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Fast Tip Friday: Secret from a Sales Trainer

Mar 25, 2022 10:48:22 AM


Hi, Charlie Hauck here again, a This one's pretty quick, I don't want to. I don't want to take up too much of your time today. But I wanted to share an idea with you that will sound a little funny coming from a sales trainer.

Here it is, it's a secret that a lot of sales trainers don't want you to know. But we've got to be honest with you if you're going to trust us with your time and your future and your success. So here it is, I'm going to I'm going to put it out there straight, we can't do a whole lot for you. Because there isn't a sales training program out there. That can give you the power to make somebody buy. I don't care how good someone's Vudu is, I don't care if you're Tony Robbins, I don't care if you're Zig Ziglar. I don't care if you're Dale Carnegie, I don't care who you are. Nobody none of those people, nor do I have the tools and the power that we can transfer you to make someone else buy from you. It's just not going to happen.

So, because that's true, let's just realize that all we can help you do is manage the process that you utilize to get the right information from the right people about the right kinds of problems that your company can provide value in solving their problems or helping them grow their business or achieving their priorities. And if you're trying to do anything more than that, you're probably going to end up pretty frustrated, and you're probably going to spend too much time getting nowhere.

So, here's the thing that you've always got to remember, the most important word that you need to hear in sales to be as successful as you can be is the word know, the sooner you can get comfortable dealing with the word no and realizing what you have to do after you hear it, the more successful you're going to be. So let's get square about this. If you're going to get no let's get it as early as we can, and then ask the prospect what it would take to get from no to yes, not try to talk them into it, not get into a big long winded exercise and trying to overcome their stalls and objections. That's not your job, that's their job. But you're not going to be able to make them change their mind. So relieve yourself of the pressure of having to convince someone that you're the be all and end all in what you're offering them, let go of that.

And the more you let go of that the more comfortable your prospects are with you. They'll be more trusting and more comfortable sharing what they're really looking for, and how you might be able to help them.

Go for that goal. And just as we can tell you, there's no way that we can empower you to make someone buy from you. You're going to get a lot of noes, you're going to understand it but there's one thing they can't make you do. And this is the real curl of value that you're going to get out of this chat today. You can't make them buy and they can't make you stop prospecting. So the sooner you can get away from someone that's not really a prospect, they're really just a suspect of criminal perhaps stealing time, effort and energy from you. The quicker you can understand that you can't make them by no matter how hard you try. Let them go and go on out and start prospecting some more. Don't let the unreasonable expectation of closing everybody stop you from doing the one thing that no one can stop you from doing except yourself and that's continuing down the road of prospecting to success.

Stop trying to close everybody. Go out and prospect as much as you can, and your sales career will be much more rewarding. Thanks for listening today. Have a great day.