Focus is your secret weapon in sales and business

There are plenty of actions that can pull you away from getting projects done. Most salespeople lose out on deals because they are not effective with their time.

You can lose out on deal because of a few items that you may not have thought of:

• Emails

Losing momentum is time crushing by 20 – 30 minutes per interruption. If you are working on a task you do have to know that every interruption adds to the time to complete the project. This just isn’t in the interruption it is also in the time it takes to get momentum back again.

Putting out fires:

You do have to put out fires and problems or you will end up with more concerns down the road.  If you have a client that needs your help you may be able to schedule time to see them once your project is completed.

Inspect your time:

Where are you wasting time, if you want to see something telling keep a list of interruptions. You will be surprised at how many times people stop you.  

People want to tell you all about their problems:

• Bad clients

You have to decide who you are going to be to people and when you will talk to them.  

You may have to treat friends differently than co workers. There will always be people in your life that you have to deal with but do not want to. When you set the rules early on this does help.

Your worst enemy is people who interrupt you and that do not value the time you have. If you give people time they will take it just about every time.  

Solutions short term and the long term and the long term for focus:

1. Set a schedule – don’t interrupt me have some powered focus – opera playing

Scott Sylvan Bell

@scottsbell

#sales #focus #Hawaii #Podcast #howtosellshow

This episode was recorded on the North Shore of Oahu Hawaii at Hale’iwa Ali’I Beach Park

Sell me this pen and the common mistakes

Salespeople have various responses to sell me this pen. You will find those who request you to “Sell me this pen” believe in a whacky sales tradition that was started a long time ago. The aim is to get proof you know how to sell.

The tradition of sales has dicated that sales managers get you to sell a pen to them to show your skills.

You will find this is how the sales manager learned how to sell or what they were requested to do in a job interview.  

Salespeople think sales is one thing but it isn’t always what they think it is. Persuasion can be subtle and it isn’t always about features and benefits they way you see some people push training.  

Sales is like a religion so you may think how you sell is the only way to close deals. You may have been brought up with aggressive sales tactics from your coaches or mentors.  You may have had a passive coach or mentor first. What you need to know is whoever taught you in the beginning has influence on how you look at sales and being in sales.

When it comes to sell me this pen answers most sales managers or salespeople know what to look for. A good sales manager is looking for what actions are being taken:

• Enthusiasm

Plenty of sales managers come from not being able to close deals, they are a nice guy and so they judge sell me this pen answers on what they would do in a presentation.  

80% of sales managers are not good at what they do and they pass problems onto the world of sales.  They are looking for what they think sales is and not what it really is.

Asking questions in a sales presentation is always better than benefits being bombarded on a buyer without knowing where to start.  

Salespeople are ruined by thinking they are being trained the right way and that talking alone is the greatest way to sell.  

If you want to learn how to sell a pen you will want to start with questions instead of all of the cool things the pen can do. Asking great well thought out questions is how to close deals.  

The Wolf of Wall Street is a great movie but this is meant to be entertainment and not sales actual sales training.  

Glen Gary Glenn Ross is not sales training this movie is meant to be an idea of reality. Yes there are games played with leads but always be closing is dying on the vine.  

I have a few videos on YouTube about sell me this pen answers and people tell me I am doing it wrong.

As a salesperson you must understand the objection you are getting from your buyer not the one you think it could be. The challenge of Sell me this pen is a challenge to sell the pen. The challenge isn’t for how much, how many, what color or where to get a pen. Your only job is to get the other person to say I want one or I will buy it.

My version of Sell Me This Pen

What do you like about the pen?

How would you use the pen?

What would you give me for it?

Once they give a price the pen is sold.

The Problem in the world of sales is you are creating the objections you are getting. You are assuming you need to be in one place when you need to be in another when dealing with your buyer.  You have to drag out the objection in a slow methodical method.

Can I trust you enough to buy from you is really what most buyers are saying with an objection. Will you take the time to work with me. Discounts and price matching is the go to answer for most salespeople and this leads to regret after the “decision to buy” has been made.  

The Key for sell me this pen answer is in what you do to find the answer

• Ask really good questions

Objections are where you need to slow down and be patient, Salespeople want to get to the end so they speed up the process and lose the deal.  Buyers don’t know what they get buyers remorse. Most objections are never answered and the buyer knows it once they sign on the dotted line. If you want to learn how to be a closer in sales you will need to role play and practice. You will also need to slow down at the end of your sales call and control the clock to close more deals. If you want the sell me this pen answer it is all about asking questions.

If you get objections when selling a pen you can use the objection destroyer created by Tom Vizzini 

Scott Sylvan Bell

@scotsbell

#sales #closer #success #Hawaii #sellmethispen 

This episode was recorded on the North Shore of Oahu at Hale'iwa Ali'i Beach Park

Sell me this pen and the common mistakes

Salespeople have various responses to sell me this pen. You will find those who request you to “Sell me this pen” believe in a whacky sales tradition that was started a long time ago. The aim is to get proof you know how to sell.

The tradition of sales has dicated that sales managers get you to sell a pen to them to show your skills.

You will find this is how the sales manager learned how to sell or what they were requested to do in a job interview.  

Salespeople think sales is one thing but it isn’t always what they think it is. Persuasion can be subtle and it isn’t always about features and benefits they way you see some people push training.  

Sales is like a religion so you may think how you sell is the only way to close deals. You may have been brought up with aggressive sales tactics from your coaches or mentors.  You may have had a passive coach or mentor first. What you need to know is whoever taught you in the beginning has influence on how you look at sales and being in sales.

When it comes to sell me this pen answers most sales managers or salespeople know what to look for. A good sales manager is looking for what actions are being taken:

• Enthusiasm

Plenty of sales managers come from not being able to close deals, they are a nice guy and so they judge sell me this pen answers on what they would do in a presentation.  

80% of sales managers are not good at what they do and they pass problems onto the world of sales.  They are looking for what they think sales is and not what it really is.

Asking questions in a sales presentation is always better than benefits being bombarded on a buyer without knowing where to start.  

Salespeople are ruined by thinking they are being trained the right way and that talking alone is the greatest way to sell.  

If you want to learn how to sell a pen you will want to start with questions instead of all of the cool things the pen can do. Asking great well thought out questions is how to close deals.  

The Wolf of Wall Street is a great movie but this is meant to be entertainment and not sales actual sales training.  

Glen Gary Glenn Ross is not sales training this movie is meant to be an idea of reality. Yes there are games played with leads but always be closing is dying on the vine.  

I have a few videos on YouTube about sell me this pen answers and people tell me I am doing it wrong.

As a salesperson you must understand the objection you are getting from your buyer not the one you think it could be. The challenge of Sell me this pen is a challenge to sell the pen. The challenge isn’t for how much, how many, what color or where to get a pen. Your only job is to get the other person to say I want one or I will buy it.

My version of Sell Me This Pen

What do you like about the pen?

How would you use the pen?

What would you give me for it?

Once they give a price the pen is sold.

The Problem in the world of sales is you are creating the objections you are getting. You are assuming you need to be in one place when you need to be in another when dealing with your buyer.  You have to drag out the objection in a slow methodical method.

Can I trust you enough to buy from you is really what most buyers are saying with an objection. Will you take the time to work with me. Discounts and price matching is the go to answer for most salespeople and this leads to regret after the “decision to buy” has been made.  

The Key for sell me this pen answer is in what you do to find the answer

• Ask really good questions

Objections are where you need to slow down and be patient, Salespeople want to get to the end so they speed up the process and lose the deal.  Buyers don’t know what they get buyers remorse. Most objections are never answered and the buyer knows it once they sign on the dotted line. If you want to learn how to be a closer in sales you will need to role play and practice. You will also need to slow down at the end of your sales call and control the clock to close more deals. If you want the sell me this pen answer it is all about asking questions.

If you get objections when selling a pen you can use the objection destroyer created by Tom Vizzini 

Scott Sylvan Bell

@scotsbell

#sales #closer #success #Hawaii #sellmethispen 

This episode was recorded on the North Shore of Oahu at Hale'iwa Ali'i Beach Park

The power of no in business is real and you can use it to your advantage. Telling people no is one of the best tools you can use to free up time and get projects done.

You will want to work on your time and not an emergency form someone else. To make this happen you will want to set clear boundaries.  

People will eat up your time if you don’t think your time is valuable with:

• Phone calls are interruptions

The more you are interrupted, the more time it takes for you to get your momentum and complete tasks.

Here are a few tools that you can use to your advantage:

• Use air plane mode to help with momentum by not taking calls for a set time

You will find there is a subset of wasted time you may not have thought of. Some people in your office or management may want you to do their projects and get on their teams. You have to be careful so you are not a pawn in someone’s time game.

When you are asked to join in on a project you will want to figure out the motive of the project, to do this you will have to ask questions.  Be willing to look for the conversation the person or group does not want to have.

There will be times where people want a quick answer and your best bet is to let them know you ae busy.

Momentum:  

Other peoples projects with pull you from your momentum. Every time you are stopped you don’t just have to get started again you have to get back into rhythm. A 30 minute interruption is closer to a 1 hour interruption.  

Drama

Cut people out of your business day that have drama, they will eat up your time. The story has new player but never really changes.  People who create drama destroy your momentum past the time you talk to them. People with drama dump their problems on you and walk away, this destroys your momentum in sales. The power of no in sales is real and it can help you close more deals and increase your income.

How to use statistics to your advantage

When you manage your time you can figure out what time are you most profitable for any aspect of your time. You may find you are better at follow up on a set night and time, do not schedule work for these times.

When you figure out how valuable your time is you will find that you can increase your closing rate, income and the time you spend with your projects

Scott Sylvan Bell

@scottsbell

#sales #timemanagement #closer #success #Hawaii

This episode was recorded on the North Shore of Oahu Hawai’i at Hale’iwa Ali’I Beach Park

The power of no in business is real and you can use it to your advantage. Telling people no is one of the best tools you can use to free up time and get projects done.

You will want to work on your time and not an emergency form someone else. To make this happen you will want to set clear boundaries.  

People will eat up your time if you don’t think your time is valuable with:

• Phone calls are interruptions

The more you are interrupted, the more time it takes for you to get your momentum and complete tasks.

Here are a few tools that you can use to your advantage:

• Use air plane mode to help with momentum by not taking calls for a set time

You will find there is a subset of wasted time you may not have thought of. Some people in your office or management may want you to do their projects and get on their teams. You have to be careful so you are not a pawn in someone’s time game.

When you are asked to join in on a project you will want to figure out the motive of the project, to do this you will have to ask questions.  Be willing to look for the conversation the person or group does not want to have.

There will be times where people want a quick answer and your best bet is to let them know you ae busy.

Momentum:  

Other peoples projects with pull you from your momentum. Every time you are stopped you don’t just have to get started again you have to get back into rhythm. A 30 minute interruption is closer to a 1 hour interruption.  

Drama

Cut people out of your business day that have drama, they will eat up your time. The story has new player but never really changes.  People who create drama destroy your momentum past the time you talk to them. People with drama dump their problems on you and walk away, this destroys your momentum in sales. The power of no in sales is real and it can help you close more deals and increase your income.

How to use statistics to your advantage

When you manage your time you can figure out what time are you most profitable for any aspect of your time. You may find you are better at follow up on a set night and time, do not schedule work for these times.

When you figure out how valuable your time is you will find that you can increase your closing rate, income and the time you spend with your projects

Scott Sylvan Bell

@scottsbell

#sales #timemanagement #closer #success #Hawaii

This episode was recorded on the North Shore of Oahu Hawai’i at Hale’iwa Ali’I Beach Park

If you really want your organization to grow you will look to never hire a bad salesperson again.

There are multiple misconceptions about hiring salespeople. Most of the problems in sales is created how salespeople are found and hired.

Old school sales strategies are looked at as the way to close deals. Great salespeople are asked to be sales managers and that manager does not know what to look for.

Good salespeople are thought to be good at building rapport.

People pleasers are a problem in the world of sales causes

• No dealing with objections

This is a huge problem because the salesperson relies on price alone to close deals. Since the salesperson is a people pleaser they will go too far one way when working with a buyer.

Weak salespeople lower the price of a product being sold in a marketplace. When you follow the 80/20 rule in sales you will find that 80% of salespeople should not be in sales.

If you want to hire a good sales rep these are the traits top salespeople have:

1. They are good looking

When you combine 2 of these traits you have the ability to have a closer on your hands. When someone has 3 of 3 of the traits most of time that person is a fantastic closer.

Managers typically look for the traits of a people pleaser since they may not be able to build rapport with a closer the same way.

You will find the reasons people pleasers get into sales is they are talked into it and they cant say no. It may also be a significant other wanted them to sell for the income.  

The office staff tends to dislike salespeople because of the ability to sell the idea of doing things for them. Salespeople also have the better income and this makes the office staff mad as well. What will happen is a sales manager will look for the easy person to manage and skip over the closer so they can get the easy person to work with. Most companies do not know how to hire a good sales representative because they were not trained to do so.

In any sales or organization 1/10 salespeople will be a closer. The next 3 people should be in the office and the other 6 should be trained or let go. Weak salespeople are tougher to manage since they leave a wake of destruction behind them and they have lower margins over the long run. Good salespeople may be a challenging to work with but they bring in money or revenue.

People pleasers are nice but they are not closers.

Salespeople get frustrated with the churn in the world of sales.

Scott Sylvan Bell

@scottsbell

#sales #success #closer #80/20sales

This episode was recorded on the North Shore of Oahu Hawai’i at Hale’iwa Ali’I beach park

If you really want your organization to grow you will look to never hire a bad salesperson again.

There are multiple misconceptions about hiring salespeople. Most of the problems in sales is created how salespeople are found and hired.

Old school sales strategies are looked at as the way to close deals. Great salespeople are asked to be sales managers and that manager does not know what to look for.

Good salespeople are thought to be good at building rapport.

People pleasers are a problem in the world of sales causes

• No dealing with objections

This is a huge problem because the salesperson relies on price alone to close deals. Since the salesperson is a people pleaser they will go too far one way when working with a buyer.

Weak salespeople lower the price of a product being sold in a marketplace. When you follow the 80/20 rule in sales you will find that 80% of salespeople should not be in sales.

If you want to hire a good sales rep these are the traits top salespeople have:

1. They are good looking

When you combine 2 of these traits you have the ability to have a closer on your hands. When someone has 3 of 3 of the traits most of time that person is a fantastic closer.

Managers typically look for the traits of a people pleaser since they may not be able to build rapport with a closer the same way.

You will find the reasons people pleasers get into sales is they are talked into it and they cant say no. It may also be a significant other wanted them to sell for the income.  

The office staff tends to dislike salespeople because of the ability to sell the idea of doing things for them. Salespeople also have the better income and this makes the office staff mad as well. What will happen is a sales manager will look for the easy person to manage and skip over the closer so they can get the easy person to work with. Most companies do not know how to hire a good sales representative because they were not trained to do so.

In any sales or organization 1/10 salespeople will be a closer. The next 3 people should be in the office and the other 6 should be trained or let go. Weak salespeople are tougher to manage since they leave a wake of destruction behind them and they have lower margins over the long run. Good salespeople may be a challenging to work with but they bring in money or revenue.

People pleasers are nice but they are not closers.

Salespeople get frustrated with the churn in the world of sales.

Scott Sylvan Bell

@scottsbell

#sales #success #closer #80/20sales

This episode was recorded on the North Shore of Oahu Hawai’i at Hale’iwa Ali’I beach park

The Hawaiians have a proverb and it is No Rain No Rainbow. This means that if you dont have to go through adversity or problems there is no win for you later. You need the struggles to get better. The struggles and tribulations you go through and you deal with do make you better. 

Its easy to get caught up with what other people have done or are doing. Sometimes these events look easy to them. Most people who you see have it easy have had it tough somewhere else. Not everyone is naturally talented at something. Most endeavors will take hard work and effort. 

One way to make events easier is to look for small victories instead of the huge trophy. Where is the line in the sand with people who give up. Can you make it to that point instead of the finish line and then move the goal post? Where is the point where 80% quit, when you line this out you can find where your dash to achievement is.

Layer the point where the next 10% give up, figure out where the next 5% give up and then keep moving forward. 

We all have something that we gave up on for whatever reason and look back with regret. I gave up on playing the guitar in 3rd grade. There are times where I wish I would have stick with it. 

People look to you at a hero for the steps you have taken. Plenty of people will not event try but they still look to you for inspiration. You have people cheering for you that you don’t see. Look for the person silently cheering for you. If you cant do it for yourself do it  for someone else, what would they say or they do to encourage you to get there?

Be willing to ask for help, the fear of looking dumb will stop you sometimes but a good coach or mentor has heard it before. 

Instead of looking for all of the reasons to quit, look for all of the reasons to keep going. You may even get some advice from a coach or mentor will hurt your feelings. A coach or mentor is supposed to tell you what you need to hear and not what you want to hear. 

Look for small victories and memorialize them. I was able to speak back to back at Kevin Hogan Influence Boot camp. Both my parents were in the front row cheering me on. I have a picture of that in my phone when I struggle. 

On my YouTube channel scottbellconsutant  I shoot anniversary videos every 50th videos to prove a small victory.

Memorialize and celebrate all victories since we get torn down significantly in business. This is your chance to build a file for the hard work you have done. You can learn this tip from Copywriters, they will put celebrations in a folder for when they struggle. 

Find someone who will cheer for you and maybe you need to cheer for them. 

A rainbow is a reward for weathering the storm

You can do it, keep going

Scott Sylvan Bell

@scottsbell

#sales #encouragement #Hawaii #Norainnorainbow #success  

This episode was recorded on The North Shore of Oahu Hawai'i at Hale'iwa Ali'i Beach Park 

The Hawaiians have a proverb and it is No Rain No Rainbow. This means that if you dont have to go through adversity or problems there is no win for you later. You need the struggles to get better. The struggles and tribulations you go through and you deal with do make you better. 

Its easy to get caught up with what other people have done or are doing. Sometimes these events look easy to them. Most people who you see have it easy have had it tough somewhere else. Not everyone is naturally talented at something. Most endeavors will take hard work and effort. 

One way to make events easier is to look for small victories instead of the huge trophy. Where is the line in the sand with people who give up. Can you make it to that point instead of the finish line and then move the goal post? Where is the point where 80% quit, when you line this out you can find where your dash to achievement is.

Layer the point where the next 10% give up, figure out where the next 5% give up and then keep moving forward. 

We all have something that we gave up on for whatever reason and look back with regret. I gave up on playing the guitar in 3rd grade. There are times where I wish I would have stick with it. 

People look to you at a hero for the steps you have taken. Plenty of people will not event try but they still look to you for inspiration. You have people cheering for you that you don’t see. Look for the person silently cheering for you. If you cant do it for yourself do it  for someone else, what would they say or they do to encourage you to get there?

Be willing to ask for help, the fear of looking dumb will stop you sometimes but a good coach or mentor has heard it before. 

Instead of looking for all of the reasons to quit, look for all of the reasons to keep going. You may even get some advice from a coach or mentor will hurt your feelings. A coach or mentor is supposed to tell you what you need to hear and not what you want to hear. 

Look for small victories and memorialize them. I was able to speak back to back at Kevin Hogan Influence Boot camp. Both my parents were in the front row cheering me on. I have a picture of that in my phone when I struggle. 

On my YouTube channel scottbellconsutant  I shoot anniversary videos every 50th videos to prove a small victory.

Memorialize and celebrate all victories since we get torn down significantly in business. This is your chance to build a file for the hard work you have done. You can learn this tip from Copywriters, they will put celebrations in a folder for when they struggle. 

Find someone who will cheer for you and maybe you need to cheer for them. 

A rainbow is a reward for weathering the storm

You can do it, keep going

Scott Sylvan Bell

@scottsbell

#sales #encouragement #Hawaii #Norainnorainbow #success  

This episode was recorded on The North Shore of Oahu Hawai'i at Hale'iwa Ali'i Beach Park 

Training or coaching without accountability and consequences is absolutely worthless.

You will find that most training or coaching goes unused. Salespeople and even sales managers will pick and choose what part of a program they think will work. By not using a full process the training madness circle begins. A trainer is brought in to teach a process that is supposed to work. The team picks what they want to use. The team makes a Frankenstein presentation based upon multiple sources and the deals are not closed.

The company says “hey the deals are not being closed, we need to find another sales trainer”. What it came down to is:

• No expectations are set with the company or the employees

The sales team has not other reason to look at the training as full on entertainment. The sales team says “Oh I like that word track, I am going to use that”. The circle ends with another trainer brought in and the cycle starts all over again. The numbers go up and the number go down.  

Once the excitement wears off from the trainer the team pulls back. This is poor management all of the way around.   

Keys to success with a coach or trainer

1. Set expectations for the team and numbers

Poor salespeople blow the lead because they were not prepared to make the sale. They were allowed to take a lead or an up they never should have been on.

Most managers are scared to offend a salesperson. Managers may not have ever been taught how to have the tough conversation. Salespeople are told to fix the problem but they have too many Frankenstein lessons to learn from.  

Here are a few ways to help a sales team:

• KPI’s (key performance indicators) must be looked at daily, weekly and monthly

Most companies carry way too much dead weight. Companies don’t know how to hire or help the salespeople who cant close. The 80/20 sales rule comes into play and weak salespeople are kept.

Scott Sylvan Bell

@scottsbell

#sales #closer #success #hawaii #accountability 

This episode was recorded on the North Shore of Oahu Hawaii at Hale'iwa Ali'i Beach Park