Today I wanted to share with you my EXACT sales script that I use to easily close deals with no pressure, without being sales-ey or sleazy. Make sure you save this so you can revisit this at a later time.
This formula gets me a ton of results and I used this script to hit Presidents Club in Sales for 8 out of 9 years in a $2 billion Fortune 500 company and close $36 million in B2C deals. In full transparency, it's not an actual script, it’s more like a flow with a few key elements and you can use it to create your own sales script.
One of my big mantras in sales (this also goes for coaching and leadership as well) is ‘talk less, listen more’ and it’s a great recipe.
The first thing I do, unlike a lot of people in sales who ‘pound the pavement’ or ‘dial for dollars’ is that I use digital marketing (content marketing, social media marketing and email marketing) to get people to book calls with...
I've been in sales now for over 10 years and hit the coveted Presidents Club (top 10%) for a Fortune 500 company for 9 of those 10 years, but I've done it without being 'sales-ey', high pressure or sleazy. Sales is simple if you understand what it is that causes people to take action and you can do it in an ethical and inspiring way when you know what motivates people at their core.
In this article I'll cover:
Back in the late 90's I read the book Rich Dad Poor Dad by Robert Kiyosaki and he was telling a story about how he got a job in sales for Xerox and went to sell to executives of large companies. He said that he thought everyone should get into sales at some point because of the personal growth that comes...
𝙏𝙝𝙚 𝙗𝙞𝙜𝙜𝙚𝙧 𝙥𝙧𝙤𝙗𝙡𝙚𝙢 𝙮𝙤𝙪 𝙘𝙖𝙣 𝙨𝙤𝙡𝙫𝙚, 𝙩𝙝𝙚 𝙢𝙤𝙧𝙚 𝙢𝙤𝙣𝙚𝙮 𝙮𝙤𝙪'𝙡𝙡 𝙢𝙖𝙠𝙚.
There's been a big problem brewing, decades in the making.
This photo is of me 28 years ago when I was a manager at the Salt Lake Country club.
I chose not to go to college because I hated school and couldn't imagine working to pay off loans to do something I hated.
I got my education (partially) from the many wealthy & innovative entrepreneurs that were members here.
I noticed something strange though: many of the bartenders and servers that I managed were college grads that were struggling to find a job in the field they had chosen and bartending or serving to pay off their loans.
Some of them were about to go to college and it felt like they were randomly picking a degree to go into.
I believe at one time it made sense to be intentional about what you want to do and go to college to get a degree in that field, then spend your life in that career.
Part of the problem is that at a young age, its so hard to tell WHAT you want...
5 𝙁𝙐𝙉 𝙬𝙖𝙮𝙨 𝙩𝙤 10𝙭 𝙮𝙤𝙪𝙧 𝙨𝙖𝙡𝙚𝙨 𝙥𝙤𝙩𝙚𝙣𝙩𝙞𝙖𝙡...
(without being sleazy, high pressure or sales-ey)
1- Sales is a transfer of ENTHUSIASM !
Make sure you love what you do, make sure you BELIEVE in your offers, make sure you are bought in on the potential for you to be able to make an impact!
2 - Raise your frequency !
Pause before you hop on a call and check in with yourself to see if you are in a peak state!
If you need to Amp up or dial down your energy try these:
Meditation, visualization, breathwork, affirmations, music.
3 - The question game :
See if you can go an entire call without making a statement, ask only questions! Train yourself to be a master detective!
4 - Role play with a friend
Channel the inner kid in you and do some role playing with a friend or colleague and help each other improve and explore new angles!
5 - Ditch the script !
Stop sounding like a robot. Craft out a script so you have some guidance of where to go next but practice your flow and improvisation so you can sound more...
It's true, a lot of people have a big aversion to getting on a call with potential clients.
You can be the best coach in the world but if you can't sell, then you can't do what you do best.
When I even mention sales to a lot of people and ask them what comes to mind they say things like:
^ Those are actually words from a live call I did where I asked that question.
So how do you sell if your gut gets an icky feeling with even mentioning sales?
Our Leveraging LinkedIn community had the honor of having Charlotte Petit Noble drop some massive value on our group about sales calls and how to feel good about them.
English is a second language for Charlotte and she says she can close sales calls with ease by adopting these 4 core beliefs:
Core Belief #1: You are the expert. You are the one that solves the problem. You are the one who can solve the pain points.
Imagine being only 1/4 of the way through on your first 100 mile ultra-marathon and you start to notice blisters forming on your feet.
The skin is starting to chafe, burn and rub away, every step starts to become more painful.
What do you do for the next 20+ hours and 75 miles?
It's going to get a lot worse, but will you quit and save it for another day?
Or will you tap into your mindset and mental toughness reserves to make it through?
I had the opportunity to interview ultra-runner Mark Robbins about his mindset and how he gets through events that can:
- Last 30 hours or more, through the night with no sleep.
- Elevation gains and losses that are equal to climbing/descending Mount Everest.
- Can be in brutal weather with rain, mud and slippery terrain.
We talk about mental toughness, perseverance, grit and more; and he gives 5 tips that he uses in the hardest conditions but can be applied in business, sales, in your personal life or in sports when things get REALLY...
When I started in sales back in 2013, I discovered a mindset that helped me to always have more than enough income and it has become a guiding principle for me ever since.
Sales often has a reputation for being:
Often in sales, reps put themselves first and do whatever it takes to make the deal happen and it often isn’t in the best interest of the client.
They call this ‘Commission breath’, and it stinks.
I started telling this to my clients:
“If I truly put you first, I’ll never have to worry about my paycheck”.
But I didn’t just say it, I did it.
I stopped worrying about my paycheck and just focused on truly putting my clients first.
And the money just rolled in.
Years later, I could tell my clients that this has always worked for me, if I put them first and I wouldn’t need to worry about my income.
Saying this to your clients is a major way to build trust (so long as its sincere).
Last night in...