Ă€ la base ĂŞtre un meilleur vendeur est ĂŞtre un meilleur ĂŞtre humain.
Les gens achètent lorsqu'ils se sentent compris.
Best sales tips I can give: approaching the close of the deal, presuppose a deep unconscious concept using your self-ignorance and with the best of your capabilities sincerely show your understanding. For example: Listen I completely understand that there could be a possibility that this offer is simply not the best option for you. What if it was the best option for you, you would certainly agree on the deal right? Great so what’s missing from this offer?
I’m unaware, I desire, I need, There is a solution, There is an offer, I accept of refuse the offer, Second offer, Last offer.
People buy WHY you do it more than HOW you do it and WANT you do.
People buy because they WANT to buy not because they HAVE to buy.
People buy things for an outcome in the future.
Sales is figuring out who exactly is the person. (Golden circle, WHY, HOW, WHAT) and figure out where you need to speak to that person. Do you have to speak in why, how, or what? What does the person want to hear.
Contrôler le focus de la personne sur la valeur d’acheter ou la douleur de ne pas acheter et non la douleur d’acheter.
Les gens n’achète pas si il ressente plus de risque % de douleur à l’achat que de risque % de plaisir.
Vendre des conséquences négatives si la personne n’achètent pas (des raisons, émotions) et vendre des conséquence positive si la personne achète (des raisons, émotions)
People resist unwelcome attempts to persuade them. We can't resist what we can't detect
Do you actually believe in your product that you would put your name on it?
People love to buy, but they hate being sold too.
Sell to people who believe what you believe.
Sell them what they want, give them what they need.
Tu dois savoir what your client is looking for: is it a numbers person, is it a person looking for impact, is it a person looking for proof (do they wanna hear case studies), is it a person that's trying to repair his business/situation or is it a person that's trying to replace everything he has with a completely new machine, is it a person that take decision internal or they want to be told what to do or do they want to gather information on there own.
Tu dois tout savoir de ton client: ses sentiments, ses émotions, ses peurs, ses craintes, ses désirs, ses besoins.
Tu dois savoir si ton client prends ces décisions de "l'intérieur 80%" ou de "l'extérieur".
Tu dois savoir si ton client est "low chunking capacity" vs "high chunking capacity" (How much information they can process at once. People work at different rate)
Tu dois savoir si ton client à besoin de "réparation/repair" ou "remplacement/replace"
Tu dois savoir si ton client est intéresser par "les chiffres et l'argent" ou "l'impact qu'il aura"
Tu dois savoir si ton client est bon dans "l'écriture, vidéo, audio, manuel"
The shit field "100 doors/calls a day"
Always be closing (ABC). La vente permet une entreprise de vivre! Vente = Vie.
Pour faire une nouvelle actions il faut avoir de bonne raison, un bon vendeur à des raisons convaincantes! (Motivation, peur, désir, plaisir, douleur, Pain, Fear, Pleasure)
La vente c’est transformer la perception, la raison d’une personne à faire un action ou à ne pas faire un actions, aider la personne à trouver un pourquoi qu’il devrait faire affaire avec toi, et donner un petit coup de pousse call-2-action pour la motiver, avoir une flammèche et aider avoir l’engagement de la personne à faire l’achat (L’accord Verbal)
Il existe deux sortents de pression pour la vente = la pression interne (Le désir ou la peur relier à ton mindset, aider la personne à trouver des raisons à travers le WHY) et la pression externe (la télévision, un vendeur a pression, donner des raisons). La pression interne est plus puissante.
Les gens achète avec leur émotion et justifier leur achat avec la raison logique ou la rationalization. Si la raison viens d’eux même “tu influence le WHY en affectant le limbic brain” la personne trouveras elle même la raison pourquoi elle doit acheter. On achète des émotions, pas des produits. On achète des désirs pas des besoins. (Sell them what they want, give them what they need)
Step 1: Trouver un intérêt profond (WHY) Step 2: Perturber la croyances, Challenger, perception, paradigme, persuasion (Problématique) Step 3: Faire le lien entre leur (WHY PROFOND) et le produits qui règle leur sitation, souffrance, la personne doit associer le produits comme étant une solution à son désir ou souffrance (Solution + Persuasion + Sentiment d’urgence)
Les 4 outils principaux pour influencer les croyances d’un individu:
Identifié les questionnements, inquiétude, peur, désir, du prospect.
- Connecter réellement avec la personne de manière humaine pour développer une bonne relation:
- Posé des question pour découvrir ces croyances
- Fait se que tu dit au autre de faire (Démontrer par l’exemple, être un leader et non un boss) Tu devrais faire sa, tu devrais faire sa, mais ne pas l’appliquer à sois-même = échec. Dit moi pas quoi faire si tu le fais pas toi même. Talk the walk don’t walk the talk (Proactif vs réactif)
- Être en contrôle de ces émotions, de ton états, de tes pensées de toi,
Sales Team (You must take responsibility of the entire sales process):
What is an MDR (Marketing Development Rep):
MDR = Marketing Developing Rep (DO NOT HIRE 1 MDR, ALWAYS HIRE 2 MDR AT ONCE)
- Automated lead marketing
- Outbound sales team (Qualify Call)
- Sales qualified lead
- Account executives “Proposition team”
What is an SDR (Sales Development Rep):
SDR = Sales Development Rep = Cold Call, Create opportunity from the phone directly cold. = Grant Cardone Approche
Cold calling people direct to sale.
At a certain point, building a recruiting pipeline is possible (Only if you are from a place of abundance not scarecity)
Create a Recruting Pipeline from a place of abundance not a place of scarecity. (Capacity problem VS Money Problem)
Client Influent (whales) VS Client non Influent (Recherche l’image)
Sales Department:
Lead gen - SOP for the coach to the MDR - Ramped up training system - track KPI and culture fit
What is an MDR (Marketing Development Rep):
MDR = Marketing Developing Rep (DO NOT HIRE 1 MDR, ALWAYS HIRE 2 MDR AT ONCE)
- AUtomated lead marketing
- Outbound sales team (Qualify Call)
- Sales qualified lead
- Account executives “Proposition team”
What is an SDR (Sales Development Rep):
SDR = Sales Development Rep = Cold Call, Create opportunity from the phone directly cold. = Grant Cardone Approche
Cold calling people direct to sale.
Step 1: (1 to 7 days Onboarding):
Company onboarding, role specific onboarding, make the person acquainted with: (the company, the culture, the mission, the vision, the values, understanding the product, understanding the results you provide for clients, going through testimonials. Building that conviction and commitment to work with you. Getting connected with different people on the team. Attending a daily meeting for example the sales meeting. 3 to 5 times a week (1 on 1 Coaching) or a Group 1 on 1 Coaching.
Step 2: (7 to 14 days THROUGHPUT):
Let them loose and KPI on sets (sales qualified leads) 1.5 a day (10 in a week = qualified)
Step 3: (14 to 21 days Optimizing):
Ramping up to 3 to 5 set a day. Optimize for FLOW, THROUGHPUT, Quantity and then add friction
Look at KPI on sets produced and sets closed. Look at qualitative: proactivity, are they showing up on time, are they asking questions, are they getting the results that they want or they are pissed off (is that good anger there or bad anger...) is it a culture fit. Is the person assertive enough to be a MDR (for example sales trauma, emotionally can't sale, blockage, lack of confidence, traumatized basically)