Stan Billue's Blog

July 21, 2015

When Sales Training Won’t Work (Part 3)

One of the things Stan Billue is famous for is…

… spending one hour a day for 37 years learning and studying the sales process.

That’s over 13,505 hours focused on mastering and perfecting sales skills. Which is why (at one point in his career) Stan was making $30,000 a week as a phone sales expert.

So one of the big keys to sales success is to…

1. Decide to get the training needed to learn HOW TO SELL.

2. Decide to keep honing your sales skills on an on-going basis.

3. Decide to track and measure progress so you can improve weak areas.

Here’s the thing: Sales training won’t work unless it becomes a Daily Fixture in your schedule.

Sadly, most sales people and business owners have never read a book on sales. Or marketing. Or how to build a successful career. Probably over 90% of the business and sales world is “winging it” and it shows.

A good place to start your training is by taking advantage of a Free Strategy Session from the Stan Billue Team. You’ll discover how to sharpen your sales skills to the point of perfection. And how to avoid making the income-draining mistakes so many people in sales make.

Go here for details…

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July 20, 2015

The First Step On The Way To Sales Success (Part 2)

Filed under: Stan Billue's Personal Blog — Tags: , , , , , , — Stan Billue @ 4:47 pm

So what do you think?

Is the first step on the way to sales success learning how to approach… qualify… present… handle objections, etc.?

On the surface, that sure would seem true.

But it’s not.

Here’s what Stan Billue says is the real first step:

“What is your Purpose in Life ?
I love to ask everyone I meet with a question about their Future and then challenge them on
their answer.

“Here’s the question:

“If you were financially independent, what would want to do with the rest of your Life?“
If I asked you that same question, what would your answer be?”

Not what you expected, right?

That’s because Stan believed (and right so) that: “Whatever you’re doing now for a living should be treated as a Means to the End.”

So the first step to sales success is to know what you want out of life. Then use your career or business as a means to get what you want. This gives you the motivation to succeed.

Want to know how to turn your answer to the question above into a plan of action for sales success?

Then read pages 6 – 7 in Stan Billue’s The Sales Expose for all the details.

Check it out here…

———————————————

Strategy Session Call reveals how to sharpen your phone sales skills to the
point of perfection. To apply for consideration, send an email with the
subject line…

Strategy Session Request

… to support @ stanbillue.com

If you qualify, this One-Hour Live Session could be a game-changer for you.

———————————————

July 17, 2015

The Stan Billue School Of Sales (Part 1)

Over the next five posts I’m going to share with you how Stan Billue became a world-class expert at the art and science of selling.

Interestingly, you can follow his lead and do the same.

The first thing Stan did was make a decision to become an expert at sales.

His mentor told him that… if he would focus an hour a day studying one subject… in five years he’d be in the Top 1% of his field. Stan took this advice to heart. And he went on a frenzy devouring everything he could get his hands on the subject of selling.

On the contrary, 99% of salespeople have never read a sales book.

How in the world do they expect to make a growing income in sales… without first… learning the skill as well as possible?

Beats me!

So the first thing you must do is convince yourself that becoming your best in sales is important enough to get the right training.

The exciting thing is that the sales profession is very lucrative.

You just have to KNOW how to sell… and then… go out and DO IT.

After making this decision, the next step, is to get the right training.

I’ll fill you in on this in my next post.

———————————————

Strategy Session Call reveals how to sharpen your phone sales skills to the
point of perfection. To apply for consideration, send an email with the
subject line…

Strategy Session Request

… to support @ stanbillue.com

If you qualify, this One-Hour Live Session could be a game-changer for you.

———————————————

July 15, 2015

Closing Commando Sales Training Call

Closing Commando Sales Training Call
Thursday, July 23, 2015
10 am Pacific / 12 pm Central / 1 pm Eastern
Based on our recent survey, most of the folks on our list want to know
how to close more sales. On Thursday, July 23 we will hold a special
LIVE TRAINING CALL on how to seal more deals.

Call in details will be sent the week of the event. The call will be
about 45 minutes long. No recordings. No replays. Only 100
spots available. Mark your calendar to attend this live event.

July 14, 2015

Cold Calling Backlash

Fact is, consumers hate (with a capital “H”) getting cold called.

On one of my first such calls, the guy on the other end of the line got so angry he said things my “virgin” ears couldn’t handle. Which is why it’s critical to understand the steps someone takes before making a buying decision. Otherwise, you’re just intruding and creating a stressful situation for no good reason.

In the email series — How To Ease Prospects Into Buying Without A Fight — we reveal how to position yourself and your product/service as a logical choice… rather than… as an intrusion.

When you join Stan Billue’s “Daily Sales Tips” E-List you get the entire series for free.

Take a look.

July 13, 2015

How People Buy

Do you know — exactly — how your prospects make a buying decision?

I bet not!

In fact, I bet your sales process goes against your typical prospect’s buying process.

And that’s what causes all that friction… and tension… and stress between you and them. It comes down to a misalignment of interests. You want to sell. They want to buy… but… not when you’re ready to sell. When they’re ready to buy.

In the “How To Ease Prospects Into Buying Without A Fight” email series, we explain each of the five phases a typical buyer goes through… BEFORE… choosing a product or a vendor.

Sign up to Stan Billue’s Daily Sales Tips and get instant access to this series.

Go here now.

 

 

 

July 10, 2015

The Guaranteed Way To Fail In Sales

The sales profession gets a bad rap.

On the one hand, no sales = no business.

On the other hand, the selling process scares sales people stiff.

An article in the Wall Street Journal by Lauren Weber on February 6, 2015 titled, “Why It’s So Hard to Fill Sales Jobs,” highlighted the difficulty in attracting people to the field due to its perception of being high risk and competitive.

The fear of selling stems from a number of factors.

One of which is: The sales person does not know how to sell.

If you know what you’re doing… then… there’s nothing to fear. But when you are confused and untrained anything (including something simple) can seem daunting.

One out of nine people in the U.S. workforce is employed in sales.

Professional selling represents the second-largest employment category.

And yet, most salespeople have minimal, if any, formal training in sales.

Wanna guarantee you fail in sales – or anything? Then don’t get the training needed to know your craft. Wanna guarantee you have a fighting chance of making sales a lucrative profession?

Then… get the sales training you need to succeed.

A good start is to get on Stan Billue’s “Daily Sales Tips E-List.”

Go here…

July 8, 2015

Part 2 – Why People Avoid Sales Reps Like The Plague

Yesterday you discovered an interesting quirk of human nature.

The first thing (usually) that people do BEFORE making a buying decision is…

They get DISSATISFIED with their current situation. Over time, that dissatisfaction festers, grows and becomes a dominant force in their psyche.

Which leads them to Phase 2 (Step 2) of the buying process…

Again, go back to the last purchase you made. If you are a typical consumer, you probably DID NOT get up and just go to a store to buy whatever you wanted.

For instance: You pour yourself a piping hot cup ‘o Joe. You open the fridge to douse the coffee with a little milk. But the gallon is over a week old. (Yuck!)

Now you have a problem.

Dissatisfaction sets in.

You decide to get milk… but… before you go to the store… what do you do?

I’ll let your mind spin a bit on that point and get back to it later.

Phase 2 is the exact best place to engage the prospect… get on their radar… and lead them through the rest of the buying process.

It’s the first time the prospect is going out and making contact with the business world about their problem. However, they don’t want to talk to a sales person. They don’t want to “shop” around at a physical store just yet.

Basically they don’t want to engage any vendor at this point.

Too soon.

They’ll do everything possible to avoid sales people.

In fact, I’d say, the number one reason people avoid sales reps like the plague is because the sales reps are engaging prospects at the wrong time.

The prospect needs something else first.

Before they talk to anyone in a position to sell them.

That’s why 81% of consumers… and… 94% of business buyers go online first. (See links below to articles on this subject.)

Go back to the coffee and milk example.

Before you run out to the store what happens first?

If you’re like most consumers, you pull out the sales papers to see where you can get the best deal. Walgreens sells a gallon for $3.00 but it’s just around the corner.

The supermarket has milk on sales for $2.29 but you have to buy $10 worth of groceries. (Damn! They always get you somehow.)

Sam’s Club has milk for $1.89 a gallon but you have to buy a year’s worth.

Get it?

Usually, people do a little research before deciding WHAT they’ll buy… and… from WHOM.

The bigger the purchase the more time and effort is spent in…

Phase 2: The Exploration/Fact Finding/Info Gathering/Research Phase

Think I’m blowing smoke?

Fine.

This article from Adweek should set you straight.

Oh… you sell B2B and you think these sophistimicated execs KNOW what they want before doing any research?

Puhleeeze!

This article’ll gives you the scoop on how business buyers shop.

Here’s the good news: If you know what you’re doing… then… you can position yourself as a source of valuable information. How? By providing prospects with critical research “done-for-them” that they can get from you. You become their trusted source of info they need before making a buying decision.

I’ll tell you how in tomorrow’s email.

BTW… I did this selling real estate and created a marketing and sales system that generated over $25,000,000. (The average house back them only sold for $100K in my area so the gross figure is pretty good.)

Keep your eyes peeled for the next email in the series…

July 7, 2015

Cussin’ Prospect Slams Phone On Scared Sales Rep

If this hasn’t happened to you yet…. it’s cooooming…

I’m sitting down at my cubicle.

My sales manager handed me this giant book with all sorts of addresses and phone numbers. The book is called the Haines Criss-Cross Directory. According to my manager, my financial future was somehow tied to this book.

(In no time flat I found out he was full of it.)

He told me to pick a page — any page — start at the top and dial number after number until I got to the bottom of the page.

About 30 or 40 calls in, a rather gruff voice answers.

I excitedly tell him who I am (as if he should’ve cared), my company name and what the call was all about. Then all of a sudden he screams an expletive that was so nasty I turned red in the face. Then he slams the phone in my ear.

Instantly, I knew my financial future had nothing to do with the Haines Directory.

It took me over a year to finally figure out what the problem was.

You see, people make buying decisions in a certain step-by-step fashion.

There are five specific steps to the buying process. Unfortunately, most companies and sales reps don’t even know what they are. So they often approach prospects at the exact wrong time.

The first step is usually… DISSATISFACTION.

In other words, the person becomes dissatisfied with what they have. Say it’s a car. Maybe it’s older. Doesn’t have modern techno doodads. Is starting to need too many costly repairs.

Or maybe the neighbor just got a brand new car… and… the person wants to keep up with the Joneses.

Whatever it is, something creates a sense of dissatisfaction.

Read the definition of dissatisfaction from Reference.com here.

And the product must be replaced with something new or better.

Think about your own situation: Do you just get out of bed one day and decide to buy a new car or whatever? No! Usually something happens that makes you unhappy with what you have. Then… and only then… do you start churning over in your mind the need to replace what you have with something better.

This phase could take days, weeks, months or even years to fester. It all depends on the product and it’s cost.

You may become dissatisfied with a coffee maker today… and… buy a new one this weekend.

On the other hand, it could take months to move from an apartment into a house. Or to list and sell an existing house and find one that is just right for your family.

This phase — the Dissatisfaction Phase — is exactly the wrong time to reach out to prospects. For one, it’s impossible (unless you’re a mind reader) to know when someone is in this phase. People generally don’t advertise it.

Although, they will talk to friends and family about how unhappy they are.

Here’s an interesting quote that proves the point:

————————– Beginning of Quote —————————
“How the customer thinks out a decision to buy has nothing to do with any selling system or approach. That is an artificially constructed process to give sales people something to follow and help them remember what they are supposed to do. The truth is that all selling approaches are a collection of techniques and methods assembled into some type of organized process. Salespeople do need all those skills, techniques and methods. That’s the good news. The bad news is that they usually are following a guidance system or selling approach that is not flexible enough to keep them aligned with where the customer is at.”
————————– End of Quote —————————

Read the article here.

In tomorrow’s email we’ll talk about the next step in the buying process.

Believe it or not, by the time a prospect gets to Step Two they are still not ready to buy… or… even talk to a sales person or patronize a business.

But Step Two is the exact best place to engage the prospect… get on their radar… and lead them through the rest of the buying process.

Stay tuned…

July 3, 2015

Dealing with price shoppers

Sales people hate it.

And who can blame them?

You give a great presentation. Pile on the benefits. Give every reason why the prospect should move forward with your proposal. And what do you get?

Nothing!

The prospect knows this is right for them. In fact, they told you so.

Yet… they just don’t budge.

You know, Stan had a great way of handling these kinds of prospects.

Often they would end up buying and thanking him for the privilege.

First: Stan would ask the right questions to uncover the prospect’s true objections.

Second: He would cater his sales presentation to eliminate those specific objections. The whole process felt very natural. Often, he would be able to remove a buyer’s fear of moving forward without ever talking about the specific objection.

Third: This is HUGE! Stan would listen closely to the buyer’s responses as he was trial closing them. When he hit upon a buying signal, Stan would make sure it was for real. And, if it was, then he would close right on the spot.

This three part sales sequence allowed Stan to close more sales in a month than a typical sale rep would close in a year.

In The Top Producer Profit Pack (which includes ALL of Stan Billue’s best-selling products) reveals every secret technique Stan used to turn price shoppers into buyers.

And he doubled his income in sales for five years straight.

Go here for all the details…

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