Wait a minute Bear, isn't this supposed to be
about learning to be a better closer?
Yep, it is. However, if you do not understand this,
you are completely done in the sales business.
You need to be the best ACTOR who knows their respective lines, shows empathy, shows sincerity and above all else knows how to read a situation.
An ACTOR, who is also the DIRECTOR of the show.
If you expect to get paid for "YOUR PERFORMANCE,"
you had better make damn well sure,
I was taught this early on in my sales career.
My first sales manager could be brutal at times
and used to let me know with regularity...
"Wow, that performance sucked."
"Would you have purchased anything at all from "that guy,"
who just gave that bullshit presentation."
"YOU DON'T DESERVE TO EARN A COMMISSION,
WITH A SHOW LIKE ONE I JUST WITNESSED!"
Bobby, if you by chance are reading this blog, I am so grateful you were the dickhead you could be at times, it has made me the closer that I am today. I am eternally grateful.
Again, I ask for anyone reading this, for you to evaluate deep down and ask yourself, am I giving 100% on every presentation. You truly need to look hard to see whether or not, you are giving THE BEST PERFORMANCE you can, for each and every prospect that crosses your path.
If you are not giving your best performance, the customer knows it. Your words will not resonate with them on a gut level basis.
People know when someone is coming off as disingenuous, it is not hard to see. When a customer sees this,
they could give a rat's ass if you need a commission.
What I have seen true pros do with regularity,
is to get themselves into a state of readiness.
Think of it this way... Ever seen a pro athlete get ready? A baseball player stepping into the batters box will go through a routine every time, a basketball player shooting free throws bounces the ball multiple times, a kicker on football team pre-kicks before kicking, a golfer lines up the putt then practices the swing then strikes the ball..... you get the point.
These guys are performers, and are getting paid for their performance.
They place themselves into a state of mind of
REDINESS AND OF PRE-SUCCESS.
Is your sales career worth as much of a professional athlete?
IT HAD BETTER BE!!
Remember this,
The customer doesn't care how much you know,
until they know how much you care.
The customer who is in front of you now does not care about what is happening in your personal or professional life. They deserve the very best of you, so whatever is happening in your life that is negative, cut it out and end it.
You need to be in the moment,
present RIGHT HERE AND NOW for them, not you!
Are you feeling me here?
You cannot give an COMMISSION WORTHY performance, when you are allowing influences that take your focus away from the task at hand.
What is the task?
To give the highest level of service and dedication
to the person who is in front of you.
If you know your presentation (I know I am broken record here) you will know your lines, and you will be the director of your movie with this customer. People actually want to be directed by someone who is the professional within their respective field of expertise. Above all else, they want to do business with someone who actually showing sincerity about what their needs are.
You can make an amazing living being a professional salesperson. But you have to earn it.
You need to know your product, I have said this many times.
I however want to place into perspective.
You could know all there is to know about your product,
you could spout off any and all items about the product and still not sell a damn thing.
Product knowledge is necessary,
and must be known,
however it is only 10% of the sale.
90% of the sale,
is being able to connect with your customer.
If you do not connect with your customer, you need to go back and figure out how to make friends. The sales business is all about making friends, people buy from people they like, it's just that simple.
What I am trying to say here, is that being an ACTOR,
does not mean you are being phony.
It means that you are engrossing yourself into your role,
as a professional salesperson.
So be the STAR AND DIRECTOR of the movie
between you and your customer.
Do your job, do it well, and the sky really is the limit.
Da Bear