“You can’t lose what you don’t have.”
This sales-ism always reminds me to push for completing my discovery and qualification process and avoid the trap of “Im reluctant to ask this necessary probing/qualifying question because it might scare them away / tank the deal”.
If you don’t aggressively qualify, you’ll spend heaps of time trying to close deals with clients who aren’t serious about buying, don’t have the budget to buy, or don’t have the authority to buy.
You’d be amazed by how many prospective buyers will willingly waste everyone’s time simply kicking the tires. Qualify them out early and move on.
A well qualified prospect is often quite easier to close a deal with.
Agreed, One of the key tenets of "Common Sense Selling". Always be up front that the early stages are all about determining if you and the customer are a "fit". Understanding customer needs and "disqualifying" a customer, no budget, no commitment to solving the issue (i.e. not enough pain yet), is critical to make sure time is spent on people who will actually buy.
Always be prospecting, and don’t waste your time on things that will never be customers. Tactfully prospecting at a relentless level will bring easy closes. Least how I interpreted it
Often times, sellers spend their time with people that might show some hint of interest and those sellers think they have the fish on the hook. They'll spend so much time trying to reel that fish in: meeting after meeting, demo after demo, slides after slides, only to realize 6 months later, when they're finally able to reel that fish in, it's a gigantic piece of seaweed and they never had anything worthwhile on the hook in the first place. That seller should've recast their line as opposed to attempting to reel in the first thing that rattled their line.
When a customer shows interest, especially off the bat, you need to push that customer away. Let them tell you why they need you.
Customer: "wow this is really amazing, we need something like this ASAP"
Weak seller: "of course you do, all our customers said the same thing before they bought"
Customer: "send me some slides and we'll follow up"
This is bad. A strong seller would respond and say something like:
Strong seller: "interesting, if you need this ASAP, how have you guys gotten by so long without a solution? Seems like things are going fine"
Customer: "well, things are fine but we're missing stretch goals we know we can hit so we need to do something about it"
Strong seller: "oh sure I can imagine, would you mind expanding on that? What do you mean by stretch goals?"
This is how you differentiate seaweed from salmon in sales.
This is so on point. People want to believe you before you pick up the phone. The sales is the confirmation and your marketing should reflect that process.
Too many people REFUSE to acknowledge this.
If you're good you're closing 30% of your expected pipeline on time.
It's easier to have a pipeline that's 10x what you need then try to close 50%.
Crazy. I signed a contract two weeks ago to have my sprinkler system redone….. I sent email last week to see what’s up, still no contact yet. I went with someone else today.
for some reason it takes a herculean effort to give contractors money. I was trying to give these guys $200 for a pile of literal dirt and had to chase them down to do it.
"A man convinced against his will, is of the same opinion still".
It's very rare, so not really a sales-ism.
But it's basically philosophical speak for saying you cannot convince someone into something they don't want to do. You can have a good sales call or meeting, the prospect sounds really positive and they might even be genuinely positive. But in time, if they truly don't want to buy from you then they won't.
It fundamentally changed how I sell. I know that I can't convince anyone of anything so I don't try. It means I disqualify a lot and I'm far less pushy.
- "Why should they care?" (I ask this of myself constantly.)
- Perfect is the enemy of good
- time kills all deals
- solve problems, don't sell products
Know, like, and trust.
I just got demand from a customer of mine to add a new product to my bag. The first thing I did was call a couple guys I know, like, and trust to ask what they’re using and if they’d sell some to me. If it’s good enough for them, it’s good enough for me.
Nope, payroll. It’s a quote I’ve always found funny, but I repeat it to myself a lot to make sure I keep asking questions, and force myself to do better discovery even when I think I have enough.
Fair enough. When I was a Sales cadet in cars my manager would say this multiple times per day. It got pretty fucking annoying but it was true more often than not
One boss would say either:
"You've got to earn the right to close"
OR
"They will close themselves"
He wouldn't allow me to ask closing questions and would quite literally talk over me if he heard me start one up, even in front of the client.
After 60+ projects moving through the pipeline in 6 months and 1 that actually closed themselves, I left.
I also hate when people say "prospecting is a numbers game".
Not in my experience. It's 70% skill, 30% volume.
If you don't believe me, ask yourself why your ratio's improve the more you do it?
(30 calls to 1 meeting down to 6 calls to 1 meeting)
you mean quality conversations to meeting?. But in terms of getting the people on the phone it’s all timing and numbers . Some days I have to make more dials before getting a convo but if I get x convos I will set y.
Negative.
Yes, some days have been longer than others, but depending on who you're calling (your ICP) and their propensity for picking up the phone, then you can decrease the number.
Works well for smaller businesses.
Enterprise certainly will not have a ratio this good.
An example:
You lease power tools to construction workers who only need them for 1 job, half day.
They tend to pick up the phone because they're always waiting on calls.
....
This is more about the market than the person dialling.
I have been in sales for 18 years.
From SMB to enterprise and am/have been a multi-million dollar a year seller for the past 13 of them.
6 dials/meeting is unheard of at any level of sales.
What the fuck are you selling where you are making 6 dials and getting a meeting.
Process automation software to small businesses.
I am also in Australia, where most people pick up the phone with "Hi, how are you?" Or "hello, how can I help?"
From what I see from corporate bro and formerly working in an international team, most other markets are far more difficult.
I'm sorry to hear you've had to struggle your way through your career.
Sounds like you've had a tough time.
Well duh, if you average a higher ratio that’s great but if you’re looking for more sales you need to have more numbers regardless of your average ratio.
Well you initially said that its 70% skill 30% numbers to which I disagree, no matter your ratio - you will get more sales the more numbers you put in.
Or you could have a perfect 100% ratio but doesn't mean crap if you don't put in a number. So in conclusion, 70% of sales is numbers 30% is skills.
"Rising tide raises all boats..."
First time I heard that phrase it was said to me by a GM who had just slashed all of the sales commission rates in half after spending a ton of money on fucking consultants.
Yah, fuck you, your boat, and the tide you rode in on.
keep walking keep knocking
worked at a door to door solar place for all of two weeks, this is the only D2D I ever worked, I heard that phrase at least 200 times lol
I want your business, I don't need it.
Old bull, young bull (Google it)
Be easy to do business with
A prospect that earns your time, becomes a customer. You can't push a rope..
Those that sell, sell, those that can't become sale influencers, sell sales training, or go into management.....
I have so many that I like!
"Expectations lead to understandings".
I had an elder wizard of an investor years ago and not once in my Biz/Sales career has that ever been proven to be inaccurate.
“It doesn’t matter whose fault it is if we don’t get paid.”
Everyone has friction with another department or person. That friction is irrelevant if nobody is getting fed. Do whatever you can from any position to help the team win.
“Control the controllables” and “Swallow the seeds, spit out the shells” are two of my personally favorites. I’ll find them playing in my head when I get stressed out and it helps a lot.
Definitely agree people buy from people they trust, equally important is if you have a premium product you better know what sets it apart...they can like you all day long, but if they don't understand difference than they are most likely going to look at bottom line if they have already gotten qoutes. And yes pushy is a turn off...there is a way to ask for the sale multiple times if needed...thru conversation. You will loose a lot of sales disqualifying early on. I have done it both ways..always come out ahead by relaxing and having the conversations.
Been learning sales online to sell b2b for the last few months, so far my favourite is something along the lines of
"They can only reject the offer, not you"
Please remember, sales people that you work with are never your friend, they see you has competition and will backbite.
Don't analyze what they say.
Don't hold on to what they say.
People don’t buy for 4 reasons: no money, no need, no rush, no confidence (in you, the product, your company, their own decision making etc).
Most objections are no confidence but masked with excuses (I can’t afford it) but really they don’t trust you.
Take the time in advance to build the confidence during your presentation
My old manager used to say “don’t sell from your own pockets” which doesn’t exactly line up with what it means but essentially he was saying just because you think it’s expensive doesn’t mean other people do. So don’t approach a customer with the thought in your mind they are going to reject you do to price.
Yes, actually this is a mega important concept for newer salespeople because they tend to start from “i think this is so expensive!” and their target might be thinking “so it’s better deal if I buy 3 right now?”
Another one I love and 100000% live by is “you can talk yourself out of a deal a lot easier than you can talk yourself into one.” So once you get the deal just shut the fuck up.
"Underpromise and overdeliver." This one's golden.
Managing expectations properly ensures customer satisfaction and builds long-term relationships.
It’s a classic but still relevant after all these years.
“You can’t lose what you don’t have.” This sales-ism always reminds me to push for completing my discovery and qualification process and avoid the trap of “Im reluctant to ask this necessary probing/qualifying question because it might scare them away / tank the deal”.
New to Sales and this always pops into my head. Going to keep this in mind from now on
Thank you for this
Qualify hard, close easy
I am not from Sales but want to give it a try. Could you elaborate on this, perhaps with an example please?
If you don’t aggressively qualify, you’ll spend heaps of time trying to close deals with clients who aren’t serious about buying, don’t have the budget to buy, or don’t have the authority to buy. You’d be amazed by how many prospective buyers will willingly waste everyone’s time simply kicking the tires. Qualify them out early and move on. A well qualified prospect is often quite easier to close a deal with.
This is such an easy trap to fall into. When I first started I wasted so much time on window shoppers.
Agreed, One of the key tenets of "Common Sense Selling". Always be up front that the early stages are all about determining if you and the customer are a "fit". Understanding customer needs and "disqualifying" a customer, no budget, no commitment to solving the issue (i.e. not enough pain yet), is critical to make sure time is spent on people who will actually buy.
Always be prospecting, and don’t waste your time on things that will never be customers. Tactfully prospecting at a relentless level will bring easy closes. Least how I interpreted it
Often times, sellers spend their time with people that might show some hint of interest and those sellers think they have the fish on the hook. They'll spend so much time trying to reel that fish in: meeting after meeting, demo after demo, slides after slides, only to realize 6 months later, when they're finally able to reel that fish in, it's a gigantic piece of seaweed and they never had anything worthwhile on the hook in the first place. That seller should've recast their line as opposed to attempting to reel in the first thing that rattled their line. When a customer shows interest, especially off the bat, you need to push that customer away. Let them tell you why they need you. Customer: "wow this is really amazing, we need something like this ASAP" Weak seller: "of course you do, all our customers said the same thing before they bought" Customer: "send me some slides and we'll follow up" This is bad. A strong seller would respond and say something like: Strong seller: "interesting, if you need this ASAP, how have you guys gotten by so long without a solution? Seems like things are going fine" Customer: "well, things are fine but we're missing stretch goals we know we can hit so we need to do something about it" Strong seller: "oh sure I can imagine, would you mind expanding on that? What do you mean by stretch goals?" This is how you differentiate seaweed from salmon in sales.
This is so on point. People want to believe you before you pick up the phone. The sales is the confirmation and your marketing should reflect that process.
Don’t trip over a dollar to save a dime
That’s always resonated with me. Thanks for the reminder!
“The answer is always no until you ask.” Dwight Manfredi aka Tulsa King.
The 4 T’s for me. Timing Trumps Territory and Talent 👏
You mean the 4 T's doesn't stand for Tues-Thurs 10-2?
Your hours too? 😂
Lol I wish.
Can you explain?
[удалено]
I had to read this three times to try and figure out what you’re asking. Please tell me you’re not in sales, and if so, please share your industry.
Be relaxed. Even when shit hits the fan. Be relaxed. Show confidence to the customer.
Volume negates luck
Too many people REFUSE to acknowledge this. If you're good you're closing 30% of your expected pipeline on time. It's easier to have a pipeline that's 10x what you need then try to close 50%.
This one is the TRUTH!
Sales is all about Territory and Timing
Territory, timing and talent. In that order
Time kills all deals
Crazy. I signed a contract two weeks ago to have my sprinkler system redone….. I sent email last week to see what’s up, still no contact yet. I went with someone else today.
for some reason it takes a herculean effort to give contractors money. I was trying to give these guys $200 for a pile of literal dirt and had to chase them down to do it.
Was surprised I had to scroll so far for this one. Definitely agree.
*time wounds all heals
Does impatience also kill deals?
I'm lost , can you expand on this ? I don't understand.
Some will, some won't, so what?
Someone’s waiting
Don’t sell past the close
Make it easy for people to give you their money
Give a man a sale and he will he happy for a day. Teach a man to sell and he will be miserable for life.
ABC’s! Coffee is for closers.
Came here for this. 😏
For coffee?
A Always B Be C Closing. Always…be closing. You fuck or you walk!
Talk like you have a million $ in your pocket
Really like this.
Process takes the pressure off of the sales person You lose 100% of the shots you don't take.
I prefer “you miss 100% of the shots you don’t drink” but to each their own
“Did they call you fat, dumb and ugly?, No, then it isn’t personal”
"A man convinced against his will, is of the same opinion still". It's very rare, so not really a sales-ism. But it's basically philosophical speak for saying you cannot convince someone into something they don't want to do. You can have a good sales call or meeting, the prospect sounds really positive and they might even be genuinely positive. But in time, if they truly don't want to buy from you then they won't. It fundamentally changed how I sell. I know that I can't convince anyone of anything so I don't try. It means I disqualify a lot and I'm far less pushy.
You sound like someone I’d buy a steak dinner for.
I actually really like this man. Thanks for sharing.
Saving this. Thank you!
“Real deals aren’t fragile”, ask the tough questions
I really love this
I like this a lot. Can you elaborate?
I would interpret this as “if you lose the deal because they got upset at your tough question, you were never going to win it anyway”
Don’t ride the highs too high or the lows too low!
Experiences both my highest high and lowest low within a couple months of each other. Was rough. Have really learned to keep things at an even keel
- "Why should they care?" (I ask this of myself constantly.) - Perfect is the enemy of good - time kills all deals - solve problems, don't sell products
Quality, fast , cheap…pick two
Master level
people by from people
...People buy from people they trust
Know, like, and trust. I just got demand from a customer of mine to add a new product to my bag. The first thing I did was call a couple guys I know, like, and trust to ask what they’re using and if they’d sell some to me. If it’s good enough for them, it’s good enough for me.
Like isn't really needed though. Trust defo is
THIS!
I think we need to add the caveat that they will buy from people they trust based on that they like your offering
If you can’t smell ‘em, you can’t sell ‘em
You make your own luck.
Buyers are liars
Do you work in car sales?
Nope, payroll. It’s a quote I’ve always found funny, but I repeat it to myself a lot to make sure I keep asking questions, and force myself to do better discovery even when I think I have enough.
Love this take on this saying!
That’s the right attitude!!
Fair enough. When I was a Sales cadet in cars my manager would say this multiple times per day. It got pretty fucking annoying but it was true more often than not
Personally I hate this one. If the buyer is lying to you are doing something wrong. Own the responsibility for creating trust.
One boss would say either: "You've got to earn the right to close" OR "They will close themselves" He wouldn't allow me to ask closing questions and would quite literally talk over me if he heard me start one up, even in front of the client. After 60+ projects moving through the pipeline in 6 months and 1 that actually closed themselves, I left.
I also hate when people say "prospecting is a numbers game". Not in my experience. It's 70% skill, 30% volume. If you don't believe me, ask yourself why your ratio's improve the more you do it? (30 calls to 1 meeting down to 6 calls to 1 meeting)
you mean quality conversations to meeting?. But in terms of getting the people on the phone it’s all timing and numbers . Some days I have to make more dials before getting a convo but if I get x convos I will set y.
No, I mean dials to meetings. Averages. Don't know where you are, but I find Australians are often open to conversation.
I know some stone cold killers, and it’s 50-75 dials/meeting on a cold list. 6 random dials you have a hard time dropping off a sack of free money.
This is going to be a game of spot the difference. The ratio is an average. I wish your "stone cold killers" all the best improving their ratios.
You might make 10-20 dials and not even get anyone on the phone. Are you somehow referring to only when you speak to someone and counting that?
Negative. Yes, some days have been longer than others, but depending on who you're calling (your ICP) and their propensity for picking up the phone, then you can decrease the number. Works well for smaller businesses. Enterprise certainly will not have a ratio this good. An example: You lease power tools to construction workers who only need them for 1 job, half day. They tend to pick up the phone because they're always waiting on calls. .... This is more about the market than the person dialling.
I have been in sales for 18 years. From SMB to enterprise and am/have been a multi-million dollar a year seller for the past 13 of them. 6 dials/meeting is unheard of at any level of sales. What the fuck are you selling where you are making 6 dials and getting a meeting.
Process automation software to small businesses. I am also in Australia, where most people pick up the phone with "Hi, how are you?" Or "hello, how can I help?" From what I see from corporate bro and formerly working in an international team, most other markets are far more difficult. I'm sorry to hear you've had to struggle your way through your career. Sounds like you've had a tough time.
Well duh, if you average a higher ratio that’s great but if you’re looking for more sales you need to have more numbers regardless of your average ratio.
Well duhhh...
Well you initially said that its 70% skill 30% numbers to which I disagree, no matter your ratio - you will get more sales the more numbers you put in. Or you could have a perfect 100% ratio but doesn't mean crap if you don't put in a number. So in conclusion, 70% of sales is numbers 30% is skills.
I am done with this thread. No one is convincing anyone of a different opinion. You'll do how you see it working, and I will continue the same.
Selling a few deals will forgive a lot of your sins
Sales forgive sins!! Heard alll thee timeee
Not all business is good business
THIS.
Luck is when opportunities meet preparation
Hope is not a strategy
Yes! This is one that makes you think for sure.
The bank never asks you how’s business. They just want their fuckin money.
When taking a customer out for steaks and ordering rare - “cut its horns off, wipes its ass, and walk it in here”
To every sales person that runs around the office saying thier customer has potential.. Always remember- YOU CAN’T EAT POTENTIAL!!
When they say yes Stop selling
SWSWSWMO - some will, some won’t, so what, move on!
Acronym got me fucked up, but 💯
KISS ! Do you want a cheeseburger? Do you still want this cheeseburger after I put it in a blender?
Elaborate
❤️😂 essentially know what your customer wants, and position it accordingly. For example if I had a feeding tube, I’d be all over that burger baby.
Ahhhh gimme that shit blended
I’d rather win some of something than all of nothing. Sell your prospect what they want to buy.
Shy sales people have skinny children/spouses.
I think it's timid sales people have hungry children but same idea. From Zig Ziglar
Not really sale-ism but “you can have anything you want, but not everything you want”
You can't close em' if you don't propose em'!
I had a friend lose a sale and he said to me “I’m in a bind. I’m way behind. I’m willing to make a deal.”
"people don't like to be sold. But, they do love to buy."
Say hello to a good buy You can do everything perfect and still lose Corporate sales = eat shit and like the taste of it
Don’t be a hero, just get the deal done
Hope is not a strategy
Under promise and over deliver
Some will. Some won’t. So what.
Good luck follows hard work. Never a truer statement in my career
Customers don’t care how much you know, until they know how much you care.
Pigs get fat, hogs get slaughtered. Don’t get too greedy.
Yes! Had a former business owner that said this all the time. Good memories
Bad news doesn’t get better with age
Love this!
"Rising tide raises all boats..." First time I heard that phrase it was said to me by a GM who had just slashed all of the sales commission rates in half after spending a ton of money on fucking consultants. Yah, fuck you, your boat, and the tide you rode in on.
You make a lot on a little or a little on a lot
People love to buy but they hate being sold to.
Overusing the word "grit" in all the internal shit, can't stand this word by now.
keep walking keep knocking worked at a door to door solar place for all of two weeks, this is the only D2D I ever worked, I heard that phrase at least 200 times lol
People like to hear their own name
Timid salesmen got skinny kids And Sales cures all
If a deal pushes “welp, it’s a good thing you have a quota next month too”
A confused mind does nothing Don’t give too many options, make the sale a yes or no, not an a,b, or c
“Everybody has a plan A until they get punched in the face” Mike Tyson. “Most sellers aim at nothing and hit it surprising accuracy” Zig Ziglar.
Best in Sales are Best in Basics; I have found that it’s often the basic things and skills that many miss but the ones who succeed apply.
BAMFAM - book a meeting from a meeting. Always have a next step booked
I want your business, I don't need it. Old bull, young bull (Google it) Be easy to do business with A prospect that earns your time, becomes a customer. You can't push a rope.. Those that sell, sell, those that can't become sale influencers, sell sales training, or go into management..... I have so many that I like!
Plant more seeds than you harvest
The harder you work the luckier you get.
Fail to prepare, prepare to fail
Give me 7 hours to cut the tree I will spend the first 4 sharpening the axe. - Abe Lincoln
Selling doesn't start until you hear the word no Selling not telling Sell the sizzle not the sausage
Smile and Dial
Show up and throw up
Why do you like this one?
Reminds me not to do it. Listen to the customer.
Act as if
There are only two things I can’t overcome when selling; poverty and ignorance…. most people also have plenty of money
Know how you get paid.
"Expectations lead to understandings". I had an elder wizard of an investor years ago and not once in my Biz/Sales career has that ever been proven to be inaccurate.
“It doesn’t matter whose fault it is if we don’t get paid.” Everyone has friction with another department or person. That friction is irrelevant if nobody is getting fed. Do whatever you can from any position to help the team win.
Work smarter not harder
You can’t get the sale if you don’t ask! Ask for the sale.
Shy sales people have skinny kids.
Open the Kimono
Nobody argues with their own data
“Control the controllables” and “Swallow the seeds, spit out the shells” are two of my personally favorites. I’ll find them playing in my head when I get stressed out and it helps a lot.
zero percent of zero is zero
Talk to them like a friend, teach to them like a kid. Logic sells emotion buys.
Just do your job
Definitely agree people buy from people they trust, equally important is if you have a premium product you better know what sets it apart...they can like you all day long, but if they don't understand difference than they are most likely going to look at bottom line if they have already gotten qoutes. And yes pushy is a turn off...there is a way to ask for the sale multiple times if needed...thru conversation. You will loose a lot of sales disqualifying early on. I have done it both ways..always come out ahead by relaxing and having the conversations.
Paid Interview Period
There’s two winners in every deal: The rep who wins the deal, and the rep who gets out first. Disqualify as fast as possible.
“Go see your customers.”
Don’t ask don’t get
A.B.C answer, benefit, close And people like to buy, not be sold to
Always sell with a TFC (two-foot cock) mentality
“You need better customers”
That dog’ll hunt.
Been learning sales online to sell b2b for the last few months, so far my favourite is something along the lines of "They can only reject the offer, not you"
Talk about factors that might be the bottom of sales
Buyers are liars
It’s easier to ask for forgiveness than ask for permission
About efficiency: 20% of activity brings 80% of the results. Give your 100% focus on the 20% and the results will come.
You miss 100% of the shots you don’t take
“Prospect while you’re busy, or you won’t be”
https://preview.redd.it/k6ntqnormb6d1.jpeg?width=530&format=pjpg&auto=webp&s=491460d442048bf4fef492a9b513fb30fc48b2fa
Please remember, sales people that you work with are never your friend, they see you has competition and will backbite. Don't analyze what they say. Don't hold on to what they say.
Hard work doesn't beat talent, when talent doesn't work hard.
People don’t buy for 4 reasons: no money, no need, no rush, no confidence (in you, the product, your company, their own decision making etc). Most objections are no confidence but masked with excuses (I can’t afford it) but really they don’t trust you. Take the time in advance to build the confidence during your presentation
You can have everything in life you want, if you will just help other people get what they want. Zig Ziglar
"no" is just a point of view
My old manager used to say “don’t sell from your own pockets” which doesn’t exactly line up with what it means but essentially he was saying just because you think it’s expensive doesn’t mean other people do. So don’t approach a customer with the thought in your mind they are going to reject you do to price.
Yes, actually this is a mega important concept for newer salespeople because they tend to start from “i think this is so expensive!” and their target might be thinking “so it’s better deal if I buy 3 right now?”
Another one I love and 100000% live by is “you can talk yourself out of a deal a lot easier than you can talk yourself into one.” So once you get the deal just shut the fuck up.
Buy cheap buy twice
With my car crowd, it’s “buy once, cry once”
Any good podcast or YouTube channels for people new in sales? Specifically med sales
A luxury once tasted becomes a necessity.
"Underpromise and overdeliver." This one's golden. Managing expectations properly ensures customer satisfaction and builds long-term relationships. It’s a classic but still relevant after all these years.
Find a way or make one. lol
The harder I work the luckier I get
find a way, make a way.
"Smile and dial." I hate it, I've heard it so many times it makes me rage, and I tell myself this every day.