Top 10 SALES Techniques for Entrepreneurs - #OneRule

sale sales sales the sales sales the sales failed sales sales sales and for like an entrepreneur not a salesperson I'm not just an entrepreneur we look at the start of business well if you can't sell if you can't influence you can't persuade good luck trying to get your business off the ground I'm not just your customers I'm talking about the bankers the people of venture capitalists your vendors your credit card processor the people who work for you how do you get people to work for you excited how'd you get them excited to get into want to buy into your vision at the highest level what sales really is the transference of emotion and the emotion you're transferring is this emotion of certainty that don't feel certain yet it's a good thing that's going to help me it's gonna fill my need when you're an entrepreneur you're trying to start a business and you're recruiting people while you're selling people on your vision for the future your vision for this company if you can't do that good luck trying to get great people to work you it's very it's almost it's nearly impossible which is why we see you know the people if they say oh he's a visionary well that's true but typically not only they visionaries they also possess the ability to sell the vision to other people to inspire them to motivate them so selling is not just like you know people think of selling oh well a lot of salesmen I don't either well yes you do you need to learn how to influence how about trying to get your kids to make their bed or do that homework or believe in the value of education how about trying to get a landlord give you a reduction on your rent ought to extend the lease the way you want have-nots trying to negotiate terms you understand it cuts to everything you need to be able to sell whether it's Kickstarter whether it's near times whether it's your local newspaper you need to be able to communicate effectively and so which is why when entrepreneur's ask me for books to read outside of business books I say on writing well bird by bird all books on writing improving communication David Ogilvy Ogilvy on advertising study print ads where you have very little space I think those are all very very affected the best entrepreneurs I've ever met are all good communicators it's the one perhaps one of the very few unifying factors they're exceptional communicators practice is the only way to get better at communicating and practicing speaking does not provide you generally with something to review later which is why the written word is so powerful writing is thought crystallized on a piece of paper that can then be reviewed it's very difficult to do that with speech which is why I recommend people focus on honing their skills in writing and take time to study good direct response ads take time to for instance maybe develop a swipe file so one of the things that I did four years is any time I bought something I would identify the ad the phone call the print ad the the offer whatever it was that made me decide to buy it and I would either cut it out or record it put it into Evernote whatever it might be and save it so I had a record of everything that I bought and why I bought it and then I could go back and review it and I'd be like oh looks like I fell for this this and this not a bad way it looks like this tipped me from or not interested - yeah all spent five fifty five hundred five thousand dollars on that I save all that everything that works in sales has been done already you do not need to reinvent the wheel so just keep track of the crap that you buy or the awesome stuff that you buy and decide what was the trigger what pushed me over the edge and then just sell the people like you that's what I do it's really easy people are like who's your market I might well you know I'm a 30-something SF based tech savvy male so why don't I just solve those people it's a lot easier than trying to guess Boston I think you need to reverse engineer who you're selling to so if I were you Austin I would spend all of January taking people out to lunch and dinner or drink or getting them on the phone but literally spending the entire month of January not selling to people and just listen to the people that you sell to to figure out what their pain points are I would walk in and be like hey Dirac you know I sell you computer stuff and things that nature what are your pain points what's your problem what just struggles in your business like let's let's cut the crap like yes I want to sell to you but let's take a step back I want to sell to you by providing you some sort of value maybe I have a friend maybe I will recommend that you watch the askgaryvee show to make your business better maybe I will do a lot of things but what I'm doing is I'm providing value and our conversation and our relationship is not just predicated on on me cell you know it's kind of like I was talking to one of my friends he's like I want to have better relationships with girls I'm like cool why don't you make it something about other than sex like if your whole relationship is like I want to hang out with you every time to just hook up there's probably a good chance that person doesn't think that you're providing them much value outside of that execution which is a fine execution everybody needs it I get it Bob LA same way I think about sales if you're just selling every single time that is what your foundational relationship is based on and you become BAM and sales all the time why don't you spend all of January not selling ever once and opening your ears and listening and trying to help even outside of the context of you even out of a outside the context of you meaning how can you help them beside just their business maybe you'll get to know the rock and find out that his aunt is a huge Dallas Cowboys fan and you just get a Dallas Cowboys hat say hey you go to eBay and buy a you know a Tony Dorsett opened starting lineup for 49 cents three dollars shipping but you send and say hey give this to your aunt it's not what you spent it was the thought that stuff matters top sales people commit themselves to lifelong learning this by the way changed my life so dramatically when I was 24 almost like I tripped over something and picked myself up and it was a great treasure the treasure was that your mind is your most precious asset and the quality of your thinking determines the quality of your sales career if you commit yourself to lifelong learning you will achieve such extraordinary success and I can't emphasize this too often we this into audio programs attend seminars and never forget that the most valuable asset you will ever have is your mind as you continue to learn you'll eventually become one of those valuable salespeople in your company the more knowledge you acquire that can be applied to practical purposes the greater will be a reward and the more you will be paid to see the clouds this is about rain making about sales these are the things I learned about sales first thing is that 100 flowers blossom this I stole from Chairman Mao although it's not clear to me he implemented getting 100 flowers blossom 100 flowers blossoms means that at the start of a company you'll often see your people who are not your intended customers using your product or service and they're going to be using it in ways you didn't anticipate many entrepreneurs go crazy my god the wrong people are buying our products in large quantities what are we doing wrong let's get marketing and sales in here we need to reposition the product because we know who should buy our product well it's categorically stupid fundamentally when you see this happening first of all take the money take the money there's two theories in engineering for revising a product one is you go to the people who aren't buying your product and you ask why aren't you buying our Macintosh mr. fortune 500 CIO and the CIO will say you don't have a letter quality printer driver you don't have notice one two three come back to the lab you're convinced Lotus to do it you get another quality printer driver you go back to the fortune 500 CIO you say all right we missed it now there's a printer driver now there's one two three they still won't buy it they still won't buy it the other theory in engineering is you go to the people who are buying your product mr. desktop publishing or miss desktop publishing why are you buying our product because it's WYSIWYG because it's high-resolution printing so you come back to the labs and you say wow people are buying our product the user for desktop publishing not spreadsheet database and word processing like we intended and what do they need for desktop publishing system they need bigger monitors they need higher resolution printers they need higher resolution monitors they need all these things to make desktop publishing better that's my theory fix for who's by ignore the people who are atheists atheists are too hard to convert to your religion go for agnostic s-- and go for believers forget the eighth is second point is need to enable people to test-drive your product that you're saying to them I think you're smart and because I think you're smart I'm not going to bludgeon you into becoming my customer take all my product take all my service try my software try my website then you decide the third point is to suck down one of the fundamental shortcomings of sales training is that you think or many people think that selling a new product is about sucking up you need to suck up the cxo level people suck up to a CIO suck up the CTO suck up to a CEO a CMO sucking up the CXO level people it has been my experience that particularly from a tech startup the people who truly make the decision to try a product or service are not the people with CXO vice-president or director level title they are the people who are administrative aides and database administrators and tech support people they're the interns they're the summer hires they're people without titles they're the people who really do the work however and so if you want to be successful in sales you have to understand something that in most organizations the higher you go the thinner the oxygen and therefore the more difficult it is to find intelligent life right so if you dedicate yourself in a sales effort to sucking up you'll be sucking up to the dumbest people in the organization you need to learn to suck down and you need to learn to suck cross because that's where the decisions are made for a high tech startup suck down suck across don't just suck up and this is one where Allah knows I don't want to be a salesperson right you know one of the things that we do in our business is we take experts and we teach them how to package their information up into products like ebooks and other information products and sell them well when I start talking to these experts almost universally they say things like I've got all the content I just need to find someone who can mark it and sell it for me and when I say to them well you know what would probably be good for you is to actually learn some more getting in sales they go oh I don't want to look I'm not a Salesman they kind of like look down at salespeople like it's some like lower form of human business scum or something like that and you know you imagine okay I have to put on a funky like a weird suit and like a windbreaker like a car salesman or the sell my product would never want to do that well when you really learn sales as I know you know because your various you're a fantastic salesperson that the best selling methods are consultative selling where you don't sit down and try to talk someone into buying you sit down and you say let me ask you some questions let me learn about you and find out what all your problems are and let me see if what I have is even a fit and then once you've found out where they're at what their problems are what all the challenges they're facing or and what they'd like to accomplish then you sell solutions you sell them fixing their problems you sell them getting what they want not your thing and the best of the best of the best salespeople are the ones that walk in and sit down and ask a bunch of questions and then say my product can't help you let me refer to some you know refer you to someone who can is those are the people that win the trust and that when they say this is the thing that will solve your problem the prospects is that's the thing I need because they're trustworthy so learning consultative selling and really learning how to sell like a professional is very important do not try to sell something that you wouldn't buy yourself okay so if you don't truly think it's something that you would yourself be a customer of don't try to pitch it you know don't be a used-car salesman so please make sure that whatever you're trying to come up with is compelling enough that you would yourself deeply be deeply interested in buying that product I spent 17 years getting a formal education competitions good competitions healthy for who imagine if you were the only marketing company in the world is that better than having millions of marketing companies exactly I want to own the sector I want to own the sector I want somebody when somebody thinks about sales training I want them to equate grant cardone and whatever I have to spin to get there I'll spend to get there I want to own the sector completely I don't want to compete in it so one way you could own a sector is by tweeting okay if you're not tweeting or facebooking or youtubing okay or using LinkedIn if you aren't using these free mediums to communicate to the world you're not in the game and you're not in the game okay now this morning if you look at my Twitter account today because this is more than just about selling and closing a transaction if I don't have anybody to pay attention to me I can't sell our clothes would you agree but look there's nobody here man hey man I'm a good salesman I can shut you down right now Who am I talking to myself I need people obscurity obscurity is the biggest problem your business has there is no bigger problem than obscurity it's not money it's not financing it's not price it's not value it's not package it is one thing obscurity all those media programs that you saw me on this morning they all tell you that there's not enough money the banks aren't loaning consumers don't have confidence people aren't healthy the economy's in trouble dude none of those are the problem the problem is nobody knows you I don't know you man I don't know you who are you right price doesn't matter at this point value doesn't matter at this point the package to offer the problems I don't know you if you don't know me you can't buy my books obscurity is a bigger problem than money okay so I'll go broke just trying to get out obscurity and I may use these free mediums to do so they did a study at Harvard of the the different levels of sales techniques that were the most in top sales guys in the world and women used versus those that were average they went through several steps about getting rapport about understanding the client's needs you know about you know being able to demonstrate that the features and benefits the product and and going through overcoming objections and then closing the sale and you know they looked at it and what was surprising was that the people who were the absolute cream of the cream the top 1% of the top 1% of sales people on the planet did exactly the same steps as those who were average the difference was that those that were exceptional focused on the first part which is being able to build rapport being able to understand the client's needs in other words there was a sincere level of appreciation for what the client wanted the intention that was set the congruence that was set was how can I serve you how can I understand you not how can I sell to you in other words how can I contribute rather than how can I take now here's what's interesting the people that focused more on that spent far less time on the closing and overcoming objections it was almost a natural progression of the sale those that spent less time on building rapport and understanding the client's needs and creating the relationship of trust based upon a level of sincerity appreciation authenticity of who they were those spent less time and that one got through to the sale at no or got through to trying to close the sale had to spend more time on overcoming objections and closing techniques to make up for a lack of authentic connection and at wanting to add value to the clients that make sense you don't have to learn better closing techniques unless you focus on being less than or think about adding value to the client hello so going on sales training is usually a substitute and a poor substitute for coming to the table from a place where you say you know something I am willing to let this sale go if I sincerely and every core of my being every cell in my body vibrates the fact that this really isn't the best product or you know type of deal for the client if you can come to the table from that place rather than be hooked on the fact that your manager has given you a sales target and you need to make you close this Friday then by contrast by paradox your sales tend to go up you spend less time prospecting because there's people that you do connect with have such a level of trust an appreciation for what you've done and how you work with them they're far more likely to recommend you so your referral bank starts building now if you can come from a place of authenticity and sincerity I guarantee you you spend time there not just your clients not just your prospects not just your potential sales yet will start to increase but the richness of who you are comes out and that's in your relationship with your spouse your relationship with your kids your relationship with with everybody people want to do business with you rather than people are being convinced to do business with you make sense go out this week and try that go out this week and say you know something before I walk into that meeting I'm going to sit there for a minute or two and just connect and think you know is my intention pure am I going to come from a place of adding value and if I walk into that meeting understanding that yeah this has to match this how am I going to show up differently and I think you might be surprised what happens now of course ladies and gentlemen everything is selling and everybody is a sales person whether you're a dentist a doctor a preacher a teacher a coach a child music matters doesn't make any difference what it is that you do everybody is a salesperson let me share a couple of examples with you of what I'm talking about when I was between the 11th and 12th grades during World War two I went to junior college so I could pick up some extra classes so I could get in the Naval Air Corps all right now I had to pick up an extra course in history in order to graduate and so I would be free then the following my senior year to take a lot of extra math and science well I didn't want to take American history what possible good is it going to do me you know to learn something that happened hundred years ago or 200 years ago but I had to learn it so I was going to go in there and I was at least going to pass but don't think I'm going to try to remember it I'll just transfer the knowledge from the teacher to my mind to the pad and then I'll get out of there and they'll end it but the teacher threw me a curve he was coached Joby Harris at Heinz Union College in Jackson Mississippi and you're talking about a Salesman folks he was a Salesman he spent that entire first period selling me on why I had to learn my history he really put the story on me he also sold me that as an individual if I had any ability that permitted me to do more than support my family that I had a moral obligation to my fellow human being and my community to donate some of my services for the betterment of mankind I walked out of that classroom that day history major on the subject I made consistent A's in throughout the time I was in college what I do today and all of the activities outside of my actual business was directly emphatically influenced by that salesman a schoolteacher coach still be Harris everything is selling I'll never forget when our second daughter was born our first child was three years old at the time and I've been out on the road not long after our baby Oh Brock came home from the hospital I've been out on the road and I got stuck there was a snowstorm and I spent the night in a Greyhound bus fortunately on the side of the road when I got in the next morning I was exhausted that was about ten inches of snow on the ground and I'd no sooner walked in and just had my top coat and my gloves in my head off when the redhead said to me well honey uh we got to go to the store we got we need some things so I reluctantly put all the gear back on and my three-year-old said daddy I want to go I said all Susie I said the weather's too bad it's too cold and wet and I won't be gone long but you said daddy I'll be so lonely I said Oh Susie you won't be lonely I said your mother's here the mage here your baby sister is here I said you won't be lonely she looked right at me she said but daddy I'll be lonely for you I don't need to tell you she went to the store with me you see the truth of the matter is the truth of the matter is everything is selling the third example at our church we recently got a new music minister now please understand that I've got the kind of voice that prompted Mitch Miller to write me a personal letter asking me not even to bother to sing along with and I you know I want you to understand it my own children asked that I not sing in church but last Sunday was our first Sunday and this Minister had the congregation so excited he sold him so much on participating now he knows his music too but he had a so gung-ho that for the first time in my life I actually enthusiastically got involved in the singing process everything ladies and gentlemen is is selling I mean everything is selling and that's one of the reasons that I'm so excited about it thank you guys so much for watching I'd love to know which of the videos resonated the most with you leave it in the comments below I'd also love to know either what your biggest sales challenges right now or what your biggest sales advice would be or both leave in the comments below I'm going to join in the discussion thank you so much for watching continue to believe and I'll see you soon you

Channel: Evan Carmichael

Views: 638,782

Rating: 4.8936291 out of 5

Keywords: business, success, advice, help, entrepreneur, how to, better, life, money, work, job, career, company, motivation, education, inspiration, Evan, Carmichael, Zig Ziglar, Jordan Belfort, Tim Ferriss, Gary Vaynerchuk, Brian Tracy, Guy Kawasaki, (Eben Pagan, Mohnish Pabrai, Grant Cardone, Peter Sage

Id: PwwgGOBw1oE

Length: 23min 9sec (1389 seconds)

Published: Fri Mar 11 2016