Advertise on podcast: Steve Clark's Profitable Persuasion Podcast

A lot of folks think that if they are using a selling system that somehow it impedes them or it ties their hands or somehow takes away their spontaneity and their ability to respond and talk with folks. So that’s not an unusual kind of response I get when I mention the whole thing about a selling system. To help clarify let’s talk for a minute about what a selling system is and what it is not. And I think to give you a perspective on that I’m going to tell you a story about my younger daughter, Caroline, which happens to be a true story. Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at newschoolselling.com/twominutetrainer.

About 15% of the salespeople in North America are responsible for selling 65% of everything that is sold. So to say that another way, 65% of every dollar that is generated in sales in North America is generated from approximately 15% of the salespeople. That means the other 85% of the salespeople are scrambling around selling 35% of everything else and what I want to address is how you can become one of that 15% if you’re not already there or if you are already one of that 15%, how you can stay there. I’m going to give you some things that I have observed about why people get stuck. Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at newschoolselling.com/twominutetrainer.

This year sixty-five cents of every dollar that is sold to purchase goods and services are sold by 15% of the salespeople. What is it that distinguishes these top 15% salespeople from the other 85%? There’s a reason that sixty-five cents of every dollar’s worth of goods and services that were sold this year were sold by fifteen percent of the salespeople. The reason for that is those fifteen percent don’t possess these weaknesses in the same measure that the other eighty-five percent of salespeople have, and as we go through these, you will find out how important these things are, and how they impact your own personal success. Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at newschoolselling.com/twominutetrainer.

If you're gonna maintain focus and achieve what it is that you want to achieve, do more do better, have more time off, growing your business, improve your life, etc., - it all comes back to number one: habits. Habits have made us who we are and where we are in life because of the habits that we are engaged in. Every single thing in terms of the external circumstances of our lives is a result of our habits. Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at newschoolselling.com/twominutetrainer.

It is not too much of a stretch of the imagination to say that with the things that we are going to talk about today if you will implement them, there is no reason why you can’t become 25 to 50% more productive than you are without working one single minute more than you are currently. I am not a great believer in working more hours. I am a believer in working fewer hours and making more and in order to do that you have got to be doing the right things. That is the objective here today in terms of what we are going to go over. Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at newschoolselling.com/twominutetrainer.

Today, we’re going to be talking about the future of prospecting. How to position yourself as the ultimate expert and keep your pipeline full of high-quality prospects. So, that’s a mouthful. We’ve got a lot to go over and we’re going to spend that time going through that and when we finish today, what you’re going to discover in this session as you tune in here today, you’re really going to discover four things about this whole new paradigm of prospecting, if you will, what I am kind of thinking of here and calling this Prospecting 2016 – The Future of Prospecting. How prospecting has changed over the years. I’ve been at this game 30 years and prospecting has certainly changed over the 30-year period of time that I’ve been doing it and we’re going to talk about those things today. So here is what you’re going to discover today. Four big chunks that you will discover as we go through this today. Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at newschoolselling.com/twominutetrainer.

Let’s talk about this whole idea of the real reason people buy anything. For you guys, this isn’t going to be totally new, but what we’re going to do is I think we’re going to dig down a little bit deeper today into this whole concept and it is my hope that you will gain a deeper appreciation for the answer to this question about why people buy. So, here is sort of what you will come away with today as a result of this session, what you’re going to discover in today’s session. There are four things you are going to discover and a whole bunch of other ancillary kinds of things. But number one, you’re going to discover the two major reasons people buy anything. Now it is not going to be totally new to you, but when you boil it down there really are only about two reasons people buy anything and we’ll talk about that. You’re going to discover the three levels of pain. This whole concept of pain is battered around a lot by people. I think a lot of people think they know what it is. But I think it is also greatly misunderstood. So we’re going to dig down deeper into the three different levels of pain. Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at newschoolselling.com/twominutetrainer.

Probably the most frustrating thing for a sales professional is to give a presentation or a proposal and then receive a stall, a put-off, or a think it over and then waste countless hours following up and chasing after prospects that never make a decision. Sales pros can live with yeses and they can live with nos. But what is a killer are the think-it-overs, stalls, and put-offs. Today we will be learning how to maintain control of the sales process at all times and eliminate stalls, put-offs and think it over once and for all. What has been your experience with getting stalls or put-offs or non-decisions and think it overs from prospects?  Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at newschoolselling.com/twominutetrainer.

Let's start with this whole concept of why aren't people more personally productive and why aren't they more profitable or in a nutshell why don't they make more money than they currently make. And probably the second biggest issue that I encounter when I'm coaching or training, be it individual sales people or entrepreneurs, business owners, other consultants. The biggest issue that comes up over and over again, other than prospecting, or filling the pipeline with leads, would be the issue of time management. Now you could fill your garage or your basement with all the stuff that has been written about time management. And it would be my opinion that the whole concept of time management is an erroneous concept that's the wrong thing to be talking about because you can no more manage time than you can manage the tides in the ocean. Time is going to come and go. You do not manage time. The only thing you can manage is yourself and your behavior. So the whole thing when people talk about time management, it’s the wrong concept, to begin with. But we will get around to talking about some of those kinds of issues in just a bit. Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at newschoolselling.com/twominutetrainer.

Let’s start with this whole idea about what is mastery. I went to the dictionary and I looked up mastery and it had a couple of different definitions. One was the possession of a body of knowledge and the other was a complete acquisition of skill; it did not use the word “mastery” in either one of those, but it talked about mastery either being someone who possesses a certain body of knowledge or a certain skill set. Now, to me, that’s not a very good definition and I think you probably have your own idea of what mastery is, but it pretty much defines definition but it certainly is recognizable. You know a master when you see one. When you see someone perform or you hear someone talk about a subject matter, you know whether or not they’re a master. So even though it’s hard to describe and it comes in a variety of different ways, the attainment of masteries follows certain immutable and non-negotiable laws. Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at newschoolselling.com/twominutetrainer

We're going to talk this morning about having your best year ever going forward. And I don’t know if you want to have your best year ever. It kind of makes commonsense to why wouldn’t someone want to have their best year ever but I'm not going to make any assumptions that everyone on this call does in fact want to have their best year ever. You may have had your best year ever this year and if so congratulations to you and you may have decided that that's good enough. And if that's where you are who am I to say any different. But for those of you who really want to make next year your best year ever. I'm going to go over five, if you will, blocks or five components that are going to be necessary and helpful for you to have your best year ever and each of those five components have subsets of anywhere from three to seven characteristics of each one of those. Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at newschoolselling.com/twominutetrainer

 The reason the top performers make so much money is that it is extremely important to them to make a lot of money. When someone says to me, money is not that important, I don’t really care that much about making money, I can promise that an individual has a very small bank account. And I’m not putting any judgment on the desire to make money, or the ambition to make money. I’ll leave that up to you to decide whether or not that individual’s psychology healthy or well-balanced or what have you. Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at newschoolselling.com/twominutetrainer