Waching daily Jul 16 2017

- So, a lot of people ask me,

James, how do I become a great salesman?

And you know what?

I hate selling.

How am I gonna do it?

Trick to it is really great selling conversations

are just great conversations.

They're not hard.

They shouldn't be awkward.

It's not about being pushy.

It's not about being manipulative.

It's about taking a person through a process

and that first part of the process is gaining their rapport.

Some people are really good at breaking the ice

and getting over that initial awkward moment

in a sales conversation, but that's a skill

that you need to learn and you need to practise.

Some people are great at it, which are awesome.

Again, that should be an easy part of the conversation.

It's literally a hello, how you doing,

where are you at, what's going on,

just a fun, light, kind of breaking the ice moment.

From there, move it to agreeing on

where the call's gonna go or the one-on-one conversation.

I have most of my selling discussions

on a one-on-one over the phone conversation.

Yours might be in person.

You can do them on chat, like on Facebook these days.

I know a lot of that's happening.

So really, it's about agreeing on where the call's gonna go.

Are you getting permission, gaining their permission

to ask the tough questions, and also letting them know

that they're able to ask the tough questions of you.

From there, it's about leveraging the information

that you learn while asking those tough questions

and really connecting the dots between that information

and your outcome or their outcome and your process.

From there, it's about unifying that,

so both of you being on the same page

with where that's going.

So, if they are, say, looking to, just for example,

increase their business from $10,000 a month

to $30,000 a month,

you need to be able to have them be in alignment

with the process you're going to take them through

and have them agreeing with that process all along the way.

That's that unifying that gap.

After that, it's simply about evaluating the whole offer

and that's where the sales offer is put forward,

and it's simply a yes or no for them.

You're not on a sales call to be pushy.

You're on a sales call to help them through that tough time.

People come to you with a problem that they need solved

and all you need to do is help them through that situation

until they feel comfortable to say yes.

So, for you, if you feel sales is a really tough gig,

just take them through that simple process.

Make it an easy conversation

and enjoy the process at the same time.

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