Valuetainment - January 27, 2020


Episode 420： 3 Types Of Salespeople Who Don’t Get Results


Episode Stats

Length

5 minutes

Words per Minute

197.88051

Word Count

1,083

Sentence Count

74

Misogynist Sentences

2


Summary

There are three types of salespeople out there that don t get the kind of results they want in sales. 1. Oversellers 2. Afraid to offend you 3. Don t sell 4. Presenters


Transcript

00:00:00.000 There are three types of salespeople out there that don't get the kind of results they want in sales.
00:00:26.100 Let's talk about the first kind, the oversellers.
00:00:28.580 These are people that are willing to say anything, misrepresent, they're willing to over-promise, under-deliver, bash the competitors, spread rumors about the competitor, just to get you to buy their product.
00:00:38.860 These are the oversellers.
00:00:40.340 The second kind are those that are the undersellers.
00:00:42.840 These are folks that are afraid to offend you.
00:00:45.300 What if they rub you the wrong way?
00:00:46.340 What if you don't like the question they ask?
00:00:48.140 What if you push them a little bit and you ask the tough questions?
00:00:51.580 They're afraid to do that.
00:00:52.600 A little bit timid, a little bit shy.
00:00:54.200 And the last one is those that don't sell.
00:00:55.840 They just present.
00:00:56.500 They tell you what the product is.
00:00:57.620 Great, I've given you the facts, given you the features, given you the benefits, but they don't ask the questions that they need to ask so they're not prepared.
00:01:05.740 They're just presenters.
00:01:06.720 So the overseller, the underseller, the presenter.
00:01:09.160 Let me give you the challenge and the benefit of each one.
00:01:11.020 The oversellers, what they have going for themselves is they have audacity.
00:01:15.860 They're not afraid.
00:01:16.720 They're willing to say whatever they can.
00:01:18.080 The challenge with them is they typically had a bad example of somebody they shadowed that did all the bad things salespeople do and they duplicated that habit.
00:01:27.900 Or they have an understanding of what you're supposed to do in sales, like say anything to make the sale.
00:01:34.000 And that's how they view sales.
00:01:35.780 Those two things can hurt them.
00:01:37.560 If those two things can come back and built on the solid foundation of values, principles that work in the world of sales, they can have a long-term career.
00:01:45.140 If not, you'll be out of sales in no time.
00:01:47.480 The undersellers are typically shy or they don't believe in their product.
00:01:50.580 You know, they're timid.
00:01:52.160 They're shy.
00:01:52.560 And if there's one thing I can tell you, one of the most expensive habits you could have is to be shy.
00:01:58.480 One of the most expensive traits in the world is to be shy.
00:02:01.700 If you are afraid to ask the question, look, some of the best people I buy products from are naturally shy, but I buy it from them because I trust them, okay?
00:02:10.400 Let me explain.
00:02:11.980 Zuckerberg is naturally an introvert.
00:02:14.720 Bezos, Gates, they're all introverts, right?
00:02:18.060 But they had to sell to investors.
00:02:19.800 They had to sell the software, the website, the product, the philosophy.
00:02:24.220 They had to sell the idea that Amazon's going to put eventually Borders and Barnes and Noble out of business.
00:02:29.460 They had to figure out a way to do it.
00:02:31.300 So shy people, if you're shy, someone kind of timid, I don't believe in a product, go do whatever you can to study the product so your conviction is 100%.
00:02:38.220 So you know you can sit out, talk to anybody, and your eye's going to look at them without being nervous about it.
00:02:42.560 Or start asking tougher questions and stopping so nervous about, worried about rubbing people the wrong way.
00:02:47.940 You've got to get the shyness out of you, or at least use it as an advantage.
00:02:52.020 And last but not least, those that don't ask and they just present, this doesn't mean you're a bad salesperson.
00:02:56.400 It just means you don't know how to ask the right questions.
00:02:58.540 You've got to get the top 20 FAQs in your industry, frequently asked questions, and you've got to go to your closers in your company, in your industry,
00:03:05.860 and find out what are the best transitional questions they ask on a call, when they prospect, when they sell, closing questions,
00:03:12.680 and then start applying them to your presentations.
00:03:14.660 Your results will be night and day.
00:03:16.860 Income doesn't go up 50%.
00:03:18.700 When you start asking questions instead of presenting, your income goes up like 6, 7, 800%, if not 1,000%.
00:03:25.540 Because if you're making $5,000, all of a sudden you're going to make $50,000, that's not 100% growth.
00:03:31.100 That's a lot of growth because you're starting to learn to ask the right questions and overcome objections.
00:03:35.580 Having said that, look, challenge to you.
00:03:38.680 Here's a challenge to all of you.
00:03:40.320 If it's 2020 and you still haven't made a decision to learn how to sell and negotiate,
00:03:48.780 the 2020s are going to be roaring for a lot of people.
00:03:51.320 It ain't going to be roaring for you because if there is a skill that's mandatory in 2020
00:03:58.500 to help create wealth and attract wealth for you moving forward, it's sales and negotiation.
00:04:05.800 A lot of people tell me, Pat, what books should I read?
00:04:09.460 What courses should I take?
00:04:10.840 Here's what I tell them.
00:04:11.920 Take them all.
00:04:12.960 Make sure whoever wrote the book didn't write the book because they made money selling books.
00:04:18.040 They did something in a different industry for 5, 10, 15, 20 years that made them millions that they're willing to share it with you.
00:04:25.420 So the course is online.
00:04:26.800 If somebody made a lot of money running a business, they were selling and negotiating, go take it.
00:04:31.200 If an FBI agent was a former hostage negotiator and he's now selling a course on Masterclass, go buy the course and learn it.
00:04:39.000 But learning from those folks, I have a sales course myself that we just launched.
00:04:42.540 I'm sharing my sales system that I share with my 13,000 agents.
00:04:46.000 But go learn those things for yourself.
00:04:48.700 And if you're somebody right now that you want to improve your sales system and sales process,
00:04:52.940 I break down exactly certain areas in the sales flow that a lot of people have leaks in.
00:04:58.080 And it costs them a lot of money.
00:04:59.800 And this will hopefully identify some of the leaks for you that can help you make a lot more money.
00:05:03.840 Thanks, everybody, for listening.
00:05:05.360 And by the way, if you haven't already subscribed to Valuetainment on iTunes, please do so.
00:05:09.880 Give us a 5-star.
00:05:11.260 Write a review if you haven't already.
00:05:12.860 And if you have any questions for me that you may have, you can always find me on Snapchat, Instagram, Facebook, or YouTube.
00:05:18.820 Just search my name, PatrickBitDavid.
00:05:20.740 And I actually do respond back when you snap me or send me a message on Instagram.
00:05:25.580 With that being said, have a great day today.
00:05:27.380 Take care, everybody.
00:05:28.120 Bye-bye.