Sales is Easy!

Sales is Easy!

By Alen MayerBusinessMarketing
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Sales is Easy! episodes

  • 3 Reasons Why Sales Training Fails...and What To Do About It!
    1. Sales Training is Too Activity-Focused
    It’s true – you really can lead a horse to water…but you can’t make them drink. Successful selling is part activity and part psychology. You cannot win without learning skills in both categories. But sales training is almost always singularly activity-focused, teaching better product knowledge or prospecting skills, but completely neglecting what lies beneath the surface of what truly motivates an increase in sales activity.
    2. Sales Training is Not Personalized
    One size does not fit all. The sales techniques that work in your industry may not translate to another field. Traditional sales training rarely adapts a cookie-cutter curriculum to the core competencies that are crucial to your business. These groups of skills can vary by industry, affecting prospect targeting, prospect marketing, and even how the deal should be closed.
    The art of selling has been honed for centuries and many times the sales training you’re paying for was initially created years ago. You may find it is not keeping pace with the latest consumer trends. That failure to keep up with the market will ultimately inhibit the success of the training. Unfortunately, many sales leaders discover this after the training is already complete.
    But standard sales training models are not personalized in another way; it doesn’t take into account the individual internal belief patterns that serve as the motivators behind the activities of a sales executive. Our state of mind and personal values strongly affects our code of conduct and work ethic.
    Yet traditional sales training completely avoids these important behavioral factors and instead focuses on external activity alone.
    Developing skills is important. But the sales training won’t stick if you don’t work on the underlying belief systems that drive the implementation of these skills.
    3. Sales Training Doesn’t Ask the Right Questions
    Many people end up in sales by accident. Asking your sales team what led them to sales in the first place, might help you uncover some interesting correlations between their external behavior and internal motivations.
    The truth is that many of your sales executives probably have spent their entire career with an underlying belief that any success they have is attributable to luck. Imagine the energy it takes to make a cold call when you ultimately don’t believe in your own success!
    If a salesperson’s own personal belief structure tells them that they lack the skills to succeed, then every win will be accredited to luck or great timing, and every loss will confirm their negative state of mind.
    The majority of sales leaders never take the time to explore the underlying assumptions going on in the psyche of their individual sales reps. Traditional sales training rarely touches on the internal system of beliefs (and stories they say to themselves) that make up the personality of a sales rep.
    Many companies are buying sales training and their bottom-line results don’t change. Standard sales training focuses on developing skills. That’s because sales training isn’t asking the right questions to uncover and change underlying factors such as state-of-mind, work ethic, values, self-image, and even their purpose within the company.
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    15 min
  • How to Handle Sales Objections With the Smile on Your Face
    Did you know that 44% of salespeople give up after the first objection? Another 22% of salespeople give up after the second objection; 16% of salespeople give up after the third, and 10% of all salespeople give up after the fourth objection. Only 8% of salespeople are left to sell after four objections.
    Today, objection-handling skills are more crucial than ever. If you are like most sales professionals, you are always looking for new and better ways to handle customer objections and close the sale.
    Today I'd like to introduce you to the agreement frame technique that can help you handle objections with a smile on your face.
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    14 min
  • How to Use Embedded Commands to Persuade Your Customers
    Can your words make customers feel good about the product or service you are selling and move your clients to act now? In this podcast, I will show you how to use embedded commands for maximum impact on the unconscious mind of your prospect.
    When you want your clients to take action, sometimes you need to guide them into doing or thinking what you want them to do. Indirect suggestions are far more effective than direct ones because they bypass conscious resistance.
    So what are embedded commands? Take a listen.
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    14 min
  • Stop Using Features and Benefits!
    The key to successful selling is understanding a client's buying criteria and building your presentation around them. It is common knowledge that nobody likes to be sold to, but people love to buy, and because your prospects feel resistance towards salespeople in general, you need to present your product or service in a way that glides right past any resistance. If you can do that properly, your prospects will want to hear more and they will take action in response to your suggestion.
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    14 min
  • How to Speak the Language of Your Customer's Mind
    There are three sensory channels your potential customers use to represent their experience - visual (Eyes), auditory (Ears or hearing), kinesthetic (Emotions, touch, and bodily sensations). All of our memories, imagination and current experience are made up of elements of the EEE Representational System.  How to recognize each element? Listen to this podcast to learn more.  
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    15 min
  • How to Connect With Your Customers Instantly
    Rapport is the most important ingredient in any successful business relationship. Without rapport, your customers will often feel annoyed, pressured, mistrusting, and not listened to or simply put off. If you quickly build rapport with anyone and establish a positive ongoing business relationship, you will bypass the first and biggest obstacle faced by most salespeople.
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    16 min
  • How to Win the Deal Without Discounting
    If you base your offer on your price only, there is a good chance that someone will have a lower price than you, or you can end up in a bidding war that distracts from solutions. To avoid that, base your proposal on achieving more goals for your prospects, not just to save money because every other salesperson will say exactly the same.
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    19 min
  • Five Ways to Handle Price Objections
    Many sales professionals struggle with price objections from their customers. One of the most common is that dreaded phrase: “I don’t have the money, and right now I can’t afford it.” At this point, many sales reps give up and tell the customer to call when their situation changes, which is usually never. Learn 5 different ways how to handle price objections accordingly.
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    18 min
  • How to Handle 3 Classes of Price Objections
    Price objections are the most frequent of all objections. Your ability to meet these successfully is a valuable asset, and being efficient in sales is impossible without it. It is so important that every sales professional take special efforts to learn how to successfully handle price objections.
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    17 min
  • How to Overcome Six Most Common Objections
    Imagine you could overcome objections and turn them into approval. How would that benefit your bottom line? If you are like most sales professionals you are always looking for new and better ways to handle objections and close the sale. Listen to this podcast and learn how to overcome the six most common objections and turn them to your own advantage.
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    22 min

About Sales is Easy!

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Sales is Easy is a place where we simplify and demystify the sales process, and help you with learning the formula to overcome setbacks and make sales easy. When done by a skilled professional, sales…