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Posts Tagged ‘selling cycles

Are you an Influence Seller™?

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Doug Vermeeren was recently just looking through social media to identify how many posts are directly related to asking for something or selling something. My goal was to see engagement. Do you know what I found? Those who actually shared value first (and often much more than once) had far more engagement than the others. This goes to prove the point that I am writing about in the Learn to Sell or Die Book – We live in a time of Influence Selling™ not transactional selling. (That is not to say that transactions don’t happen – they need to if you are going to stay in business.) But the point is that there has been a massive shift and if you don’t understand that people expect you to deliver high value and future a relationship before selling then you will struggle in this marketplace. The funniest part of this is that almost everyone agrees with me. The problem is that no one is doing it in practice. Here’s the question for you. What are you doing to create value in the marketplace right now before you ask for anything? What are you doing? #DouglasVermeeren #learntosellordie #influenceselling #sales

Douglas Vermeeren Influence Seller

Why Do You Need Someone To kick Your Ass?

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Douglas Vermeeren

Simply put. You need someone to kick your ass because you are average. Your results are average. You aren’t doing things at the high level which you know you could be. Everything that you do is generally based on your patterns and how easy and accessible things are for you today. You haven’t decided to stretch to your potential and you are holding back your very best.  Don’t make excuses. You know that everything I am saying is true.

If you want to expand and grow your results YOU need to start with you. You will never grow results larger than yourself. Get out there and get to work.

When I meet with entrepreneurs, sales people, business owners and those pursuing increased results the prescription is so often the same – GET TO WORK!  Hustle is the name of the game, yet the activity of choice is to try and find the easy way.

Don’t do it. Get to work. Work hard.

Get your momentum going so you can enjoy your results in the future. That is the only way.

The End of my rant.

Douglas Vermeeren Bad boy of sales training

Are you ready to take your organization higher?
Are you ready to give them the tools to sell more?
Are you ready to help them become more productive?

Then look no further.

Doug Vermeeren is considered one of North Americas top speakers and trainers on the subjects of productivity and sales. ABC calls him the modern day Napoleon Hill for his first hand research into the lives of more than 400 of the world’s top achievers. These insider Success secrets are the basis for everything he teaches and shares with his audiences.

He is the regular go to expert on sales and business for FOX, FOX business, CNN, ABC, NBC, CTV and others. He is a regular business and sales contributor for the NY daily News, Forbes, INC, CNN online and others. He is a regular sought after expert in the both radio and TV.

He is the also the producer and director of 3 of the top 10 personal development movies of all time. (The Opus, The Gratitude Experiment and The Treasure Map.)

He has authored 3 books in the world famous Guerrilla Marketing series. (Guerrilla Achiever, Guerrilla Millionaire and Guerrilla Masterminds) Several of his book have reached best seller status and have been translated in more than 20 languages worldwide.

He has spoken on nearly every continent on the globe and is a sought after speaker at business and sales conferences worldwide. He has also spoken and served as MC at multiple TED and TEDX events around the world.

Douglas Vermeeren has been rated as one of the top business speakers worldwide consistently by organizations like the Professional association of speakers and trainers, The Public Speakers Association and The Professional Speakers Academy.

And why does his stuff work? Because I don’t hold back. I call it like it is. No candy coating here.

Douglas Vermeeren | Sales Doesn’t Have To Freak You Out

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LEARN_TO_SELL-2

ARE YOU FREAKED OUT?

Why do sales and selling freak people out? Now Douglas Vermeeren not saying everybody gets freaked out but there are lots of people who get freaked out about sales and I used to be one of them. The prospect of selling used to make me afraid, I would hold back and retreat and my results reflected my fears.

Learn to Sell or Die - Douglas Vermeeren was freaked out
The more I held back the more my fears found justification and the harder everything got. Even when I would sell I would do so with my heart pounding and gut twisted in knots. I was literally freak out each and every time.

Things were going nowhere good crazy fast.

So what was it that changed to help me learn to love sales and create profitable results.

Douglas Vermeeren : Wealth & Success Principles From The Modern Day Napoleon Hill

The bottom line is that the best way to sum it up is that I decided to get:

  1. Authentic. In other words I stopped trying to be what I thought a salesperson should be and I just decided to come real. Become yourself and things will flow better. Prospect prefer to connect with the real you than an artificial version of you that really doesn’t exist. Be someone else and you’re a ghost. Be real and you’re human.
  2. Connect. Focus on connecting with your prospect. Connect with your product. Look at how your product and your prospect connect. Connect with a belief in your ability to help. Don’t think of your opportunities as sales jobs. Really connect with the moment and how you can support your prospect.
  3. Just do it! The only way you can break a fear is to face it. The only way a kid overcomes the fear of jumping off the high diving board is to jump. You need to face the fear and do it anyways. It’s okay to be afraid, it’s another thing to do nothing about it. When you get momentum, even if you don’t begin by creating a ton of success in the beginning at least you have started. And with each presentation you get better and things get easier.  My personal experience has taught me that it takes about 4 or 5 times doing something you are afraid of or find challenging to get into my groove.

So don’t freak out! Get started. Get out there and Learn to Sell!!!!!

douglas-vermeeren-600Are you ready to take your organization higher?
Are you ready to give them the tools to sell more?
Are you ready to help them become more productive?

Then look no further.

Doug Vermeeren is considered one of North Americas top speakers and trainers on the subjects of productivity and sales. ABC calls him the modern day Napoleon Hill for his first hand research into the lives of more than 400 of the world’s top achievers. These insider success secrets are the basis for everything he teaches and shares with his audiences.

He is the regular go to expert on sales and business for FOX, FOX business, CNN, ABC, NBC, CTV and others. He is a regular business and sales contributor for the NY daily News, Forbes, INC, CNN online and others. He is a regular sought after expert in the both radio and TV.

Vermeeren is the also the producer and director of 3 of the top 10 personal development movies of all time. (The Opus, The Gratitude Experiment and The Treasure Map.)

He has authored 3 books in the world famous Guerrilla Marketing series. (Guerrilla Achiever, Guerrilla Millionaire and Guerrilla Masterminds) Several of his book have reached best seller status and have been translated in more than 20 languages worldwide.

He has spoken on nearly every continent on the globe and is a sought after speaker at business and sales conferences worldwide. He has also spoken and served as MC at multiple TED and TEDX events around the world.

He has been rated as one of the top business speakers worldwide consistently by organizations like the Professional association of speakers and trainers, The Public Speakers Association and The Professional Speakers Academy.

If you are looking to lead your team higher then look no further than Douglas Vermeeren. http://www.DouglasVermeeren.com

3 Reasons Why Everyone Hates Sales People

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3 Reasons why everyone hates salespeople
…and how you can be liked.
By Douglas Vermeeren, Learn to Sell or die!

Increase your sales by 65%

Why do people hate Salesmen?

According to Douglas Vermeeren Sales people have a bad reputation. It seems that no matter where you go sales people are interrupting your life to offer you things that you don’t want, need or have an interest in. Their timing is terrible as they show up at your office, on your doorstep or on the phone. Sales people are often seen as scripted robots on a mission to separate your from your cash and often their tactics leaving people feeling cheated or swindled.

If you find yourself nodding along to the sentiments above it might be time to slow down. The truth of the matter is that all people are sales people. You included.

Sales is an essential part of human existence. Sales is often perceived as transactional encounters where people are exchanging money for goods or services. While this is an essential part of sales, (you couldn’t eat without these kind of exchanges) sales is much broader than this limited view.

Sales includes all forms of influence and sharing of ideas. Sales includes even the way we talk to ourselves. (More on that another time.)

So why do we hate sales people so much. Recently I conducted a survey online in the hopes of understanding why we all have such contempt for sales people and for those of us who are dedicated to becoming likeable and trusted sales people what we can do to become more likeable. The following are the top three reasons why salespeople are hated:

  1. We hate being sold. You’ll notice in the title of this article that I did not say everyone hates all sales people. Doug Vermeeren‘s experience and research shows that the ones that we hate are the ones who make us feel as though we are being sold. This is painfully obvious with sales people that have not taken the time to develop a relationship with us before selling us their gizmos. These obnoxious salesmen go directly for a sale and are pushy and overbearing. Your relationship with the customer should be the priority. Recently I had a sales person come to home to share a presentation. I am constantly inviting these people into my home to observe and learn from their techniques. Needless to say that this young fellow dove right into his verbatim presentation complete with images on his iPad without even first asking my name. He continued even asking his canned questions where they were inserted in his script and nodded as I answered and then continued onwards. At the conclusion of his rehearsed monologue he asked for the sale. I declined. He then tried two or three prepared objection responses and then gave up. As he packed up his things he stopped and started talking to me like a real person. As he looked around my home for the first time he noticed what was on my walls and we began to talk about our common interest in a certain artist. He then saw the picture of my family and asked about that. For the first time in the presentation I actually started liking this guy. I could feel him becoming less of a salesperson and more of an interested friend. If only he had begun this way things might have been different.

 

Cure: Slow things down and take a real interest in those you are selling to. Take the time to discover the problem your customer is trying to solve. Don’t put the money first or you won’t get the money.

Douglas Vermeeren – Create Wealth Today

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2) We hate being lied to by sales people. Sales people must be very strong. They are in a culture of exaggerations and pressure to perform. It is very easy for them to fall into the same traps. Their bosses and supervisors need numbers so they tell them what they are offering is the best, they give them contests, bonuses and prizes for performances, they live in a culture of competition with other associates from their office and so on. As I started my sales career just out of high school I took a job for a few short months selling vacuum cleaners door to door. What drew me into that position was a lie. I responded to a newspaper ad that promised $1750 per month guaranteed. Back when I started that was a lot of money. Only after I worked hard for several weeks was I told about the fine print to qualify for that guarantee. It really gave me a bad taste for sales. Thankful I learned there is a better way. Some sales people do exaggerate and stretch the truth. Ethical sales can only come from ethical people. I have often thought that the sales profession will magnify the kind of person you are at your core. When there are good days your best self will come out, but when there are bad days your worst self will appear. sales is not an easy job. For those who try to take short cuts through embellishments and stretching the truth they may prosper temporarily in the short term but they will never make it long term.

Cure: Begin by finding a product or service you truly believe in. Stay honest, upfront and manage expectations and you will thrive in the sales career. Those who put the customer first and manage expectations will eventually have more customers to manage.

3) We hate being not he receiving end of tactics. There are a lot of great resources for training sales people to be more effective. Many of these tools and tactics when used properly will help those who are genuinely there to help and serve. However for sales people who are unwilling to practice and integrate these sales tools seamlessly into their presentations these tools are painful to participate in. No one likes to be on the receiving end of multiple obvious tie-down questions, trial closes or objection counters. The minute that sales loses the feeling of a natural conversation our defences go up.

The best sales people don’t come across as sales people at all. They make everything look natural and conversational. They are interested in us as people and they are there to support us on our journey to solve problems. Perhaps this is why some salespeople fail. They assume that since it looks so natural that it must spontaneous. Recently I spoke with a new salesperson who expressed that this was her reason for winging it. “If I prepare too much,” she said, “then it won’t feel natural.” The opposite has demonstrated itself to be true. When we don’t prepare and practice it becomes obvious when we use a tool designed to move the sale along. When we practice it becomes natural.

Cure: One of my hobbies is to train Brazilian Jiu Jitsu. If there’s one thing I’ve learned in fighting with others on the mat it’s that when we think we hesitate. When your sales skills aren’t practiced you have to think about it. When you think about it the tactics become obvious. Practice does make perfect.

My challenge to you is to focus on the cures I have presented in this article. As all of us are involved in sales in some capacity we owe it to ourselves to become good at it. We don’t get what we want in life we get what we earn through selling.

 

Douglas-Vermeeren-600Are you ready to level up? You’ve come to the right place. Douglas Vermeeren is considered one of the top leaders in sales, personal development and achievement psychology. He is considered by many to be the modern day Napoleon Hill for his extensive research into the lives and psychology of more than 400 of the world’s top achievers. Douglas Vermeeren is the creator of “Learn to Sell or You’ll die” program which helps you sell more.

Vermeeren is the author of 3 books in the Guerrilla marketing. He is also the creator of the personal development films The Opus, The Gratitude Experiment and The Treasure Map. Enterprise magazine calls him Canada’s Tony Robbins! He is the regular featured achievement expert on FOX, FOX Business, CNN, ABC, NBC, CTV, CBC and others. http://www.DouglasVermeeren.com

One secret that will increase your sales instantly by 65% or more!

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One secret that will increase

your sales instantly by 65% or more!

By Douglas Vermeeren

Increase your sales by 65%

There are many aspects of the selling cycle that a successful sales person must learn. To name a few these include lead generation, scheduling appointments, product presentation, closing the sale, delivery, follow up, asking for referrals and client management. When each of these areas can demand so much from our time it is easy to understand why we often neglect development in the one area which has the most impact.

That one area that has the most impact on your bottom line has to do with creating a powerful product presentation for your client.

Most sales trainers and expert sales people agree that the presentation is the most important part of the sales cycle. It is in the presentation that the customer decides to buy or not to buy. It is in your presentation that your money is made.

Your presentation is about more than just creating a powerful product demo for your to see what you know. It is about creating the right presentation for your client to understand how what you offer can be valuable to them.

I remember in one of my first jobs involving sales (and in almost every sales job after that too) that we had a scripted presentation.The presentation was the same for everyone we met, there were no variations. I have even had sales jobs where it was actually a requirement to memorize the presentation script down to the letter. The results were never brilliant.

And even without a scripted presentation I found challenges. When I was left to create my own ‘sales pitches’ so to speak, I found that after a few dozen times my ‘pitch’ sounded  more or less the same.

As I met with prospective clients it seemed that about 20% of the time the script would would reasonable well and they would buy something from me. I was always excited when this happened, but I wondered what was going wrong when I presented for the other folks. It almost seemed like a roll of the dice or a numbers game. I was told by my supervisors that if I just kept at it I would eventually find the ‘right’ people that wanted to buy and I would be successful. At the time it made sense. But as I thought about it more I wondered why more people didn’t buy. Was I doing something wrong? What I had to offer was valuable. The product solved the problems that even the non-buying people had.  It was affordable. What was the problem?

I have learned a lot since then.

One of the great discoveries was the theory of the 5 ways your brain learns. While it has had significant implications for my own brain, I have been astounded by the results it has had as I have interacted with others.

When we understand a persons dominant learning styles and the way their brain processes information we can begin to communicate with them in a way that makes sense for them. And when something makes sense in the way the prospect needs to hear it they make a commitment to take direct action and purchase. It is that simple.

Our thinking patterns are very peculiar and finicky. The brain sorts information very quickly and makes many decisions based on the way we have have trained it over time.

We are each unique individuals and it is no wonder that when our presentations are generically scripted that our results are not spectacular. If information is not arriving to prospect in a way that their brain needs to hear it, that information will not be valued and in some cases may even be misunderstood.

By using the strategies of the 5 ways your brain learns you can raise your positive response rates significantly and increase your bottom line in the process.

Since implementing this programs for sales companies in the United States and Canada  I have noticed a dramatic increase in the sales results for many companies and individuals. On average the increase was 65%.

If you could increase your annual income by 65% how much more money would that be? Is that a financial
increase you would like to have in your life?

Now here’s the good news, this result is not that difficult to attain. There are just a few easy lessons you need to master.

For more information on how you can learn how to do this please call 1.877.393.9496 or email Rachel@douglasvermeeren.com to find out how you can gain this information today.

Over the last decade Douglas Vermeeren has conducted research in to the lives of more than 400 of the world’s top achievers, including business leaders, celebrities and professional or Olympic athletes. Douglas Vermeeren is the author of Guerrilla Achiever (With Jay Levinson) and the creator of The Opus (with Jack Canfield, Mark Victor Hansen, Dr. Joe Vitale, Dr. John Demartini, Dr. Sue Morter, Marci Shimoff, Bill Bartmann, Bob Doyle and Morris Goodman.) Currently Doug is completing another film entitled, How Thoughts Become Things. This film will explore the process of how our thoughts become manifest in our lives as reality.  For more on this film go to: www.HowThoughtsBecomeThings.com For more on Douglas Vermeeren go to: www.SucceedResearch.com Douglas Vermeeren can be reached for speaking engagements and training at 1.877.393.9496.