HTSS179 - The sales training HACK you must learn and develop - Scott Sylvan Bell

The Sales Hack formula for coaching and training 

There are hacks to sell more goods and better coaching. What you need to know this is hard work. Being in sales is not supposed to be easy. H.A.C.K. is an acronym for you to work from.  Most salespeople say they "want it" until they have to put in the hard work. 

The failure rate in sales and closing deals 

Most salespeople and entrepreneurs don’t see the failure to success ratio (this is the number of times you fail vs the times you succeed). Most industries look at a 30% closing rate as good which means you fail 2x more than you succeed. You will have to take the hits to up that level. You need focus, skills, dedication, and a knowledge that failure isn't permanent unless you make it permanent. 

Bad experiences in sales and business 

As salespeople we have all been through bad experiences,  thank goodness you are looking to learn and improve. Correction in sales may lead to tough conversations. Sometimes you need to find a new coach because they cant help you. Salespeople may get their feelings hurt when they think coaching is what they want to hear and not what they need to hear. Sales coaching only works when you do. This explicitly means you must put in the work. You have to be willing to be uncomfortable, take the steps and implement. 

Testing your process in sales 

You can learn from the world of marketing,  test to see if something works and then reframe your position. You must get past the feeling of looking dumb, silly, or otherwise.  When you get coached you have to put in the actions. If you have had coaches you may have been corrected over time and been OK with it. You must have a good belief between coaching and success  

The HACK formula for sales success 

If you need a framework for sales success here is the acronym you can use:

• Help ask for it – At the end of the day it helps when you want the help
  • Salespeople who have no skin in the game don’t really end up doing anything with the training or coaching
  • You have to be all in with the ask and be humbled
  • You can ask someone at work, a manager or even hire someone
  • Tough conversations are part of the ritual – sometimes you want to hear something and your are shown another way.
• Action
  • This should be self-evident, not all salespeople think about this
  • You will have to step out of your comfort zone
  • It's going to be hard – you will have good times and bad times
• Coaching
  • Coaching isn’t always easy for the salesperson or the coach.
  • You have to put in the effort and not just do the minimum
  • There is time involved – which means there is risk for you
  • A good coach is going to want for you to win and not just get paid
• Kick butt
  1. The process is all about calibration
  2. There is a time where things may seem slow you also have to build up to momentum
  3. There will be a point where you get stuck again and need to get the coaching or training – will probably evolve over time  

How to pay for coaching and training in sales 

If you want to get to the next level in sales you have 2 options. You can learn on your own and this process takes longer and can be costly. You can hire someone to show you what you need to know. Here are the ways you can get coaching:

• Save for it and pay for it 
• Ask someone to help you out 
• Trade and or barter for sales training 
• See if you can get someone to underwrite you and or pay for it 

MIH - Make it happen