HTSS80 - Its not a sales call its a performance - Scott Sylvan Bell

Its not a sales call it is a performance

Most salespeople do not take their job seriously and that helps you out significantly. The average sales presentation is mailed in and most salespeople are sub par at best. This gives you room to significantly take advantage of their weakness.  

You do have to give your best on every call you take or run. You don’t get to relive moments in your life so you might as well and take a few extra minutes to make your sales presentations profitable. This means the wing it method cant be used. You have to put in the work and the effort to close the deals that you can.

What it takes to be a closer in sales

Salespeople become lazy over time and believe in good enough is how they can make a deal happen.  You have to be willing to put in the work or the effort that others will not

• Sales training
• Sales coaching
• Role play – make it real tough
• Pay for your own mentoring / coaching / content (invest in yourself)
• Be willing to look dumb at practice and a pro in the sale call
• Admit you don’t know what things are – don’t sandbag
• Be willing to fail in the classroom and dominate in the field

Another way to take a look at this is C.A.N.I. that stands for Constant and never ending improvement. The Japanese have a word for this type of excellence and it is Kaizen.

You cant outwork me you can only underbid me

 If you want the most success in sales you have to outwork the competition. The good news for you in most instances the bar is so low it makes it easy for you. Know that even when you give it your all you may lose but you know you did everything you could to close the deal.

You will be tired from the effort and there may be days where you don’t want to put in the work. Look at other industries and how they prepare for their performances.

What do people at the highest level do?  

• Athletes – They practice
• Bands – They practice

What they don’t do is fake it,  ok a few might but it isn’t the normal way to find success and eventually everyone gets caught.  

The constant work can be gradual changes over time. There is nothing that is instant that is good when it comes to training in sales or business.

How to get stated with focusing on sales

You have to want this type of interaction. There isn’t someone else to do the work for you. If you don’t want it and you pretend to go all in it will cause you problems in the long run. This challenge isn’t for everyone and most people will quit along the way. Not everyone will be a closer in sales.   

Look for ways to outwork the competition and you can start by showing up on time. Most salespeople are let in every way to their appointments and or efforts.  

You do have to put in the effort to get yourself to grown.  This happens when you set aside time to work on your skills. You may have to give up TV for a month or a few months and the good news it you can watch the replays whenever you want.  

Pay for your own coaching and or training. If you are waiting for someone else it probably will not happen and it definitely will not happen on your time.  

You can take the initiative and set up a role play team with an agenda. You have to put an agenda to this effort or nothing will get done.

Problems created with personal growth

As you change problems are created with the people around you. You will get called out and told you are wasting time. This is because you will make others look bad since they are not taking action.  

People may start to be drawn to you and then your time get pulled away. Make sure to develop your actions and not get pulled back down. Some people will do what they can to drag you down. This is so they can lie life where they are at.  

You will lose friends who are doing nothing and you will gain new ones that see what you are up to and working towards.

You will get called a liar, cheat or fraud as your success increases. This goes with the work you are putting in. Since others cant see the work their only idea is that you cheated to get to where you are.

You get to see how lazy some of the people are in your industry. This is a direct benefit to you. Make sure you don’t get caught up in the bad because there is so much good on the horizon for you.  

Good things happen when you train hard in sales  

As you get better at what you do you will get praise and or recognition. The people who need to notice will see what you are up to. Most of the time they don’t say anything and it is part of the game.  

You will get recruited to go and work in other place. People like to see closers put in the work and the effort. Good business owners, executives and managers see when someone has talent and they are drawn to it.   

You will build a status in the industry and people will be scared of your name. Weak salespeople will give quick discounts and price match because they cant compete with you. You will get niche status and you do get to use this to your advantage. The folklore of you becomes part of your presentation. You want the “competition” to get nervous at the mention of your name and your skills.  

You will make more money as you close more sales and it may seem like it has become easier. Remember where you stared from and the work and effort that it took to make it look easy.

When you look at your sales calls and or appointments from the frame of Its not a sales call it’s a performance your world will change for the better.

Scott Sylvan Bell

@Scottsbell

#Sales #Closer #success #Podcast #Howtosellshow #Sacramento

This episode was recorded in Sacramento California