the phone or they’re leaving
a voicemail and they’re just winging it. They’re they’re feeling like it’s
part of their creative process. But in reality, it’s just kind
of making it up as they go along. The key to being successful
in sales is to identify. What is going to be your sales approach
script out that process or at least really strongly outline exactly what that process
looks like and then follow it every single time because when we win it, we don’t know
what we’re doing right or wrong as opposed to when you follow a process now when
you’re repeating it every single time, you’re like, oh, you know what when I
asked the budget that way it didn’t go as well, but when I tested this
way, it went a lot better. And so by having this process that’s
really following every single time. You can really compare apples to apples
and if you are winging it chances are you are in that intermediate level and you’re
going to struggle to get to that top level until you really have a solid sales
process that’s based on results based on the data and is based on what’s
working in today’s Marketplace. Number two make tons of mistakes, you
know, I’ve been talking about this a lot lately, but I can’t say it enough because
I find that so many salespeople are just terrified of screwing up a sale or are
terrified of messing up a cold call. And the reality is that it doesn’t matter. It really doesn’t matter. Let’s just say the worst thing happens. You have a terrible cold call and a
prospect calls your boss says, this is the worst. First sales person I’ve ever heard
your boss is like, oh my God. I’m going to fire this person. You get fired you then go out
and you get a new sales job. That’s what happens. That’s like the worst thing that could
ever happen and I’ve never heard of something like that
actually happening, right? But if you think about it, they can’t
shoot you they can’t attack you they can’t hurt you. There’s nothing that they can do and
there’s nothing that they want to do. So when you make mistakes who cares be
willing to make those mistakes be Reckless and what you see is that with two. Performers they are making a lot more
mistakes because they don’t care. You know, what if they made mistakes? No big deal. It doesn’t matter and they don’t live
in fear of making that next mistake. So make more mistakes number three. Remember they can’t hurt you. I’ve already referenced this because
it’s so passionate to my core of my sales methodology. But when they when they can’t hurt you
there is literally nothing that can happen when things go wrong. Can’t hurt you. I mean we act in sales like we’re at War. We’re really not there’s nothing that
can happen to you when things go wrong. The worst that could happen is that you
mess up an opportunity to the point where you know what you have to get a
new job, but that’s so unlikely. If you’ve got a good boss who
understands that things go wrong. It doesn’t matter. They can’t hurt you be willing to make
mistakes be willing to try new things. They willing to push outside of the
standard because most salespeople. Behave the same way as everyone else
because they’re afraid of making mistakes. They’re afraid that the prospect is going
to somehow get angry where they’re going to somehow get attacked by the prospect. It just doesn’t happen. I hear this all the time when I’m in the
middle of trainings with salespeople and we’re doing role plays and they’re like,
oh well what happens when the prospect immediately tells you that they don’t have
a budget and that they’re never telling you if they have a budget and I’m like. When’s the last time a prospect said
I’m never telling you my budget. It might happen 1 in 10 or 1 in 20 times
that a prospect says something that aggressively but the reality is is that
they don’t have this animosity towards us. So be willing to push outside and
recognize they can’t hurt you. Number four. Your comfort zone is your enemy can you
can see a theme here that I keep building off of most intermediate
salespeople are intermediates. Not because of necessarily A skills Gap
over that might be a component but it’s also because they haven’t pushed outside
of their comfort zone to go after higher-level prospects to try asking that
question that makes them a little bit uncomfortable and so because they’re stuck
in this little comfort zone this narrow little comfort zone. They never really get to that
level of true top performer. And so recognize that your comfort zone
although it feels good and cozy and warm inside of it is actually your enemy. It’s actually what’s keeping you
at that level of intermediate. So be willing to stretch a side of that
comfort zone to do more a great example is how high are you calling
up the food chain, right? Are you calling low-level prospects? Are you calling people at the very top
of the organization top performers are. Shanghai intermediates beginners call
really low be willing to get up there stretch that comfort zone theirself
as the CEO of your own sales business. Even if you’re not an entrepreneur think
like an entrepreneur stretch that comfort zone do more be willing to take risks. It doesn’t matter. Remember they can’t hurt you number 5
activity is all that matters at the end of the day what you do? All that really matters. It’s like Albert Einstein once famously
said nothing happens until something moves sales activity is the
making things move in sales. So activity is really all that matters
in sales activity can be defined by the number of calls you make or the number
of emails that you send or the number of meetings that you’re conducting. Activities really all that ultimately
matters at the end of the day, of course what you’re saying in those meetings
and what you’re saying on this calls, of course it matters, but the thing that you
can control most easily is the amount of activity that you’re doing and
not getting bogged down in those. Non sales related tasks. We all are constantly at battle with non
sales related tasks things that kind of pull us away. Someone says hey can I borrow you for
a minute to help with this training initiative or hey, you know,
can you do this for me? I just I need a quick favor and it’s. Am I getting paid to do that? Am I getting paid commissioned to do that? No, so don’t do it focus on activity hold
yourself accountable to making those calls to setting those meetings to conducting
those meetings to Knocking on those doors to sending those emails to asking for
those referrals only the things that truly matter the things that are ultimately
leading to you getting paid your commission. That’s what matters number
six find a great mentor. This is so important and I can’t tell you
the impact that finding a great mentor had on my career personally. I remember when I first started selling I
was running a small business and so as a business owner, I didn’t have
a natural Mentor for sales. And so I was reading as many books as I
could we didn’t have course YouTube at the time but we had other ways to try to learn
listening to tapes and listening to CDs. Ultimately. I really feel like I kept hitting this
roof because I just didn’t have someone to. Push me to tell me this is
exactly what you need to be doing. And so once I found a great mentor is when
my selling completely transformed finding that great mentor is so important. Now this may be someone that you have
access to and your professional life right now, but it’s not just finding any Mentor
but finding a great mentor someone who you look at and you say I
want to be where they are. I want to do what they have done not
someone who’s kind of a stepping stone along the way but. One who’s really where you want to be
ultimately maybe take some time to find that person. But as an intermediate as someone who’s in
the middle you want to identify who that person is and don’t just take take take
but offer them any help that they need. Hey, is there anything that
I can be doing for you? Is there any wet meat cheese
carry their briefcase to meetings? It doesn’t matter if it gives you the
opportunity to really be mentored to observe what they’re doing to
model what they’re doing great. Seriously, if it means getting them coffee
in the morning get that Mentor someone who can really take you under their
wing and can teach you a process. And by the way, maybe it’s not
someone that you have direct access to face-to-face, you know, I meant
are a lot of salespeople as well. We have people in our forum who find
mentors through other people in our programs and that’s fine. But make sure you find that Mentor learn
everything you can ask them tons of questions and provide value in that. So they don’t feel like you’re just taking
but instead you’re doing things that are making them feel appreciated and also
that you’re implementing what they say to implement because I can’t tell you how
frustrating it is for me to be mentoring someone and then they don’t actually
Implement what we talked about really frustrating. Don’t let that happen number 7 keep
learning, you know at the end of the day learning is a process
that goes on forever. I am constantly learning
honing in my craw. Left and I’m constantly getting new ideas
from new data from new books new experts just watching a top performing
sales person in a new industry. I’m always getting ideas. And that’s what we all have to be doing. We never want to get to the point where
saying I don’t need to learn any more. That’s when you start to see people go
into decline in their career be willing to just keep learning be a lifetime learner
and what you’ll find is that by constantly wanting to learn you’re just
getting these new little. These new nuggets that when you put them
into the mix of what you’re doing, it’s unbelievable the impact that can have on
your ultimately improving with your sales. Keep on learning keep sharpening that saw
and what you’re going to see is that even when you become that true top performer
in your eyes, there’s still going to be so much learning from there because just
becoming a top performer doesn’t mean that you’ve achieved it and there’s
no going up from there. Of course, there’s going up. There’s different levels. Rules of top performance. So keep on learning keep on sharpening
that saw and never ever stop the process of learning. So there are the 7 keys to successful
selling for intermediate salespeople. And if you enjoyed this video then I
have an awesome free training on the data-driven approach to help
you crush your sales goals. Just click right here to
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13 comments on “7 Keys To Successful Selling For Intermediate Salespeople

  1. Being in sales, as a self-proclaimed bad sales person, your videos are for sure motivating. I need to work on being reckless. I'm also have really bad social anxiety and i'm the bad type of perfectionist. I'm working on my IDGAF (I don't give a fuck) self. I working on being the greatest, like Ali!

  2. At least in life insurance, especially if your independent, a mistake could either result in a lawsuit or a chargeback from the insurance company.

  3. I think a lot of sales reps get afraid to go scripted and end up “winging it” because they remember using some of the generic pitches out of their first training and end up sounding robotic and come off sales-y. But I absolutely agree if you can get over that and practice a script until it’s natural it will absolutely make a huge difference. Did a video on that myself.

  4. I love how you go from turning down your teammates when they ask for help because you're not making a commission to find a mentor. Screw my team but hey, can you help me become a better Salesman? Sales is about building relationships and you'd better be really fucking good before you start ostracizing yourself from everyone on your team with a snide attitude! I think you have been spot on with almost everything in the three videos I've seen so far but you're way off on this one!

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