Valuetainment - Six Qualities of Great Sales People

00:00:00.080 So did you get what you wanted out of 2020 based on the effort you put up, meaning you

00:00:04.280 worked your butt off, you worked your tail off. 0.98

00:00:07.120 Did you get what you wanted in 2020, and if you didn't, why not?

00:00:11.640 Could it be the fact that maybe your ability to sell and negotiate and persuade isn't at

00:00:16.960 the level that it needs to be?

00:00:18.200 Look, I've trained tens of thousands of people in sales the last 20 years, and I can tell

00:00:22.640 it takes six things, six things, to be great in sales, and we'll talk about that in today's

00:00:27.800 video.

00:00:28.800 And by the way, when I go through these six things, watch how closely this is to also

00:00:36.280 you dating somebody that eventually leads to a real, solid relationship, possibly a running

00:00:42.560 mate, as well as what it takes to find a business partner that becomes a long-term running mate. 1.00

00:00:47.560 So let me get right into it.

00:00:49.040 Six things it takes to be great in sales.

00:00:51.100 Number one is audacity.

00:00:52.700 If you don't have audacity, how do you prospect that person?

00:00:56.320 How do you make that phone call?

00:00:57.840 How are you willing to make that phone call knowing someone may say what to you, no, and

00:01:02.600 reject you?

00:01:03.600 How do you approach the client?

00:01:05.320 Just like in a business partnership, if you want to find somebody that's going to be your

00:01:09.080 running mate, how do you have the audacity to go to somebody and say, I think you ought

00:01:12.800 to go into business with me?

00:01:14.080 And he or she may say what?

00:01:15.580 No.

00:01:16.580 Like the guy who sees a girl who's pretty, he wants to talk to her.

00:01:21.340 He's got to have audacity to go up there because she may simply say, I would never date a guy

00:01:25.200 like you.

00:01:26.260 Just like a customer may say to you, I would never do business with you.

00:01:29.980 And those comments tend to hurt a lot of people.

00:01:32.720 That's why it takes audacity to go prospect and make the phone calls.

00:01:38.420 Number two, outside of audacity, is repetition.

00:01:41.260 What's repetition?

00:01:42.260 It takes repetition to learn a script, an approach, or a presentation.

00:01:47.340 So you repeat it over and over and over and over, and you fine tune it, you add this story,

00:01:52.180 you add that, you add this question, you add that.

00:01:54.600 And so many times you do it, eventually you're like, here's what we do, let me tell you what

00:01:57.880 about it.

00:01:58.880 Tell me about yourself.

00:01:59.880 Presentation becomes easy.

00:02:01.420 Just like a business partner, just like somebody you're dating, you present, you adjust, you

00:02:05.820 make your pitch better, you make your presentation slides better, until eventually you become

00:02:09.660 so easy where it's effortless.

00:02:11.120 So number one, audacity, you approach prospect.

00:02:14.440 Number two, repetition by your learning the script and the words over and over and over

00:02:18.980 again.

00:02:19.980 Number three is discipline.

00:02:20.980 What's discipline?

00:02:21.980 Discipline is, you had the audacity to go and talk to the person, they said yes, they gave

00:02:27.040 you the number, you present it, they said, let me think about it, then you follow up.

00:02:32.540 Follow up over and over and over again until you said yes, until they say yes.

00:02:37.240 Let me tell you, the biggest sales I've ever made, the biggest guests I've ever interviewed,

00:02:42.160 the biggest deals I've ever done in my life, the biggest anything I've ever done in my life,

00:02:47.020 never happened with the first time I asked the question.

00:02:49.280 It happened with me doing a second approach, a third approach, a fourth approach, a fifth approach,

00:02:52.720 a sixth approach, a seventh approach.

00:02:54.840 When things were patiently, like nothing going on, no progress was being made, then I made

00:02:59.920 the subtle phone call.

00:03:00.920 Hey Bob, just wanted to check on you.

00:03:01.920 How's everything?

00:03:02.920 Everything good?

00:03:03.920 Good.

00:03:04.920 And I don't even make the ask.

00:03:05.920 I just call.

00:03:06.920 Bob, everything good?

00:03:07.920 Yeah, you calling about that stuff?

00:03:08.920 No, no, I'm just checking on you.

00:03:09.920 Is everything good with you?

00:03:10.920 Yeah, why?

00:03:11.920 Just want to check on you, man.

00:03:12.920 I really enjoy talking to you.

00:03:13.920 Just want to see everything's good with you and the family.

00:03:15.240 Yeah, everything's good.

00:03:16.240 Okay, sounds good.

00:03:17.240 Take care, buddy.

00:03:18.240 Bye bye.

00:03:19.240 What is this guy doing?

00:03:20.240 Just calling me.

00:03:21.240 Never asked me to sell.

00:03:22.240 That's a form of follow up.

00:03:23.240 So audacity, repetition, we have the discipline to follow up, and then you have intuition.

00:03:31.200 What's intuition?

00:03:32.840 Intuition is, you prospect them and you have audacity.

00:03:35.740 You come and present, okay, repetition.

00:03:39.000 Next is discipline, you follow up, intuition.

00:03:41.480 What is intuition?

00:03:43.200 Intuition is the ability to qualify the lead before you pitch your product or you present

00:03:48.020 your product to them.

00:03:49.020 What do I mean by qualify your lead?

00:03:50.560 So if I got intuition, if I'm talking to a client and I sell three different products,

00:03:54.940 this may not be a client for me to present the biggest commission product.

00:03:58.780 Maybe it's the small one.

00:04:00.420 Intuition is based on the families, demographics, where they live, income, lifestyle.

00:04:04.740 Maybe it's middle.

00:04:05.860 Based on certain questions I asked, certain things they said, who their broker was.

00:04:09.460 Maybe this is a million dollar account.

00:04:11.400 Maybe this is a higher tier product.

00:04:14.960 Then my intuition is I'm qualifying my leads based on the questions I'm asking, right?

00:04:19.740 Again, business partner.

00:04:20.740 You bring a business partner in, you have to have intuition to qualify them.

00:04:24.560 A person you date, you have to have intuition to know if this is a one-time relationship,

00:04:29.180 if it's a girlfriend, or maybe one day this could be a running mate, hence, husband or

00:04:33.220 a wife, because it's intuition to qualify this person, to qualify the business partner, to

00:04:38.700 qualify the potential client that you're doing business with.

00:04:41.860 The fifth one is confidence.

00:04:42.740 You've got to have confidence while you're going there to make the ask and say, hey,

00:04:47.600 do you want to do business with me?

00:04:49.140 I think you need to buy this product, versus saying, I think this is a good product for

00:04:52.640 you.

00:04:53.640 I think it will be very good for you.

00:04:54.640 What do you think?

00:04:55.640 Versus, based on if I were you, and I know your situation where you're at, Bob, I think

00:04:59.240 this is the perfect thing for you to do today.

00:05:01.080 I think this is the right product for you because it meets you this, this, this, this, this.

00:05:04.920 Confidence to make the ask and close the deal because you've got confidence.

00:05:09.300 With the prospect, with the business partner to say, look, let me tell you why you want

00:05:13.140 to run with me.

00:05:14.140 Here's what it is.

00:05:15.140 I enjoy you a lot.

00:05:16.140 I like where you're going.

00:05:17.140 I like where you're working at.

00:05:18.140 Probably you've got a lot of different options at different companies to work at.

00:05:20.440 But I'll tell you one thing with us.

00:05:21.860 With us, you're coming here to make history.

00:05:23.580 You're not coming here to just work at a different company.

00:05:25.700 You're coming here to make history.

00:05:27.080 You can go to a different place and take a regular salary and a job and be bored out of your

00:05:30.480 mind where you can't wait to go home to watch football because it's the most exciting

00:05:34.020 thing that'll happen in your day for you.

00:05:36.180 With us, you're going to come here, you're going to say, if I miss football, it's cool.

00:05:39.220 Because the most exciting thing I'm doing is I'm making history, running with them.

00:05:44.680 Confidence to ask and close him.

00:05:47.220 Confidence to ask her and say, look, you're a good looking girl.

00:05:50.200 Don't get me wrong.

00:05:51.200 I tell you, I already know you're a drop that gorgeous.

00:05:52.780 I've told you this before.

00:05:53.780 There are a lot of guys out there you can go with.

00:05:56.240 Good luck finding somebody like me.

00:05:57.780 And I'm not trying to be arrogant.

00:05:58.780 I'm not trying to be cocky.

00:06:00.180 I know what I have to offer.

00:06:01.260 I saw how you looked at me.

00:06:02.580 I saw what things you said.

00:06:03.740 I think you like me.

00:06:04.860 I think you know I like you.

00:06:06.300 I think we ought to go out.

00:06:07.300 That's what I think.

00:06:08.300 What do you say?

00:06:09.300 The approach to feel the swagger is felt.

00:06:12.200 You can't teach that.

00:06:13.740 But through a lot of repetition, through a lot of audacity of being rejected, through

00:06:18.220 a lot of you giving your presentation and having the intuition to qualify, all of these

00:06:22.480 things you're doing leads to you having the confidence to make that ask.

00:06:25.740 You know what's the last thing here?

00:06:26.740 Let me tell you what's the last thing here for people that do great in sales.

00:06:30.780 It's character.

00:06:31.780 You may say, Pat, character.

00:06:33.720 How does character have to do anything?

00:06:34.720 Uh-huh.

00:06:35.720 This is how you build a reputation in the marketplace.

00:06:38.540 Let me tell you about the reputation you build in the marketplace.

00:06:41.760 That person that had the audacity to prospect, they say, okay, I'll give you my number.

00:06:45.440 They give their number.

00:06:46.440 I present, okay?

00:06:48.000 And I do a good job because I've done so much repetition.

00:06:50.560 They like it.

00:06:51.560 After I present, I have the discipline.

00:06:54.240 I follow up.

00:06:55.680 They come to me.

00:06:56.820 I do the right presentation.

00:06:58.320 I qualify them.

00:06:59.740 I have the intuition where I say, this could be a client that may need this.

00:07:03.400 Then I have the confidence to sell them the product.

00:07:05.780 The last one is character.

00:07:07.720 Character is your follow through on whatever that product was supposed to do, whatever your

00:07:11.460 service was supposed to do.

00:07:13.140 If you told them you're going to call them in three months, you did.

00:07:15.660 If you told them the product was going to do XYZ for them, it did.

00:07:19.240 If you told them that you're going to go out there and be able to do such and such thing

00:07:22.540 for them and deliver on all your promises, you did.

00:07:25.520 And when you do that, what this person does, they tell the world about it.

00:07:29.540 By the way, same as a business partner.

00:07:31.420 You do right with a person you do business with, as a business partner, they're going

00:07:34.460 to tell everybody about it.

00:07:35.460 And they're going to bring other people that want to work with your company.

00:07:38.100 If you do this right with a guy or a girl, you go and you say, let me tell you, I'm going 1.00

00:07:41.480 to rock your world.

00:07:42.700 You know what's bad about that line?

00:07:44.080 If you don't rock their world, it's kind of embarrassing.

00:07:46.580 You better rock their world if you're going to say, baby, I'm going to rock your world 1.00

00:07:50.300 tonight.

00:07:51.300 You better rock her world that night or else don't use that line. 0.99

00:07:54.520 But if you do rock her world, she's going to go tell her friends, this guy freaking rocked

00:07:58.440 my world.

00:07:59.440 Let me tell you, this was a whole different story.

00:08:01.480 Same thing with somebody you date.

00:08:03.220 If you marry somebody like me, I'm going to give you the world.

00:08:06.120 You give her the world, everyone's going to say, this guy kept on his promises.

00:08:09.620 That's sales for you.

00:08:10.780 If you do those six things, you're going to crush it in sales.

00:08:13.940 So let me go through this one more time, the six things, number one, audacity.

00:08:17.620 Number two, repetition for presentation.

00:08:20.500 Number three, discipline to follow up.

00:08:23.380 Number four is intuition to qualify.

00:08:26.660 Number five is confidence to close.

00:08:29.860 And number six is character.

00:08:32.020 You do those six things, great things are going to happen to you.

00:08:34.180 And by the way, if you didn't make a lot of sales in 2020, not as much as you thought

00:08:39.300 you were going to do, here are six reasons why you don't sell more.

00:08:43.620 If you find that, these six reasons, it gets very deep, very specific.

00:08:47.440 But it gives you an idea on why you could have sold more in 2020 and you didn't, so hopefully

00:08:50.720 you can make those adjustments in 2021.

00:08:53.440 So it becomes a record breaking year for you in sales.

00:08:56.680 Having said that, have a killer 2021.

00:08:59.680 Take care, bye bye.

Valuetainment - December 29, 2020

Six Qualities of Great Sales People

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