Explorez tous les épisodes du podcast Steve Clark's Profitable Persuasion Podcast

A lot of folks think that if they are using a selling system that somehow it impedes them or it ties their hands or somehow takes away their spontaneity and their ability to respond and talk with folks. So that’s not an unusual kind of response I get when I mention the whole thing about a selling system.

To help clarify let’s talk for a minute about what a selling system is and what it is not. And I think to give you a perspective on that I’m going to tell you a story about my younger daughter, Caroline, which happens to be a true story.

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
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About 15% of the salespeople in North America are responsible for selling 65% of everything that is sold. So to say that another way, 65% of every dollar that is generated in sales in North America is generated from approximately 15% of the salespeople.

That means the other 85% of the salespeople are scrambling around selling 35% of everything else and what I want to address is how you can become one of that 15% if you’re not already there or if you are already one of that 15%, how you can stay there. I’m going to give you some things that I have observed about why people get stuck.

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
newschoolselling.com/twominutetrainer.

We're going to talk this morning about having your best year ever going forward. And I don’t know if you want to have your best year ever. It kind of makes commonsense to why wouldn’t someone want to have their best year ever but I'm not going to make any assumptions that everyone on this call does in fact want to have their best year ever.

You may have had your best year ever this year and if so congratulations to you and you may have decided that that's good enough. And if that's where you are who am I to say any different.

But for those of you who really want to make next year your best year ever. I'm going to go over five, if you will, blocks or five components that are going to be necessary and helpful for you to have your best year ever and each of those five components have subsets of anywhere from three to seven characteristics of each one of those.

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
newschoolselling.com/twominutetrainer

 The reason the top performers make so much money is that it is extremely important to them to make a lot of money. When someone says to me, money is not that important, I don’t really care that much about making money, I can promise that an individual has a very small bank account. And I’m not putting any judgment on the desire to make money, or the ambition to make money.

I’ll leave that up to you to decide whether or not that individual’s psychology healthy or well-balanced or what have you.

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at newschoolselling.com/twominutetrainer

 We’re going to talk today about how to develop an effective marketing plan that will bring you more customers, clients, or patients at will. And I think the key thing here is the plan. We are talking about developing a plan. And what I would say, since we are coming up here towards the end of the year, it would be a really good idea between now and the end of the year for you to sit down and take a blank sheet of paper or a big pad of paper and easel and take your marker and start drawing out – what is your plan going to look like?

What is your 12-month marketing plan for next year? And the time to do that is before the next year gets here so that on January 1 next year you will have a plan put together that you just have to then focus on implementing and you don’t have to think about, okay, this is what I am going to do. And I think the problem with people with marketing is they commit what I call random, disjointed acts of marketing that have no cohesiveness to them.

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
newschoolselling.com/twominutetrainer

 We look at 20% and we say, “Wow if I am only productive 20% of my time and I am not productive 80% of my time, what is a real increase in productivity that I can expect?” And what I would say is, no one is 100% effective all the time. In fact, Dan Kennedy talks about being productive. If you can be productive 50% of your time, that is a heroic effort – to be 50% productive. If half of your day is productive, you have done a tremendous job that particular day. 
 
There are a lot of things that get in the way of productivity. Some that are basically thrust upon us and some that we just normally have to do.  And there are all kinds of things that happen during the normal workday that you have to deal with that aren’t necessarily business‐related.

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
newschoolselling.com/twominutetrainer

 We are going to be talking about Focus, the Hidden Driver of Excellence. And as we talk about this whole idea of excellence and we take a look at that, it is really important to have a little background information. And to do that, we need to spend a little bit of time really talking about the brain and brain function. And it is important that you understand that, to have a little bit of background, frame of reference for this whole session.

So not to turn you into some neuroscientist of sorts, but it is important that you have a little bit of background so that you can kind of understand the depth of what we’re going to talk about. So again, if you are taking notes, and of course you will get this as a recording, the title of what we are going to be discussing here – Focus, the Hidden Driver of Excellence

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
newschoolselling.com/twominutetrainer

There are a number of reasons for that. But before I give you the reasons, I’d like to hear maybe what your opinion of that is. Why do you think salespeople talk too much? And I’m going to make an assumption here, which is dangerous, that everybody on here agrees that salespeople probably talk too much. And you have probably been guilty of that yourself.

But let’s assume that we’re all in agreement here that salespeople talk too much. Why do you think that is? And it doesn’t have to be you necessarily, but your observation of salespeople, why do they talk too much? Any thoughts about that?

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
newschoolselling.com/twominutetrainer

 So hence the title Break the Rules because essentially in a nutshell, if you want the 30 second version of today’s session, I will tell you this: take everything that is being taught in your industry and do exactly the opposite. And we can hang up right now and everybody go about doing the rest of their day. That is essentially in a nutshell. For most of you, you are going to have a hard time wrapping your head around that because you are tied to emotional ways of doing things; if you work in the corporate world, your company has taught you how to do certain kinds of things and people hold steadfast to old beliefs and old values and old ways of doing things, even when they do not work anymore.

Again, we’re going to create some psychic distress probably with you and some angst about what you should be doing and what you shouldn’t be doing. So let’s start with this: let’s talk about what some of the common problems are as it relates to salespeople.

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
newschoolselling.com/twominutetrainer

Today, what I’m going to do is I’m going to share with you how you can double that really without a whole lot of effort. It is not really difficult if you are closing 28%, 30%. It is not really hard to double that number. So that is what we are going to work on here today. To frame this, I want to really talk about what I consider to be a sales myth or a marketing myth that really is perpetuated by the marketing people.

And if you study and listen to so-called marketing gurus, most of them will tell you that lead generation is the thing to be focused on and you should get more leads, you should get more traffic to your website, you should buy more traffic, you should spend more money in marketing and advertising, buy pay-per-click.

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
newschoolselling.com/twominutetrainer

 Let's start with the whole idea of productivity and talk a few minutes about that. If you want to know what productivity is, I guess everybody has their own definition of productivity. But essentially, the way I like to think about productivity is that we're actually getting the results that we want to get in our life and if we're getting the results that we want to get in our life then we can be said to be productive.

If we're not getting the results, then obviously we're not being productive as we go through life. So productivity is simply getting the result you want. If you get the result you want, then you're productive. If you don't get the result you want, then you're not productive.

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
newschoolselling.com/twominutetrainer

You can find plenty of evidence that all the stuff that we were previously taught about goal setting is actually counterproductive to our success for any number of reasons.

And I think the biggest one is that it produces within us these expectations that when the expectations are not really met then we are very disappointed and as a result of that start to have all kinds of negative feelings and it just kind of spirals down from there. If goal setting is detrimental, that really is not something that we want to be doing as traditionally taught.

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
newschoolselling.com/twominutetrainer

This year sixty-five cents of every dollar that is sold to purchase goods and services are sold by 15% of the salespeople. What is it that distinguishes these top 15% salespeople from the other 85%?

There’s a reason that sixty-five cents of every dollar’s worth of goods and services that were sold this year were sold by fifteen percent of the salespeople. The reason for that is those fifteen percent don’t possess these weaknesses in the same measure that the other eighty-five percent of salespeople have, and as we go through these, you will find out how important these things are, and how they impact your own personal success.

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
newschoolselling.com/twominutetrainer.

What do you see as the biggest challenges for businesses in regard to selling over the last year? I think the biggest issue is that we live in probably the most uncertain times of our lifetime.

And a couple that with the fact that trust is probably at an all-time low. No one believes anything that anyone has to say, particularly if you're a salesperson, or you're trying to extract money from them. So there's a great mistrust there. And I think we cannot underestimate the difficulty of making that transition to get people to know like, and trust us. And of course, people aren't going to give us money until they trust us.

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
newschoolselling.com/twominutetrainer

How to use seven powerful psychological triggers to control your prospect’s mind and get them to reach deep into their pockets and give you cash. 

This is an area that is avoided by most people. It is avoided by sales trainers; it’s avoided by managers; it’s avoided by salespeople themselves because when you really start drilling down and using the seven powerful psychological triggers that I am going to share with you, it becomes very apparent and very clear to you that we are talking about manipulation. And manipulating the mind of the buyer to get them to do what we want them to do, which is to give us their money for our product or service.

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
newschoolselling.com/twominutetrainer

 So let me start with my story. I will tell the story and then I will give you a little bit of background on when I use it and how I go about using it. But just kind of listen to the story a little bit. So here is my background as far as sales are concerned: I got into the sales profession on November 24, 1980, and I remember the day very well because it wasn’t my 30th birthday.

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
newschoolselling.com/twominutetrainer

 Why success cannot be achieved without it. Why so few have it. And how to master it. To begin with, I think we need to define exactly what self‐management is. I’m sure everyone has their own definition and opinion about what self‐management is.

 Self‐management is the ability to prioritize and complete tasks in order to achieve desired outcomes within a predetermined allotted time frame.

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
newschoolselling.com/twominutetrainer

How to eliminate price shopping and learn to disqualify tire kickers quickly.  You will discover how to increase profit margins and close more deals faster than ever before and how to position your company as the premier go‐to authority.

All of this will lead to you becoming the total market dominator in your marketplace.   

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
newschoolselling.com/twominutetrainer

 Probably the most frustrating thing for salespeople is to give a presentation or a proposal to someone and get a stall or put off and then spend their time chasing after that person in an attempt to get a decision. Salespeople can live with yes's and they can live with no's, but what seems to be a killer is the think it overs, the stalls and the put offs.

In this episode of the Profitable Persuasion Podcast we are going to address this problem and how to overcome it.

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at newschoolselling.com/twominutetrainer

 We are creatures of habit. And as much as 95% of our thoughts and actions are the result of habits. Habits that were formed years ago and contribute to run our lives as if we are on autopilot. Some of those habits are beneficial to our well‐being, but many are not. In fact, psychologists tell us that as much as 77% of our thoughts are negative, counterproductive and self‐defeating.

Today, we are going to explain in detail what happened is how habits are formed and how to adopt habits that will attract wealth and prosperity into our lives.

We’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at newschoolselling.com/twominutetrainer

 For years sales people have been abused and used by buyers and prospects in an effort to pick their brain and obtain free consulting without having to pay for it or having to make any commitments to the salesperson in order to do so. Sales people have contributed to this process, they have been their own worst enemy in the sense of making themselves too available and resorting to such tactics as chasing and sometimes even begging prospects for appointments or for follow up visit's or for the sale.

 So today we're really going to title what we talk about, How to Kick Your Lowball Competitor's Butt, Close More Deals and Make More Money Faster and Easier Than Ever Before.

We’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at newschoolselling.com/twominutetrainer

 Have you ever wondered why success was so difficult to achieve? Turns out there is really no mystery to this question. Imagine if you can decide on what you wanted and automatically your subconscious mind went into overdrive to make sure you got just that? Imagine if you didn’t have to consciously look for opportunities and if you didn’t have to think about how you were going to achieve the things you wanted to do. Imagine if the opportunities magically presented themselves to you with little or no effort on your part. Sound far‐fetched and impossible? It’s not.

Not when you understand the neuroscience of personal achievement.   

We’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at newschoolselling.com/twominutetrainer

Welcome to the Profitable Persuasion Podcast. Each week we are going to bring you proven sales and marketing tips and tactics that will help you become a more powerful practitioner of human persuasion and allow you to work less and make more so you can live a more peaceful and abundant life.

For more information about Steve Clark, visit https://newschoolselling.com/

We also want to get the Two-Minute Sales Trainer in your hands. In it we cover 10 tips that will drastically improve your sales game in less than two minutes. Get it today at newschoolselling.com/twominutetrainer

If you're gonna maintain focus and achieve what it is that you want to achieve, do more do better, have more time off, growing your business, improve your life, etc., - it all comes back to number one: habits.

Habits have made us who we are and where we are in life because of the habits that we are engaged in. Every single thing in terms of the external circumstances of our lives is a result of our habits.

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
newschoolselling.com/twominutetrainer.

It is not too much of a stretch of the imagination to say that with the things that we are going to talk about today if you will implement them, there is no reason why you can’t become 25 to 50% more productive than you are without working one single minute more than you are currently.

I am not a great believer in working more hours. I am a believer in working fewer hours and making more and in order to do that you have got to be doing the right things. That is the objective here today in terms of what we are going to go over.

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
newschoolselling.com/twominutetrainer.

Today, we’re going to be talking about the future of prospecting. How to position yourself as the ultimate expert and keep your pipeline full of high-quality prospects. So, that’s a mouthful. We’ve got a lot to go over and we’re going to spend that time going through that and when we finish today, what you’re going to discover in this session as you tune in here today, you’re really going to discover four things about this whole new paradigm of prospecting, if you will, what I am kind of thinking of here and calling this Prospecting 2016 – The Future of Prospecting.

How prospecting has changed over the years. I’ve been at this game 30 years and prospecting has certainly changed over the 30-year period of time that I’ve been doing it and we’re going to talk about those things today. So here is what you’re going to discover today. Four big chunks that you will discover as we go through this today.

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
newschoolselling.com/twominutetrainer.

Let’s talk about this whole idea of the real reason people buy anything. For you guys, this isn’t going to be totally new, but what we’re going to do is I think we’re going to dig down a little bit deeper today into this whole concept and it is my hope that you will gain a deeper appreciation for the answer to this question about why people buy. So, here is sort of what you will come away with today as a result of this session, what you’re going to discover in today’s session.

There are four things you are going to discover and a whole bunch of other ancillary kinds of things. But number one, you’re going to discover the two major reasons people buy anything. Now it is not going to be totally new to you, but when you boil it down there really are only about two reasons people buy anything and we’ll talk about that. You’re going to discover the three levels of pain. This whole concept of pain is battered around a lot by people. I think a lot of people think they know what it is. But I think it is also greatly misunderstood. So we’re going to dig down deeper into the three different levels of pain.

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
newschoolselling.com/twominutetrainer.

Probably the most frustrating thing for a sales professional is to give a presentation or a proposal and then receive a stall, a put-off, or a think it over and then waste countless hours following up and chasing after prospects that never make a decision. Sales pros can live with yeses and they can live with nos. But what is a killer are the think-it-overs, stalls, and put-offs.

Today we will be learning how to maintain control of the sales process at all times and eliminate stalls, put-offs and think it over once and for all. What has been your experience with getting stalls or put-offs or non-decisions and think it overs from prospects? 

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
newschoolselling.com/twominutetrainer.

Let's start with this whole concept of why aren't people more personally productive and why aren't they more profitable or in a nutshell why don't they make more money than they currently make. And probably the second biggest issue that I encounter when I'm coaching or training, be it individual sales people or entrepreneurs, business owners, other consultants. The biggest issue that comes up over and over again, other than prospecting, or filling the pipeline with leads, would be the issue of time management.

Now you could fill your garage or your basement with all the stuff that has been written about time management. And it would be my opinion that the whole concept of time management is an erroneous concept that's the wrong thing to be talking about because you can no more manage time than you can manage the tides in the ocean. Time is going to come and go. You do not manage time. The only thing you can manage is yourself and your behavior. So the whole thing when people talk about time management, it’s the wrong concept, to begin with. But we will get around to talking about some of those kinds of issues in just a bit.

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
newschoolselling.com/twominutetrainer.

Let’s start with this whole idea about what is mastery. I went to the dictionary and I looked up mastery and it had a couple of different definitions. One was the possession of a body of knowledge and the other was a complete acquisition of skill; it did not use the word “mastery” in either one of those, but it talked about mastery either being someone who possesses a certain body of knowledge or a certain skill set.

Now, to me, that’s not a very good definition and I think you probably have your own idea of what mastery is, but it pretty much defines definition but it certainly is recognizable. You know a master when you see one. When you see someone perform or you hear someone talk about a subject matter, you know whether or not they’re a master. So even though it’s hard to describe and it comes in a variety of different ways, the attainment of masteries follows certain immutable and non-negotiable laws.

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
newschoolselling.com/twominutetrainer