Are you paid on commission in sales is a question you need to prepare for  At some point, you will be asked about how you are compensated by a buyer. You need to understand why this is happening before you answer. Where you asked matters this question is in the first few minutes, in the middle, or at the end. Your confidence matters more than you know when you answer this question.  When you are asked about commissions at the beginning of a sales call: There are different times where you are asked this question in sales. It may be when you are asked at the beginning of the call your buyer is: Try to size you up for attitude Trying to size you up for trust Trying to find your tells (poker move) Trying to see how you answer They are trying to Intimidation They are trying to rattle you You started off with big words and scared them I don’t want to waste your time (I am after free advice and or expertise) How you dress or appeared to them – a possible mismatch of clothing to the client You said something silly – this goes for everyone Nervous energy When you are asked about the commission in the middle of a sales call: If you are asked about the commission in the middle of your sales calls there can be multiple reasons. Remember, where you are asked this question in the timeline of the meeting can matter. Here are a few reasons why you could be asked about commissions: The buyer is trying to size you up for discounts coming You triggered them – feels like you pushed an expensive item You said something silly – this goes for everyone The buyer had nervous energy You pushed the exclusive button in their mind = expensive Getting asked about commissions pay at the end of a sales call If you are being asked about your compensation at the end of your sales presentation there could be some good reasons and there could be some bad reasons. When this question is asked towards the end of the call it could be something you said, it could be nervous energy, and last of all it could be the buyer. Here are a few reasons why you could be asked about commission structure towards the end of a sales call: They are signaling for a discount and or asking for something shady. With this type of buyer, there may be some implications if they want you to "break some rules" They are looking for desperation in the salesperson = advantage on their part They are trying to figure out your cut vs the cost of the product Other than reasons for being asked about commissions: There are multiple reasons why you could be asked about your commissions from your buyer. Some of the stranger ones are more outliers than anything else. Here are a few reasons why you are asked about your pay or your cut from the sale.  The buyer wants to recruit you for another type of job or venture The buyer wants to set you up with a friend or relative Your buyer is socially awkward with people How to answer if you are paid on commission in sales  There are multiple ways to answer how you get paid in sales to your buyer. Some people are noisy, some awkward and some are looking to see how they can reduce their costs. These answers are given from low to high. This means they will go from weak to aggressive. You need to pay attention to your timing, pitch, tone, and cadence when answering this question.  No, I am paid by the hour  No, I get paid a flat fee for every product I sell  Yes, and if you are looking for a deal we can work something out There are fees for my service (Tommy Hopkins) Yes Yes, have you seen enough to make a decision? Yes, do you want option a or b? Absolutely and the fact I am paid on commissions wouldn’t stop you from moving forward, would it? That’s how every single salesperson makes a living, they are paid for their expertise and knowledge I am not quite sure how does that question helps you make your decision today? It's your decision to answer how you are paid in sales  At the end of the day how you answer the question about your commission is really up to you. What is important is taking the time to think through how you will answer today. When you look at your conversation think through what you may have said early on in the presentation to trigger this type of interaction. When it’s a weird reason for the buyer there will be a feel to it, you get to feel people like this out over time. 

How To Sell Show

HTSS155 - How to answer are you paid on commission in sales - Scott Sylvan Bell

In sales you must know when to walk away from a deal  Closing a deal is what all salespeople want at the end of the day. A deal can be a client, install, roll out, product and the list can go on and on. Whatever term you use for the item you sell is what you are trying to close to the person you are selling to.  Why you lose interest in deals  There is a point where the deal goes sour, you lose interest or it is no longer viable. You do have to pay attention because neediness can play a part in staying in a deal. You could need the money or the attention. One of the best resources on neediness is Jim Camp Start with no – Chapter 1. Your need for a sale could get you to stay into the deal for a time you should not.  Holding onto a deal too long  Sometimes salespeople hold onto the hope of a deal for way too long. There is a sweet spot of good as well as a one where you will end up losing: Time Energy Effort Risk  Money  These 5 items are the main elements of rejection. You will try as hard as you can to protect your back end. You can be quitter by walking too soon, you can lose by staying too long. Planning on walking away from a deal   You will want to pre-plan the reasons you would walk from a deal. This doesn't mean you need to build out all contingencies possible. You will want to hit the high level of why you would walk away from a sale or a deal. There is a danger in walking away from a deal – it gets easier over time. Every time you walk away you can find more reasons to not stick in the sale or the process.  Reasons you would walk from a deal Misrepresentation The person you are working with is scammy / not trustable ( so many levels here) – the deal was misrepresented, the person or group lied to you, you are having games played with you You figure the deal is one sided – the outcome doesn’t work for you (time, money, expose) Metrics are not being met – you hit your drop dead date The deal no longer makes sense “metrics are not being met”, the option isnt viable anymore You have lost interest – there is a point in all deals where you find something better (you have to be careful with this one) Legal issues – things pop up, lawsuits happen The project runs out of funding, the buyer loses funding and cant get it back (you should always have a back up) Major event in your life – death or health Most salespeople think in terms of closing the sale or closing the deal. You do need to think through the reasons why you would not want the deal anymore. 

HTSS154 - When to walk away from a sale or a deal - Scott Sylvan Bell

Sales cycles are cyclical and you can close more deals knowing this If you can stay in sales long enough you will find you run in cycles. Statistically speaking you will run through all 6 of these periods mentioned. If you keep good notes you can spot trends before they happen. Top salespeople hold themselves accountable   You have to be willing to be accountable to yourself, a CRM or a Manager.  When you are new the time frame typically is short and the run-up and rundowns happen quickly and the plateau is short.  If you have been in the field for a while the run up and run downs are quick but the plateaus are longer. The Bell Curve of Sales Success  Think of long term sales like a bell curve.  Everyone has their own time frame for this, meaning your time frame isnt someone elses time frame. You can look at what others are doing and see what phase or period they are in.  There are 6 stages identified for sales success: The climb – you are selling and getting traction Momentum is weird and it can be slow or fast. You are heading up the side of the bell curve. You may say things like “I can do this” , “this is hard but its worth it” The Par – where you are closing and everything is good You have gotten your track and you feel like your feet are underneath you. You may say things to yourself like “I am back”, “I close deals” “I am good” “I am amazing” The heater – borrowed from a run in a casino – You close everything You have momentum on your side and you can close sales. You may say things like “I am the best” or “I can close anyone” “I am the greatest man alive” The plateau – where you are doing well but you feel slippage It sounds strange but you will wake up one morning without “fuel” you may also feel like you have a lack of focus. You may start having some doubt “Am I really this good” do I deserve can I really do this – doubt in the mind of Sub par – where you are selling “not closing” There are 2 things that really create a slide backward and to a loss of leads. You have ego issues “I am the best and nobody can tell me what to do or how to do it You have a major event happen in your life (loss of / gain of from the money you just made) You will say things to yourself like “I made enough money this month / quarter” “I just need to make $__________ this month to pay my bills to be ok” – most of these conversations are about money than skill. Freefall – Nothing is working and deals are not closing (panic + loss of control) Freefall in sales is the panic you feel when you know you have lost traction. You will tend to speed up your time in the presentation to get to the close. You talk about yourself a ton because your inward focus is on loss. You start trying huge discounts to close deals. You say things to yourself like “I cant do this” “Why do I keep getting the bad leads” anything that pits you against the world. Poor me is what it looks like from the outside.  How to stay on top in sales When you keep track of your sales process you can spot a dangerous trend before it begins. This does take some work and or effort on your part. If you really want to be a closer in sales you do need to know where you are going and what you are doing. 

HTSS153 - How to determine your sales cycles and stay on top to close deals - Scott Sylvan Bell

Creating a Bear Trap for your competition and sabotage their sales process  A bear trap is a covert way to “talk trash” on your competition and make the sale an “uphill battle”. When you make the other sales guy or sales girl work harder than they need to it can lead to you selling more. You may call this strategy something else, I had to give a name to it. Bear Traps in sales to your advantage When you build out the conversations you are going to have there are some elements to them. These are not long drawn out explanations to your potential client they are just quick jabs against them.  The structure is 3-5 sentences – not too much Your interaction should be really calm friend voice / late night dj voice When you talk it can be off the cuff – mmmhh / dry sense of humor The whole process is a throw away conversation – you cant be too into it They may not respond until later – they may come back and ask about your question. If it doesn’t land, let it go This is after you have built rapport / not through the door Start once you have rapport Salespeople blow this all of the time, they try too hard through the door. When you use a process like this, you have to be in the know, like and trust stage. The buyer doesnt have to trust you just yet. In some instances you may have to say some brazen things, this is why you need rapport How to build your Bear Trap in sales: Start with a common complaint You can start once they have a complaint with salespeople, the products and service or something else. If you tell the person without permission it is not as powerful. You start off with stating: I bet you want to know why that is… (stop talking) I can share with you why, but I cant sugar coat it for you You would be surprised at how often companies hire for that reason Start with their question Once you have the permission of the buyer you will take what their complaint is an put a negative spin on it. Give the weaknesses the competition has and explains it Give the weakness of a product, service, and or salespeople I will give you the real answer if you want (stop talking) Use persuasive language This is because of… The reason why they do this is The reason why you may not like it is Examples: Buyer: I can't stand these pushy salespeople ….. You: that’s why I don’t work for those types of companies… they have management bearing down on them to close right now…  in fact, you should call them, they would love to have you sit with them for 3 hours and go back and forth with the “manager” to close the deal. I am sure they would like to eat up your afternoon.   Why Bear Traps in sales work Most of the time salespeople go overboard and try to over sell. When you combine the use of common complaints and a well time "jab" at what others do it helps shift the view of the buyer. Your "Reason why" for the buyer becomes their "Reason why" and they dont see it until they give the other sales guy their objection. 

HTSS152 - How to disrupt your competition with Bear Traps - Scott Sylvan Bell

Your ability to close sales takes creativity Closing deals is all about creativity. You do have a base form of a sales process that you use. No two sales presentations play out the same exact way. Some of creativity in the sales process is 80/20 math. Some of the creative processes works in some instances but not in others.  What is a play or gambit in sales? When you look at your sales process you have a playbook. Each play you run has consequences that you have to deal with. Another way to explain a play is a "gambit". Whatever term you use you are still running a play. What you need to know is your buyer or buyers have playbooks and plays as well. You do need some flexibility to make your creativity to work. The best salespeople use base routines + creativity for their sucesss.  What is creativity in the closing process? Creativity is 2 ideas or more combined with some content left behind. When you take 2 winning ideas or a winning idea and a losing idea to be modified. When you meet with your buyers you are combining ideas and thoughts. Your creativity is needed to work through these thoughts.  Why you should watch other sales presentations Working with other salespeople and watching their sales presentations you can pick up new plays. Some of these new word tracks or sayings can work right off the bat for you. Some of these ideas will need to be massaged and modified in order to make them work. The inverted bell curve of creativity   Too much creativity will look sloppy to your buyers, it will seem like you are all over the place. Very few salespeople cant pull off flying by the seat of their pants. When you think through the sales process there are items you know from: Roleplay – Have friends from different industries to work with and role play with.  Reading content – books on sales, negotiation, decision making and… conflict resolution Conversations – Your interaction between friends can be used as a way to grab ideas. You can listen in at coffee shops and see how people complain about their life and interactions.  The unknown in sales can't always be found  There is a point where you hit the unknown and have to figure it out. As you build out your Sales Playbook you have the ability to combine more ideas. You cant prepare for everything… it's not possible. You would be in training forever and it wouldn’t feel right when you rolled it out. This is why you have to be good at: Being patient Being calm Asking questions Listening  Reframes  Looking for ways to finance the deal (cash, credit, financing, trade and or barter) Keys to creative sales process : Creativity can be in the: Terms Financing Deal structure People involved Asks after the sale  Look for word tracks, ties downs and even phrases in sales  Most of the reframes you need will come from conditional statements. You will target a few words:  If  How  When  As you take these words to be focused on you end up with the early beginnings of word tracks you can use. Here are a few base word tracks to be more creative in your sales process: “If we can do this, can we do that” "If I can do that, then what" “How about this” “Why don’t we do this” “Give me an idea of what you think about this idea”   

HTSS151 - Closing sales takes creativity - Scott Sylvan Bell

How to get out of emotional downturns and sales slumps As you go through your sales cycle there will be a point where you hit a sales slump. You can have an emotional downturn in sales for multiple reasons. It helps you to know what has caused the sales slump and if it was induced by you.  Sales have patterns of success and failure. You can sustain a longer closing cycle when you know what to do to find success again. As you make a list you can mark off the items that will help you.  Music - can be a way for you to reignite your feeling and emotions. You can make a playlist on your phone, in Spotify, and or YouTube of songs that pump you up. You will want to be aware of songs that can make you feel down or lonely.  You can borrow the emotions you want or need from special videos. You can start with Golden buzzer moments as they are quick look-ups. You will want to identify the videos that fit your needs and emotions.  Movies can be a way for you to grab a feeling you need. There are multiple movies that have inspiration to them. A small list includes Invincible Rudy Greater The Greatest Game ever played 300  Gladiator  You can use a group of friends and colleagues to help you win and when you are strugling. When you talk to your group you get a chance to get the poison out.  Time on call (toc). The time you spend with your clients can tell you when you are about to have problems and when you are on top.  You vs I in a conversation can tell you how much you are leaving content on the table. If you take a recorded conversation and then have it transcribed you can look for how much you have talked about yourself vs the client. You will want to make sure you have the legal authority to record the conversation.   Patterns that are predictable are predictable. When you track your sales cycles you can see the times where you are closing, discounting, losing deals, and even sliding towards a sales slump. You can track these items in most CRMS.  Breathing and exercise can help you when you are struggling. You can find meditation videos online for free to help walk you through how to use the actions. You may need to listen to 10-15 recordings to find the right person to listen to.  Therapy can be a powerful way for you to talk through your problems with a professional. If you are paying someone you will want to "spill the beans on what is going on". You can talk through issues and concerns you never knew you had.  Emotional touch and or intimacy can help you when you are struggling in sales. This is not just the bump and grind actions it is about having someone there to help ground you.  Donating time to a charity can help you in ways you cant imagine. You will want to pick the group that fits your lifestyle the most.  How to beat a sales slump Your emotions can help your closing rate or you can lose deals. Before you struggle you can take action to pull yourself out of a sales slump. 

HTSS150 - How to get out of sales slumps from emotional downturns in sales - Scott Sylvan Bell

Why you need tension in your sales process  You don't always have to be polite in sales. In fact, you can loose deals by being too agreeable with your buyers and or clients. Social conditioning can hurts and help salespeople. By being "too nice" you can be walked all over. Be acting like a jerk you can go too far. There is a sweet spot when you have tension with your potential client or client. Tension can actually help keep attention in the sales process. Rapport can actually hurt sales  You may be trying too hard with rapport and losing deals because of it. Being too nice without pushing back can prove that you will not stand up for the buyer or the client when they need it.  You could be trying too hard and it can come across as desperate.  Sales actions can feel like flirting Social interactions like flirting rely on good and bad tension. The conversation, the timing, and your responses can feel like fun with a twist. You can take a look at these 4 books as a way to gain insights into adding pressure and tension into your sales process: The Game – Mystery Pitch anything – Oren Klaff Never Split the Difference – Chris Voss Get inside her - Marni Kinrys You can always go to a bar and watch the tension between people picking up on each other as a way to model your process. The best way to do this to make sure you are sober. Grab a glass of seltzer water or even a cranberry juice and discover how flirting and tension can help your sales.  You can watch movies to model tension Look at any good movie with 2 people who don't get along in the beginning. Bad Boys with Will Smith and Martin Lawrence is the perfect example. The Avengers Movies are about tension as well. Take some time and learn as much as you can about tension and resolution. You will find that tension keeps the appointment interesting and your buyer engaged.  Rapport can feel manipulative  If you use a ton of rapport in sales it can make the buyer resent you and cause them to not feel like you are genuine. Your buyers can feel like you are taking advantage of them emotionally. There is a natural amount of tension in all relationships. Rapport plus good tension can allow you to say what needs to be addressed. Being too nice can be seen as supplicant behavior.  When you look at this combination of actions you can actually lose deals.  Overboard rapport (finally leads to fear of rejection) Fear of rejection Polite – Money The problem with sales trainers  Some sales trainers and gooroos will say to always get agreement. When you always agree with a buyer you can be seen as spineless. Disagreement can be as powerful as a well-placed "no" in your interactions.  Its ok if the buyer doesn’t like you in the beginning, the middle or the end. You can still close a deal without the “Likability” factor. It just takes more work. . 

HTSS149 - Why you need tension in sales calls - Scott Sylvan Bell

There is always another deal in sales  Most salespeople live on scarcity to close the deal and for them if there is no scarcity there is no deal. The real question is could you sell and close a deal without scarcity? What if your company or service ended specials and discounts? Would you be able to close the deal? You sell how you buy and you buy how you sell   Can you live with this in your own life – when you learn this lesson it increases your sales skills.  It is possible for you to stop selling only on discounts and develop new abilities and skills. When you learn how to sell without only using the price this skill helps you in every other deal you could be in.  Every Day Pricing was a mistake One promotion every salesperson should study is EveryDay Pricing from JC Penny.  Your buyers may like deals. You do need to know that when you have a target market you will want to know how they buy and make their decisions.  There are other things you can do in order to induce a purchase. Discounting isnt the only way to close deals and make a sale.  You will want to look at see how you make your own purchases. When you know what "sets you off" to make a purchase you can increase your skills. If you buy off deadlines, you will probably buy off deadlines. There are some people who will not make a purchase from deadlines and specials.  Increase your sales skills  Your buyer will need a few things to make a purchase: Pain, Problem, Risk or Pleasure. When you dig in and take a look at when your offer is roled out does it contain a message for pain, problem, risk or pleasure?  A poll was held on my social media about what drives people nuts about salespeople. Here are the common issues people had with sales: Bragging - Fear mongering FOMO (fear of missin out)  Guilt Pressure Scarcity Shame Social proof Threats What’s weird is these elements are all part of the sales process at some point but yet we all buy anyway.

HTSS148 - The secret closers know ”There is always another deal” - Scott Sylvan Bell

You will face problems with skinny deals  Deals, where you are not making much money on the commission, is considered a skinny deal. When you meet with buyers that dont want to pay the money you are asking for it can chew through your time and allow you to not be interested.  Skinny deals in sales are common  It doesnt matter what industry you are in there is always a deal you don't like to make. The skinny deal can come from lack of revenue, commission or the fact you are forced to be pulled away from other deals where you could be making money.  All industries have different types of buyers they work with. Everyone deals with cheap buyers or difficult buyers at some point. You do learn how to politely tell people "no" over time. You also find ways to hold your gross as well.   The keys to rejection in sales  Whenever you put time, energy, risk, effort or money on the line you have the elements for rejection. Skinny deals in sales typically have 3 or more of these elements. When skinny deals go sideways  If you feel for the person you are meeting with and try to get them a great deal you can lose. Not everyone is gracious as to getting help. It may feel that the more you try to give aide the worse the deal gets.  

HTSS147 - The problem with skinny deals and motivation - Scott Sylvan Bell

What to do when you want to quit sales or quit a sales job...  Let's face it, at some point in time you will want to quit your sales job. It could be because the job is hard, the people you work with suck or even you have your own personal issues.  You will want to look at what is causing you to want to quit your sales job. What were the factors to lead up to you want to exit?  These questions may sound easy at first but answering them can be hard, real hard. The reason is you need to be honest with yourself about why you are feeling the way you do.  Is the job out of your league? Are you being disrespected and or harassed?  Is the product or service not good? Are you having personal issues? Is it a sales slump or is it more? All of these questions are what you should be asking. It may very well be that you just hit a common cycle of your business and things are hard. These difficulties can be multiplied when you feel bad about yourself or when you have personal issues at home. Your sales problems can be compounded when you don't have money and are not making commissions.  You must master the sales process Being in sales isnt supposed to be easy. In fact, it is meant to be hard. You deal with things other people in business do not have to for the most part and the largest area is dealing with rejection.  You can make yourself better at sales by taking the time to practice and invest in yourself. This is the foundation to start with if you are doubting if you should stay in sales. If you are struggling your go-to move should be to practice your sales process and get it on video to baseline where you are. In fact, you should video your presentation when you are at the top as well to compare what you are doing right vs what you have changed.  If you are really struggling go and get some help and share what you are going through. If you want to quit sales you do need to investigate why. Once you know the reasons why then you can take the appropriate acition.  The feeling of wanting to quit sales happens to the greenest of the salespeople all of the wat up to the veteran closer. You are not alone... Keep Going!  

HTSS146 - The reasons why you want to quit sales and how not to - Scott Sylvan Bell

You will never hear anyone say, "I don't know what I did to make Monday such a good day. But whatever it was, I'm going to do it again tomorrow." If you've been in sales long enough, you know Monday is statistically the worst day of the week for bringing in revenue. Peak days bring in a majority of sales, while the other five days of the week struggle to catch up. So why do salespeople make Monday their secret weapon? We all know how difficult it is for sales reps to begin producing quality sales efforts early in the week, but we don't want to suggest that teams should wait until Thursday or Friday before putting pen to paper. That's just too far away from a sales rep's normal workday to be effective. It doesn't leave enough time for a salesperson to develop a relationship with a prospective buyer and close a sale before the weekend arrives. While Tuesday may be statistically your best day for sales, here are some ideas on how you can ensure Mondays remain productive: Think through how many salespeople come dragging in on Monday mornings, this is your competition in the office and out in the field – these guys are price matchers and or discounters. Its amazing most salespeople are truly lazy. They only produce when they see activity or sales being made by other salespeople. You have to work hard and smart to stand out in the crowd. You have to be ready at the start of each sales week. Have your sales tools and sales support lined up and available for you, before you walk into the office on Monday mornings. Make sure that what you need is waiting for you on your desk or on a nearby shelf – no scrambling around trying to find business cards, brochures, pens etc… If you want things done quickly and accurately imagine how much more productive everyone would be if those sales tools were always organized and accessible! Fighting off those Monday morning blues can take some serious creativity as well as some actionable steps such as arriving How to plan for a good Monday: Go to bed early Get up and get going before the rest of the salespeople Do your daily routine Hydrate and drink plenty of water Be willing to put in the work Watch the lazy salespeople role into work late and be ineffective. Take sales meetings, appointments and sales calls Make sales Close sales  

HTSS145 - Make Mondays your secret weapon in sales - Scott Sylvan Bell

Why you need an Awsomeness Swipe file! It's not a matter of if but when you will struggle. Whether you are a salesperson or an entrepreneur you will face issues. You will question if you are good at what you do, if you belong and if you should keep going. Having something to go back and take a look at and remind yourself of your feats, your wins and your exceptionalism does help.  What is an awsomeness swipe file  You have had events in your life that are great. These events may be small or big, known to you or known to everyone. When one of these incidents happen you find a way to memorialize it. This can be a quick selfie, a picture of the event or circumstances, or even a video. All of these pieces of information are categorized and then added to a central location. You can use awards given to you by others and even testimonials for your efforts.  Setting up your awesomeness swipe file What works the best is for your swipe file is to have different types of information for you to go and look at. These articles allow you to see a full picture of what you have done.  Testimonials Events from life (pictures and or videos) Trophies (this concept is important) You can anchor your Awsomeness swipe file  Anchoring is how you hold your emotion to an event. You can tie a feeling to action so that you can recall the emotions you need to move forward. You can use the same gesture over and over again when something goes well. Anchoring a feeling or emotion can be as simple as rubbing two fingers together covertly. You can be more overt and even make noise and use a well-pronounced gesture others can see.  Where you can store this awesomeness swipe file Having your awesomeness swipe file accessible and easy to reach is one way for you to stay on top of selling and or closing deals. If you are struggling you want to be able to get to your good feelings and anchor as soon as possible. Here are just a few places you can store an awesomeness swipe file:  Dropbox or the equivalent File on computer or phone .pdf with all the relevant data in a few pages  A quick movie that you can watch with the documents imposed into the video  All too often salespeople and or entrepreneurs feel like they have lost and then struggle to get back on top. Having an awesomeness swipe file helps you find ways to keep going. 

HTSS144 - Why you need an awesomeness swipe file - Scott Sylvan Bell

How to prepare the be recruited: If you are in sales long enough you will be approached… especially when you are good. Know this is a sales process You will be told everything “good” and “perfect” Be careful of too much upside. If the upside is sold more than the commission there may be a problem. People who sell hope may just be selling a dream and trying to recruit you. I wish I would have seen this pattern earlier in my life. Be willing to say “no” – too much upside is a sale and could be a danger sign and really could be desperation to get you in or a cover up for the problems If its too good to be true there would be people lining up to sell All jobs and employers have a problem – all companies have problems Know what you want now (make a list) What would you ask for? What’s important to you Reverse engineer every problem you could face in the industry and make a list. You want pain points in the day. You are just as much in an interview as they are – ask really good questions. All types, Yes and no as well as situational Be willing to say no – not all salespeople are good with getting or giving rejection. If it’s a no tell them and get on with your life

HTSS143 - How to prepare to be recruited for sales jobs - Scott Sylvan Bell

As a salesperson, there are people you will sell to that have the possibility of creating problems. These buyers trip up most salespeople in a variety of industries. These people can wreak havoc on your sales process and lead to frustration. If you are new to sales and or are in a sales slump you will want to know that these different buyers are normal to come across.  How you deal with these buyers can vary depending upon your sales knowledge. Taking the time to think through the list of buyers that challenge you is a powerful way to close deals and make your process easier.   Here are the 10 dangerous buyers if you don't know what games they are up to: The mysterious big deal buyer - There is always someone who tries to entice you to extra discounts and or concessions based upon more magic deals in the future. To deal with this buyer you have to let them know the next deals are the ones they will get special treatment on.  The overly excited buyer - When you meet with buyers who are too excited, the deal isn't ready to close. This is their nervous energy and most of the time leads to a quick presentation and no deal.  The desperate buyer - You may think a desperate buyer is someone who is willing to make a quick purchase. Desperate buyers will eat up your time and then complain you took advantage of them if you are not careful.  Mr. and Mrs. frugal 1 - The first frugal buyer is all about the lowest price possible. These buyers dont care at all about quality, service, warranties, and or guarantees. This buyer will grind on you just to get to a price. The danger is if you give up all of your value upfront and discount too much.  Mr. and Mrs. Frugal 2 - This frugal buyer will play games after the deal is done. You have to know that there are people who will nickel and dime you after the deal is done.  Rapport too quick buyer - Rapport can be good and bad in sales presentations. Building too much rapport with you can be a strategy of the buyers you meet with. Too quick of rapport will take you off your presentation.  I don't want to waste your time buyer - When you hear the "I don't want to waste your time line" most of the time it is too late. You will need to figure out how to slow down the conversation or walk away from the deal.  The secret shopper buyer - Secret shoppers who never plan on buying from you are a complete waste of time. Most of the time these buyers reveal too much and you can figure out that the appointment isn't real.  I know the Big Man Buyer - In life, it is all about who you know. With that being said the right discretion is important. This quick quip is meant to tell you who you are dealing with and intimidate you.  The Tech Spec Dude - Tech spec people will eat up your time with questions and even argue with you about design. Some of the tech spec people also tell you why they are right and why you are wrong. At the end of the day you will need to figure out if there is a deal to be had and if there is, is it worth the sale.  As you learn how to sell or as you sell you will want to know and understand what your kryptonite buyer is. This is the person or the people you struggle with. These 10 types of buyers may not be the one you struggle with the most. Map out the weird and or tough buyers you face so you know how to sell more.   

HTSS142 - The most dangerous buyers in sales Part 1 - Scott Sylvan Bell

Quitting a job in sales is not as easy as you think it is. You may think that walking away from an employer is cut and dry, it isn't. You have more on the line than you think.  Salespeople will say how they want to leave but they don't. There is a back and forth if you are doing the right thing. The sleepless nights, the concerns about family are difficult to deal with.  You will face rejection because you put in time, effort, and energy into your job. There is the feeling of loss and what could have been. There are all of the hopes and dreams of what could have been. You may have left another job to be at the one you work for now. You may even have picked the wrong place to work. Walking away from a sales job can be excruciating.  Emotional issues are a common problem on the way up to leaving a job. Stress, frustration, anger, loneliness, and even regret.  You may face a guilt trip from the manager, owner, and or owners of the company you work with. Know that your leaving is up to you and what you want.  Know what you want when you leave. There may be a possibility where they will try and keep you. It helps to have a list of things you want. If they press hard you can ask for too much. Know what you really want to stay vs you leaving.  Most people never talk about how to quit a job let alone a job you have in sales.   

HTSS141 - How to quit a sales job - Scott Sylvan Bell

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