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Selling is a key to wealth

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Sales is one of the most important but dreaded skills you will have to develop if you want to become wealthy.  Sales are the way that all transactions take place. And I’m not just talking about financial transactions. In fact, sales are at the beginning of everything. Before you can receive money from someone you also have to sell them on the idea of what you are doing. That is generally thought of as the beginning… but there is even a series of steps that happens before that.

Before you can sell anyone on a transaction with you or even getting them to buy into your ideas there is one person that needs to be sold first. That person is you. You need to sell yourself every time you feel like staying longer in bed than you need to, every time you feel like you don’t want to get to work, or make those phone calls you know you should or whatever effort is required to stay grinding out your success.

It is not easy. And if you can’t sell yourself on going that little bit extra further you will never have great success convincing others that you are bringing a great opportunity to them. The energy you create in yourself is contagious. If your prospect senses that you are only partial involved and committed to what you are doing they will respond the same way.

So next time you are stalling or procrastinating something you know you should do – sell yourself on the idea and get started.

douglas-vermeeren-600Douglas Vermeeren is the CEO of the Millionaire Training Systems. He teaches wealth strategies and mindset. Unlike most wealth coaches and teachers in the market today Douglas Vermeeren actually makes money in the real world and not just through the sale of seminars or personal improvement products. He is the author of the book Guerrilla Millionaire, Millionaire wisdom and several other books on money strategies that build wealth in today’s marketplace. He is also known for his extensive research into the lives of many of the elite and wealthy of today. http://www.DouglasVermeeren.com

#douglasvermeeren #moneyandabundanceshow #1wealthcoach #millionairetrainingsystems #Thesalestrainer

 

 

 

3 Massive Mistakes sales people make that keep them from closing – selling doesn’t have to be hard

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SHOW ME THE MONEY!

SELL MORE! Show me the Money

SELL MORE! Show me the Money

Closing the sale and asking for the money is generally the hardest thing for most entrepreneurs, insurance agents, financial planners, real estate agents, mortgage brokers and well, just about anyone has to do. But unless you learn how to effectively ask for the money or the deal all of your preparation, prospecting and presenting will be a waste of your time. At the end of the day the only thing that gets you a pay check and keeps you in business is your ability to ask for the sale. So why is this so hard for some people? Why has this moment in the sales process become the most feared and dreaded? Why is it that most sellers become nervous and perplexed and call this the #1 challenge they have with sales?

Simple. Because they don’t know how to transition. That’s the biggest mistake.

1) Not knowing how to transition

What is a transition? Let me explain in a simple way. Most people know that customers buy emotionally and back it up logically. The transition is that point in the sale where you shift from the emotional to the transactional or logical. Most people have a really easy time with the emotional because generally speaking we love the products and services we sell. We find it easy to be enthusiastic and valuable at this stage of the sale. But we also know that we need to eventually ask for the deal and most of the time nobody likes talking about money.

In most peoples minds talking about money is very different than talking about our business. We love our business. We are attached to our business. We have our feelings and ego invested in our business. We do not feel the same way about money. When we approach money it represents acceptance or rejection to us. Because it is indeed an “ask” it becomes a test to see if we have done a good job in demonstrating value. If the customer says NO then we feel we may have failed to some degree.

Much of this failure to close comes not from a lack of value but from a lack of effective transition. Take a look at your current sales process, do you have a transition? Do you recognize your transition points?

2)Not overcoming objections

Too often sales people try to avoid objections thinking that any objection reflects a flaw in their product or presentation. Quite the opposite is true. An objection is a signal that your prospect is considering a purchase. Think about it: Why would you ask a question if you were not interested.

We’ve all seen sales situations that went this way. The prospect nods their head to every comment or question you make and then ends with “Let me think about it.” They had no objection because they were not really interested. You don’t need polite listeners – you need Customers! Customers are interested enough to ask questions and raise objections.

A great exercise I ask my students to do is take a little time and jot down the top 10 objections that they run into and find good answers. When you have that figured out memorize it and be prepared.

Let’s talk about Brazilian Jiu Jitsu!

Brazilian Jiu Jitsu

Brazilian Jiu Jitsu

That's me in the back row

By the way that’s me in the back row. The short guy in the middle in black.

One of my favourite sports is Brazilian Jiu-Jitsu. One of the most important things for a BJJ practitioner to learn is how to escape. In fact, when I first started it was important for me to become competent in a variety of escapes from a variety of positions. The more competent I became at my escapes the less I feared being trapped in a new position. In fact, I began to allow myself to be pulled into certain positions because I knew that my escape would open opportunities for me to gain advantages that were not presently available to me. The same can be said of objections when you prepare for them you won’t fear them. Instead you’ll recognize them as doorways to opportunity.

3) Lastly, a big mistake a lot of sellers make is that they do not recognize their buyers PEAK buying state.

There is a point in all effective sales processes when the prospect reaches a buying peak. It is the point at which they are ready to buy. That’s when it’s time to stop and ask for the deal. Too often novice sales people miss these buying signals and they keep talking. What happens often is the prospect fatigues and decides not to buy or new concerns and considerations are raised and the prospect looses their excitement. Time is precious and when a prospect is ready we must allow them to purchase. Be sensitive to their needs and wants. Let them guide the sales process and spend less time presenting.

If you would like to improve these skills come and join us at the next upcoming SELL MORE: Close Mastery session. For more information go to http://www.TheSalesTrainer.com

Here’s what some of our students are saying about the one on one sessions prior to the training:

 

Does SELL MORE help Real Estate agents?

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Faye just handed in her homework for this month with the SELL MORE Program. How’d you’d like to give your clients homework that includes them sharing how they feel about you? It’s been pretty fun. But there is a purpose to it that helps their business dramatically. By the way if you’ve ever wondered if SELL MORE can help Real Estate agents you’ll be interested in Faye’s video.

 

 

SELL MORE June Edition is now available.

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Pleased to announce the June edition of the SELL MORE Newsletter. To read the balance of these articles and find copies of previous issues go to http://www.TheSalestrainer.com

SELL MORE newsletter June

SELL MORE newsletter June

Closing is not where you get the deal.

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Always Be Closing

Always Be Closing

Closing is not where you get the deal

By Douglas Vermeeren, The Sales Trainer  www.TheSalesTrainer.com

Here are a few simple thoughts on better closing. This is not an article. Just some random thoughts I was having as I thought about the subject this morning over breakfast. Yes, I am constantly thinking about sales. I encourage you to do the same. Where we invest our mental energy is where we begin to unlock our brilliance. What we learn affects what we earn. So take some time and think about these things.

By the way one of my hobbies is certainly something that a lot of people would think is weird. Some people collect baseball cards, bottle caps, comic books etc. I actually collect sales closes. That’s right. I said Sales closes. Every time I see one, hear one, read about one I write it down. I currently have just over 2000 sales closes. Now I want to point out that I didn’t say that they are all brilliant. In fact, I have some good, bad and ugly. Some are absolutely hilarious. Some are downright embarrassing and terrible. But many are brilliant. The thing I also like about having so many closes are that some are better suited to my selling style and some are not. With so many to choose from I certainly have several that work for me.

Often I have shared these with my students and many that would never work for me have worked incredibly well for them. I encourage you to start keeping your own collection. You don’t have to collect tot he extent that I have, but at least try to find a handful of closes that you really like an work well for you. Try and memorize them and have them ready to use.

By the way I have had a ton of requests for my “close collection” over the years, maybe one day I will publish it. What do you think would anyone be interested in having it? (By the way that question is a form of a close.)

Anyways, here are a few morning thoughts on closing.

A great close at the end is not where the deal is finalized. A prospect has often made their decision long before you ask for the deal. A close is where that decision is declared. The decision has been made in incremental steps along the way as you have successfully demonstrated value, solved their problem and connected with their specific wants and needs.

Closing doesn’t get you the deal it confirms the deal. The conversion of your customer is not an event, but a process.So you remember earlier when I talked about collecting closes? Make sure that you are collecting closes that can be used through out the sales process, not just at the end.

The final close is where it becomes clear whether you’ve done your job sharing the value or not. It is the time when you shift from the emotion of the sale to the logistics of delivery and terms. This is also what makes it difficult for most people to close. The #1 challenge that I have seen entrepreneurs and sales people experience is asking for the deal or asking for the money. The reason why is generally the haven’t properly prepared the prospect or they don’t know how to make the transition from the emotional, value driven part of the sale to the logistical transaction part of the sale. I call this the transition and unless you understand how to do it it can be stressful and cost you the sale.

These things should be done and confirmed through out the sales process. That’s why the popular phrase Always Be Closing (every sales needs ABC) is one of the biggest truths in sales. If you close early, often and even on the little things you will see a higher percentage of your prospects become customers. Very few prospects will ever be turned into a customer from one big close. But as they commit in degrees or identify the value for themselves in little steps they are pulled towards the sale.

Well, I guess that’s enough for today. I’m sure I’ll touch on closes again in the future. It is such an important part of the sales process and there is so much to say. I doubt if a thousand articles could finish the subject. Hope today was useful and I look forward to next time.

Doug

For more on successful closing go to http://www.TheSalesTrainer.com

The Sales Trainer

The Sales Trainer

Does SELL MORE get a passing grade?

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As part of our training in the SELL MORE program we give homework. Yes, you heard that right – Homework! Sometimes it can be kind of tough too – easy doesn’t always equal results. Part of our homework this week was for our students to simply report back their experiences with the program so far. I was a little worried. I mean aren’t we always when we collect our own report card? So I guess this weeks assignment could have been the hardest for me – that is if I hadn’t been doing my job. Listen to what Mike had to say about the program so far and tell me if you think I got a passing grade:

 

Julie & Diana share their thoughts on the SELL MORE Seminar recently in Montreal Canada

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