The Salesman.com Podcast

Explore the vital link between self-esteem and resilience in sales! Learn how reshaping personal narratives and fostering self-trust can mitigate the emotional effects of rejection. Discover creative strategies to overcome negative thoughts that hinder growth. Unlock essential factors like belief in your product and value creation to boost your sales performance. By harnessing self-esteem, you can not only face rejection but thrive in securing clients and enhancing your career.

Discover the winning mindset of top sales performers as they tackle confidence in money and self-worth. Gain insights into transforming negative beliefs about financial exchanges. Learn a streamlined B2B sales process that promises improved closing rates within 30 days, backed by real success stories and a money-back guarantee. This is a journey to reduce stress and boost confidence in sales!

 

 

Unlock the secrets to conducting remarkable sales discovery calls. Learn how to build rapport with prospects and uncover their true needs. Master techniques for transitioning discussions smoothly to highlight pain points. Equip yourself with strategies that position you as a trusted consultant, ultimately boosting your closing success to an impressive 80%.

 

Are you struggling to hit your targets this month? You're not alone.   Let's face it: just “talking up” a product isn't enough anymore. You need strategies to increase sales that actually work. But where do you even begin?  Good news, you don't have to wing it.  This video will reveal the  7 POWER Strategies that'll have you closing deals left and right. Step #1: Focus on “desires” Ever jump on a sales call  and your prospects just glaze over? They don't care about all the fancy features or mind-blowing benefits you rattle off, right? Instead, they want to know what their life will be like with your product. That's where the prospects desires come in.  These are the deep-down wishes your ideal customer has. Think about it: do they crave more free time? Maybe they desire financial security?  This power strategy  is all about figuring out those desires and connecting them to your product. The stronger the link, the faster you'll be closing deals. To uncover your buyers real desires, ask questions like: “What happens if this project is a success?” “What are the knock on effects of getting this fixed?” Imagine your product is a bridge, taking them from their problems straight to their dream, future reality. But there's more to the bridge!  We haven't even talked about what happens if they don't cross it. Stay tuned because in step 5, we'll discuss highlighting the risk of the buyer decising not to change their ways.. That'll make your magic, reality bridge look even more appealing Now to the next strategy. Step #2: Leverage discipline rather than motivation Remember how sometimes you get super hyped to make a sale, then a few days later, you're back to scrolling through social media?  Yeah, motivation fades. That's why successful salespeople rely on discipline. Think of it as building muscle memory for sales success. Have you seen people go to the gym and feel like quitting after a few reps?  Discipline is that voice that pushes you to finish the set!  In sales, it means sticking to a routine, even when you don't “feel” like it.  This includes regularly reviewing your sales pipeline. The good news is, there are ways to make this easier.  In the next step, we'll talk about a magic tool called a “Pipeline Coverage Generator” that'll practically force you to stay on track. Step #3: Pipeline coverage generator calculation Imagine your sales pipeline is a treasure chest, but you're not sure if there's enough gold (deals) inside to reach your goals.  That's where the Pipeline Coverage Generator becomes important.  Ever feel like you're hustling hard but still falling short? This magic formula helps you figure out if you need more leads or need to close more deals faster. We won’t go through it in detail in this video but if you want to put the pipeline coverage generator formula into action, grab a free copy of Selling Made Simple from Salesman.com and run through the step-by-step implementation of it there. Working this out might be the best 10-minutes investment you ever make into your sales career. The key takeaway from the Pipeline Coverage Generator is, this tool tells you how much “gold” (sales value) you need in your pipeline to hit your target.  If your chest is empty, you have to go find more leads.  But if it's overflowing, focus on closing those deals!  In the next step, we'll talk about a killer technique called “Discussing vs. Telling” that'll turn you into a closing machine. Step #4: Discussing vs. Telling Ever try to force someone to clean their room?  Yeah, it backfires.  In sales, it's the same. You have to get them to discover their pain.  Here's the magic: ask questions! There is a three step process to asking better sales questions: Ask – Ask the question and see if the buyer knows the answer. Asking these questions can often create awareness of problems that the buyer didnʼt know they had. Nudge – If the buyer still isnʼt seeing the impact of their issues, share a different perspective with them. If they donʼt accept the alternative perspective, try again until they do. Recap – Once youʼve gathered a couple of points, recap the information and confirm that the buyer agrees with your summary It might sound like – Ask : What led you to getting this call booked in with us today? If they say they’re not sure we’ll nudge them in the right direction. Nudge: OK, great. And what about X which is happening in your space right now? Then recap and remind them of what you nudged them towards. Thatʼs interesting. So, you booked the call because of X, Y, and Z? Instead of saying “Your office is chaos!”, ask questions like “What would an ideal work environment look like for you?” Maybe they haven't realized how much that messy room stresses them. Then, you'll need to highlight the risk of not changing, which we’ll discuss in the next step, to nudge them towards a solution (your product!). Step #5: Highlighting the risk of not changing Sometimes, you might give your best shot to win the sale, but your buyer may still hesitate to make a move.  They might be stuck in the “maybe later” zone.  Want to break them out of this stagnation? Here's the secret: show them the risk of not changing. Imagine your phone's cracked screen is getting worse. You know you need a new one, but you keep putting it off.  That's what happens in business too!  There are 6 common hidden dangers lurking if companies don't change. This could be physical, strategic, regulatory, operational, technological, or financial troubles. For example, if their industry has new regulations, your product could be their shield.  The key is to figure out their specific “cracks” and show how your product protects them. In the next step, we'll use a Jedi mind strategy called “If I X, will you Y?” to turn that “maybe later” into a “yes now!” Step #6: If I “X”, will you “Y?” So you've identified your buyer's pain points, good job!  Now let's turn them into “yeses” with a process called the “If I X, will you Y?” question. Ever feel like you're convincing someone to do something, but they're dragging their feet?  This question flips the script! Imagine you're shopping, and a friendly salesperson says, “If I find the perfect solution to your problem for you, will would it make sense to get started? ” That's a bit of social pressure nudging you to commit. When the next step in a process is really logical, people don’t want to appear illogical. The buyer thinks, “I’m a person who keeps promises,” so they’re then  more likely to say yes and follow through, staying true to their self-image of being a dependable member of society. It’s deeply ingrained into all of us that when we say we’re going to do something, we want to do it, then reinforce our self-image that we do what we say we’re going to do. This goes back to tribal times where not completing a task would lead the tribe as a whole to be impacted and so a lack of effort would lead that person to be kicked out. Here's the deal: you offer a solution to their problem, then ask if they'd be open to making a decision based on that.  For example, if they're worried that a new system installation is going to be a hassle, ask: “If I show you how our system integrates smoothly, would you be willing to get started using it ?”  See how this puts the pressure on them in a positive way?  They basically agree to at least consider it if you deliver.  Pretty slick, huh?  In the last step, we'll discuss how to make your product even more tempting by “Reducing the Perceived Cost of Change.” Step #7: Reduce the perceived cost of change We've talked about everything you need to crush your sales goals, except for one hurdle: the fear of change. Imagine you want to convince your friend to try a new healthy recipe, but they're worried about the effort to cook it.  You have to make it seem easy, for them to get over the hump of taking action, right??  If you’ve ever avoided a new project because it seemed like a hassle, you will understand that buyers do that, too. So, our final step is to reduce the perceived cost of change. In other words, show them how easy it is to get started with your amazing product. Be upfront about any setup time or training involved.  But then, BAM!  Hit them with the incredible results they'll get with minimal effort.  Think of it as a small investment with a HUGE payoff.  This way, they'll see the value is worth the tiny jump they have to take. That is how you close the deal!

“Look, we really love your product, but it’s outside of our price range. Can you offer any discount?” Offering discounts can be a great way to speed up a slow-moving deal. But if you’re adjusting price before negotiations begin, you’re doing a serious disservice, both to yourself and to your product. Instead of caving right away, there are four tried-and-true responses you can give to turn the conversation around in your favor. What’s Wrong with Discounting Immediately? So, what’s wrong with discounting immediately. Like I said, discounting isn’t always a bad thing. It can speed up deals and give you leverage for reducing the service you’re offering. But there are three very real problems to offering a discount before negotiation has taken place. A. Devalue First, your buyer subconsciously devalues your service. After all, if you’re really going to deliver the ROI your pitching, why do you have to immediately discount the price? B. Forfeit’s Power Second, the instant you propose a discount, you lose some of your negotiation power. You lose this negotiation power as you’ve taken the price, your biggest variable for negotiation, off the table. C. Shifts the Focus And third, discounting shifts the focus. In the buyer’s mind, you’ve shifted the conversation from the value that is being exchanged to the emotional topic of money. Rather than the buyer thinking about the impact that your service is going to have on their business, they’re now thinking about what is going to cost them in the opportunities they will lose from this lack of cash flow. So with those three things in mind, it’s important that negotiations on price and discounting happen towards the end of the sales process rather than at the beginning of it. That being said, if a buyer does request a discount too early in the process, there are a few things you can do. And that brings us to the four word-for-word responses that’ll deflect, turn the tables, and even give you the selling advantage. So response number one is… 1. The Value Probe The Value Probe. The first and easiest way to deal with a buyer bringing up the idea of a discount is to say this word-for-word: “We can definitely have a conversation about the numbers. But first let’s make sure that we’re on the same page about our service being a good fit for your needs…” So, what does this response do? First… It Reframes the Conversation You buy yourself time to reframe the conversation. Right now the buyer is focused on price alone. But at this point in the sales process, you need to be demonstrating value. What do you offer that your competition doesn’t? And most importantly, how does it solve your buyer’s problem? This is the perfect time to focus on that instead of the expense. Second… It Let’s You BUILD on Your Value It also gives you more time to build value before the numbers do eventually get discussed. What additional benefits do you offer that you haven’t talked about yet? What value can you bring to the table that the buyer isn’t already aware of? Alright, let’s look at response number two… 2. The Obstacle Identifier The second way to deal with your buyers asking for discounts is to answer your buyer’s question with a question. When your buyer asks if you’re able to discount you can ask: “That is a fair question. Do you see price being a major obstacle in this conversation?” This immediately makes the buyer reconsider if they really want to discount or if they want to get the deal done. It also pushes the pressure back on the buyer to justify why there should be a discount in the first place. Bonus tip here. Notice show I said “that’s a fair question” before I responded with my question? The point of this extra step is to acknowledge to the buyer that I have heard them, but I need more information to answer their first question. This little extra ping stops the question coming across as manipulative and lets the buyer feel in control. Which of course is a great way to keep the relationship on solid footing. Okay so number three… 3. “Why?” The “Why?” response. Are you feeling brave? Well when the buyer asks you about discounts, you can politely respond with the question: “Why?” Now admittedly, this does take some guts. Your buyer definitely won’t be expecting it. And taken the wrong way, it could spark some defensiveness. That’s why you’ve got to be polite when you say it and genuinely look for an answer from the buyer. A slight look of confusion helps sell this too. The point is you need to look sincere. Like nobody else has ever asked you this before, rather than aggressively asking them “WHY?!”. Responding with this question of “why?” when a buyer asks for a discount, stops the buyer from negotiating on price just for the sake of negotiating. In my experience buyers often respond to this “why” question by saying “I was just wondering…” which you can then shrug off and carry on with the sales conversation. Alright and response number four is… 4. The Tit-for-Tat The Tit-for-Tat. This is in my opinion the cleverest approach. Because with the right wording, both you and the buyer will leave the conversation with added value. Here’s how you do it. When somebody asks for a discount, say something along the lines of this: “I can reduce the costs if we [extend the contract/change the tier of service/get a referral/etc.].” This turns a concession in randomly discounting your pricing into an active negotiation. Okay, you can offer a little give on price. But what will YOU get out of things? Now this isn’t something you want to deploy with every buyer. Because truth be told, you can shut down the discount request with most leads using the three previous responses without giving anything up. But if you’re dealing with a tough customer where price is obviously a major pain point, this response could be your ticket to a winning sale. See, it’s always a good idea to walk into your sales meeting with what’s called a BATNA: Best Alternative To Negotiated Agreement A BATNA means if plan A doesn’t work because it’s too expensive, you’ve got a plan B that you can offer the buyer to make sure that you don’t leave empty-handed. Often you will find the buyer wants the extras you are offering with plan A and so when you explain you can only discount if you move them to plan B, they will fall in line with the original pricing. See how that works? With a bit of wordsmithing and gentle nudging, you can either shut down their discount request or move them to a higher-value sale. Win-win.

Are you stuck asking sales questions that take your prospects round  in circles? Prospects mention issues, but they're vague – surface problems that don't reveal the real challenges they're facing.  Well, there's a goldmine of valuable information hidden just beneath the surface, and the key to unlocking it lies in asking the right questions. This video will equip you with 5 powerful sales questions designed to cut through the fluff and uncover your buyer's hidden pain points.  By getting to the root of their problems, you can finally offer solutions that truly resonate and get deals done. Common Pains of Prospects There  are four key areas where these the buyers pains often appear. Once we understand where the buyers pain likely lives, we can then attack it with our questions. Financial Pains: These often manifest in statements like “Revenue is up, but profits are down” or “We lack financial transparency for sound decision-making.” People Pains: Phrases like “Low team morale” or “Employee turnover to competitors” can signal these issues. Productivity Pains: Look for clues like “Missed deadlines” or “Excessive meetings hindering workflow.” Process Pains: Statements like “Inefficient hiring process” or “Overwhelmed customer service department” indicate potential problems. Question  #1 “What’s holding you back?” Here's the first question to unlocking your buyer’s deepest pains:  “What's the main thing holding your company (or division) back from growing right now?” This might seem like a basic question, but trust me, it's a goldmine. It forces your prospect to get specific. Did they groan about “stagnating sales”? That could be a symptom of financial  pain (“We're not generating enough revenue to hit our targets”). Maybe they mumbled something about “disengaged employees”? That hints at a people pain (“We're struggling to retain top talent”). Here's the magic: This question acts like a shovel, digging beneath those surface complaints to expose the root of the problem. It not only unearths their pain point (financial, people, productivity, or process), but also sets the stage for even more powerful questions later on. Think of it like this: Right now, you're a consultant, not a salesperson. You're diagnosing their business woes. This question is your initial diagnostic tool, giving you a glimpse into the bigger picture. We'll get even more targeted later on, but for now, master “What's holding you back?” and watch those hidden challenges come flooding to the surface.  This is just the first step to turning you into a trusted advisor who can offer solutions they can't refuse. In the final step, we'll get super practical and ask “What's stopping you?” from fixing this problem right now. Question #2: “How do you plan to solve this?” Alright, sales nation , so you've identified the prospects main pain point using question number one. Now, let's get even more intel. Here's your second secret weapon: “How do you plan to solve this?” This might seem obvious, but it's a goldmine of information. Here's why: Uneducated Buyers: They'll likely shrug and say they're not sure. This is your chance to shine! You get to educate them on how your awesome service solves their specific problem. Remember, you're a consultant, not a pushy salesperson. You're offering a remedy for their pain. Educated Buyers: Maybe they have some ideas, especially if they're further along in the sales process. But there's obviously a reason they haven't tackled it yet. This question uncovers the roadblock holding them back. Here's the magic:  By understanding their current plan (or lack thereof), you can tailor your approach in the next step. Maybe their solution is flawed or incomplete. Maybe they're simply overwhelmed and don't know where to start.  Either way, you've got the key to unlocking the real value you can offer. By asking “How do you plan to solve this?” you open the door to uncovering the “why not” behind their inaction. This sets the stage for question number three, where we'll use that information to our advantage. Question #3: “What’s your deadline to solve this?” We've exposed their pain point and identified their lack of a solution in the first two questions. But here's the million-dollar question: “What's your deadline to solve this problem?” This might seem simple, but the answer tells you EVERYTHING. If they shrug and say “no deadline,” that's a red flag. It means the pain isn't urgent enough for them to prioritize a fix. They're not ready to buy, and trust me, chasing these leads is a recipe for wasted time. However, if they give you a specific date or timeframe, that's gold! It shows they're actively seeking a solution, making them a highly qualified buyer. This is someone worth your time and effort. Here's the key: A deadline tells you two things. First, it reveals the urgency of the the prospects problem. Second, it hints at their budget and decision-making authority. After all, solving a big problem by a tight deadline always requires some resources. We'll tackle budget and authority next, but for now, remember: deadlines are your friends! They expose urgency and potential buying power, making your path to closing the deal much clearer. Question #4: “What does your boss think about this project?” We've pinpointed their pain point, exposed their lack of a solution, and identified their deadline. But hold on, there's one crucial piece missing: the power struggle happening above their head. Question four: “What does your boss think about this project?” The question might seem like a casual inquiry, but it's a goldmine of information. Here's why: sometimes, your buyer might not be the actual decision-maker. They could be stuck needing approval from their manager for budget or greenlight. Imagine this: They tell you their boss is breathing down their neck to fix this problem. Bingo! That signals they likely have both the budget (since their boss is pressuring a solution) and the authority (since they're actively searching for ways to fix it). This translates to a smoother, faster sale for you. But what if they say their boss isn't on their case?  Uh oh. That could mean a long, drawn-out sales cycle where you have to convince multiple people. You might have to dilute your message as your contact relays it upwards. Not ideal. Here's the takeaway: This question cuts through the fluff and reveals the true level of urgency and decision-making power.  We'll tackle the final question to truly unearth their deepest pain point next. Question #5: “What's stopping you from solving this problem today?” Almost there! We've peeled back the layers, exposing the pain point, their lack of a solution, the deadline looming over them, and even the boss factor. But there's one final question to truly ignite that buying fire: “What's stopping you from solving this problem today?” This might seem basic, but trust me, it's a game-changer. See, all those previous questions were about the future – deadlines, boss approval, hypothetical solutions. Now, we're yanking them back to the present moment. What's the actual roadblock preventing them from fixing this issue right now? This question intensifies their pain. It forces them to confront the immediate consequences of inaction. Maybe they lack resources, are overwhelmed by other priorities, or simply don't know where to start. This is gold for you.  By understanding their roadblock, you can tailor your approach. You can offer solutions that address their specific challenges, turning your product or service into the missing piece of their puzzle. Imagine this: They say, “Honestly, I'm drowning in tasks and don't have time to implement a new solution.” Perfect! You can showcase how your service is easy to integrate and minimizes their workload. Remember: This question qualifies your lead. It separates those who are genuinely motivated to solve their problems from those who are just kicking the tires. When you have a buyer who identifies a clear roadblock, you have someone ready to take action.