Fastest Way To Learn Sales | Training, Coaching & Motivation

How do you start you sales presentation meetings? What questions do you ask? Do you do research on your prospect before walking in to the customer's office?

Tony is well known for his infomercials, seminars and self-help books including Unlimited Power & Awaken The Giant Within.

“Rapport is the ability to enter someone else’s world, to make him feel that you understand him, that you have a strong common bond.”

Sales Topic: First Step out Eight in Consultative Selling.

Here are 15 tips that will help you build rapport instantly:

1. Online Research

LiknedIn

Website

Social Media Profiles

2. Hand Shake

3. Remember the Name

4. Smile

5. Present your Business Card & Ask for theirs

6. Give Genuine Compliment

7. Observe

8. Ask & Listen

9. Body Language

10.  Tone of Voice & Pace

11. Your Dressing

12. Be Yourself

13. Be Friendly

14. Use Humor Where Appropriate

15. Avoid Profanity

Ideally, in your research your will find good information to use to ask them to build solid rapport.

For example:

If you have learned that they like Blue Jays, that is a conversation starter.

If they have written their goal online, ask them what inspired them?

Be personable.

Show interest.

What is a Small Talk?

Small Talk is polite conversation about unimportant or uncontroversial matters, especially as engaged in on social occasions.

You can easily start a small talk by asking a

I personally follow an 8 Step Consultative Sales Process which is pretty much now part of my DNA, however, in some circumstances I forget a step or two and rush my sales presentation causing the whole meeting to scramble. 

In today's sales podcast show you will learn what happens when you don't follow your sales process and miss a step or two due to various reasons.

Tiffani Bova is Global Customer Growth and Innovation Evangelist at Salesforce. and an Author of Growth IQ: Get Smarter About the Choices that Will Make Or Break Your Business.

One of the most common sales objection we all sales fellows experience is when a client after a solid sales presentation says to the sales professional "I have to discuss this with my manager, my spouse prior to making a decision"

"In the end, people are not persuaded by what we say, by what they understand" 

Fastest Way To Learn Sales Podcast is hosted by Saqib Irfan who is based out of Saskatoon, Saskatchewan, Canada.

Instagram: @FastestWayToLearnSales

Sales fellows, welcome to Fastest Way To Learn Sales Podcast number 75 on the 10th key of selling which is Key of Sincerity!

4. A story of a Bike Sales Rep who lost a deal and won heart because of his sincerity to sales!

 #74 – 9th Key in selling – Inducement  - Quote by Marcus Tullius Cicero

 An Amercian former world #1 professional tennis star.

She won total of 39 Grand Slams in her tennis career. 12 in singles, 16 in women’s doubles and 11 in mixed doubles.

She is married to none other than Mr Larry King!

Billie Jean King Once Said:

“Champions keep playing until they get it right.”

Today's sales podcast topic is the 7th key in selling which is Impending Event & Handling “Ill Buy It Later” Objection. 

Quote by: Eleanor Roosevelt

“Learn from the mistakes of others. You can’t live long enough to make them yourself”

Topic: Key number 7 in selling which is The Impending Event.

Which simply means that things will change, the prices, processes, service, performance, desirability and availability of what you are selling today will for sure change in the future.

It is a fair thing to say that the prices you are selling your products today, will not be the same in the future.

In order to be absolute success in sales you sales fellow must come up with a way to handle to “I’ll buy it later” objection.

So let’s use an example of the 7th key of selling – The Impending Event

Prospect: “The price on this house is too high”

You: “Yes, I’d be inclined to agree with you. The price on this home – like most everything else – is too high. But you, Mr Prospect, are the one who set the price”

Prospect: What do you mean that I am the one who set the price?

You: “Actually, it was you and all the other people who are in the market for homes who really set the price of the homes. For example, if 90% of the people who are in the market for a home were to suddenly stop looking.

I can assure you that in a matter of six months the price of this house will drop considerably. 

However, everything indicated more – and now fewer – buyers will soon be in the market for a home and law of supply and demand sets the price.

“As you well know, real estate has consistently increased in price. I firmly believe that in next 2 – 10 years you will be able to sell the same house for a lot more money.

If you go ahead, and invest in this home today, in the future you will benefit from the impending increase in price. “

The idea is to stay focused on handling the objection that is that I will buy it later.

Show them the cost of inaction.

So if a gets away from the direction and say man the Hockey game was interesting last night” and try to get the talks off topic, you get back in control by saying:

Yes, the hockey game was real fun and exciting last night and so are the benefits which go with our product or service.

BRINGING THE CONVERSATION FOCUS BACK TO WHAT YOU ARE SELLING.

Play today's sales podcast to learn tips around effective listening and a simple method called CHEF Method to become an active listener.

We all know him because his the all-time best seller “The 7 habits of highly effective people”

“Most people do not listen with the intent to understand; they listen with the intent to reply.”

 Fastest Way To Learn Sales Podcast is hosted by Saqib Irfan from Saskatoon, Saskatchewan.

Quote by: Brian Tracy A Canadian American motivational speaker and self development author. Brian has written about 70 books on these subjects including “Eat That Frog” & “The Psychology of Selling”

“Telling is not selling, only asking questions is selling”

Today’s topic as you can tell is about questions. Which is the 3rd Key in Selling! Asking Sub Ordinate Questions.

Now different situations during a sales call require a different style of question.

For example, when you are arousing interest in the product, service or an idea you ask close ended questions.

When you are doing a discovery, you ask open ended questions.

Today we will discuss the art of asking the subordinate questions. 

A subordinate question is any question the answer to which, if positive, means the prospect has bought!

If it is not positive, it does not mean he has not bought.

I read this in Zig Ziglar’s book that one of his friend used subordinate question which was very effective for him, he would ask the prospect:

“Well, Mr Prospect, have you sold yourself or should I tell you more?”

Remember no one wants to get sold, we all want to buy!

So this question is powerful. If the answer is YES I AM SOLD! Make the transaction and if the answer is WHAT CAN YOU TELL ME MORE ABOUT IT? Allows you to bring you sales game!

I also want to share with a story that I found in Zig’s book.

He calls this THE PRESIDENTIAL CLOSE.

Zig Ziglar was suppose to speak at a conference back in the day at Greenville, South Carolina during the week of Oct 11 through Oct 15th.

A sign at the back of the lobby advised travelers to avoid travelling during these days as this was the textile week and the rooms are pre books 12 to 18 months ahead of the textile conference.

Chances of getting a room with in the 50 miles radius of Greenville during the textile week is pretty much impossible.

Zig Ziglar being the one of the best sales person in the history, did what he was best at!

He walk in to the Holiday Inn and did the whole thing where he went up to the reception, introduced and asked for the room.

Do you have a reservation? Asked the lady at the reception.

He said yes, long time ago.

How long ago asks the reception, Zig response 3 weeks ago.

Now it was clear to the reception that he does not have any reservation as they probably do not book 3 weeks in advance, and she got her senior to speak with Zig.

The senior Hotel Representative was polite and said to Zig,

“I might as well tell you that usually I am the good news lady, however tonight”

Zig interrupted her and says before you tell me that can I ask you couple of questions?

She said yes, go ahead.

Question#1: Do you consider your self to be an honest lady?

Senior Representative said “Of course I do Mr Ziglar”

Ok now Question #2:

If the President of United State were to walk the door and come up to you and say, ‘I want a room.’ Now tell me the truth would have one for him?

She smile and said: “Now, Mr. Ziglar, you and I both know that if the president of the United States were to come in here, I’d have a room for him.”

Zig: “Ok Ma’am, you’re an honest woman and I’m an honest man. You can take my word for it that the President of United States is not going to walk through that door. I’ll take his room!”