Sales Genius

Remember to answer the question they asked, don't over "benefit" the prospect into thinking you are a cheesy salesperson.

I have been on both sides of the fence with this issue. No general manager, VP, Owner, CFO, Sales Manager wants to hear from you about the least expensive way to recoup the expense of your product/service. 

How you position your shoulders matters with both men and women, and its not the same for each

it's in your hand - and 25,000 times a day you are touching it.  The good news is.. so is your prospect

You need to follow these 8 steps to increase your sales. 1. Prepare yourself for the meeting 2. Fish where they are biting 3. Utilize your CRM 4. Never fail to deliver 5. Always be adding to your network 6. Know your product and theirs 7. Listen-Listen-Listen 8. Energy helps close the deal Follow these daily and see your sales increase

Personal experience has shown me that there is a large number of "hourly" sales associates out there.  Those are the people that aren't going to sell enough to get a commission greater than their hourly wage.  We need to turn up the heat and catch the other sleeping. 

Take all feedback as just that... feedback.  Apply a filter based on the person providing it, and their level of expertise on the subject matter

Should you have a mentor?  What areas of your life should you get one? How you can tell if they are going to be a good one. All these questions get answered in this podcast.

Everyone becomes Parent Deaf eventually.  When you can no longer hear the advice or council of someone in an authority role.  Check your ego, and look for the shred of wisdom in what they are saying - its there! 

You need to begin your communication in the medium they contacted you in. Dont change your tactics until you have started the rapport in the fashion they reached out. Email = email phone = phone text = text chat - chat Dont call if they are chatting, and so on

Features - Advantages - Benefits  Stop talking about the features you like, and find out what matters to them

Who you make yourself out to be on Social Media may cost you deals.  Stay away from these topics. 

Laughter is a great way to see if the client has entered the "Like" stage of our sales process.  Here is some humor to help you along

Do you know the difference between prospecting and selling? We will discuss it here. 

If you are going to add it to your calendar then make sure it sticks!

If you don't respect your calendar, why should the prospect?

You need to test their commitment to the product or service they originally called about. 

Its not a real call unless you got their contact information and permission to contact them again

You need to have an answer that will acknowledge the prospects question without answering it.  This allows you the opportunity to ask the next question

Your energy over the phone determines if you stay on the list of the prospect as a person to buy from.

We are programmed to look at the bad stuff in life.   Here is how to change it.   "I choose to look at what is right with my current situation from this point forward" 

Originally recorded live on 3.12.19 in the Ron Siegel Studios and simulcasted on ESPN Radio and NBC News & Talk.  Edited for Sales Genius segments only.  Original episode is located on YouTube at ronsiegel1  We talk Sales and meeting the prospect where they are, and getting them to commit to a conversation or meeting.

I want you to VALUE YOUR TIME, and that will force the prospect to value your time as well. NEVER give the prospect a wide open range of times.  set :45 and :15's for your appointment times Confirm 1 hr prior

Average closing percentage is 25% of your ups turn into a deal.  Newest study says that there are 4 personality types.  SO... you are only closing people like you - let's increase your sales IQ so you can close better than the average. 

 My two cents on how we get our feelings hurt, and why it builds up to cause depression. I am not a psychologist or an MD.   You have a 100% success rate at getting through the hard times.  Focus on the fact that you will survive this too!