ABOUT SPEAKER

Webinar Duration: 54 minutes

1. 10 Things Every First-Year Salesperson Must Do

• #1: This is the real reason why you were hired – and it’s not to sell your service or product.
• #2: Knowing how to do this could save you enough time for two more vacations this year.
• #3: If doctors are required to do this, so are you.
• #4: Men have a particularly hard time with this problem.
• #5: Do this and stop negotiating away rights you agreed to earlier. 
• #6: Every person new to sales is afraid to do this, yet it must be done. The sooner the better.
• #7: If this is your problem, customers will think less of you and hold it against you.
• #8: The bells and whistles are for fire engines. Your job is to master these three skills.
• #9: Customers have a truth radar and can tell if you’re a con-artist or a professional salesperson when they see this.
• #10: This is where sales are made and lost. And you don’t have to be a genius to do it.

2. Fear of Rejection

• Discover why it’s imperative that your heart races before you make your calls.
• Do these six things to fill your sales pipeline.
• The #1 approach to deal with the fear of rejection is favored by every sales manager and despised by every salesperson. Plus, it never works.
• The second approach to deal with the fear works...but it’s costly.
• The third approach is a mind game that always works, it’s easy, and it was inspired by Ralph Waldo Emerson.

3. Plain Speak

• Keep it simple. Make it look easy. Make the customer look good.
• You will sell more – faster – if you’re as nutty as a fruitcake.
• Ever try to send your teenager an IM? OMG! Don’t be a code talker.

4. Relationship Selling 

• If you don’t know the first thing customers buy, maybe sales isn’t for you.
• It’s your job to start – and sell – the relationship.
• Try these easy pick-up lines the next time you’re looking for a date (i.e. appointment).

5. Sales Magic

• Here’s a baker’s dozen fresh from the oven that will get you the appointments and sales.
• Some customers will try and intimidate you with this trick.
• These magic two words will get men to take action. (Sorry men, this doesn’t work with women.)
• You can use an X to hypnotize the buyer.
• Beware of simple first questions!
• Men are just looking for problems.
• Don’t tell anyone else I told you this discovery I made for getting decision-makers’ names and personal email addresses.