HTSS185 – Why is sales so hard to implement and learn – Scott Sylvan Bell

Why is sales so hard and why cant I just be a closer?

The question of sales difficulty comes up often. This happens in all services and all industries. Sales is a business decathlon it’s not just one event or topic it’s multiple you have so many things to look at. The more expensive the item the more things to remember. Low ticket items are easy to sell, there is no real risk. The more the investment, the more the risk. As you start in your sales career you have to get the basics down. 

How to get started in sales 

Most salespeople find some sort of job start early. It can be mowing lawns, selling candy or even a paper route. If you are thinking of getting into sales you are going to get a glimpse of what it is like. If you have been in sales get ready to nod your head for a few reminders. Look at all of the things you need to know how to do when it comes to sales for bigger ticket items. As you look at the list of what you need to know it is overshadowed by the list of:

• Bad training / coaching
• Bad information 
• Poor implementation or becoming stagnant 

Jon Benson uses the line “Its not your fault but now that you know its your responsibility”. Find the best sales training you can pay for tat the time. Figure good sales training will make your money back at some point. You have to get good at figuring out skill and:

• Emotions
• Inadequacies
• Personal conflicts
• The right product for your buyer

There are so many things to know, it’s not just about personality and communication. You can work years to master these skills and always work to improve them. Here are the 10 items you must know how to do to be a master closer:

1. Keep a strong mental state – this isn’t always easy. Boundaries
2. Deal with rejections – a pile of it and just when you think its done, you get more
3. Put up with office politics – you have haters on the outside… haters on the inside. Some of your worst haters are managers that have never done sales
4. Give a good presentation (content mastery) scripts, delivery, conversations, interruptions
5. Ask questions and answer questions – getting good at knowing what to say and not to say
6. Tell stories – good stories, emotional stories, sales stories.
7. Know about the product, service, competition, rules – this is the in-depth knowledge that people cant have off the net or from a book – this is what you get paid for
8. Overcome objections – you have 5 major objections for most industries and then their hybrids. It’s not just the 5 major it’s really a combination of 25. You have to get good with the base 5
9. Deal with delivery and timelines – you have to know when and where and also negotiate to make it happen with vendors, staff, and even legal issues.
10. Deal with upset clients – not everything goes well

Every one of these items could be an episode in itself. Every category could be broken down into more categories. Just in objections alone you can look at:

• 3 bids 
• Buying criteria 
• Personal beliefs