Blog + Diamonds
VIDEO SUMMARY
Cracking the Code: The Essential Steps to Sales Confidence
Ready to turn your sales game from rookie to pro? 🤑
Listen up, friend! It’s all about the secret sauce of confidence in sales. 🤫
You see, it’s not just about the “power of positive thinking” 🧘♂️ – it’s about being the master chess player 🤓 who knows 10 steps ahead.
Imagine stepping into a sales pitch 🤝 armed to the teeth with answers to every objection 💡 your prospect can throw at you. No sweat, no stammering – just pure confidence 🕺.
We’re talking preparation so good, you’ll make the Boy Scouts look like amateurs 🏕️. Role-play until you’re dreaming of it, practice until it’s second nature. 😴
And when you’re out there on the battlefield 💼, you’ll be over-prepared, baby! You’ll know your prospects inside-out, you’ll dazzle them with your knowledge 🤓, and you’ll close deals like a champ 🏆.
So, don’t buy into the “positive thinking” myth. Embrace the power of negative preparation 🧠💪. You’ve got this! 💼🔥
Ready to dive deep into this secret sauce? Stay tuned for the full scoop! 🎯📈
#SalesSuccess #ConfidenceIsKey
Step-by-Step Guide
Step 1: Understand the Importance of Preparation
Description:
Recognize the significance of thorough preparation in building confidence in sales. Understand that positive thinking alone is insufficient, and it’s essential to be well-prepared for any situation.
Implementation:
- Internalize the idea that positive thinking, while beneficial, is not enough to succeed in sales.
- Acknowledge the need for comprehensive preparation to handle objections and challenges effectively.
Specific Details:
- Positivity is valuable, but it should be complemented by preparation.
- Preparation involves anticipating objections, understanding your product or service thoroughly, and being ready for various scenarios.
Step 2: Practice Role-Playing
Description:
Engage in regular role-playing exercises to enhance your sales skills and confidence. Practice until you are extremely comfortable with different scenarios.
Implementation:
- Find a platform or community where you can participate in role-playing sessions.
- Commit to practicing regularly with fellow salespeople, even those from diverse backgrounds.
Specific Details:
- Look for online platforms or groups where you can engage in role-playing with others, regardless of time zones.
- Role-play different sales scenarios, objections, and customer types to build versatility in your responses.
Step 3: Over-Prepare for Sales Presentations
Description:
Go above and beyond in your preparation for sales presentations or meetings. This level of preparation helps you feel confident and in control.
Implementation:
- Research your prospects and understand their needs, pain points, and preferences.
- Know your competition, their offerings, and key differentiators.
- Practice your sales presentation multiple times until you can deliver it effortlessly.
- Gather as much information as possible about the event or meeting, such as the venue and audience.
Specific Details:
- Familiarize yourself with your prospects’ background, industry, and any relevant information.
- Be aware of the context in which you’ll be presenting to tailor your approach effectively.
- Memorize key points, stories, and statistics to reinforce your presentation’s impact.
Step 4: Connect with Your Audience
Description:
Establish a mental connection with your audience or prospects to create a more personal and effective sales experience.
Implementation:
- Physically touch or interact with the environment, such as chairs, before presenting to create a connection.
- Send staff members to gather information about the audience’s mood and engagement level.
Specific Details:
- The physical connection with the environment can help you feel more grounded and connected to the audience.
- Gathering insights about the audience’s sentiments and conversations can inform your approach during the presentation.
Step 5: Continuous Improvement
Description:
Commit to ongoing improvement by practicing, learning from experience, and refining your sales skills over time.
Implementation:
- After every sales presentation or interaction, review your performance and identify areas for improvement.
- Seek feedback from mentors, peers, or supervisors to gain valuable insights.
Specific Details:
- Self-assessment and feedback from others are crucial for identifying areas where you can further enhance your skills.
- Embrace a mindset of continuous learning and improvement in your sales career.
COMPREHENSIVE CONTENT
Sales and Confidence
Yeah, yeah, we do charge a little bit more money, but we, we do really good work, I mean, we always try to serve our clients, and do maybe, do you want me to send you an email on that, like to follow up, maybe touch base like three months from now, is that okay?
The Closer’s Approach
No, that’s not what a closer should sound like. So how do you develop confidence in sales? Listen to me, I’ve been doing sales and marketing for over like 14, 15 years now. I’ve been doing this a long time. I’ve trained thousands and thousands of students, worldwide, turning them from sales rookie to professional closer. From uncertainty to certainty. From no confidence to unstoppable. Every single thing that I do, ever single thing that I teach, I learn from experience.
The Power of Negative Preparation
When you are doing this for as long as I have, when every single day I am training, coaching and working with closers, you don’t need to be a rocket scientist to figure out, you know what, there is some stuff that works. And there’s some stuff that definitely doesn’t work, right? It’s not that I’m so special that I’m genius. Today, I’m going to share with you the number one thing that you can do to develop more confidence in sales.
Positive Thinking vs. Negative Preparation
You see, most sales people, they believe in this nonsense that if they just think positively, nothing bad would happen to them. That if they go into a sales meeting, they get on a sales call, and they are positive and everything will be fine. Well, it’s like believing the idea if you are positive, and you go into a boxing ring, without preparation, you won’t get knocked out. It’s as stupid as that.
The Chess Game Analogy
You see when it comes to closing, when it comes to sales, I don’t believe in positive thinking. I believe in the positive power of negative preparation. What it means is I want to think of that as like a chess game, that when you’re going to play a chess game, what differentiate an amateur chess player verses a master chess player is what? The master chess player knows 10 steps ahead. That’s what makes that person a master chess player.
The Importance of Preparation
What you wanna do as a closer, as a sales person is going into every single situation, every single sales conversation, be well prepared, so you know every single objection that your prospect might have and you’ll know exactly how to handle it. And that’s how you get confidence. You see, the lack of confidence comes from lack of preparation.
The Role of Practice
What you wanna do is you wanna practice. You wanna practice and role play until you’re sick and tired of it. And then guess what, you practice some more. And that’s what I do. When students come into my high ticket closer program, I set up this global platform, and now we have students in over 100 countries. I set up this platform for you to role play. When you join our community, click a link somewhere on here, that you can role play with, because with students all over the world, it doesn’t matter if it’s 6:00 a.m. in the morning, it’s 2:00 a.m. at night, you can jump on our platform and you can role play with all kinds of people, all kinds of students, all kinds of background, personality type, and that’s how you get good. You practice, you role play until you’re sick and tired of it, until you are dreaming you’re role playing. You can do this fucking thing in your sleep.
Over-Preparation
Then when you go into a real-life scenario, when you’re closing, guess what, you’re fully prepared. Let me give you a perfect example. When I’m closing from the platform, I over-prepare. What do I mean by that? There are a number of things that I do. The first thing that I do, I would visit the venue ahead of time, the night before, what I would do, let’s say I am speaking at a multi-day event, and I know there are other speakers in front of me, and if I’ve been making an offer on stage, what I would do is I want to know who is speaking before me. What were they selling, what were they pitching? I wanna know the offer, I wanna know the price point, I wanna know the stories. Because I go after them. I want to be fully prepared, that’s number one.
Connecting with the Audience
Second thing, I would go before I go on stage, I would visually go touch every single chair. So I could make connection with the audience, like a mental connection. I would do that.
Gathering Audience Insights
Number three, before I even go on stage, an hour before I would send my staff, I want them to eavesdrop, I want them to talk to people, what is the temperature of the room? Is the audience excited? Are they cold, are they skeptical? Are they warm? I want to know what kind of conversations are they having? What kind of conversations are they having in the bathroom? I want to know the temperature of the room.
Continuous Rehearsal
And before, just the night before, I would rehearse and practice my sales presentation five to 10 times, until I am sick and tired of it, and I’d practice some more. And when I’m done, after the presentation, one thing I like to do is after I do the close, after I drive the people to the back of the room to buy right now, I will stick around, and I am still closing, talking to people, one-on-one, or we’re sure the prospects who have bought. So it’s before, during and after, and that’s what I do. I don’t believe in positive thinking. I believe in the positive power of negative preparation, and that’s how we get confidence in sales.
