It's your tone that sets the tone for the sale

Your voice, how you use it, will either be your best asset or your worst enemy in your sales career. 

It's your tone, that sets the tone for the sale.

This amazing instrument (our voice) that we as salespeople have been given, can be used to elevate peoples spirits, it can be inquiring, it can be used to exude courage, or it can be compassionate and kind. 

Most important of all it can be understanding. 

Yes, the way that you utilize your voice and tonality 

can be all of these things.  

Voice tonality, this amazing apparatus, if utilized correctly, will close more deals for you than you can imagine, or absolutely obliterate your ability to close even the ultimate lay down customer.  You absolutely must take the time to learn and understand how to manage your tonality in order for you to elicit the responses you want to obtain

Your tonality will allow you extract information from your prospective client that you otherwise would not be able to do.  

All MASTER CLOSERS that I have had the honor of working with or have followed, know how to use their voice and tonality with surgical precision. 

This is why they are MASTER CLOSERS.   

I can tell you from experience that it can be the one tool in your toolbox that can either close or eviscerate your deals depending upon how you use it.  Just because you know how to handle an objection, doesn't mean your going to close that deal.  

I know many salespeople who can handle objections word for word, however their voice tonality belies them, and it makes them look like they have the personality of a WALLEYE PIKE. 

Their tonality exposes their true objectives, and shows that they are insincere, and are only there to line their pocket with a commission. 

Not to help the customer. 

The customer reads the hand the salesperson is trying to deal and then folds. The tonality of your voice will show the prospective client that you actually care about their situation, or if they are "just another sales lead." 

I cannot express enough just how valuable an ordnance your voice is within your sales arsenal. 

Once again for those not paying attention...

your voice tonality exposes your true intentions to the client.

If salespeople would learn to harness the power that your voice tonality carries, they would truly be invincible and unbeatable.

I have witnessed far too many times salespeople absolutely regurgitate a rebuttal word for word that would have on content alone (if that was how sales were closed) been able to close a deal, however it comes across like the teacher from the Charlie Brown cartoons. 

It just sounds rehearsed and disingenuous. 

Then the salesperson goes home yet again having to tell his or her spouse just how bad the leads are, "I'm not making any money" and that they are thinking of leaving the company. 

Here's some food for thought...

It's not the leads, it's not the customer, it's us as salespeople who are not willing to spend the time rehearsing how we actually sound to people.

Since the greater majority of us spend our lives now scrolling through our phones swiping left or right, constantly texting instead of speaking with one another, it should come as no surprise that most  salespeople sound completely inadequate when speaking with a customer. 

It truly is PAINFUL TO HEAR AND TO WITNESS. 

This is why it is so easy to be great nowadays.

No one seems to give a shit. 

My old wrestling coach used to tell me, "you can either train to be the guy who will pin the other guy to the mat, or you can complain that you were the one who got pinned, It's your choice."

Little tip here, how about you record yourself practicing your presentation.  I guarantee you it will expose your deficiencies in your tonality.  Be honest with yourself and ask would I purchase anything from someone who sounds like this.  

If so, congrats, you should be a millionaire already. 

I suspect though that most of you will find that you sound like a robot with no emotion just trying to get through the rebuttal in the hopes that potential customers will bite.  When your voice is working against you, there is no believability on the part of the customer where you are concerned, then you get the age old "you did a great job here my friend, however we have a few more quotes we need to get, we'll get back with you." 

Then what do all amateur salespeople do, they start dropping the price, and devaluating themselves.  

Now your customer really doesn't believe you, 

they're thinking in the back of their mind,

"I knew I didn't trust this guy, he could have given me that price to begin with."  

All because you sounded like every other amateur salesperson who doesn't practice using their best weapon they have, THEIR VOICE.

Look, do you want to be great, then be great.

You are a high paid actor, so play your part. 

When you watch a movie that stirs your emotion, is it the screenplay or the actor who BRINGS THE SCREENPLAY TO LIFE, that stirs your emotion? 

My guess is, it's the latter. 

If all it took was a great screenplay, and that was it, I could have my dog play a starring role in every movie, and win awards.  The best actors who win the Academy Award are the ones who reach inside your soul and pull an emotion right out of you.  

Are you any different? 

Who is the one who is playing the starring role in the motion picture of this thing you call your life?  If you answered you, then you are following along. So if you are the star, and your voice is the instrument that you are playing, then why not use it to its full advantage, instead of having it play a supporting role.  

Practice I'm begging you.  Because there is nothing more painful to watch then some boring ass, emotionless presentation.  

Don't believe me? 

Just watch your potential customers faces when you present them.  

Are you able to reach deep into their souls, to make a friend, find their pain, find their problems, have the solution, and be their friend? 

If not, don't worry some other MASTER CLOSER will. 

They will take care of all of those things I just mentioned, 

and will cash the commission check that was meant for you.

Here's a good one, have your significant other 

(since they are relying on you to perform) play the role of customer.  

Oh, I guarandamnwell assure you, they will be truthful. 

If you sound like crap they'll let you know. 

You won't be able to blame it on the leads or the customers at that point. 

Your spouse will readily identify, "now I see why your checks have been the way they are, you sound ridiculous." Don't allow them to let you off the hook, it doesn't cost you any money messing up at home, 

but it most certainly does in the field.  

They more than likely will want to participate, 

since they rely on you to perform.  

You know what, you need you to perform.  

It will take work, so work.  

If not, I guess you could just turn on the tube, 

go on instagram, Facebook, 

or whatever you look at that pays you nothing, 

but costs you everything.

 

The choice is yours. 

There is an old saying, 

DO NOT BE UPSET 

ABOUT THE RESULTS YOU DID NOT GET, 

FROM THE WORK YOU DID NOT DO!!

Take the time, practice your craft and be the pro I know you want to be.

Your life, 

your family's life, 

your self esteem, your self worth... 

is worth the time.

It's your movie, and you have the starring role.

So be the star I know you are.

Da Bear

I don't want to get locked into a contract for that long

Ohhhhh Man, this is a good one.

I hear this one on a regular basis nowadays. As a matter of fact, one of my friends, who happens to be a sales manager in the Solar Sales industry, told me that his guys keep running up against this.  

I told him that I would figure out something to aid 

in overcoming this objection.

It actually is something that I run across myself, so adjusting a few words to make it work for him, was somewhat easy.

Remember when this objection gets thrown at you, typically what I have found is that the salesperson has not done a good enough job explaining the process, and most importantly the benefits, with professional and surgical precision.  

Usually, it is just a lack luster performance, 

one that is definitely NOT WORTH PAYING FOR.

If you for example are in the Solar Sales field, 

do you actually know what the benefits are? 

Do you know who is the largest purchaser of Solar in the world? 

Do you truly know that if someone finances the Solar Array,

it is going to take several years before the customer actually 

is going to see some financial benefits?

Look if these are things are not automatically woven into your presentation,

I can GUARANDAMNWELL TELL YOU, they are going to come up.  

That time is normally when you are going to attempt to have the customer sign the agreement.  

If you have not surgically placed this beforehand into your presentation, 

you might as well just tip your hat, pack up your shit, and leave.  

Cuz, you ain't sellin' shit today.  

Then you can go home and cry to your spouse, that the leads suck.  

TRUST ME, THEY ARE TIRED OF HEARING YOUR EXCUSES. 

So it's time to SOLDIER UP,

become a pro, 

and quit being an amateur.

So do you want to know how I helped them out?

Yeah, thought you might!

Do you want the Big Commission Checks or not? It's your choice

I am writing this not only for you the reader, 

but myself as well.  

I always need to hold myself accountable.  

If I do not, I will fall into the roll of being COMFORTABLE.  

Being comfortable for a salesperson,

is a DEATH RATTLE  to success.  

If you become comfortable, you stop training.  

If you become comfortable, 

you will forget all that you have learned.  

If you become comfortable, 

you cease to follow the steps, that have made you successful. 

 

If you become comfortable, 

you invite into your life,

the 3 cousins of,  

WAVERING, VACILLATION AND PROCRASTINATION, 

what a terrible trio these 3 are.  

It's not over yet though, those 3 cousins bring their father;  

the CRAZY UNCLE you never want to invite to the Barbeque.  

The unwelcome uncle is, MR. BIG EXCUSE.  

UNCLE EXCUSE, always seems to have a reason why

 "things just ain't workin' out." 

UNCLE EXCUSE, can give every reason why, 

"he has been dealt a bad hand."  

The worst thing, is that UNCLE EXCUSE, 

always wants an audience.  

He has to exclaim to the world why, 

"I work real hard, but I just can't seem to get ahead."

Here's the issue, YOU INVITED THIS FOURSOME 

to the Barbeque, and now they are

having this family gathering within your head.  

And you are paying the price.

People will buy from you only if they like you

PEOPLE WILL BUY FROM YOU ONLY IF THEY LIKE YOU!!

PEOPLE WILL BUY FROM YOU ONLY IF THEY LIKE YOU!!

PEOPLE WILL BUY FROM YOU ONLY IF THEY LIKE YOU!!

This needs to be tattooed 

on every salesperson's forehead.  

Gone are the days of the "ram it down their throat" style of selling.  People have far too many choices  available in today's environment, to purchase what they want.  If you are not willing to become a friend and ally of your prospect, you are done before you even get started. 

I was always taught that

"A sale is made in the first 3 minutes.

If the customer likes you upfront, 

the sale is already made."  

WOW, no truer words have ever been spoken.

The reason that I am writing this post, is that I witnessed something this past sales week that needs to be addressed fully.  I work with salespeople who want to increase their commission checks, as we all do.  However, I have seen, far too many times to count, that a salesperson has brought with them the travails of their daily life into a sales situation. 

I don't care what the problems are: problems at home, problems with finances, thinking about "that last asshole, who didn't buy",  the leads suck etc...   

You know what? The new prospect, who you are in front of right now, who is just waiting for you to sell him something, sees it.  Your new customer has now prejudged you, 

the same way that you are prejudging him.

The Multiple Choice Close

This one is quite possibly 
one of my favorite CLOSES to use. 

The reason is simple.  I, as the salesperson, am going to give
the customer choices that he or she can select from in order to
accomplish the task at hand.
Any of the choices that I give to the customer, will take care of their WANT or their NEED.  It will do it in such a way, that it has become the choice of the customer.

When this CLOSE is delivered properly, it will come off to the customer, that you as the salesperson, are just trying to facilitate a logical solution for what they WANT. 
Which you are. 

The beauty of this approach is that the choice falls on the customers back.  You are presenting the solution, and are delivering it in such a way, that the customer believes that you are there to help them, and that you are not just there to earn a commission.

You are also isolating, and taking away a path of retreat, and are forcing this person, IN A NICE WAY, to take action now.

I enjoy this approach, it feels good to the customer.
The Customer is selecting the product or service
which works best for them.
Remember, people like buying things, if used properly,
this gives them a compelling reason to do so.

How to Handle Rejection

Look, we all at times have had to deal with REJECTION
Is it fun, hell no, but it's part of life.
Especially, in our line of work.
How you deal with it, will determine if you will be successful or not in sales.

I don't care if it were in High School, and you were told no, after you asked someone to Prom.
Maybe you were turned down applying for a loan.
We all at times, have had to deal with REJECTION.
You however, as the professional salesperson, will be
dealing with rejection regularly.
Again, how you deal with it, will determine how successful
you will or will not be at sales.
Someone saying they are not going to purchase what you are selling, is just part of the job.
You need to find a way to deal with it,
as though it is water off a ducks back.

You may have just given the most amazing, 

life altering presentation. 

There were fireworks ablaze in your mind, 

the customer kept responding yes, 

to everything you said.
There were little elves who live in trees, who sell a variety of baked goods, cheering you on, 

as you mentally pre-spent the money, 

you were going to earn in commissions.
THEN THE CUSTOMER SAID NO.

You are telling yourself.
"What the hell, that was the best presentation I have ever given, and that guy said no."

Why is the "New Guy" doing so well?

Ahhhh, the AGE OLD question in sales...
The "New Guy" is killing it. What's up?

I just want to get right down to it with this subject.
The reason that the "New Guy" is killing it, is because he is following the presentation he was taught.
He is taking each and every lead that is placed in front of him, no matter what time of day it is, and working it, "Like a Rib." 
(If you are from the South, 
you know what that saying means)

Remember when you were, the "New Guy"?
Remember when you were, KRUSHING IT?

SW/SW/SW/N Some Will, Some Won't, So What, Next

I am writing this, so you as a PROFESSIONAL SALESPERSON, will understand how your numbers affect your mindset.

We have all given the perfect presentation...
THAT DIDN'T CLOSE.
We have all given the perfect presentation..
THAT THE CUSTOMER COULDN'T AFFORD.
We have all given the perfect presentation...
THAT A THIRD PARTY KILLED.
We have all given the perfect presentation...
WHATEVER THE REASON, IT DIDN'T CLOSE.

You need to understand that customers can be broken down into 3 individual categories.
(1) THE LAYDOWN CUSTOMER
(2) THE 50% CUSTOMER
(3) THE TIRE KICKER

How to Get out of Your Slump

I don't care how great you are, sometimes a SALES SLUMP just happens. You need to nip it in the bud right now.

IMMEDIATELY, YOU NEED TO STOP 
SAYING THINGS LIKE, 
"I'M SLUMPING", OR " I'M IN A SLUMP."
When you do this, you are actually reaffirming to your subconscious mind, that this is exactly what you want.
Do not identify yourself as someone who is slumping.
REMEMBER, WHAT YOU AFFIRM, YOU GET!

So, let me show the best way to get out of this, and how get your head screwed back on the right way.

You must have Sales be your only source of income

I cannot stress just how important this is for anyone who is wanting Sales to be your career.

The person who allows themselves "AN OUT," will always take it.  I will explain this in detail.

Please pay attention to what I am telling you here, it will save you much unnecessary heartache.

If you truly want to become THE GUY or THE GAL...THE MASTER CLOSER IN YOUR SALES ORGANIZATION, you need to cut off any form of retreat.  

Uhhh skuuuuze me, what did you just say Bear?  

Here is what I mean...you cannot have any other source of income. (Outside of your personal investments, of course) 

All of your income must solely come from sales, 

or you have left yourself an out.  

How to Handle an Upset Customer

You have got to be prepared, because this is gonna happen.

If you have been in sales for more than 5 minutes you know that you are going to run across the person that is upset.  Rightly or Wrongly, no matter what the circumstance turns out to be, you have to be able to handle this when it arises.

Before I really get going on this, I can tell you that once you find out that someone you sold your product to is upset, you had better jump right on it.  

IF YOU LET THIS FESTER, YOUR CUSTOMERS FEEL IGNORED. 

They also feel as though you were only there to sell them, and could care less about the product's performance.  How the heck would you react?  I could care less if the product was $5.00 or $50,000.00. No matter what it costs, if a customer feels wronged or ignored, they are going to be quite agitated with you.