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You can define selling as the process of overcoming multiple moments of adversity in pursuit of a purchase agreement. You can define selling as the process of overcoming multiple moments of adversity in pursuit of a purchase agreement. Either way, if you want a career in sales, be prepared to deal with adversity. Here are three tips on dealing with some of the most common moments of adversity you will face in sales. Winning the sales from the mean people is the best way to increase your sales exponentially and quickly.
But not to worry, most people who have trouble expressing themselves have a partner who has no trouble at all sharing all their thoughts and opinions. The non-talker is often quite capable of talking through the voice of the other non-present buyer. Here’s what you do: get around to everyone quickly and assess their motivation levels by asking some form of “So, what has you thinking about buying a new [insert the name of your product] today?” Based on their answers you can decide who to re-engage with first on a deeper level. Mastering these moments of sales adversity creates greater self-confidence for you as a sales professional and creates a more enjoyable experience for your prospects. My daughter Katie was quite the soccer player back in the day, and one of her greatest strengths was her mental game. Late in one of her high school matches she found herself defending one-on-one with an opposing player. And, if you’re not extremely careful, you feel your confidence sink like a bowling ball in quicksand. Carry the past defeat into the future opportunity and you’ll find self-doubt doing a dance on your head. Several times each year Shore Consulting hosts a dynamic, interactive and career-changing real estate sales program called The 4:2 Formula Academy™.
Instead, tell customers about other buyers who shared the same objection and yet decided to purchase anyway.
This is often referred to as The Law of Social Proof which states that people are more inclined to do things that other people like them are already doing.
In the case of the small backyard, find other buyers who shared the same objection and purchased in spite of it.
In reference to the small backyard objection, I would simply ask, “Let me ask…let’s say you loved everything else and decided to move in to this home anyway. Almost immediately you see the customer’s eyes dart around to solve his or her own problem. That being the case, you may need to simply ask, “Is the backyard something you could live with?” If the answer is “No” then you know it is a deal killer. So, if you want to revolutionize your sales career, take some time to learn a little bit more about The 4:2 Formula Academy. I’m a big fan of boosting sales success by asking for the sale on the very first visit. The cool thing about this approach is that you WILL find customers who buy on the first visit. A customer comes into your store, your sales office or your showroom and you do your thing. The prospect shows interest, but is not exactly jumping out of their skin with excitement over what you have to offer.
They get into their car and immediately begin to rehash the conversation, they tear apart the product, they weigh all the pros and cons. Forget the whole 24 hour follow-up thing – that is an eternity for someone who is agonizing over a major purchase.
Find ways to offer new value points, to diffuse concerns, and to prove to the customer that you just plain out-care the competition. Or maybe just to text them a video of the feature they loved most about your product — just to remind them how much they loved it! Sales leaders always hunt for successful new sales talent and often want advice on what makes for a strong salesperson. Sales leaders always hunt for successful new sales talent and often ask me for advice about the specific skills that predict sales success. Interestingly, some of the most essential sales success skills require no experience at all – which is one of the reasons I sometimes encourage sales leaders to consider hiring people with no previous sales experience.
You can always teach a willing learner how to achieve success in sales, but you can’t always coach the essential selling skills listed below. It is probably no surprise to anyone that attitude is top of the sales success skills list.


We need to realize that a salesperson with a poor attitude is leaking those negative feelings all over your buyers and poisoning your sales offices. I understand that everyone gets a bit down now and again, but a salesperson with a consistently bad attitude is simply unacceptable. You want salespeople who will give it everything they’ve got, then take coaching from you and give a little bit more. Salespeople who throw in the towel too quickly are costing you crucial sales. How well can they prioritize and manage their time so that they arrive when and where they should be? Seek out the salespeople who show interest in your training program, who can speak about what they’ve learned from others and who can share with you some of the recent sales books they’ve read and how they’ve helped them improve their selling skills.
Sales success skills that require no experience are a beautiful thing because it allows sales leaders to seek out great PEOPLE and turn them into great SALESPEOPLE.
And if you want to make it easy for your customer to buy, your story must include a rock-solid closing question. More precisely, your story must include a series of closing questions throughout the process. Please – PLEASE – do not fall into the trap of thinking that NOT asking for the sale is somehow providing a service to your customer. In this video, I sit down with a very successful business coach out of Katy, Texas named Mike Calderwood of Calderwood coaching. Regardless of your interest in college basketball, or how the final game affected your office pool, you gotta admit – the end of the Villanova-UNC NCAA Championship Game was one for the ages. Regardless of your interest in college basketball, or your geographical ties, or how the final game affected your office pool, you gotta admit – the end of the Villanova-UNC NCAA Championship Game in April 2016 was a success story for the ages. The hero of the game was Villanova’s Kris Jenkins, who drained a long three-pointer as the clock expired. Smile before the customer comes through the door (or before you do, or before you dial the phone). While it might be too late to make major changes in these areas for the fast approaching spring selling season, it’s still not a bad idea to do a quick check on your offerings and allow yourself the flexibility to make any doable adjustments. As I’m sure you’re aware, there are a gazillion books on selling, sales technique, sales theory, etc.
If you’d be okay with it, then you are probably using a customer-centered, mission-based selling technique.
Go read some Stephen Covey and Jeff Shore to get yourself straight before stepping back onto the sales floor – trust me, you’ll be better off, more successful, and your customers will thank you for it. One of the best, most effective ways to help buyers buy is to ask them strong closing questions all the way throughout your presentation. The post 3 Mental & Emotional Keys to Your Sales Success appeared first on Jeff Shore. On the one hand we expect outgoing, gregarious, creative, relational, caring and empathetic salespeople. On the other hand we want detail-oriented, analytical, good with numbers, systematic in their thinking, and well-organized salespeople.
No wonder it is so difficult to find the truly GREAT salespeople with compelling success profiles. Great salespeople are heavy on the grey matter, and they embrace the opportunity to solve problems. No, I don’t mean look out for them so you can avoid them, but rather seek them out so you can win them over and make those incremental sales! The nice buyers are already getting plenty of attention and help from dozens of other salespeople. You know, the person who stares blankly at your perfectly timed and phrased discovery question? This is a classy problem to have and here’s what you need to remember – it is your job to spend your time with the person most likely to buy from you today. Here's how we can learn from Katie and create a similar mental game for when we run into sales adversity. It gets inside your head quickly, and just as quickly it descends to a discomfort in your gut.
As she was jogging back to her position for the ensuing kick-off she reached into the air in front of her, extended her right arm, and closed her hand around something invisible.
The challenge with this strategy is we often lack credibility when we say, “I know how you feel.” I also believe that buyers smell a sales tactic here.


Ask them how they made the backyard work and then share those stories with potential customers that share the same concern about the yard size.
It’s a 12-week learning cycle that features a three-day live coaching event along with with video lessons, webinars and certification testing to help you maximize your selling potential and maximize your commissions. The prospect shows interest, but is not exactly jumping out of their skin with excitement over what you have to offer. The most successful sales people never assume that they need a second visit to close the deal. Amy O'Connor shares four of the most essential selling skills that require no experience at all. Yet, as I work with sales teams all across the country, I am consistently surprised by the sheer volume of salespeople with poor attitudes. I’ve always thought this ridiculous since 110% is impossible, but I understand the premise: give it everything you’ve got and then give a little bit more. Being on time seems especially difficult for some salespeople, yet it is a sign of their organizational skills. A salesperson’s punctuality is a good indicator of how successfully they manage their commitments to their buyers. It shows respect by not being late or disruptive and it shows respect for other peoples’ time.
No one ever gets anything completely figured out. Many of the most successful salespeople I know seek learning more fervently than people who are just starting out.
Understanding and applying this knowledge into both your hiring process and your ongoing evaluative process will help you transform your sales team into a top producing machine. When you get to know her, you begin to understand that she has a problem that must be solved. With each new agreement you move your customer through the story, getting closer and closer to the climax – that magical moment when her problem gets solved. An even better approach is to ask someone who has done it and also helps others do the same.
Mike and I discuss two major keys you need to have in order to reach your goals and achieve true sales success. The time to come up with your opening statement is not when your customer is standing in front of you. And here’s the rub, with all the choices available to buyers they are looking to eliminate you and they will do so – quickly.
Allowing them the opportunity to make small choices will prevent them from becoming overwhelmed. Amy O'Connor explains how sales people can overcome these adverse moments and still close the sale.
You feel like the whole world just saw your mistake, as if the fifty people on the sidelines were actually 50,000.
At that point, you just need to handle the objection using the cards you’ve been dealt.
The idea here is to get the customer out of a complaining mindset and into a creative mindset. And your customers will experience the most intense contemplation and emotions immediately after the sales presentation. A salesperson who isn’t capable of showing this type of respect can and WILL frustrate your buyers. This is a tremendous advantage in the market, because it allows you to more easily stand apart from your competitors in a very personal way.
Capturing sales early will provide you the confidence and social proof you need to subsist through the marathon that we in sales lovingly call – spring selling season! It drives great salespeople nuts when they are not selling as much as they know they should. And you have to believe that everyone who approaches you is a willing, able and ready buyer because if your mindset isn’t right, all the technique in the world won’t help you.
Your customer is the main character in the story, and when you solve their problem, you become their hero.



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