Fastest Way To Learn Sales | Training, Coaching & Motivation

"Name is the sweetest and most important sound in any language" a famous qoute by Dale Carnegie. In today's sales podcast learn how you can remember a person's name. Motivational Quote Shared is by: Ron White, winner of the USA Memory Championship in 2009 and 2010 and an international memory speaker, in an email with CNBC "A major reason you don’t recall names is you weren’t listening. Someone says their name and two seconds later you don’t know it. This is not a memory problem. It is a focus problem."                    The six tips shared in the podcast that will help you remember a person's name are: 1. Commit  2. Focus 3. Repeat the name 4. Ask for their spelling and repeat the spelling 5. Associate 6. LINK Play the sales podcast episode to learn more. Website: www.DevelopMe.ca Email: hello@developme.ca IG: @fastestwaytolearnsales Fastest Way To Learn Sales Podcast is hosted by Saqib Irfan who is based out of Saskatoon, Saskatchewan, Canada.

The final two steps (out of 8) in the Consultative Selling Process that we have been discussing on this sales podcast. Step 7 is Explain Benefits which is essentially doing Cost of Inaction calculation with your customer. Step 8 is the final and second most important step that you do not want to miss which is Secure Commitment. In simple words, asking for the sale.  The motivational quote shared is by Anthony Jay Robbins (A.K.A Tony Robbins) An American Author and a Life Coach. "Focus on where you want to go, not on what you fear" Website: www.DevelopMe.ca Instagram: @FastestWayToLearnSales

Following a sales process can be easy especially if you follow it step by step and have total of 8 steps. Today's sales podcast is about step 5 in consultative selling process which is to Identify Needs and step 6 (the most exiting step of all) Present Solutions. The motivational quote shared is by none other than Zig Ziglar! Zig Ziglar an American salesman, sales celebrity, motivational speaker and an author!   “Every sale has five basic obstacles: No need, no money, no hurry, no desire, no trust”

Step 3 in Consultative Selling Sales Process is the easiest & shortest one of all. You simply confirm three things with the customers in this stage which are described in detail in the podcast. The next step #4 is the key step and mother of this consultative selling process. If you miss this step, you will not be able to have much success in selling your products or services to the customers. The quote shared is by Dalai Lama:   “When you talk, you are only repeating what you already know. But if you listen, you may learn something new.” Sales Podcast Website: www.developme.ca  Instagram: @fastestwaytolearnsales  email: hello@developme.ca 

If you miss setting the context of the sales meeting, it is just like you missed the flight to your destination. The sales motivational quote shared is by Anthony Iannarino   He is an international speaker, bestselling author, sales leader and an entrepreneur.   Check out his sales blog “The Sales Blog” for daily sales tips and insights! “Care enough to create value for customer. If you get that part right, selling is easy”  What does it mean to set meeting context?   This is a key step when you have arrived at the meeting, have built rapport as discussed in last episode, and now you need to set the context of the meeting.  Which simply means that you will highlight the focus points of todays meeting. WHY ARE WE HERE AND WHAT WILL WE DISCUSS.  Setting the context at the beginning of any meeting is the first step you can take to ensure that the meeting is effective Participants need to understand what is the focus for the meeting. Some good examples: “Mr Customer, thank you for seeing me today and in today’s meeting we will cover a the important of social media, and how your brand can benefit from a strong social media presence.”   That is it.   Ideally, keep it one item so that you can focus on it, so can client focus on it and you can hit home the point.   Think about it this way, before you meeting starts ask your self, what is one thing I would like my prospect to learn from todays meeting and remember after the meeting is over.  That is the point you would design your presentation around and keep you clients focus on it.   Now you can certainly go in to few directions and go in to deeper background, however if you miss this step, there will be no clarity why you are meeting with your prospect today.  Pre Set The Context In An Email: What I do is I email my clients in advance, I set the meeting and I set the context in that email invite.   So for example, “Hi Gary, How are you?  I just wanted to schedule our performance review meeting with you for sometime this week.   In this 45 minute meeting, we will cover performance of your store, find key areas where we can grow and I will also share with you two lead generation products that will fit your business model.   Here is my availability for next week: Give them date/time options  Closing it with: Please let me know the date and time that works best with your schedule and I will send you a calendar invite. This works most of the time. How about the clients who do not respond back to the emails?   For those clients my email is little different:   Hi Gary,   I just wanted to give you a heads up that I will be working in your area next Tuesday, and will drop by with your performance reports, plus I have two new lead generation tools that I am excited to discuss with you.   See you between 10 – 10:30 AM on Tuesday, April 16th  Thank you,  Now with this I am not asking them to respond back to me, and not giving them a set time so that they can disappear on me. One thing I am certain, that these clients may not respond back to the email, however they do read their emails.   Instagram: @FastestWayToLearnSales

How do you start you sales presentation meetings? What questions do you ask? Do you do research on your prospect before walking in to the customer's office? The quote shared is by Anthony Jay Robbins a.k.a Tony Robbins is an American Author, philanthropist and life coach.   Tony is well known for his infomercials, seminars and self-help books including Unlimited Power & Awaken The Giant Within.   “Rapport is the ability to enter someone else’s world, to make him feel that you understand him, that you have a strong common bond.” Sales Topic: First Step out Eight in Consultative Selling.   Here are 15 tips that will help you build rapport instantly:   1. Online Research   LiknedIn   Website   Social Media Profiles   2. Hand Shake   3. Remember the Name 4. Smile   5. Present your Business Card & Ask for theirs   6. Give Genuine Compliment   7. Observe   8. Ask & Listen   9. Body Language   10.  Tone of Voice & Pace   11. Your Dressing   12. Be Yourself   13. Be Friendly   14. Use Humor Where Appropriate 15. Avoid Profanity   Ideally, in your research your will find good information to use to ask them to build solid rapport.   For example:   If you have learned that they like Blue Jays, that is a conversation starter.   If they have written their goal online, ask them what inspired them?   Be personable.   Show interest.   What is a Small Talk?   Small Talk is polite conversation about unimportant or uncontroversial matters, especially as engaged in on social occasions.   You can easily start a small talk by asking a  

I personally follow an 8 Step Consultative Sales Process which is pretty much now part of my DNA, however, in some circumstances I forget a step or two and rush my sales presentation causing the whole meeting to scramble.  In today's sales podcast show you will learn what happens when you don't follow your sales process and miss a step or two due to various reasons. What can you do about it? How should you move forward after making this mistake. The quote shared is by Tiffani Bova -    Tiffani Bova is Global Customer Growth and Innovation Evangelist at Salesforce. and an Author of Growth IQ: Get Smarter About the Choices that Will Make Or Break Your Business. Quote: How You Sell Matters. What your process is Process Matters But how your customers feel when they engage with your matters more. Sales fellows we all make mistakes, and as long as we learn and improve we are good. Fastest Way To Learn Sales Podcast is hosted by Saqib Irfan who is based out of Saskatoon, Saskatchewan, Canada. Sharing bite size sales tips, best practices & motivation every week to keep your sales energy level high! Instagram: @FastestWayToLearnSales 

One of the most common sales objection we all sales fellows experience is when a client after a solid sales presentation says to the sales professional "I have to discuss this with my manager, my spouse prior to making a decision" What do you guys and gals say to this? What is current method of handling this objection? Play today's Sales Podcast Episode to learn an effective way to handle this objection, a method that Zig Ziglar calls "The Signature Close" The quote shared is by John C Maxwell - An American Author, Pastor & Speaker and he has written a number of books on the subject of leadership including The 21 Irrefutable Laws of Leadership.   "In the end, people are not persuaded by what we say, by what they understand"  Fastest Way To Learn Sales Podcast is hosted by Saqib Irfan who is based out of Saskatoon, Saskatchewan, Canada. This sales podcast is designed to help motivate sales people, who are eager to learn more about sales techniques, tactics and best practices in bite size episodes.  Instagram: @FastestWayToLearnSales

Sales fellows, welcome to Fastest Way To Learn Sales Podcast number 75 on the 10th key of selling which is Key of Sincerity! Today's motivation quote shared in the episode is from Douglas Adams, an author, scriptwriter, and humorist best known for his work "The Hitchhiker's Guide To Galaxy" "To give real service, you must add something that cannot be bought or measured with money, and that is sincerity and integrity." What You Will Learn in Today's Sales Podcast Show: 1. How to use key of sincerity in retail sales 2. How to apply sincerity in business to business sales environment 3. A story of a non-sincere sales professional 4. A story of a Bike Sales Rep who lost a deal and won heart because of his sincerity to sales! 5. How sincerity will help you earn more business through referrals. Fastest Way To Learn Sales Podcast Show is Hosted By Saqib Irfan who is based out of Saskatoon, Saskatchewan. 

 #74 – 9th Key in selling – Inducement  - Quote by Marcus Tullius Cicero

 An Amercian former world #1 professional tennis star.   She won total of 39 Grand Slams in her tennis career. 12 in singles, 16 in women’s doubles and 11 in mixed doubles.   She is married to none other than Mr Larry King!   Billie Jean King Once Said:   “Champions keep playing until they get it right.”  

Today's sales podcast topic is the 7th key in selling which is Impending Event & Handling “Ill Buy It Later” Objection.  Quote by: Eleanor Roosevelt Former First Lady of the USA. A well known political figure and she once said:   “Learn from the mistakes of others. You can’t live long enough to make them yourself”   Topic: Key number 7 in selling which is The Impending Event.   Which simply means that things will change, the prices, processes, service, performance, desirability and availability of what you are selling today will for sure change in the future.   It is a fair thing to say that the prices you are selling your products today, will not be the same in the future.   In order to be absolute success in sales you sales fellow must come up with a way to handle to “I’ll buy it later” objection.   So let’s use an example of the 7th key of selling – The Impending Event   Prospect: “The price on this house is too high”   You: “Yes, I’d be inclined to agree with you. The price on this home – like most everything else – is too high. But you, Mr Prospect, are the one who set the price”   Prospect: What do you mean that I am the one who set the price?   You: “Actually, it was you and all the other people who are in the market for homes who really set the price of the homes. For example, if 90% of the people who are in the market for a home were to suddenly stop looking.   I can assure you that in a matter of six months the price of this house will drop considerably.  However, everything indicated more – and now fewer – buyers will soon be in the market for a home and law of supply and demand sets the price.   “As you well know, real estate has consistently increased in price. I firmly believe that in next 2 – 10 years you will be able to sell the same house for a lot more money.   If you go ahead, and invest in this home today, in the future you will benefit from the impending increase in price. “   The idea is to stay focused on handling the objection that is that I will buy it later.   Show them the cost of inaction.   So if a gets away from the direction and say man the Hockey game was interesting last night” and try to get the talks off topic, you get back in control by saying:   Yes, the hockey game was real fun and exciting last night and so are the benefits which go with our product or service.   BRINGING THE CONVERSATION FOCUS BACK TO WHAT YOU ARE SELLING.  

Play today's sales podcast to learn tips around effective listening and a simple method called CHEF Method to become an active listener. Beside this you will also learn a common mistake sales people, especially young or new to sales people make. I also share with you how to listen with your eyes using the CHEF method and what does it exactly mean. So play the episode now, learn the sales tips and increase your closing ratio! The quote shared Stephen Covey | An American educator, author, business man and a keynote speaker.   We all know him because his the all-time best seller “The 7 habits of highly effective people”   “Most people do not listen with the intent to understand; they listen with the intent to reply.”    Fastest Way To Learn Sales Podcast is hosted by Saqib Irfan from Saskatoon, Saskatchewan. The objective is to provide you with actionable sales tips, advise and tactics in bite size episodes. Instagram: @fastestwaytolearnsales 

   Quote by: Brian Tracy A Canadian American motivational speaker and self development author. Brian has written about 70 books on these subjects including “Eat That Frog” & “The Psychology of Selling”   “Telling is not selling, only asking questions is selling”   Today’s topic as you can tell is about questions. Which is the 3rd Key in Selling! Asking Sub Ordinate Questions.   Now different situations during a sales call require a different style of question.   For example, when you are arousing interest in the product, service or an idea you ask close ended questions.   When you are doing a discovery, you ask open ended questions.   Today we will discuss the art of asking the subordinate questions.    What are the Subordinate Questions?   A subordinate question is any question the answer to which, if positive, means the prospect has bought!   If it is not positive, it does not mean he has not bought.   I read this in Zig Ziglar’s book that one of his friend used subordinate question which was very effective for him, he would ask the prospect:   “Well, Mr Prospect, have you sold yourself or should I tell you more?”   Remember no one wants to get sold, we all want to buy!   So this question is powerful. If the answer is YES I AM SOLD! Make the transaction and if the answer is WHAT CAN YOU TELL ME MORE ABOUT IT? Allows you to bring you sales game!   I also want to share with a story that I found in Zig’s book.   He calls this THE PRESIDENTIAL CLOSE.   Zig Ziglar was suppose to speak at a conference back in the day at Greenville, South Carolina during the week of Oct 11 through Oct 15th.   A sign at the back of the lobby advised travelers to avoid travelling during these days as this was the textile week and the rooms are pre books 12 to 18 months ahead of the textile conference.   Chances of getting a room with in the 50 miles radius of Greenville during the textile week is pretty much impossible.   Zig Ziglar being the one of the best sales person in the history, did what he was best at!   He walk in to the Holiday Inn and did the whole thing where he went up to the reception, introduced and asked for the room. Do you have a reservation? Asked the lady at the reception.   He said yes, long time ago.   How long ago asks the reception, Zig response 3 weeks ago.   Now it was clear to the reception that he does not have any reservation as they probably do not book 3 weeks in advance, and she got her senior to speak with Zig.   The senior Hotel Representative was polite and said to Zig,   “I might as well tell you that usually I am the good news lady, however tonight”   Zig interrupted her and says before you tell me that can I ask you couple of questions?   She said yes, go ahead.   Question#1: Do you consider your self to be an honest lady?   Senior Representative said “Of course I do Mr Ziglar”   Ok now Question #2:   If the President of United State were to walk the door and come up to you and say, ‘I want a room.’ Now tell me the truth would have one for him?   She smile and said: “Now, Mr. Ziglar, you and I both know that if the president of the United States were to come in here, I’d have a room for him.”   Zig: “Ok Ma’am, you’re an honest woman and I’m an honest man. You can take my word for it that the President of United States is not going to walk through that door. I’ll take his room!” &nb

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