The Psychology of Selling: 13 Steps to Selling that Work
Vložit
- čas přidán 1. 06. 2024
- Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting": salesinsightslab.com/training/
Video Summary:
The Psychology of Selling Step #1: Drop the enthusiasm.
This is my biggest passion in the sales training space today. Salespeople need to drop the enthusiasm. It’s time to get rid of the excitement when you’re in front of prospects.
The Psychology of Selling Step #2: Stop pitching.Recent sales data shows that one of the biggest reasons that prospects and buyers don’t ultimately choose to do business with a salesperson is that they felt the salesperson didn’t really understand their needs.
The Psychology of Selling Step #3: Pressure is a no-no.Grown-ups are always telling kids that bad behavior is a “no-no”-and this is exactly how I feel about pressure in sales. Never, ever apply pressure to your prospects in a selling situation.
The Psychology of Selling Step #4: It’s about them, not you.I once had a boss that used to say, “Prospects listen to one radio station, and that one radio station is WIIFM.” Now, do you know what WIIFM stands for? What’s in it for me.
The Psychology of Selling Step #5: Step into their shoes.Some really powerful data has shown that top performers are much more effective at taking the perspectives of their buyers. When’s the last time you really thought about the experience your buyers go through when talking to you? What about when they talk to your competitors?
The Psychology of Selling Step #6: Create value through questions.If you've ever watched the show “The Sopranos” then you remember those conversations between Tony Soprano and his psychologist. Did you ever notice how the psychologist never proposes a solution to his problems?
The Psychology of Selling Step #7: “No” isn’t bad.Let me repeat that: “No” isn’t bad. This is such an important part of the psychology of selling. Most salespeople spend their entire careers trying to avoid any type of rejection. But in reality, hearing “no” isn’t a bad thing at all. You see, our data shows that at least 50% of your prospects are not a good fit for what you sell.
The Psychology of Selling Step #8: If you feel, say it.One of my mentors always used to say this, and it stuck with me because it’s great advice. In today’s selling environment, there’s just no time to waste with tire-kickers or people who aren’t a good fit.
The Psychology of Selling Step #9: Get deep into their challenges.This is something I’ve been saying for years. Salespeople need to start thinking like doctors, and stop thinking like typical salespeople. The key is to get deep into prospects’ challenges. Most salespeople just identify a surface-level challenge and then immediately offer a solution.
The Psychology of Selling Step #10: Tie their challenges to value.We’ve talked about going deeper to really understand what’s going on in your prospects’ world. Now you want to make sure you’re tying their challenges to a specific value.
The Psychology of Selling Step #11: Make it a two-way dialogue.The psychology of selling shows us that when people are actually speaking, they’re the most engaged. When they’re listening, they may still be engaged in the conversation, but it’s less likely.
The Psychology of Selling Step #12: Budget comes later.This is one of the most important elements in the psychology of selling. You never want to begin your sales conversations talking about price or money. This budget discussion should come at the end of the discovery process.
The Psychology of Selling Step #13: Use feedback loops. I said earlier that it’s important to make your presentation a two-way dialogue. Feedback loops are the most effective way to do this. These are little questions to ask when you’re talking to prospects that will pull them back into the conversation.
So, there you have it. That’s the psychology of selling in 13 steps to selling that actually works. I want to hear from you. Which of these ideas did you find most useful? Be sure to share below in the comments section to get involved in the conversation.
![7 (Proven) Tips to Overcoming Objections in Sales That You Hear Constantly [Avoidance]](http://i.ytimg.com/vi/bVRyGP_t_T8/mqdefault.jpg)
Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
Great video! Keeps it simple and very effective... Treat people like you would like to be treated and always render service.
@louc7174 pp
@louc7174 pp
@louc7174 pp
Pllp
1.drop the enthusiasm 2. understand their needs 3.pressure is no no 4. its about them not you 5.get in their shoes 6.create value though questions 7.No isn't bad 8.If you feel it say it 9.get deep into the challenges 10.tie their challenges to value 11.make it a two way dialogue 12.budget comes later 13.feedback loops.
wanted to like, didn't wanted to ruin the number
Thanks for saving me 19:13 minutes! 😊
Not all heroes wear capes !
J me😮
@@sc28_688😊
Keeping the person involved with your questions. Have them speak 80% of the time. You, the seller, only speak 20% of the time.
Carlos I. Nunez Jr what is your work
I have to do a ton of explaining in my industry. I repair and sell HVAC equipment. I find myself speaking 50 percent of the time at minimum. Especially when the customer has a legitimate need to assess the cost of the repair vs the age of the piece of equipment. Often times, a new one is best in the long run. When I sell my customers something, it's because they actually need it. This is something that I will push a customer heavily for. Especially is safety becomes an issue. I'm 9/10 when I push a sale from a safety stand point. I like the philosophy of "becoming the customer". I don't get mad when a customer decides to work on their own equipment. There are so many ways to mess it up that we end up getting called to that unit for diagnosis and repair.
That's just the way we have to be. In the HVAC industry, traditional sales mores do not apply. Hacks and crooks get called out quickly as well. Just be real.
Very true. I need to learn this
@@billybbob18 One way to add more customer talk time is to ask them questions..What have you tried so far? What is your priority..this or that? It really does wonders to bring down the wall when they speak.
How
the first sales video that doesnt feel like a sales video and has that humanity aspect ive been seeking. thank you
Only honest sales people can follow Marc's methods. This is not for the sales people who whenever they look at a person they see a wallet. Its not for those that are out there to only rip people off and to make economic value only for themselves. You need genuine honesty for this.
I agree Azhar. Marc's way works if you are owner operator and selling your products and services to a business owner directly. When you work for a company as a sales rep, you are micromanaged, facing top KPI's, quotas,minimum number of cold calls, minimum number of face to face meetings, You don't have freedom to use this system. You are stuck with what and how they want you to do it. If you deviate from the process or you back off the clients who you see don't qualify ...you lose your job. No one can dictate the tempo how you lead the dialogue with a client but the rest of it...all micromanaged.
Do you know of any videos. Where I can learn to swindle you or other men like you?
Makes sense
@@Adventure_fuel 🤣🤣🤣
@@desetmedia very true agree with you.
Behave as a doctor rather a salesperson. Good stuff!
Makes sense
Loved this too!!!
Well said
I’m tryna Learn this door to door stuff right now because In about 2 hours my friend expects me to start going round my neighbourhood and sell a product a friend gave me, I am a very awkward person I was a very sheltered child so I don’t have good social skills (hens why I’m watching this video) the only commission I’m getting for this is if I sell the product for him meaning I will only make a profit if I sell the product for my friend. I don’t even know where to start when it comes to this whole door knocking buisness and all these videos talk about are just mostly about the mental game, I want to know the basic idea of what ur supposed to do when if comes to this whole thing, I’m not trying to go up to a door and the first person I knock instantly shuts me down and I have no way of explaining what my product is. I don’t even want to knock doors a today because I am so inexperienced and the situation I am in is near impossible to even get some to consider buying, instead I’ll probably just get slot of people annoyed at me for knocking there door during a pandemic like this, when I see pro sales people going door to door most of them get like 1 buyer ever 50 doors they knock and there a doing this as a whole job meaning there good at it, meanwhile I’m literally a sketchy looking kid going out with a sketchy looking box of a product and expecting people to buy it straight from my hands without any proof of it working or proof of its value. I’m probably just gonna take the box with me and walk as far as possible from my friends hours and chill there for like 2 hours, then say I knocked around the neighbourhood and nobody bought from me. I hate to lie but it’s better then telling him I gave up he’s one of those friends that expect you to live up to every expectation or else Ur a fake friend to him. I’m going to list this product on kijiji that’s my best bet at selling anything at all right now.
basherblast how did it go?
As a sales associate of an optical clinic, my number one tip is don't over sell your product. You should always include the the downside or the drawback of your product. It may seem odd but that's how you gain the trust of the customer by making them feel how honest you are. And of course, always listen to their needs and avoid making arguments with them. You should know that your role is to always find solution. And if you think you can't help them, tell them honestly. They'll pretty sure to ask you again
Yes great elaboration on this topic!! Ppl like myself appreciate your opinion!
Yeah. Perfectly said man
True but avoid words like.. to be honest with you... because were you lying before?
Your absolutely correct always disclose the negatives of your products or services. So that they can make an informed decision.
Rapport establishment can be done in many ways. Downselling your product works, but it also introduces another variable to the customer (i.e. another point of contention) and increases confusion.
Sales is not about selling what ever you have to anyone who comes across. It's really about get to know as many people as you can who has the problem you're solving.
Also, see if the person really wants the solution because referral is the biggest sales technique ever.
I disagree with the rule of no pressure in sales to an extent. I’ve learned there is positive pressure and using it took me from 6 sold units to 16 in one month and I have since adapted it to every sales so long as its beneficial to both the customer and I. For those wanting an example I’ll tell you one of my Toyota Highlander deals I did back in the car business.
I had a woman down to the pencil on the car deal but the monthly payments were sitting at $682 per month which was too high for her. Now I knew she loved the car (her eyes physically lit up when she saw it and got bigger after she drove it), she was a ready buyer, and had no problem affording the payments. It wasn’t the money she was worried about it was the commitment. Of course my managers told me to show her different cars like a Camry or Corolla bring down the monthly payments. She wanted the Highlander and anything else would have been a bad buy and a bad judgement move on my part. I told her what they told me then proceeded to tell her of a boat I sold to another guy years ago. He too didn’t like the monthly payments and wanted to see cheaper models. I knew it was bad then but didn’t know any better than to sell what he thought he wanted. He ended up hating the boat, me, and the dealership. All because it wasn’t what he really wanted, just something he settled for. I told her to get anything else would be to settle and you’ll hate me for as long as you own it. I told her I couldn’t sell her something she didn’t want and gave her the option to work with my buddy instead. She ended up signing the deal and during the next year she would text me thanking me for pushing her to buy the Highlander and had since sent me more customers.
Point is...not all pressure is bad, it just depends on how and why you use it
"the monthly payments were sitting at $682 per month which was too high for her." - "she had no problem affording the payments. It wasn’t the money she was worried about it was the commitment." What made you so sure about that in the moment?
I feel that this is not an example of pressure but an example of empathy, so basically... standing in ones shoe's knowing that most people like what they like. also reassuring her confidence was also key. just have to be human and that's what I believe you did here.
Linda B it’s because during the presentation her eyes lit up left and right. Once she got behind the wheel for the test drive she didn’t need me to sell anymore, she wanted it. Because of this I knew it was her concern with commitment. Some people, no matter how much they want something, are hard to close you just have to put the positive pressure
Red Stafstrom this is true, and the car business is a retail business, just on a different scale. Before moving to big ticket items I started in basic retail and refined what I learned to match the level in which I’m selling
Red Stafstrom and I did read SPIN, good book. For those looking to advance their skills pick up a few books that aren’t directly related to sales but offer info that can help. I started with Tom Hopkins Master the Art of Selling then moved on Grant Cardone, etc. but two books that helped me in closing are Micheal Wheelers The Art of Negotiation and The Book on Negotiating Real Estate Deals
Great stuff. Been in direct sales for over 40 years. I love the doctor analogy. I teach all of our sales people not to sell, convince, or be pushy. Be sincere, be genuine, be yourself, and most of all HELP your prospects.
Yup, the key is to be genuinely authentic and personable in your pitch. Don't put any pressure on your prospects and give them comfort that the most important thing is them and not your sale/money you make from it. People can sniff the annoying pyramid scheme sales guys right away.
@@user-mw1zq1fe3qbecome a friend . That's simple !
I recently traded my power tools for a clipboard and it has been a huge challenge. First day, 60 people 4 leads. Second day, 105 people no leads.. The very first step was one I was failing.. Being overly enthusiastic. Also a few other things as well, I feel like I learned alot in just a short amount. Time to get back out there. Day 3 starts today.
Hi! So how did it evolve?
You good?
clipboard? get a tablet my guy
I’m in the middle of changing from construction as well. Kinda worried about not succeeding but never be afraid of a challenge, it’ll make a better man out of you. Also do you have any tips you could give myself and other new guys?
@@cityboy6661 be confident in your abilities, make a connection with the customer, look professional, be prepared for them to say no, but have a counter. It's a numbers game
As someone who was lucky enough to go to a school that had a Bachelors degree in Professional Sales, I cant tell you how valuable this video is. Good stuff!
Who offers that? You see Marketing but not selling.
Who goes to school for sales ? Looks like they sold you. They sold you a tuition
He’s on point in this video, The empathy and integrity go along way. Scratch out the word “sales” and be the Shepard and educate them. Be honest, when clients trust you they will use you for everything and introduce you to their family and friends. Be authentic! It’s simple!
Top take-aways for me: think like a doctor, and don't be pushy because it triggers a reaction, and that the top salespeople sift through the no-match prospects quickly to spend time with the right prospects. This was really good. I look for good videos and I read sales books and articles routinely, and I'd rank this one pretty high ---high enough that I subscribed to more of his videos. I like the softer approach, and it works for me, and this was share-worthy.
Okay, so I used the reverse psychology method on a woman who kept saying she'd call me back, and then when I'd call because she didn't, she never picked up. Finally got her on the phone. Told her "I've been in this business a long time and it sounds like this might not be of value to you." She responds OMG NO IT IS- LIFE IS CRAZY! LET'S MEET FRIDAY AT 3:30PM THANKS!!! My first call of the day!
for dating? :P
Hhahha..
what? hhahaha
Let me guess then everyone around you starting clapping?
Truly wonderful tips, you've changed my perspective completely and made me realize I don't have to change my personality to do sales, I can use the caring personality I have as an asset. Thank you!!
“If you feel it, say it” this tip gave me relief as soon as you spoke it, I figured I would have to restrain my honesty to pull through the call. Thank you
I watched several of your videos last week when I was preparing to meet with a prospect. I used the things that you suggested using feedback loops, using questions to determine what was important to the customer, and showing the benefits, and successfully signed up a new customer. During the conversation, it was the most confident and most comfortable I have ever been dealing with a prospect. I felt in no way uncomfortable or intimidated and the whole conversation showed we were a great fit for what he was looking for. Thank you Marc, for the first time since I started I actually look forward to conversations with prospects, rather than dread them. :-)
This is amazing and congratulations!!! Do you have any tips for using these tips when it comes to selling keychains?!? Some of these are hard to implement in that area… wasn’t trying to bother you, I just really want help…♥️❄️
1 drop the enthusiasm
2 understand their needs
3 pressure is a 'no no'
4 its about them not you
5 get in their shoes
6 create vaule through questions
7 no isn't bad
8 if you feel it say it
9 get deep into the challenges
10 tie their challenges to vaule
11 make it a two way dialogue
12 budget comes later
13 feedback loops
Behave as a doctor is a great way of looking at it. It is so different than most people think, yet it will build rapport with the customer, and help the rest of the conversation easier, because the clients walls will come down more,and they will make it easier to open up to you, as well as engage even more into the conversation. Great stuff
This mindset WORKS 100%.I was on a plateau with my sales and warched, took notes , practiced dialogues and techniques based on this video I had a HUGE improvement!!! Yes ypu gotta do the work and tailor the psychology to what you're selling AND your personality and there is amazing results!!!
I just started a pretty heavy sales job. I did cold calls before but now i am calling people and scheduling their moves and giving them estimates. Got any pointers?
I literally had my easiest sales call a minute ago by watching this video during my lunch break at work! You're amazing!
He’s so right. The enthusiasm portion I’ve done too many times on accident. 🙈
I currently work at bath and body works and am quitting to pursue a career in commission sales, and I couldn’t agree more with the first point. I’ve gotten more sales by not being overwhelmingly excited than I can even think of anymore and sadly bath and body wants to have everyone berated right at the door! My managers and other people ask me how I sell so well and I just simply say “I don’t overwhelm them right when they walk in.”
Bro I’ve been in sales for a year (nationally ranked sales rep) and your videos are awesome! So simple and direct. If only all sales reps were aware of this mabye we would have a better reputation lol. There are good sales reps out there!
Hi I am Umang from India. I got an offer to work as Engineer-tech sales. I wish I could have some insights from you. umang.201078@gmail.com
Makes Sense
Love to hear what you think of my content based on your sales experience. What would you say the biggest question your reps find they have when it comes to sales or the psychology of sales?
Sunny Nakra most people have a really hard time taking control of the conversation. And when the do it’s to pushy and aggressive. You don’t have to talk constantly to Detour the conversation your way. True salesmenship is remaining indifferent about the sale but enthusiastic about the conversion. That’s the hardest thing for most people to get. At the end of the day it’s a conversation not an interrogation haha. Well at least your client can never know it’s an interrogation ;). That’s were the psychology comes into play.
Be Solution orientated, Quality Driven and customer focused!
In my learning frameworks class in college, we read from a book called 7 Habits of Highly Effective College Students. Habit 5 was about listening empathetically. Throughout the chapter, the author mentions that when listening we need to "diagnose before we prescribe." I think this is a very good way to summarize what he is saying about thinking and behaving like a doctor.
There’s a fine balance between enthusiasm and authenticity. I always tell my real estate agents not to over do it but also don’t be a flat line.
Sincerity is everything. People are more educated and aware. I love the authenticity of interactikns with the highly informed consumer.
Realtor here. Used to have a boss who constantly tried to force us to pressure everyone. Example after example showing it didn’t work, but they still didn’t get it. Thankful to be away from it. This video really has great tips.
I really love the idea of being a doctor, not a salesperson. That makes sense for sure. Thank you! I am considering taking my online training and beginning my career in Real Estate. Wish me Luck!
How is going with the career in real estate? I think about starting too.
Hope you initiated this madam .Hope all is going well with you in that sector
I wonder how far u are?🥺
best of luck
“You’re in the right place!” Haha I felt personally attacked and needed to hear that. Thanks Marc!
Great points Marc. I tell colleagues to ditch the pitch. It's amazing how engaged clients can be when you ask a question, and then listen actively. It shows the client you care.
This is EXACTLY what I needed to hear this morning!! Thank you so much!!! Confidence boosted!!
I have been in retail for 11 years now and have practiced a lot of these tips already but seeing more in depth helped me to realize my short comings! Thank you for this video it was great!
Probably the best mini-sales training I’ve ever seen. Simple, direct, actionable. Love the think more like the buyer, act more like a doctor. A great way to avoid internal resistance, when feel like might come across pushy or salesy... or to avoid pitch mode or talking too much about product/service...
Looking forward to more tips.
Haha right
Not even close ....no disrespect but enthusiasm is actually very very important...as long as your being real and not too anxious....i think his first tip is wrong in many many many ways ...your not selling a product your selling yourself ...his idea of an intro is what we call robot behavior and kinda kills any chance of a natural dialogue going into your pitch ....
but what if you were genuine in your enthusiasm. I'm going to soon attempt my first sale and i don't find an issue with being enthusiastic because this product is something that i am genuinely very enthusiastic about. Putting a mask on to seem more authentic does not make much sense to me. What are your thoughts?
Tip 4 (It's about them, not you), 5 (Get in their shoes), 6 (create values through our questions), 7 (no isn't bad), 11 (Make It a two-way dialogue) and 13 (feedback loop) are super great tips. Thank you! ;)
Your tonality, posture and stare at the end of the presentation with the Question, "what would you like to do next?" is the closer for me. It somehow assumes a lot of "Yes's" from the prospective and get them to commit. Again, not just the question but the visual language of it - MASTERPIECE!!!!
I just got a job in sales and for the last two months I've been pouring over sales material and this video is my favorite so far. Its valuable information, delivered clear and concisely.
Seeing it from a doctor's point of view really hit! Thank you for this video. Sold me 😉
❤ 0:39 years
Understanding the need of your client is the most important point that you have discussed in this video. We should have to work on client goals. Understanding their psychology and learn what they care about and completely put our efforts on the same direction.
If you feel it, say it.
It’s cutting to the chase, and as I apply it to some past experiences, I see it saving time, as well as being much more professional than “pushing through it” hoping that the feeling is wrong,
I think it will be applicable in Telemarketing or Follow Up Clients thru Call. When I tried to made a call, and the person told me that "shes busy" call me after a little bit (without time) or keep on telling me that "Im just in a meeting and let me call you back" I will.be straight to the point asking them " hi sir, are we still interested to my this property?" And mostly they will say the final answer.. in that way you can avoid the reality that you will waste your time for not interested person, and they cant feel that you send them a spam messages. Your time and their time is important. So sometimes we need to be straight to the point in a nice way. A real buyers will provide time and efforts for their queries. If they cant provide time to.talk. no doubt they even dont have time to purchase. Lol
These are amazing and helpful tips, but my favorite thing about this is how you're just talking to the camera with a very small script. You can tell how passionate you are about it. I really like your tone and your voice as a combo for some odd reason
These tips are like a puzzle you just have to put them together! I love the wisdom and knowledge thank you.
I'm watching these videos to actually try to understand what was going through one sales buddy's head when he tried to sell me on a seminar. I wasn't just the 'tire kicking' customer, I said flat out "I will never buy this product. You should be pitching to companies, not individuals. You're targeting the wrong customer." He then tried to make it seem like "I had the problem the seminar was meant to solve, but was in denial." I'm like "Arent you listening to me!? I just gave you strategic advice because you *really* need it!" It was like I was talking to a wall. Super fascinating.
This guy is at the highest level of selling. Pure sales are the ability to communicate well with anyone if you're selling a product, service, or an idea to someone.
conclusion: sales is a problem solving technique
I think step 8, 10 and 13 are most useful. In my sale experience, I always guess what prospects are thinking. If the prospects are not in conversation, then I don't know how to go on with it. It's a good idea: feel it and say it. I will try later. Thank you.
FINALLY someone who doesn't sound the same as the other "Business Men" giving tips. ''Drop The enthusiasm" people can definitely come off as superficial. it doesn't seem natural when someone approaches with that "foe niceness" why? because NO ONE SPEAKS THAT WAY! great vid! thanks - Jess
All of them actually but i like the most is to think like a doctor and not as a salesperson. It says everything there, when ur mindset is like a doctor you can easily point out the needs and challenges of your customers. And also the Feedback loops it is maintaining or keeping up the interest of the customer or buyer throughout your conversation. Thank you sir for sharing us your wisdom and knowledge in selling. I also appreciate the subtitles on your videos it is easier for us to understand everything you say. Godbless!
I'm trying to sell our handmade beaded jewelry online. I believe videos could help and I appreciate the "No enthusiasm:" concept and finding a way to "ask and solve a problem" when there is no physical contact. I look forward to watching more of your videos and trying out new ways to promote our jewelry.
Good thing I’ve bump into this video. I’ve been searching for selling techniques and this one really speak through. Simple and clear. Thanks for this!
I work as an intake coordinator at a behavioral health clinic. In one year of me running that dept., we nearly doubled our yearly net income. All of the points he mentioned are spot on, the only addition I would make is a little enthusiasm as long as its genuine isnt a bad thing but too much definitely sets you back with them.
Best free sales video I’ve ever seen. If you are a salesperson looking to grow from tactical to strategic - watch this!
This is a suuuper and valuable selling skills, thanks Marc
1. They don't want the pitch ie try to understand what they really want
2. Get deep into their challenges ie not thinking just like an ordinary salesperson but acting like a doctor to understand the core challenges.
Simple, straight forward, and powerful advice for sales anf human interaction in general. Thank you!
I believe you can be enthusiastic if that’s who you are. It has to be natural for sure and part of who you are. So, if that’s the real genuine you then be authentic! It wins every time!
His first minute is on point. I think people respond to being genuine. Not overly hyped up
The one about making sure they see the value and also feedback loops. As a life insurance sales agent you gotta make it solely about them and their families, and present it in a way that makes sense, conveys the long term value and also that its not a want but a need to make sure that families will be covered if something happens or death. Also key to handling the most common objection which is usually “let me think about it.” Tell them 2 reasons people say that, either not interested, or not sure. Then going into more qualifying questions like affordability, product benefit, to close. Great presentation Marc!
I loved the concept of being a Doctor is such as important aspect which can be used not only in sales but in any powerful /meaningful conversation that we need to do
I work with a company that pushes the enthusiasm bs on us. They want us to utilize the tactic. I absolutely discourage it. I've noticed that being real and direct is a better approach. That small, genuine smile and a smooth, calm tone go a long way and induces the prospect with a calm feeling.
I believe a little pressure and aggressiveness helps to make sales. Not everyone perceives aggressiveness as being money hungry or desperate, it just shows that you truly believe in your product and that your confident, and customers take notice to that, and they'll end up buying...great tips
I came across this guy and listened and jotted down strong points to practice!I sell shoes and I’m only been in the game for a couple months and I’m climbing the later but could always get better.This helped tremendously!Thank you so much
Exactly the kind of stuff I learned in my professional training. Its nice to have those issues reinforced, thank you
I knew a lot of this instinctually already as a result of my everyday polymath / Renaissance Man approach to self education we're by which I've already read dozens of books on marketing and sales, but to hear all this properly articulated really it's home.
I learned a lot here, but here's one that stands out for me:
Don't just pitch right in.
First try to understand, where they are at, the problems they have, and what solutions they look forward to.
After this, you can then know if your solution would be a good fit for them.
I found this really helpful.
Thank you very much for sharing.
You're like an All NBA 1st Team version of a Sales Trainer. Incredible - the whole thing.
This was good stuff, started using some of your tips on Linkedin, and also minimized the old fashion cold calling. Also started looking at publishing an ebook. Learning to listen is the key to a secure sell. Remember the best sales person is a doctor. As someone else said, listen like one. Awesome Job!!!.
Getting the person talking makes them feel good. All by itself, that constitutes value, insomuch as you have created an enjoyable experience. Also, if you just shut up, and let them talk, they will talk their self into buying! Remember, people love buying! They are afraid to loose some of their cash pile, but they love spending money! Ask questions designed to keep their lips flapping and they become a member of your sales team! LOL
I liked that you explained nor to be too overly enthusiastic that makes you more genuine
Brilliant video Marc, it brought back so many of the things I've heard in the past and started to do. Now I'm back in sales, I'm loving the challenge and I'm recalling so much, and videos like yours are fantastic. Good man.
Your advices has enabled me selling more than $50k online while being in college. Thanks Mark
You've made me a better salesperson. Long way to go. 👍😁
Addressing budget earlier in the sales process. Even if they don’t give you a direct answer, you can judge the reaction/non verbal cues to the range you present as “that seems about right” or “no way we can afford that!”
A bad doctor prescribes a random drug while barely listening. A good doctor will listen to the issue and trying to find the underlying problem before prescribing anything. Same with sales - love this analogy.
You are one of the only CZcamsrs to put the video in the description. This is so important to loving your channel and information.
Haylie R. Wilson was it due to the time saving or why do you say that?
This helped me so much! I have a presentation that I need to make for a new job and this answered my questions!
How did your presentation go?
@@BoereViking I got the job!!!
Getting the person involved in the conversation back again after asking small and simple questions like what do you say this was the most interesting one
Thank you! There's so much VALUE I received today. Key take away was be the doctor not a sales person!! #strong
I got great value from watching this video. Thanks Marc! My two favorite points were "Creating value through the questions we ask" (very practical) and "WIIFM"... Awesome stuff!
Haven't seen such an insightful video earlier Marc, Most of the sales techniques have always been making me push myself to not to be myself and "ACT" in certain way, the ease you have put in is for me the most important one, I will use "THE ENGAGE" technique the most during my upcoming meeting and surely will share the feedback I get here!!
Thanks a TON again!!
I'm still relatively new in sales but watching your videos has made me more confident about what I'm selling and how to deal with the feedback loops that's what really gets the customer goat 🐐
as a sale manager i can genuinely say that this video helped me a lot and this steps are still exist and can be very useful when it comes to selling they're so tough which leads us to huge amount of additional revenue
Thanks for the great piece of knowledge you shared, Marc. There was a lot of helpful content.
Extremely valuable! #13 really made everything make sense. You're closing the sale with a feedback loop so that at the end it adds up to one big sale!
I had to learn to drop the enthusiasm. I was glad the client should up for the appointment that I was thinking that thinking back on my customer service rep days. The always polite, always friendly mentality. I had no real training in sales. The pitch is part of my contract. I've already learned some of these, but I'm going to use all of them. Thanks
Explanation of video was very valuable because when I am the customer these are the actual feelings that I encounter when I am speaking with a consultant, I try to pull back because the consultant has not built up a rapport and somewhere in the discovery phase of the conversation I have became either bored due to the questions and just want to get to the point….because the consultant really did not do the connect to ask me what made me interested in the initial response…which would have encouraged me to become engaged and then I would have been the one excited instead of the sales consultant. So what I have learned from this video is to connect and sound natural but get that rapport at the beginning to build the trust for the qualifying process so that the other person don’t feel that they are being sold. I enjoyed this video…thank you so much for explaining the psychology behind this process.
Your advice is both ethical and spot-on accurate. I Like #1- Drop the Enthusiasm (Be genuine, no fake) #5 Get in their shoes (see from their perspective, thru their eyes) #9 Dig deep into their challenges (what’s most important to them & #10 Tying those challenges into value (What That Means it Them) or WIIFM’s and #13 Feedback Loops (Keeping them engaged And in the convo thru small questions/commitments, at least every 60-seconds. Ex. “Does that make sense/work for you?” “Those are great reasons, aren’t they?”
“Is that ok?” “It is a great feature, isn’t it?” . Awesome stuff Marc!
The drop the enthusiasm thing doesnt really make sense tho. you want to be actually passionate about what you're pitching and be enthusiastic about it to get them on board and not just appear apathetic and bored because it makes them think that theyre getting a good deal and it gives the conversation less of a purely transactional vibe but also gives them the feeling that you're a nice and friendly guy who is trustworthy. It's like the strategy that better call saul uses, he doesn't use big words and try to appear monotone and apathetic like hes pitching something he doesn't give a fuck about when he proposes something hes excited and energetic, hence why his clients trust him so much and think about him as a friend, because he like asks about how their kids are doing and stuff
You dont want to be fake enthusiastic to them, you want to be genuinely passionate about what you're pitching
This is literally the most incredible advice I've heard on this subject. I saved this, and I'm just gonna watch it over and over until I memorize it. Lol Youre helping thousands of people make a lot of money. Thank you!!!
Thanks Mark! Be a doctor not a salesman… that statement alone may be the best attribute in the entire process. Your approach inspires me! Best, Bradford
George, typically a solution based on what I'm hearing the challenges are, typically a solution for what we've discussed can range anywhere from 100,000 to 500,000. Where on that spectrum could you see yourself fitting?
This is my favorite part. Am very happy
Thanks for putting into clear concise words what I've been trying to explain to my sales team!
I agree with all concepts except one. This guy is amazing and breaks it down for everyone very nicely. This video is very valuable and should be memorized and implemented in your daily sales activities. The one rule that I differ on is pressure tactics. This is very broad term. There should be a line in the sand so a sale doesn’t drag for months or years. You can still do this without being dishonest or making your buyer feel uncomfortable or pressured.
You can create urgency by showing them the draw backs and costs of not acting now. You do that through asking great questions. One line that was powerful for me. Can we atleast agreed that these issues can no longer be ignored.
Wow. Content with this kind of quality is absolutely rare. I can fee the experience radiating from you. Thank you for this valuable content.
I WAS WORKING AT A CAR WASH AND THE 7th TIP 8:40 WAS IS VERY APPLICABLE
NO MATTER YOUR SALES SKILLS YOU WILL ALWAYS FIND A PERSON WHO IS NOT A FIT BUT YOU HAVE TO BE POLITE AND BE PROFESSIONAL IN THE CHOICE OF WORDS TO A PERSON WHO SAYS NO. SOME AFTER YOUR LEVEL OF INTEGRITY IN THE RESPONSE YOU GIVE WILL END UP CHANGING THEIR MIND AND COME VISIT OR BUY FROM YOU NEXT TIME.
Mark-Another excellent video. Thanks for posting.
I really like the suggestion to think like a doctor! Awesome stuff here. Thank you!
I’ve recently gone into the sales industry I just moved to Vegas and I sell a VR experience I really don’t have any experience in direct sales at all it’s a little scary but exciting at the same time these videos will definitely help in the process of becoming a good salesmen ❤
I enjoyed how you used the term “mini-closes” to describe feedback loops. It really builds the ides that the ending close will be less complicated and abrasive when following the other steps in the sales process. Thanks for the video!
wow!! This is the good stuff. I just got to say, I've been watching a lot of CZcams Videos to give me the best advice and best information about how to be a good realtor and this has been the best! Thank you so so much!
Very good!!! Also we must remember we cannot close everyone. It's just the way it is. So don't let that stop you from continuing on to the neXt presentation. Analyze why the presentation didn't close and then move on. Many sales people let this bother them and do not allow themselves to let it go - move on to the neXt presentation. In many cases it's not the salesperson. If prospects are not buying, guess what, they're not buying. Move on. It's a numbers game!!!!
Well said Joe, I used to beat myself up thinking I was just doing something wrong in how I was presenting, but really if your prospects are in some way unqualified (Wrong demographic, not enough disposable income, showing a product in the wrong venue or environment) there are so many reasons for a "No" and you're dead right, don't take it personally just move on through the masses looking for those buyers who want what you're offering.
The tonality of your voice makes a huge lot in and conversation. Sales is conversation and human interaction. Regardless if you are the seller or the one buying anything, being treated with respect and having a good conversation is key.
The tone of your voice makes the same word mean 5 different things.