| Why would you want to motivate your sales | | | | reframe objections/rejections on the spot and |
| force anyway? Because the better they are, the | | | | continue calling. |
| more money your company makes and | | | | 7. Sales Is A Process - Break It Down For |
| everyone is happy. | | | | Thema. Process: The time you first talk to |
| Usually there are 10% of any sales force | | | | someone to the time you close them are a few |
| producing 90% of the results (sometimes it's just | | | | steps , show them each step. They require |
| one person), the rest are mediocre and | | | | mastering systematically. |
| underperform, and the bottom 20% should be | | | | 8. Practicea. Sales is like acting, must rehearse |
| fired. But why is that? What makes the top 10% | | | | constantly.b. Go through potential scenarios with |
| better than the others? Some people say "good | | | | them (Mad, skeptical, pleasant, immediate buy, |
| sales people are born that way." That may be | | | | foreigner)c. Record them (voice or camera) and |
| true for those naturals, but for the rest of the | | | | let them see their performance.d. Also, how are |
| population, they have to be trained with the | | | | they perceived, what is their body language, what |
| techniques that the naturals have and use | | | | is their tonality like (annoying people rarely sell |
| constantly. | | | | well). |
| 1. Get Them To Write Their Goalsa. You probably | | | | 9. Help them overcome their fearsa. Rejection, |
| have seen this one a million times but we still | | | | failure, and public speaking are the top fears and |
| have to throw this one in.b. Getting them to write | | | | cripple most people from reaching their goals.b. |
| their own goals not only makes them committed | | | | Work with them on those. |
| to the goals, but also engages their minds on | | | | 10. Walk Them Through Their Failuresa. An expert |
| what they want (seeing the car or the mansion) | | | | closer may leave because he is too frustrated, if |
| and gives a bulls eye to reach it. | | | | only a little more attention was paid in the right |
| 2. Get Them To Write Out Their Successes, No | | | | areas, he would shine.b. Walk him through his |
| Matter How Smalla. Most sales people neglect all | | | | process and show him what happened.c. Most |
| the little successes they have and instead focus | | | | sales people don't have the tools to understand |
| on close or no close. While that is how they are | | | | frustrations, mental things, psychologies etc. They |
| judged in a company, in reality, sales is a process | | | | just assume really bad things about their abilities. |
| and has several steps. Mastering each step is an | | | | 11. If One Person Discovers Something That |
| accomplishment on its own.b. Show them | | | | Triggers A Response In Prospects, Test It And |
| comparisons (show them that unsuccessful sales | | | | Then Show The Others How To Use It.a. Corning |
| people call only 1-3x). | | | | example: Top salesperson didn't say much , he |
| 3. Get Them To Write All The Reasons They | | | | just went to prospects and hit a glass (the glass |
| Have To Succeeda. The why is the most | | | | he wanted them to buy) with a ballpene hammer. |
| important (ie., why are they in sales)b. The more | | | | It didn't shatter and he closed practically every |
| "whys" they have, the more things that will keep | | | | deal.b. Sometimes other sales people will say "oh I |
| them motivated despite occasional setbacks.c. | | | | couldn't do that", that is where you the sales |
| And it's your job to understand their motivations | | | | manager or trainer comes in: show them how to |
| (what they want and are interested in.). Show | | | | use it, motivate them to be able to use it well. |
| them how doing well in sales will give them that, | | | | 12. Accountabilitya. They have to be held |
| and they will be happy. | | | | accountable for their progressb. Have daily |
| 4. Get Them To Write Out All The Possibilities and | | | | meetings. One in the morning to discuss daily |
| Consequences For Their Successa. What could | | | | goals, One in the evening to discuss successes |
| happen when they accomplish their goals. | | | | results. |
| 5. Get Them To Write Out What Could Happen If | | | | 13. Lastly, Make Them Proud To Be In Sales.a. |
| They Faila. Most people do things (or not do | | | | Nothing happens in this world without a sale.b. Sale |
| things) to avoid something. Get them to write out | | | | could be an idea, a cheque or getting someone to |
| their fears and negative outcomes if they DO | | | | go to the movies with you that they don't want |
| NOT reach their goals/succeed. | | | | to see.c. People think negatively about salespeople. |
| 6. Reframe Things For Them, and Then Show | | | | Just a knee jerk reaction and is nothing personal. |
| Them How To Do It Themselvesa. In the | | | | In general, sales people are only as good as their |
| beginning, reframe objections and rejections for | | | | training. With the proper tools, you can shape |
| them.b. Example: sales person says "I'm a bad | | | | sales people to your will without all the frustration |
| closer", then you say "You aren't a bad closer, | | | | at their lack of performance. And if you show |
| you just haven't mastered the skills yet"c. Show | | | | them how to use those tools themselves, you |
| them how to do it themselves so they can | | | | can create a legion of super closers. |