Big business

Unwritten rule in big business

September 16, 2021 by sycreed

There’s an unwritten rule in big business on the buyer-seller connection. If you’ve read my past posts, you already know a few things about this.

But, let’s go with the most important part.

When a seller is selling, they want to know who they’re selling to. On the other hand, the buyer wants to know who they’re buying from.

This means that the person is sometimes more important than the product.

I’ll explain.

Nowadays, there’s a blizzard of people trying to buy and sell stuff. In big business, the buyers are looking to build a network of trusted people or vendors.

It’s not easy to do this when it seems like everyone’s just interested in selling. The sellers who actually stop and pay attention to their buyers are a rare breed.

However, these buyers tend to lean toward people who show interest in their affairs.

I’ve already touched on some of the elements of a good presentation in some of the previous posts. Here, I’m going to focus on two critical aspects of good communication: shared reality and trust.

Shared reality is a simple technique that can earn a lot of goodwill. It requires you to listen to the other person and try to relate when they tell you things. For example:

”Oh yes, I understand. By the way, the picture on the wall, are those your kids?
“Yeah.”
“How old are they?”
“In that picture? Oh, 13 and 15.”
“Mine are 20 and 25. What sports do they play?”

It’s just small talk, but it builds a bond between you and the potential buyer.

It also lays the groundwork for them to trust you.

By listening, engaging, and sharing reality, you’re building that trust. You’re showing that you’re listening to them and want to find out more information.

This means you genuinely want to know more about those people.

At the end of the day, you want to be a person that they can trust. They want to know that you’ve got their back and that they can depend on you.

That can happen if you’d just try to be that person.

Be Awesome!

The #1 Reason Why Objection in Your Head Is Ruining the Sale

June 23, 2021 by sycreed

You’ve got to get rid of the objection – because the objection is starting with you, and you’re projecting it onto your customers. If you’ve been in sales for a long time, you know exactly what I’m saying. A lot of times you can see rookie sales people on the phone or dealing with prospects, and they are creating themselves at the other end of the phone. They’re taking their objections and putting them out there in other people’s minds.

https://youtu.be/YsUYvSmRuGc

For example, if you’re sitting there going, “Oh, I hope they don’t object to price, I hope they don’t object to price…” Guess what’s going to come up in the first two minutes? Price! It’s going to come up as an objection. Or “I hope they don’t think that we’re a pyramid scheme.” You are doing network marketing, what’s going to come up? Pyramids – almost magically. If you’re thinking about it, it’s going to come up. But, if you get it out of your head first, it may show up, but a) rarely is it going to show up and b) if it does, it’s going to be no big deal.

https://vimeo.com/470285836/4edafd0f18

To continue with Mastering Your Selling Cycle click here.

GET STARTED The toughest sale is selling you to you. When I finally understood that, within 48 hours my sales went from zero to doubling my sales quota. Blair Singer I feel more confident than I believe I ever have. My little voice doesn’t stand a chance to hold me back anymore. Rick FallsInternet Marketing Consultant He is a great communicator, great teacher and great human being. Like he says, when it comes to winning, it’s all about mastering your little voice. Robert KiyosakiAuthor of Rich Dad Poor Dad – teacher, entrepreneur and friend for 27 years. I was able to increase my personal achievements and most importantly my professional sales by a staggering 1000%. It didn’t take long with these amazing tools to get out of the ditch and reach a level of easily being able to sell a product worth $2,000 within the matter of days. I am now using these very tools to work on adding another “0” and increase my game further by learning how to control and work with my ‘Little Voice’. Bettina HorvathBusiness Owner and Single Mom Previous Next

Different Ways to Generate More Leads

May 27, 2021 by sycreed

In all the years I’ve travelled the world and spoken on stage, audiences ask me the same question:

Blair, how do I find people with money and a need?

Those are the leads that you want. But, it may be a struggle for you to pinpoint which way works best.

I can take you through different ways to generate more leads.

Pick out the one that works best for you and your target audience:

Serving First
I’ve used this method in every business I’ve ever been with.It works like this…I find a customer or a few customers that I could work for. I do it for free if it’s a service or at cost if it was a product. This helped me get established and also get a testimonial.This is a powerful strategy to use to get yourself started. You get a testimonial, referrals, and that free customer could be a better paying customer later.
Cold Calling
I have friends in the business that still maintain that cold calling is the most efficient way to generate leads, in terms of time and money.There are a few caveats to make this work, though.You need to:
- - Organize
  - Know what you’re doing
  - Practice what to say
  - Understand your selling cycle
  Also, remember that the purpose of cold calling isn’t necessarily to sell. It’s to get an appointment if your business lends itself to that.
Poodle Strategy
You may be familiar with our SalesDog personalities. If you are, you know that the poodle type schmoozes and networks.Just remember that introductions from someone else lend more credibility. So, get someone you know to introduce you to the other person.
Retriever Approach
Following the dog selling personalities, another strategy you can take is the golden retriever. With this strategy, you find leads by association. That means your network, any group you belong to, whether it’s a parent-teacher group or the Chamber of Commerce.

Also, you can join groups associated with big international business networking organizations. These groups are there specifically to network with other professionals.

There are a variety of ways to approach lead generation. The key is to choose the one that works best for your business and your target audience.

#blairsinger #salesdogs #TeamCodeofHonor #RichDadAdvisors #Entrepreneurship #Leadership #Sales #PersonalDevelopment #Management

How to Get the Money You need when I Close?

May 25, 2021 by sycreed

I’ve been on countless stages and one question I hear a lot is:

Blair, how do I get the money I need when I close?

The answer is simple if you’ve followed my techniques so far.

You got through the basic elements to close a deal. Now it’s time to deliver.

If you asked trial close questions throughout your conversations, your client may already be on board. But, now you need to arrange the delivery and payment part.

First, you’re going to talk about pricing. Especially if you haven’t worked out a deal beforehand.

Your business or product costs money. And, this is where a lot of salespeople get hung up.

I always bring up two prices when closing a deal. The first price is your competitor’s pricing or pricing that’s not yours. Choose a price that’s more expensive than yours and bring it up first.

For example, I did a deal with an airline company a few years back for some team development training and a little bit of sales training. I knew that they used a very big global consulting firm at the time.

The firm was very good and very professional. And they were also very expensive.

So, when I got around to pricing, I broached the $100,000 per month they were paying for the firm’s consulting service. I also brought up the value of my training, but I wasn’t charging $100,000 per month.

When I mentioned my pricing, it looked cheaper in comparison.

What happens if you just throw a number out there without the comparison?

Many people don’t understand the value of what you have in a monetary sense. So, it’s a good idea to offer a comparison price before you tell them what your prices are. Otherwise, your pricing looks expensive without the comparison.

Sometimes you may have a third price or discounted price. If you have the ability to give a discounted price, offer it last. Don’t say it upfront, though.

Talk about the discounted price at the very end once they’re already sold on the whole deal.

Also, give a limitation on the deal by quantity or by time. If you don’t put limitations on it, the deal has no validity. Plus, it sounds like you’re just trying to schmooze people.

Remember, it’s all about how you frame it.

#blairsinger #salesdogs #TeamCodeofHonor #RichDadAdvisors #Entrepreneurship #Leadership #Sales #PersonalDevelopment #Management

What’s your selling personality?

May 18, 2021 by sycreed

If you’ve followed me for a while, you know that I like to talk about different sales personalities. I don’t believe that one size fits all molds for success.

What you really need to tap into is your individual sales personality.

What’s your selling personality?

You may say that your business’ selling protocol involves XYZ, but that’s not what I’m talking about.

Each member of your sales team has a different sales personality. If you’re not playing to their strengths, you’re not utilizing them properly.

In my book, SalesDogs, I talk more in-depth about the different personalities and strengths you may encounter on your sales team.

Do any of these types sound familiar?

Pit Bull
This is the stereotypical attack dog. These salespeople never take no for an answer and are very aggressive. All they need is a cuff to latch onto and they’ll never let go.
Poodle
This type of dog is charming and loves to be the center of attention. They’re the life of the party and always look good. Poodle salespeople know how to present well and how to get in front of people.

They’re great networkers and make sales based on that networking skill, not cold calling.
Chihuahua
The chihuahua sales member is a data freak.

If you google everything and are constantly on YouTube to gather data, you are a chihuahua personality. These people love the bits and bytes about competition. And, they’re the go-to person when you have questions about the ingredients of a product or the tech of a service.
Golden Retriever
On the other hand, if you have someone who loves doing things for people, you have a golden retriever on your hands. They’re out there doing favors and taking clients to lunch. They operate on the Law of Reciprocity… If you give, then you shall receive.

Golden retrievers love the interaction and make great teachers.
Basset Hound
Lastly, you have the basset hound personality. These salespeople have the natural ability to build instant rapport. Clients naturally trust them. This type really gets where you’re coming from.

If you have one on your team or you’re one yourself, you should focus on one-on-one deals. Basset hounds are really good at that.

So, the point of these personality types isn’t to pick the best one. It’s to get you to play to your team’s strengths.

Find out which personality types are in your kennel and coach them accordingly.

#blairsinger #salesdogs #TeamCodeofHonor #RichDadAdvisors #Entrepreneurship #Leadership #Sales #PersonalDevelopment #Management

Fear of Rejection

April 7, 2021 by sycreed

I’ve been doing this for a long time. And if there’s one thing I’ve noticed it’s that the word “sales” tends to freeze people up.

I hear a lot of people say that they don’t like sales.

They say stuff like, “I don’t like to sell” or “ You know, Blair, I’m not made for sales.”

The main reason why people say all these crazy things is…

That’s right. Fear of rejection.

But in reality, it’s not so much “rejection” that you get in sales. It’s “objection.”

In sales, you may get people who object to certain things. But, your mind turns those objections into rejections.

It’s what the little voice in your head thinks.

The real issue in rejection, objections, and all that stuff has very little to do with the content of what you’re trying to sell. Or what they’re objecting to…

The real issue is what’s going on between your right ear and left ear.

If you can get past those little voices, you can turn those “nos” into “yeses.”

Imagine if you could just turn 20% more. That’s 20% more income without doing any extra work.

But you’re like many businesses, you’re leaving a lot of money sitting right on the table.

Why?

Your conversions aren’t where they need to be.

Whether you’re going from call to appointment or presentation to close, you’re leaving money behind.

It’s the same thing online.

The only difference with handling objections online is that you have to anticipate what the objection would be. Then you can address it upfront in your marketing copy or your video.

But, the game starts with you.

If you’re afraid that you can’t deliver. Or, you have reservations about overpromising, you have a couple of big problems.

The first involves you going back to your business. Fix whatever it is that bothers you and gives you reservations so it’s not a problem anymore. You need confidence in your business.

More importantly, though, you have to get rid of that little voice, because the objection starts with you. And, you project it onto your customers.

It’s a self-fulfilling prophecy.

Your fear is something of your own making. And, one of the main ways to combat that fear is to address that little voice in your head.

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