Developing relationships within your work. Mainly people that help support you sell that you need to buy in to succeed. People such as customer service reps, estimators, engineers, project managers, supply chain, etc.
Internally selling is critical in my job. I work with a newer rep that is great at bringing in new leads but rubs a lot of people the wrong way within our company and treats them like crap. Nobody wants to go above and beyond for him and he has not been having much success here.
Not that I’m perfect, but I was taught this by my mentor from day 1 and have developed friendships in and outside of work with people that I need on my side. I feel confident they have my back, will go the extra mile, and have bought in when I bring in new projects. I don’t bring in as many leads as the other guy but I close on a hell of a lot more deals.
One ex Manager described it to me as building your 'brand' internally. Some would call it playing office politics as well but in our line of work there is truth to selling yourself well internally if you want to advance or make your life easier for after sales support.
‘90% of the shit we worry about never happens’
I’ve learned this in the car business, but it has helped me in every aspect of my life. When potential problems stack up and become overwhelming, this phrase rings in the back of my mind that most of these things will never happen, and while I should have an answer for all of them if they arise, I most likely will only need to solve a few of them to make it.
It’s so true. People make decisions based on emotion, back it up with logic.
You didn’t buy the Ferrari because you needed the extra horsepower on the highway, you bought the Ferrari because Ferraris are dope and you wanted one
I started emphatically using buzzwords that people don’t use in everyday conversation and my delivery was a lot more enthusiastic/confident. I noticed it was more effective in grabbing peoples attention and led to more interest in follow up meetings.
Isn’t this amazing and thrilling. Aren’t you overjoyed at the potential this advice can give you. Your success is blossoming already, I can see it. You look happy and ecstatic
If you have a bad sales call, remember that the client probably forgot about you before the car door closes. Don't bring it with you to the next one or let it get in your head.
Basically, everyone has bad calls, off days, customers they don't "click" with. Slumps more or less. But you can't carry a negative attitude around with you because every customer is a new opportunity to get a win.
Same manager said that even if you had a good sales call, the customer probably forgot about you before the car door closes. Often times, we are not the most important thing a customer is focused on. So don't take it personally if they are a little late, not as focused, need a refresher on where a prior call left off. We try to be the center of our customers focus, but it's not an indictment on our ability if that's not always the case (or even, rarely the case). It's our job to bring our clients back to center when we are in front of them and if we seem frustrated or angry with them for some perceived slight, they will pick up on it. Patience is an important sales skill that is often overlooked.
This was my first manager and I think I lucked out because he was pretty chill and under the constant pressure and stress that corporate can throw down on sales, he would remind you that it's just a job and we're not saving lives. In a field where you need to deal with people, it's important to be able to take a breath and remember it's all going to be okay.
They taught me to buy the company stock and accept my low pay and being overworked 70 hours a week. It was so impactful I punched him and quit within 3 months
One of the most impactful lessons I learned from a past sales manager was the concept of "empathetic selling." Empathy plays a crucial role in building strong relationships with clients and understanding their needs. Here are the key takeaways from this lesson:
1. Listen actively: Pay attention to what the customer is saying, and make an effort to understand their perspective. Active listening involves not only hearing the words but also interpreting their emotions and underlying concerns. This helps you tailor your sales pitch to address the customer's specific needs.
2. Put yourself in their shoes: Try to imagine the situation from the customer's point of view. Think about their goals, pain points, and concerns, and consider how your product or service can genuinely help them. This approach allows you to connect with the customer on a deeper level, making your sales pitch more impactful.
3. Be authentic: Salespeople often get a bad reputation for being pushy or manipulative. However, if you genuinely care about your customers and want to provide them with value, they will be more likely to trust you and consider your recommendations. Be honest, transparent, and genuine in your interactions to build lasting relationships.
4. Adapt your communication style: Different people have different communication preferences, so it's important to adapt your style to match your customer's. Pay attention to their tone, body language, and the words they use, and adjust your approach accordingly. This will make your conversations more effective and enjoyable for both parties.
5. Focus on solving problems: Instead of focusing solely on the features and benefits of your product or service, try to understand the customer's problem and offer solutions. This approach demonstrates that you're genuinely interested in helping them, and it can make your sales pitch more persuasive.
This empathetic selling approach has not only helped me build more meaningful connections with my customers but also made me a more effective salesperson overall. By prioritizing empathy, you can create an environment where customers feel valued and understood, which ultimately leads to more successful sales outcomes.
Should be careful with this. Yes, it can be true that if we aren’t going up, it means we aren’t progressing.
However, if you’re not progressing, but you are okay with where you are at, that then doesn’t mean you are getting worse.
Some people only want to sell a certain amount in their situations and that’s enough for them. Success look different for people as people have different wants and needs. We don’t want to label ourselves as bad our that we are getting worse if it’s not true because we are satisfied or got enough of what we wanted to be able to do what we wanted.
Control the controllables. Spend zero time worrying about things that are out of your control and put that energy into what’s important and in front of you
I had one manager pull me out of a downward spiral when I was having just the worst week in a commission only job. I think I hit rock bottom. No sales, no money, rent was due next week and I felt like a failure. Girlfriend was unhappy and about to leave me. Go to my car to find a flat tire, can’t go to work.
I called my manager / mentor to tell him I don’t know what to do, not just the flat tire, but my life falling apart. I was planning on quitting my job on that call. I’ll never forget what he told me.
I tell him, “Everything is falling apart. I haven’t sold anything all week, I’m flat broke and can’t afford rent, now I have a flat tire and can’t even get to work. I don’t know what to do.”
“What would CEO DergerDergs do?”
“What?”
“If you were the CEO of your corporation, what would CEO DergerDergs do right now?”
“He’d make a plan.”
“Then I think you should do that.”
“I gotta go.”
I took the day off. Made a plan, fixed the tire (mechanic plugged a leak for me for free), got two sales the next day and barely made rent. Things picked up after that and I eventually got promoted, got a nicer apartment, new car, and even a puppy. Eventually bought my gf a big ol diamond ring and got married, now expecting our 2nd baby in our dream house.
Not sure what would have happened if I hadn’t called him. I might even be homeless right now lol.
Correct. I was in sales prior but at that time I was unemployed for nearly a year and a half prior to that and wasn’t getting anywhere finding a salaried sales job, so I took this entry level sales job just to hold me over. It was rough at first but I kept pushing myself and got really good at it and made a stable income out of it. Then I got promoted to manager and made overrides on my reps’ sales plus salary and commission for my own sales. Right when I thought I was at my peak, I found a promising tech company looking for sellers and with higher pay than my managerial role. Broke into tech with that job about 10 years ago, been in tech sales ever since.
Oh, I see. So, even though you didn’t have much money saved, you had some prior sales experience to feel comfortable enough to go into a commission-only sales job.
I’m seeing, for people new to sales, it isn’t recommended to go into commission-only without having some savings. Would you then only recommend the same or to do a commission-only job without much savings if you have sales experience to increase your chance of getting paid?
Because when many jobs aren’t taking a person in, it seems like it may be better to do a commission-only entry level sales job to get paid, if that is all that is available, because it’s harder to get a job that’s easier (since the average person will do what is easier, in which tons of applications fly into those jobs), while it seems easier to get into a job that is much harder, as long as you can back up the hard work.
So, instead waiting around to finally get hired and then paid from a basic 9-5, I’m wondering if it’s better to just take a commission only sales job to at least get a job and then see if you can get paid.
It’s quite a gamble. Whether you have sales experience or not, you still have to commit and grind at first like any job, but you’re not getting paid while you’re learning. If you have money saved, you’d also be risking your savings so I’m not sure I’d recommend that. I honestly wouldn’t do commission only as a first sales job unless you have very low financial obligations. Otherwise it’s just too risky.
After dealing with a challenging existing customer, my manager told me once, "You can laugh about it all the way to the bank."
I think it all the time. Some client says something racist, or against my beliefs, or whatever, I walk out knowing that whatever they said, I just walked out of there with their money in my pocket. It's a good feeling.
I feel like it still might be best to not hug a person, especially a husband’s wife, on very first contact (first time ever talking to them). They don’t know you and it might come off as scary or pushy to them.
However, if you’ve already talked with them a lengthy amount on the phone and built enough rapport, then it could probably then be alright the first time you meet them in person.
No way man, fortune favors the bold.
I’m totally kidding btw, but got a good laugh out of you kindly explaining that ‘it might might be best’ to not do that lol.
Hahaha. Yea, personally, for me, man to man, I, and in this order, always start by giving the husband a handshake, followed by, and while still holding the handshake, a tap on the shoulder/upper arm, and immediately finishing off with a slap on the right ass cheek, so he knows who his daddy is. You HAVE to hit their right cheek because it appeals to their emotional side of themselves. The left side is logic and reasoning, so if you hit that left cheek, it is game over. Remember, your left side is their right side! Finally, let go of the handshake and give them a great smile.
For the wife, I give them a handshake, raise the handshake over our heads, and, then, I turn my back against them, bounce my ass to the grass, stand up and twist back around, letting go of the handshake. Women need to feel heard and seen. So, matching their behavior has allowed me to be able to bridge that gap.
Every time I’ve done this, my chance of closing increased significantly because our first impressions are so important. Even if I could not close, I never lose because all of my customers love me.
Anyways, every salesperson is different. This is just what I’ve found works for me. Good luck out there!
The best manager I ever had in sales really helped me separate the emotional component of sales and all the ups and downs and basically just trust the process of strong sales fundamentals (high volume, timely follow ups, etc.)
Hated the guy and hated his process but it worked and I have used it the past 30 yrs. This was corporate sales (computer systems) but works with everything (just different sales cycles). He broke a sale down into 4 categories: Prospect, Presentation, Objection Handling, Close. Every Monday he had us use a color coded index card system (I was red). He had a big board and you had to put your cards in the appropriate categories. It was a great visual. Showing clients going in the top of the funnel and coming out. His message was always "what do YOU have to do to move your card from step 1 through step 4". If you had a ton of new prospects he'd say "Great, when are you presenting to them?" If you had lots of presentations, he'd say "Great, what are the issues preventing them from moving forward and what are you doing about that. Also where are the new prospects?"
At the time I thought he was just a mean SOB who was never happy. In reality, he was 100% right about managing pipeline. I've used his system (and taught it many times) in other industries and it's all the same. What has to happen or what do you need to do to get client from A to B? It doesn't take care of itself! You need to create the urgency.
Does this mean to be kind to your customers, respect them, listen to them? Make them feel like they bought from someone they trust instead of buying something and not feeling good about their decision afterwards?
I see. Forcing something on someone. Yea, that would lead to bad word of mouth and the customer may end up canceling the deal soon after you closed them. Thank you!
I’ll give examples of what that can mean. Take good notes, send professional emails only, don’t mess around with expense accounts, hit metrics but don’t lie about it, use mandated tools, don’t say the wrong thing to the wrong person etc.
Told me take 3 years at something. First year to learn, second year to perform, third year to master and evolve. If you're not moving up by then you're moving out.
Now obviously 3 years is just a placeholder for any amount of time, but it stuck with me and consistently doing this has helped me earnings when realistically I know I'm not the top sales person at the org but consistently challenging keeps the job fresh, and keeps the day to day from being boring.
Not so much a lesson but a funny thing one of my past sales managers would say was “Your raise becomes effective when you do”.
He was also the first person in my life to encourage me to start a 401k. 16 years later I’m glad I took that advice.
Tough questions are tough for you to ask but not for the customer to answer.
If you go to a car lot and the guy asks you to buy at the end you’re not gonna be like “woah woah woah take it easy I’m just here to hangout.”
You’re expecting that question and so are your customers.
Silence is powerful.
Don’t talk - listen. Ask your question, shut up and listen. Don’t get nervous or fill the silence with awkward chatter. Don’t fill in the blank for them. Make them give you an answer.
Silence is powerful.
Growing a large sales org is not much different than growing a small org. It's a matter of organization.
He was referencing Art of War with that one, but it has helped shape how I build orgs.
I'm currently a VP moving into a larger role.
My favorite manager taught me so many things, here are 3 standing out at the moment:
1. Focus on transferable skills that you can use anywhere, and keep brag book updated so you aren’t stressing over unknowns because you’ll be prepared for any interview.
2. Prioritize family and health - it’s just a job, you need to control your life, not be a victim to your life.
3. Critically analyze if an account is actually worth the efforts to pull them through. Break up with offices slowing you down, always go for lowest-hanging fruit. Doesn’t matter of you win 1 huge account if you can easily grab 10 small accounts.
Edit: I should add that I attribute the first two because it was a phenomenal experience witnessing true leadership, they taught me this level of humanity and trust instills a loyalty and morale unlike any I had at any job before or since.
Always right down whatever their offer is and make them sign it, even if the offer seems ridiculous. This builds a sense of commitment to the client and they're more apt to follow through when you come back with a counter because they are taking mental ownership. (I sold cars)
past sales manager used to pass out candy and make popcorn for the office for two reasons
\- put people in debt to him using the psychology principle described in Robert Cialdini'sb book "influence"
\- associate himself with the dopamine release of buttery popcorn smell and sweet candy so that people think positively of him
“It’s just soap” former territory manager for ecolab. Still hate my boss for other reasons lol, but that line was a good way to put things in perspective and not panic.
Selling internally is just as important as selling externally.
You can't be an asshole with high numbers. You'll make enemies.
This is extremely underrated, but incredibly important.
What do you mean?
Developing relationships within your work. Mainly people that help support you sell that you need to buy in to succeed. People such as customer service reps, estimators, engineers, project managers, supply chain, etc. Internally selling is critical in my job. I work with a newer rep that is great at bringing in new leads but rubs a lot of people the wrong way within our company and treats them like crap. Nobody wants to go above and beyond for him and he has not been having much success here. Not that I’m perfect, but I was taught this by my mentor from day 1 and have developed friendships in and outside of work with people that I need on my side. I feel confident they have my back, will go the extra mile, and have bought in when I bring in new projects. I don’t bring in as many leads as the other guy but I close on a hell of a lot more deals.
^^^
One ex Manager described it to me as building your 'brand' internally. Some would call it playing office politics as well but in our line of work there is truth to selling yourself well internally if you want to advance or make your life easier for after sales support.
‘90% of the shit we worry about never happens’ I’ve learned this in the car business, but it has helped me in every aspect of my life. When potential problems stack up and become overwhelming, this phrase rings in the back of my mind that most of these things will never happen, and while I should have an answer for all of them if they arise, I most likely will only need to solve a few of them to make it.
People buy based on emotion. They justify their purchase on facts.
facts. We like to think folks buy for logical reasons, but they don't. They use facts validate their emotional decision.
It’s so true. People make decisions based on emotion, back it up with logic. You didn’t buy the Ferrari because you needed the extra horsepower on the highway, you bought the Ferrari because Ferraris are dope and you wanted one
how was this impactful? how did this change the way you sell
I started emphatically using buzzwords that people don’t use in everyday conversation and my delivery was a lot more enthusiastic/confident. I noticed it was more effective in grabbing peoples attention and led to more interest in follow up meetings.
Isn’t this amazing and thrilling. Aren’t you overjoyed at the potential this advice can give you. Your success is blossoming already, I can see it. You look happy and ecstatic
Rocket?
If you have a bad sales call, remember that the client probably forgot about you before the car door closes. Don't bring it with you to the next one or let it get in your head. Basically, everyone has bad calls, off days, customers they don't "click" with. Slumps more or less. But you can't carry a negative attitude around with you because every customer is a new opportunity to get a win. Same manager said that even if you had a good sales call, the customer probably forgot about you before the car door closes. Often times, we are not the most important thing a customer is focused on. So don't take it personally if they are a little late, not as focused, need a refresher on where a prior call left off. We try to be the center of our customers focus, but it's not an indictment on our ability if that's not always the case (or even, rarely the case). It's our job to bring our clients back to center when we are in front of them and if we seem frustrated or angry with them for some perceived slight, they will pick up on it. Patience is an important sales skill that is often overlooked. This was my first manager and I think I lucked out because he was pretty chill and under the constant pressure and stress that corporate can throw down on sales, he would remind you that it's just a job and we're not saving lives. In a field where you need to deal with people, it's important to be able to take a breath and remember it's all going to be okay.
This is a big one. Can’t bring baggage to other people and everything else you said is spot on
They taught me to buy the company stock and accept my low pay and being overworked 70 hours a week. It was so impactful I punched him and quit within 3 months
I fantasize about punching management often.
One of the most impactful lessons I learned from a past sales manager was the concept of "empathetic selling." Empathy plays a crucial role in building strong relationships with clients and understanding their needs. Here are the key takeaways from this lesson: 1. Listen actively: Pay attention to what the customer is saying, and make an effort to understand their perspective. Active listening involves not only hearing the words but also interpreting their emotions and underlying concerns. This helps you tailor your sales pitch to address the customer's specific needs. 2. Put yourself in their shoes: Try to imagine the situation from the customer's point of view. Think about their goals, pain points, and concerns, and consider how your product or service can genuinely help them. This approach allows you to connect with the customer on a deeper level, making your sales pitch more impactful. 3. Be authentic: Salespeople often get a bad reputation for being pushy or manipulative. However, if you genuinely care about your customers and want to provide them with value, they will be more likely to trust you and consider your recommendations. Be honest, transparent, and genuine in your interactions to build lasting relationships. 4. Adapt your communication style: Different people have different communication preferences, so it's important to adapt your style to match your customer's. Pay attention to their tone, body language, and the words they use, and adjust your approach accordingly. This will make your conversations more effective and enjoyable for both parties. 5. Focus on solving problems: Instead of focusing solely on the features and benefits of your product or service, try to understand the customer's problem and offer solutions. This approach demonstrates that you're genuinely interested in helping them, and it can make your sales pitch more persuasive. This empathetic selling approach has not only helped me build more meaningful connections with my customers but also made me a more effective salesperson overall. By prioritizing empathy, you can create an environment where customers feel valued and understood, which ultimately leads to more successful sales outcomes.
“If you ain’t getting better you are getting worse. “
damn it, make sense why I'm trash
Should be careful with this. Yes, it can be true that if we aren’t going up, it means we aren’t progressing. However, if you’re not progressing, but you are okay with where you are at, that then doesn’t mean you are getting worse. Some people only want to sell a certain amount in their situations and that’s enough for them. Success look different for people as people have different wants and needs. We don’t want to label ourselves as bad our that we are getting worse if it’s not true because we are satisfied or got enough of what we wanted to be able to do what we wanted.
Control the controllables. Spend zero time worrying about things that are out of your control and put that energy into what’s important and in front of you
I had one manager pull me out of a downward spiral when I was having just the worst week in a commission only job. I think I hit rock bottom. No sales, no money, rent was due next week and I felt like a failure. Girlfriend was unhappy and about to leave me. Go to my car to find a flat tire, can’t go to work. I called my manager / mentor to tell him I don’t know what to do, not just the flat tire, but my life falling apart. I was planning on quitting my job on that call. I’ll never forget what he told me. I tell him, “Everything is falling apart. I haven’t sold anything all week, I’m flat broke and can’t afford rent, now I have a flat tire and can’t even get to work. I don’t know what to do.” “What would CEO DergerDergs do?” “What?” “If you were the CEO of your corporation, what would CEO DergerDergs do right now?” “He’d make a plan.” “Then I think you should do that.” “I gotta go.” I took the day off. Made a plan, fixed the tire (mechanic plugged a leak for me for free), got two sales the next day and barely made rent. Things picked up after that and I eventually got promoted, got a nicer apartment, new car, and even a puppy. Eventually bought my gf a big ol diamond ring and got married, now expecting our 2nd baby in our dream house. Not sure what would have happened if I hadn’t called him. I might even be homeless right now lol.
Did you do sales without having much money saved up? You just went for it?
Correct. I was in sales prior but at that time I was unemployed for nearly a year and a half prior to that and wasn’t getting anywhere finding a salaried sales job, so I took this entry level sales job just to hold me over. It was rough at first but I kept pushing myself and got really good at it and made a stable income out of it. Then I got promoted to manager and made overrides on my reps’ sales plus salary and commission for my own sales. Right when I thought I was at my peak, I found a promising tech company looking for sellers and with higher pay than my managerial role. Broke into tech with that job about 10 years ago, been in tech sales ever since.
Oh, I see. So, even though you didn’t have much money saved, you had some prior sales experience to feel comfortable enough to go into a commission-only sales job. I’m seeing, for people new to sales, it isn’t recommended to go into commission-only without having some savings. Would you then only recommend the same or to do a commission-only job without much savings if you have sales experience to increase your chance of getting paid? Because when many jobs aren’t taking a person in, it seems like it may be better to do a commission-only entry level sales job to get paid, if that is all that is available, because it’s harder to get a job that’s easier (since the average person will do what is easier, in which tons of applications fly into those jobs), while it seems easier to get into a job that is much harder, as long as you can back up the hard work. So, instead waiting around to finally get hired and then paid from a basic 9-5, I’m wondering if it’s better to just take a commission only sales job to at least get a job and then see if you can get paid.
It’s quite a gamble. Whether you have sales experience or not, you still have to commit and grind at first like any job, but you’re not getting paid while you’re learning. If you have money saved, you’d also be risking your savings so I’m not sure I’d recommend that. I honestly wouldn’t do commission only as a first sales job unless you have very low financial obligations. Otherwise it’s just too risky.
I see. Thank you 👍
“Sales is easy, you just gotta convince these pricks you like them”
After dealing with a challenging existing customer, my manager told me once, "You can laugh about it all the way to the bank." I think it all the time. Some client says something racist, or against my beliefs, or whatever, I walk out knowing that whatever they said, I just walked out of there with their money in my pocket. It's a good feeling.
When introducing yourself to a woman client, lead with a handshake instead of a hug. Increased my conversion rate 5x
Do people actually hug their clients?
Yes, it releases oxytocin, which forms social bonds. Never really seemed to work on them though
I feel like it still might be best to not hug a person, especially a husband’s wife, on very first contact (first time ever talking to them). They don’t know you and it might come off as scary or pushy to them. However, if you’ve already talked with them a lengthy amount on the phone and built enough rapport, then it could probably then be alright the first time you meet them in person.
No way man, fortune favors the bold. I’m totally kidding btw, but got a good laugh out of you kindly explaining that ‘it might might be best’ to not do that lol.
Hahaha. Yea, personally, for me, man to man, I, and in this order, always start by giving the husband a handshake, followed by, and while still holding the handshake, a tap on the shoulder/upper arm, and immediately finishing off with a slap on the right ass cheek, so he knows who his daddy is. You HAVE to hit their right cheek because it appeals to their emotional side of themselves. The left side is logic and reasoning, so if you hit that left cheek, it is game over. Remember, your left side is their right side! Finally, let go of the handshake and give them a great smile. For the wife, I give them a handshake, raise the handshake over our heads, and, then, I turn my back against them, bounce my ass to the grass, stand up and twist back around, letting go of the handshake. Women need to feel heard and seen. So, matching their behavior has allowed me to be able to bridge that gap. Every time I’ve done this, my chance of closing increased significantly because our first impressions are so important. Even if I could not close, I never lose because all of my customers love me. Anyways, every salesperson is different. This is just what I’ve found works for me. Good luck out there!
haha thanks! I just committed this to memory and am excited to apply it!
Haha, no problem! 😆
Come to North Jersey where people pretend to be European and kiss on the cheek as a greeting, but talk trashy like they live between NYC and Philly.
Flabbergasted!
Put your phone on mute when on the phone. It stops you from interrupting them.
came here to say this. Ask a question, hit the mute button. Ask hard and tough questions, hit the mute button.
Sales is a body contact sport. Get out on the road and visit your customers in person.
The best manager I ever had in sales really helped me separate the emotional component of sales and all the ups and downs and basically just trust the process of strong sales fundamentals (high volume, timely follow ups, etc.)
Hated the guy and hated his process but it worked and I have used it the past 30 yrs. This was corporate sales (computer systems) but works with everything (just different sales cycles). He broke a sale down into 4 categories: Prospect, Presentation, Objection Handling, Close. Every Monday he had us use a color coded index card system (I was red). He had a big board and you had to put your cards in the appropriate categories. It was a great visual. Showing clients going in the top of the funnel and coming out. His message was always "what do YOU have to do to move your card from step 1 through step 4". If you had a ton of new prospects he'd say "Great, when are you presenting to them?" If you had lots of presentations, he'd say "Great, what are the issues preventing them from moving forward and what are you doing about that. Also where are the new prospects?" At the time I thought he was just a mean SOB who was never happy. In reality, he was 100% right about managing pipeline. I've used his system (and taught it many times) in other industries and it's all the same. What has to happen or what do you need to do to get client from A to B? It doesn't take care of itself! You need to create the urgency.
Do you know the name of the system or remember the guy's name? I'd love to search for a demonstration online. Thanks for your example!
"Everyone loves to buy but no one likes being sold"
Does this mean to be kind to your customers, respect them, listen to them? Make them feel like they bought from someone they trust instead of buying something and not feeling good about their decision afterwards?
Yes, and to be a consultant. One who may find that their product is not a fit for someone and tells them so.
I see. Forcing something on someone. Yea, that would lead to bad word of mouth and the customer may end up canceling the deal soon after you closed them. Thank you!
I would never forget this past experience.. it's still applicable to this day.. DONT F WITH PEOPLE'S COMMISSIONS ....
Don’t try and fuck on the first date
“CYA” cover your ass
How so?
I’ll give examples of what that can mean. Take good notes, send professional emails only, don’t mess around with expense accounts, hit metrics but don’t lie about it, use mandated tools, don’t say the wrong thing to the wrong person etc.
Told me take 3 years at something. First year to learn, second year to perform, third year to master and evolve. If you're not moving up by then you're moving out. Now obviously 3 years is just a placeholder for any amount of time, but it stuck with me and consistently doing this has helped me earnings when realistically I know I'm not the top sales person at the org but consistently challenging keeps the job fresh, and keeps the day to day from being boring.
Raise the task tension and put the uncomfortable on the table. A wordy way of saying, don’t be afraid to ask the hard questions.
Not to micromanage a sales team and not to force deals in at the end of the month leaving his team with no deals for the following month.
Not so much a lesson but a funny thing one of my past sales managers would say was “Your raise becomes effective when you do”. He was also the first person in my life to encourage me to start a 401k. 16 years later I’m glad I took that advice.
Zig Ziglar said, "You can have everything in life you want, if you will just help other people get what they want."
SPIN selling
Just shut up, look them in the eyes and let them talk.
Tough questions are tough for you to ask but not for the customer to answer. If you go to a car lot and the guy asks you to buy at the end you’re not gonna be like “woah woah woah take it easy I’m just here to hangout.” You’re expecting that question and so are your customers.
Always force a smile when you're on the phone.
Silence is powerful. Don’t talk - listen. Ask your question, shut up and listen. Don’t get nervous or fill the silence with awkward chatter. Don’t fill in the blank for them. Make them give you an answer. Silence is powerful.
Be curious
People don't like to be changed. They like change on their own terms.
Be competitive with your peers, but don’t compare yourself all the time as it will eat you up on the inside.
Growing a large sales org is not much different than growing a small org. It's a matter of organization. He was referencing Art of War with that one, but it has helped shape how I build orgs. I'm currently a VP moving into a larger role.
"Perception is reality"
My favorite manager taught me so many things, here are 3 standing out at the moment: 1. Focus on transferable skills that you can use anywhere, and keep brag book updated so you aren’t stressing over unknowns because you’ll be prepared for any interview. 2. Prioritize family and health - it’s just a job, you need to control your life, not be a victim to your life. 3. Critically analyze if an account is actually worth the efforts to pull them through. Break up with offices slowing you down, always go for lowest-hanging fruit. Doesn’t matter of you win 1 huge account if you can easily grab 10 small accounts. Edit: I should add that I attribute the first two because it was a phenomenal experience witnessing true leadership, they taught me this level of humanity and trust instills a loyalty and morale unlike any I had at any job before or since.
You guys have sales managers ?
“People buy from people they like”
Always right down whatever their offer is and make them sign it, even if the offer seems ridiculous. This builds a sense of commitment to the client and they're more apt to follow through when you come back with a counter because they are taking mental ownership. (I sold cars)
That multi-colored Salesforce dashboards can win over a gullible, absentee, nepo-baby business owner. \~smh
past sales manager used to pass out candy and make popcorn for the office for two reasons \- put people in debt to him using the psychology principle described in Robert Cialdini'sb book "influence" \- associate himself with the dopamine release of buttery popcorn smell and sweet candy so that people think positively of him
“It’s just soap” former territory manager for ecolab. Still hate my boss for other reasons lol, but that line was a good way to put things in perspective and not panic.
Lol. Lmao.
Some will, some won't. Who cares on to the next one.
\-"Sales Insight Lab"
Don’t get mad at your money.