What it takes to be professional

What It takes to be professional

AVAILABILITY Always be there for your customer over the phone or physically. Reliability provides customers with surety. It can give you a massive competitive edge. PROPER DEMEANOUR In-person, online, and even personal social media presence, appearance is important. GREAT COMMUNICATION SKILLS Written and verbal communication must be kept at high standards. Conflict resolution, co-worker relations, customers interaction etc. must be professional. COMPETENCY Product, market, customer, and company knowledge is non-negotiable. Show transparency ETHICAL Show integrity. Let your word carry value always MANAGE EXPECTATIONS Say no… when it's required. Don’t over-promise and underdeliver CUSTOMER COMES FIRST Put your customers first, Before your pocket and company within reason of course SENSE OF URGENCY One of the most important characteristics of a sales professional is a sense of urgency. Getting things done, prioritizing what is most important and doing it with a determination Be there for your customer swiftly. AFTER-SALES SERVICE Make sure your customer gets all the after-sales service they require. Systems must be in place, and the client must feel fully supported. CONFIDENTIALITY Protect your client's information. Don’t speak out unless you’ve asked permission ORGANISED Be up to date on systems you use, admin, commitments etc. TREAT ALL CUSTOMERS LIKE VIP. Respect everyone. Treat all your customers with equal respect. If you are busy, then don’t take on more clients if you are only able to look after the bigger ones. EMOTIONALLY STABLE Keep your emotions under control, and make logical decisions HOLD YOURSELF ACCOUNTABLE Own up and show up. Resolve the issues.
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Questioning Techniques

The art of asking questions is so important in understanding your customer. With smart questions, you can build rapport, become likeable and be seen as Figure of Authority Questions help you understand your client’s needs, wants and motivations. Ultimately Questions, provoke thought, and that thought creates emotions. So, the right questions can invoke the right call to action. Think about a therapist, People pay them 1000s to listen and ask questions that help them deal with their problems. Therapists are experts for asking clever questions. Yes, those questions have purpose and direction, but that proves the power of questions. It is one of the best sales techniques to master. Its what the conversation should be based on and it’s what should be taken up most of the time. HERE ARE SOME QUESTIONING TECHNIQUES: OPEN-ENDED QUESTIONS Asking why, how, when, who, what, where These words leave plenty of room for answers. These words are great for holding a conversation. These are the best types of questions that can be asked, I link this to an iceberg, an iceberg's mass is below the water surface. Asking deeper questions rather than short narrow one-word answer questions. These are thought to provoke and stimulating type questions and boosts conversations in a great manner. CURIOUS QUESTIONS These questions are stated in a manner that shows interested without judgment. These build likeability. Showing an interest in someone with no judgment is a powerful technique to build trust and favor. LIKABILITY QUESTIONS People love talking about themselves, so if you ask them about themselves or matters, they’re interested in, you will get engaged and receive a lasting conversation. Make a note to center your questions around your customer and see how positive the response will be. YELLOW BRICK ROAD QUESTIONING These are leading questions, questions you already know the answers to, typically the answers are short. These questions are to direct the client in a direction you want. EG: Tired of wasting money on bad decisions? Wish there were an easier way? You lead them to your solution in a manner they agree is via their conclusion because of the answer. Their confirmation at every question Typically yes or no questions helps them affrm these conclusions. TRIGGERS Questions used to trigger an emotion can be positive or negative. The question is around bringing up a feeling within your client. Emotions are the route to any sale; you can use triggers to get the desired outcome for your pitch. Triggers are usually starting points, trying to see what direction to go with… Feeling the situation to proceed. INTEL GATHERING QUESTIONS Where you ask to learn and understand better. You try to find context. EG: how long have you been trading for? When was the last time you met with an advisor? You just trying to build up a background or case and have a better understanding. GOAL QUESTIONING Questions around getting to know your prospects goals in line with your solution. In sales it is wise to bring your customers closer to their goals, so you need to know what their goals are. And the best way to do that is by asking HYPOTHETICAL QUESTIONS These are “What If” questions. These are scenarios posed negatively or positively to get the client to think about what if they do… or do not… take the products and solutions. The effect either way. SPIN SELLING QUESTIONS Situational questions: Understanding the situation Problem questions: Exploring the problems Implication questions: What if these problems go unresolved Need to pay of questions: How would the situation change if the solution is found then the stage is set, and you offer your solution. EXAMPLE OF A SALES RECRUITING SPECIALIST (SPIN) Situational questions: How do you currently find sales staff? Problem questions: Do you find it difficult to fill sales positions with Quality candidates? Implication questions: How does it affect your business by hiring nonperforming sales staff? Need to pay of questions: If you were able to get your hands on a list of quality sales candidates, how would that assist you?
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4 Steps to Selling Face to Face

STEP 1: INTRO DYNAMICS Your potential customer upon first meeting you, will consciously or subconsciously be asking Who are you? Where are you from? What do you want? What are you selling? How long will this take? Why should I listen? What’s in it for me? Knowing this process is taking place, your introduction should be two-fold. Firstly: Try and address most of these questions In just a few sentences introduce yourself, set the agenda, and ease these questions. Secondly: Take the pressure of by explaining the following. Your there to build a relationship. To educate them on your product or service. You are not there to sell anything. And you only want to do business if it mutually benefits both parties. Be open and claim your intentions up front. STEP 2: CREDIBILITY • The quality of being trusted and believed in • You need to build credibility for yourself, your company and your product • You can do this in many ways • Discuss anything that can provide trust and belief in your brand • Can be positive stats • Achievements and successes • Even important history can help. • Weight your words so the sink in… STEP 3: IS ALL ABOUT THE CUSTOMER • These are the objectives in step 3… It's all about your customer. They get all the attention. • Try understanding your clients’ needs and wants • Discuss the challenges and opportunities they might have • Figure out if the client can benefit from your product • Use the right sales skills, techniques and principles • Trigger and invoke the buying emotions • Build rapport • Be likeable and gain their favour • Constantly read your customer and adjust the conversation accordingly • Step 3 is all about setting the client up for the pitch in step 4.Most of this step can be achieved through great open-ended questions and listening more than speaking STEP 4: THE PITCH • Keep it short • Keep it simple • Be relevant • Do your product justice • Effectively use language to enhance your message • Do not over complicate things • Describe your value proposition THE OBJECTIVES ARE TO OFFER A SOLUTION • To bring the client closer to their goals • To paint a better after effect of buying the product • Making use of the right sales skills, techniques and principles to amplify your pitch • Create an airtight logical case that can’t be reasoned against • Create the correct emotional associations • And bringing all 4 steps together by addressing any topics discussed in the meeting that will help in justifying your product, and the solutions you bring to the table
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The Ultimate Sales Guide

Persuasion triangle 

Aristotle Is a Greek Philosopher Born in 385 BC. In speech writing, he said the three ways to move an audience is Logos, Pathos and Ethos. Convincing an Audience with logic (logos), creating emotion to move them to action (pathos) and Gaining their trust in the process (Ethos). This can be used in sales to get the desired outcome. SALES: Using Logic and Emotion supported by gaining customer faith and favor. Simply put, people buy on emotion and justify their decisions with logic.

Information Cycle 

Info>Meaning>Emotion>Action. Info: we receive information. Meaning: We give that information meaning. Emotion: Based on the meaning we feel the emotion. Action: We then act based on emotion.

Logic, Emotion, Faith and Favor 

LOGIC Reasoning, arguments and facts. For something to be truly logical it must be uncontested, no in-betweens and believed. You present facts testimonies, case studies, research, product knowledge etc. This is your justification for your message. EMOTION In sales, emotion is the trigger. It is pulled in one of two directions either call for purchase or call for inhibition. It’s that simple. You get: Negative emotions such as fear, anger, shame, guilt, envy, confusion boredom etc. and Positive emotions such as joy, surprise, courage, satisfaction, ecstasy, love, interest, calmness etc. Depending on the product or service depends on the emotion required for purchasing. You need to see what emotions call for purchase and develop a strategy to invoke such emotions in your customers during your sales process. Asking and creating mental images of past experiences, situations, and potential future outcomes to invoke desired emotions conducive towards buying actions. FAITH AND FAVOR People buy on emotion and justify it with logic, but only if they like you and believe your message. You need to be a figure of authority and embody likeable traits. Without their faith and favor, chances are slim.

Making the Sale

Sales are the effective transfer of information. Making a logical justification of your product providing some sort of solution. To provide a solution, you need to know if the circumstance allows. Your customers have needs and wants. According to Maslow extended Hierarchy of needs, people have basic needs such as physiological needs: food, water, drink, warmth, sex, sleep etc. Safety needs: Shelter, security, order, freedom, career, money, stability. etc. Love needs: Belonging, social, friendship, trust, family, acceptance, intimacy etc. GROWTH NEEDS Cognitive needs: The desire to learn and understand things Aesthetic needs: Beauty, Quality of life, experiencing beauty through nature, music, travel etc. Self-actualization: Realizing one’s full potential, personal growth, creativity, purpose, Spontaneity etc. Transcendence: Beyond oneself, helping others, sympathy, compassion and all the virtues of helping others. Most of everything that gets sold can fall into one of these categories somehow, or aid towards these needs being filled somehow. INDIVIDUALIZED AND SPECIFIC CUSTOMER NEEDS AND WANTS These are specific conditions ideal for your product or service. Outside your customer's knowledge Important to note, customers don’t always know what they want or need, because it is limited to their knowledge, Your product or service may be of interest to them if they knew about it… example no one knew they wanted the car before 1885 because it wasn’t invented till then. MOTIVATIONS After needs and wants, you can delve deeper by understanding what motivates your customers. What drives them, their goals, mission, vision, aspirations and what their call to action is. People are motivated intrinsically by pride, career development, sense of achievement, love interest, knowledge, growth, self-worth, mastery purpose, challenges and curiosity etc. and extrinsically motivated by money, praise, competition, fear of failure, social standing, punishment, winning, rewards, compensation etc. Knowing what motivates your customer can help you bring them closer to their goals

CONCLUSION To sell, you need to give a client something they need or want. Knowing what they need, want and their motivations help in providing a solution. Then you sell based on providing an airtight logical case, invoking the required buying emotions and building their faith and favour in you in the process.

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What Is Sales ?

Sales is the effective transfer of information. Let that sink in for a bit. The person that most effectively transfers the information over to the client will be the best salesperson. Now that is far easier said than done, Why? Because many things need to come together in complete synergy for that transfer to take place effectively. To name a few, you need to provide the proper introduction and first impression to get the attention. You need to build rapport through various techniques so the conversation flows. There must be mutual respect and sharing of ideas. A great contrast of listening, understanding and engaging must be achieved through use of empathy, situational and reasoning comprehension. An understanding of verbal and nonverbal communication techniques. Together with many more techniques coupled with a pitch delivery that’s fully retained by the client in all its glory. These points are covered in my book. Think about sales as effective communication. You have a product or service that fills a need. You then need to get that message across to your target audience. The brand that does it best has the most sales. Communication is far more than just words in fact communication is 55% body language, 38% tonality and 7% words. Your breathing, posture, gestures, facial expressions and blinking make up 55% of the received message by your client face to face. And 38% would be your tone, tempo, quality and volume. And only 7% of the message perceived is the actual words. Then there is still much more to consider, how do you keep the client concentrated on your message, how do you position your message and how simple, relevant yet effective can you keep it so the shock or power points get retained. Knowing that your cerebral cortex is responsible for your cognitive functions like perceiving, thinking and understanding language, and It uses your senses to make sense of it all. Most of your cerebral cortex is devoted to sight and far less devoted to touch and hearing, it makes us think twice about how we should communicate rather then just throwing words around hoping to close deals. The ability to teach is the ability to sell. The stronger the communicator, the stronger the teacher. We all had teachers growing up, where learning was fun, we understood the teachings and we retained the information and aced the tests. We had teachers that didn’t teach well, the class average scores were low. Presenting a product is very similar, we require the clients full understanding of the pitch for them to make an informed decision. If the information is not effectively transferred, then the client can’t make an informed decision. If two coaches where required to teach junior football teams of 8-year-old boys that have never before played football. Regardless of natural talent in the teams, the coach with the best communications skills will have the winning team in this regard. He will be able to teach the rules, techniques and strategies required to all the different types of individuals in the team, he will amend his approach each time to suit the ideal learning circumstances required per child to get the best results. He will see each child’s doubts and fears, each child’s strengths and weaknesses and provide solutions to each one to help them unlock their true potential. It’s that effective reading verbal and nonverbal communication and transferring information back that gets the best results. Sales is exactly the same in this regard. We deal with different individuals and we need to respond differently, we can’t use the same approach with everyone. We need to be in touch with our sensory acuity, the ability to use our senses to make accurate observations about our clients and ourselves to respond in the most effective manner. Sales is merely transferring information, once mastered the rest is up to your client. Once you’ve done the elusive perfect sale, the rest is out of your control. You can’t put a gun to your client’s head, well I suppose you can but that will be your last sale, lol. So, we must take action to ensure we did everything within our control. Truth be told that will be more than enough to drastically increase your sales.
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Compulsion

I’ve been asked, “what superpower would you want?” My answer has always been the same, Vampire compulsion. The ability to get anyone to do or think what you want them to, complete mind control. Think about it. That power over humans is endless. Imagine getting anyone to do whatever you wish of them. Get your dream job, get any investment, get any life partner, get away with any bad thing that you’ve done, to simply always get your way. A life of endless power, you could literally own everything and everyone. You can choose to use that power for good or bad. It got me thinking, there is no magic stick that can be waved to obtain this power, but surely compulsion is not far stretched from reality. What are the real-life applications of compulsion, it’s to create irresistible, tempting, impulsive, and desirous urges in others. The ability to influence others to behave, or think in a certain way, that’s compulsion to a certain degree. There are men out there smooth enough to get most girls, influencers that can get millions of followers, entrepreneurs that can secure massive investments. Con artists that get away with the biggest heists. Let’s not even discuss what past leaders like Hitler managed to influence people to do. These are all high levels of compulsion. So why not embark on a journey to achieve the full potential of realistic compulsion. That’s when my journey started. All things sales are strongly related to the art of compulsion. I spent over a decade dedicated to understanding people and the ability to influence them. To be clear, not the common decade in a salesperson’s life, here’s my version of a decade. Let me explain. Let’s say a salesperson has 10 years’ experience. That’s 7 hours a day x 20 working days a month x 12 months x 10 years. Equaling 16800 hours actively selling. Now I don’t know about you but if anyone takes anything seriously for 16800 hours, they must become a master at it. I’m pretty sure If any able-bodied person decided to start karate for example and did that for 16800 hours, they would master it. Now I’ve interviewed and met with tens of thousands of salespeople in my life, and I haven’t met a master yet… they’re only a little better at sales than when first started selling. Or their careers are only a little ahead of where they started. Why is that? Because 99.9% of sales people don’t see it as a craft to be mastered. They do the same thing repeatedly for years. Its like they on auto pilot. I always ask salespeople. ‘’Name all the sales skills, tools and techniques that come to your mind right now, for example, Fear of loss, exclusivity, spin sales and tonality.’’ They hit a blank after naming three or four. So, I ask, “how can you be selling for years and not even Know persuasive techniques, if you can’t name them, you won’t be able to tell me a deeper understanding of each technique. Which means you couldn’t use them effectively to close a deal” Again, the reason for this is they don’t have the mastering mindset, they ended up wasting many years of their lives in a profession and can’t be called a professional. One of the biggest issues is lack of reflection which I go into later in the book. Reflecting on every cold call, warm call, introduction, pitch, close, contact signing, written communication etc. Asking what could I have done better, was there something I could have said better, did I address the concerns, was their underlying messages, did I do my product justice, was I as professional as I could be, etc.. Only with reflection can we improve, find the answers, learn to overcome our mistakes daily and improve. That’s one way of spending one’s hours becoming a master. So, for me not the average decade spent learning the art of sales, I’ve dedicated my life to the art of sales and trying to reach the pinnacle of sales. There are so many people in this world that provide for themselves and families by having to sell for a living. My aim is bigger than just training sales staff under myself and my various companies, my aim is to reach as many salespeople in the world with this practical, effective and proven sales advice, so that I can stop suffering. I can’t cure cancer, or bring loved ones back to life, but I can assist with unique skills, gearing people with the tools to better provide for themselves. This article is here to inspire you and bring out the best in you and help you reach your potential. By this I end suffering in the form of parents being able to pay the medical bills, making sure kids get great education because families are provided for, families stay together because financial stress doesn’t tear them apart and proud legacies are left behind. May my dream be for filled by helping ease the financial burden for bread winners. All that’s needed is for each salesperson to invest the time in themselves, the results will follow. If there is one thing, I’ve learned in life that’s 100% guaranteed it is that what you put in is what you get out. There’s even a saying in the bible that says what you sow you will reap. It’s the only thing I’ve been able to rely on in life with certainty. You study half, your results show in the test, you study to death, you die… just joking, you ace the test. Life is rewarding in that way, but life is also unforgiving like that, and sales is absolutely no exception to this rule.
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