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

If you are looking for adversity in life examples there are only so many you can find. The 7 examples given are mostly the mental games played. There are the life issues where there is suppression by force and that list is not added for the business section. There are people that will hold you down physically. It is your job to find the mental toughness to beat the adversity.

When you group the list together you will find 7 areas of discouragement and then most of the other areas become a subset. 

You will find that in business in sales most problems faced are talked to you from someone. There are 7 main things they will tell you and a few you will tell yourself. 

1. This isn’t good enough / you are not good enough

Most of these fears are built around rejection or the fear of rejection. 

Sometimes you need to borrow the belief from others that everything is going to work out. Some of the people you can borrow the belief from you will never meet in real life. Plenty of people are cheering for you and you dont even know it. 

Keep going and putting in the effort. Everyone faces adversity whether physical or mental. You have this, you can do it ... Keep going!

Scott Sylvan Bell 

@scottsbell

#sales #closer #success #adversity #discouragement #youcandoit 

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

If you are looking for adversity in life examples there are only so many you can find. The 7 examples given are mostly the mental games played. There are the life issues where there is suppression by force and that list is not added for the business section. There are people that will hold you down physically. It is your job to find the mental toughness to beat the adversity.

When you group the list together you will find 7 areas of discouragement and then most of the other areas become a subset. 

You will find that in business in sales most problems faced are talked to you from someone. There are 7 main things they will tell you and a few you will tell yourself. 

1. This isn’t good enough / you are not good enough

Most of these fears are built around rejection or the fear of rejection. 

Sometimes you need to borrow the belief from others that everything is going to work out. Some of the people you can borrow the belief from you will never meet in real life. Plenty of people are cheering for you and you dont even know it. 

Keep going and putting in the effort. Everyone faces adversity whether physical or mental. You have this, you can do it ... Keep going!

Scott Sylvan Bell 

@scottsbell

#sales #closer #success #adversity #discouragement #youcandoit 

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

There are times where you are frustrated and hurt about the place you sell for. The question commonly comes up how do I know when its time to leave a sales job? There are a few reasons why you may be irritated at a job but there are also times when it is time to go. 

If you are upset your manager or business owner gave you a course correction and your feelings are hurt this is not a good reason to leave. Sales is meant for the tough. If you cant take some coaching or training it may not be the right industry for you. If you were just roughed up emotionally for sales then this is typically not the time to leave. 

There are some serious reasons why you need to look at leaving a sales job:

• The company is playing games with your commissions 

There are times where you should pack up and move on. You have to remember that companies will hold leads over your head. If you are the closer you are the prize and not the other way around. There are not enough good salespeople out there and someone will hire you for your skills. 

One of the reasons you should have the ability to acquire your own leads is because you will never be stuck waiting for an up or waiting to sell someone. You can have your own leads piggy bank. 

If you want to learn how to be a closer in sales you will want to learn lead generation. 

@scottsbell

Scott Sylvan Bell

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

There are times where you are frustrated and hurt about the place you sell for. The question commonly comes up how do I know when its time to leave a sales job? There are a few reasons why you may be irritated at a job but there are also times when it is time to go. 

If you are upset your manager or business owner gave you a course correction and your feelings are hurt this is not a good reason to leave. Sales is meant for the tough. If you cant take some coaching or training it may not be the right industry for you. If you were just roughed up emotionally for sales then this is typically not the time to leave. 

There are some serious reasons why you need to look at leaving a sales job:

• The company is playing games with your commissions 

There are times where you should pack up and move on. You have to remember that companies will hold leads over your head. If you are the closer you are the prize and not the other way around. There are not enough good salespeople out there and someone will hire you for your skills. 

One of the reasons you should have the ability to acquire your own leads is because you will never be stuck waiting for an up or waiting to sell someone. You can have your own leads piggy bank. 

If you want to learn how to be a closer in sales you will want to learn lead generation. 

@scottsbell

Scott Sylvan Bell

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

Free fall in sales is the mix of panic in the sales presentation mixed with the feeling of loss. When a salesperson if is in free fall they will make mistakes, concessions, discounts and decisions they may not make if they were thinking clearly. Free fall can be created when salespeople have not prepared, need money or are in trouble with their job. 

One of the biggest forms of sales sabotage that a salesperson can create is not knowing that they are in free fall. One of the best things you can do when you struggle in sales is find someone to talk to as well as get some coaching from a pro. 

If you want to learn how to sell more and how to close more sales you will need to get free fall in control.

Scott Sylvan Bell 

@scottsbell

The episode was recorded on the North Shore of Oahu at Hale'iwa Ali'i beach park

#sales #success #freefall #howtosellshow #oahu #hawaii 

Free fall in sales is the mix of panic in the sales presentation mixed with the feeling of loss. When a salesperson if is in free fall they will make mistakes, concessions, discounts and decisions they may not make if they were thinking clearly. Free fall can be created when salespeople have not prepared, need money or are in trouble with their job. 

One of the biggest forms of sales sabotage that a salesperson can create is not knowing that they are in free fall. One of the best things you can do when you struggle in sales is find someone to talk to as well as get some coaching from a pro. 

If you want to learn how to sell more and how to close more sales you will need to get free fall in control.

Scott Sylvan Bell 

@scottsbell

The episode was recorded on the North Shore of Oahu at Hale'iwa Ali'i beach park

#sales #success #freefall #howtosellshow #oahu #hawaii 

One of the things that lead to more sales struggles is the ability to explain what you are going through. When you meet with a coach or a trainer the ability to describe a problem leads to a better diagnosis. If you want to learn how to sell more and how to close more sales you will need to be able to self diagnose your problems. 

When you are struggling as a salesperson some of the problems you face come from external sources and some from internal sources. 

The people and events around you are the external issues and the internal ones are brought on by thoughts of where you think you should be and where you really are. Both the internal and external pressures will effect you differntly. 

When working through your problems the acronym TUBED FROGS helps work explain where you are at:

This episode was filmed on the North Shore of Oahu at Hale'iwa Ali"i Beach park. 

Scott Sylvan Bell 

#sales #closer #success

@scottsbell  

Here is the link for the free fall in sales video Free Fall in sales

One of the things that lead to more sales struggles is the ability to explain what you are going through. When you meet with a coach or a trainer the ability to describe a problem leads to a better diagnosis. If you want to learn how to sell more and how to close more sales you will need to be able to self diagnose your problems. 

When you are struggling as a salesperson some of the problems you face come from external sources and some from internal sources. 

The people and events around you are the external issues and the internal ones are brought on by thoughts of where you think you should be and where you really are. Both the internal and external pressures will effect you differntly. 

When working through your problems the acronym TUBED FROGS helps work explain where you are at:

This episode was filmed on the North Shore of Oahu at Hale'iwa Ali"i Beach park. 

Scott Sylvan Bell 

#sales #closer #success

@scottsbell  

Here is the link for the free fall in sales video Free Fall in sales

You will find that controlling emotions in sales presentations can help you be a closer. As a salesperson you must learn the skills of managing emotions in sales presentations. You will say and do the wring things when you lose internal control. Your buyer will see when you have struggles internally, with your vocal pitch and tone. When you struggle in your sales presentation your body language will betray you as well. There are common problems in sales presentations and losing control of emotions is one of them. You will find the importance of emotions in sales is not just for your buyer but also for yourself. When it comes down to it people buy on emotion and justify with logic, this also means salespeople sell on emotion and justify with logic. 

This episode was recorded at Hale'iwa Ali'i beach park on Oahu Hawaii  

#sales 

#emotions 

#closer 

#success 

@scottsbell