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27/02/2020

The better you are at prospecting, the better you will be at selling.
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Prospecting is that connection between marketing, which gets people to be interested in your products and know about your products and sales, which is closing the deal and making the business happen.
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Prospecting is a connecting piece. So the better you are reaching out to people, understanding people’s needs, analyzing the marketplace, all those factors will make you much better at selling.

06/02/2020

Keep the Focus on Your Prospects
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This is not a show about you and how brilliant you are, and how much interesting information you can deliver in a short period of time. It’s about the prospect.
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You get there by asking questions and showing genuine interest in who they are as a person and what the concerns are of their business, and the mindset we have is “I’m financially independent and I don’t need the business.”
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People can sense when you’re desperate and you’re trying to push your stuff on people. Take the other road which is “I’m happy to do business with you if you want me, but I don’t I need the business.”
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It’s not being arrogant, it’s being thoughtful of who they are and where they’re coming from.

21/01/2020

Client Builder Selling Process
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So what do I mean about hockey and ballet? Well, you know in a hockey game, while fundamentals are important and people learn to do all the different moves, the game itself is very random.
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The puck can go in any second in any different direction. People are always moving, manipulating, trying to trying to get the process under control and make it work for them, and there’s just quick seconds where it works and then it’s over again and they’re trying to regroup.
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Ballet is a scripted, choreographed, flowing movements organized people. So when your sales process, is it more like a hockey game or is it more like ballet?
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And we think they it makes more sense to be focused on the ballet version, to be organized with a process where you know and your prospect knows where you are at all times.
The worst thing that happens in the sales process is when the prospect and the sales person are completely out of sync.
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This mutual mystification where we think it’s pretty much closed and the prospect doesn’t ever want to talk to you again, and this happens time and again.
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So having a process that you fall back on where you know where you are is very helpful.
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So I use the client builder selling process, which is what I teach to my clients, and I don’t want to talk about the individual steps of the process today, but I want to talk about these principles that underlie the process.

12/12/2019

To master any skill, you must practice it daily; so review your closing skills every chance you get. Learn how to legitimately convey or create a sense of urgency. The more urgency a buyer has, the more imperative it is that you close quickly.

When people believe they have time to act, they will almost always take it. Show them the downside of wasted time and that there is limited supply. Educate them on the demand in the market. Let the buyer know that their reluctance to act may cost them the value they seek if others act first.

21/11/2019

Focusing on the buyer’s motivation is the key to sales. Invest in building rapport with them.

I started selling watches for 99 cents in a market stall, then sold amusement machines for thousands, then telecommunications contracts for tens of thousands, and small businesses for hundreds of thousands.
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Now I sell companies for tens of millions — and the process and rapport are basically the same.
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The effort required to sell a company isn’t so different from selling a telecommunications contract.

07/11/2019

You don’t always need to negotiate a million-dollar contract in person, but you shouldn’t do it over the phone.
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My secret: video calls. I’ve closed deals for more than $1 million over Skype.
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When you can see the other person’s demeanor, gestures, and facial expressions, you can be more open and clear than you could be over the phone.
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I can see if they’re taking notes, confused, or distracted; if so, I’ll pause and make sure they’re ready to continue. Video calls help build a relationship when you can’t meet face-to-face.
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You have to win friends and influence people quickly, but don’t force it. If I resonate with the person, great. But if I don’t feel comfortable with them on a video chat, I won’t work with them.
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Visual contact and clear communication is key. It’s so simple, but so effective.

31/10/2019

If someone doesn’t like and trust you, they won’t buy from you. I secured a $7 million loan to buy my company with no money in the bank because others believed in me.
A great salesperson understands who they are selling to. They anticipate their client’s needs and do whatever it takes to meet them.
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They offer something of value, underpromise, and overdeliver. Be the seller you would buy from — flexible, accommodating, and tough but fair.
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Both the buyer and seller should walk away feeling good about the transaction.
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If you handle a sale professionally and with integrity, you’ll earn more than money; you will gain trust, friendship, and future business.

24/10/2019

Being an exceptional salesperson is about asking the right questions, followed by more of the right questions. It’s that simple.
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You must care about how your potential customer feels about themselves and the world.
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Only then can you improve their lives with whatever you’re selling — and that’s what sales is all about.

17/10/2019

When I first started in real estate sales, I would scribble messages on my palms. When driving to the office, I would look at my hands on the steering wheel and see “BS,” meaning “best salesperson.” I’d then repeat to myself, “I’m the best salesperson in Thailand.”

Think of all the things you do each day without conscious thought. Your mind is mostly a subconscious machine. Daily affirmations program your mind with the right thoughts and behaviors to achieve your goals. Create small cues to reaffirm those positive thoughts throughout your day.

It’s also important to visualize your goals in vivid detail using clear mental images. Picture your success in full-color detail with the people, things, and places. Tap into that feeling. Over time, you’ll create your best reality.

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