-
Livre sur la vente par Jeremy Miner and Jerry Acuff, suggéré par Raphael Tremblay-Bouchard:
-
S’il avait un seul livre à suggérer au sujet de la vente: The New Model of Selling: Selling to an Unsellable Generation.
-
…meeting today’s clients when, where, and how they want to be met.
-
Great salespeople have a growth mindset and are always looking for new ideas to propel them to extraordinary success.
-
…working smarter and not harder…
-
…most effective way to sell anything to anyone in 2022 is to be a problem finder and a problem solver…
-
I had to find a way to excel, or I was doomed to a life of mediocrity. … I found the keys to success, and I have never stopped looking for new ideas to help me be even better.
-
There’s no ageism here; it’s just that the skills being passed around were old and expired.
-
People don’t know what they want until you show it to them. —Steve Jobs
-
…acting like sellers when we should really be thinking (there’s that neuroscience!) like buyers.
-
…today’s consumer has become more cautious and skeptical than ever before.
-
…consumers do not want to be talked at and sold to, they want to be talked to, asked, heard, and most importantly, understood.
-
The biggest problem in sales is the problem you don’t know you have.
-
…definition of selling…: it’s about believing in yourself and making others, in this case, the customer, believe in you too.
-
…primary goal in sales is to interact with your potential customer and discover whether there’s a sale to be made in the first place…knowing what doesn’t work will give you the clarity you need to recognize what does work.
-
They can tell if you care too much about the sale (which means that you care solely about the sale, not about solving their problems).
-
We are living in the age of that disappointment … this has produced a crisis of faith … especially among the young …
-
… sell in the modern world … doing these three things:
- Learn to eliminate sales resistance.
- Focus on the customer.
- Get the customer to think for themselves and question their current way of thinking.
-
New Model of great sales processes, standing for Develop, Engage, Learn, Tell, and Ask.
- Develop prospective customers’ interest so they are willing to hear you out.
- Engage customers in a meaningful dialogue.
- Learn the prospect’s situation/problem/challenge.
- Tell your story after you clearly understand that your product or service is a fit for their situation, problem, or challenge.
- Ask for a commitment—that is, when a commitment is appropriate.
-
Sales Myth #1: Selling Is a Numbers Game
- … sales manager somewhere told his salespeople that selling is a “numbers game” to make them feel better about themselves after facing constant rejection 95 percent of the time.
- It’s about the quality of your conversations and your ability to bring out their emotions by asking deep questions. It’s about how good you are at creating trust.
-
Sales Myth #2: Rejection Is Just a Part of Sales
-
Sales Myth #3: You Need to Be Enthusiastic about Your Product/Service
-
Sales Myth #4: The Sale Is Lost at the End of the Sale
-
Sales Myth #5: If You Assume the Sale, They Will Buy
-
Sales Myth #6: Always Be Closing—the ABCs of Closing the Sale
- … neutral environments in sales are safe and relaxed environment …
-
The purpose of you being in sales is to find and help other people solve their problems.
-
Treat everyone you meet as though they’re the most important person you’ll meet today.
-
You have eight seconds to convince people that you’ve got something worth hearing about before they zone out, tune out, or check out.
-
… introduction includes three parts:
- Problem
- Solution
- Question
-
… problem finder and a problem solver, not a product pusher.
-
Treat everyone as if they are important because they are!
-
… human nature for people to want to feel important or, for the humble types, at the very least, needed.
-
ask them about:
- the difficulty of their role
- their family
- how they wound up in this part of the country
- what they do when they aren’t working
-
… world of automation, robot restaurant servers, and a hybrid approach to business, there’s still a serious desire for human connection.
-
… trust has become a unicorn of sorts in sales …
-
… post-trust era …
-
… person to talk to you again. And how do you do that? You’ve got to build trust.
-
You’re not just there to just sell them.
-
If you have a valuable business relationship with somebody, three things are true.
- … if you call them, they’re going to call you back without any hesitation.
- … you can influence that person.
- … you’re doing something to help this person succeed.
-
… 99 percent of salespeople start out with a “predictable” sales pitch …
-
… establishing yourself as a problem finder and problem solver here, and that is likely to open some doors.
-
… not your customer’s job to remember you. It is your obligation and responsibility to make sure they don’t have the chance to forget you.
-
We must be detached from the expectations of making a sale.
-
… survey by HubSpot Research found that “only a mere 3% of people consider salespeople to be trustworthy.”
-
… customer-focused, you’re not in business or sales for you; you’re in business for other people.
-
Detach yourself from the outcome.
-
… prospect says is far more important than what the salesperson says.
-
Emotional intelligence and self-awareness in sales cannot be understated. … when dealing with your customers, it is required.
-
… not take rejections personally and consistently avoid harboring negative emotions.
-
… use a ‘playful voice.’”
-
“The right word may be effective,” Mark Twain said, “but no word was ever as effective as a rightly timed pause.”
-
… positive frame of mind, they think more quickly and are more likely to collaborate and problem-solve.
-
Tell Your Story
- Base it on your unassailable position …
- … facts, features, benefits, questions, and anecdotes. It should also be clear, solid, powerful, and repeatable.
- … contain both logic and emotion.
-
… customer’s needs. Let your story show how your product fits them best, not why the competitor’s product is subpar.
-
… today, customers aren’t uncomfortable, they’re kind of just over it, or dare we say, disgusted?
-
We live in a 24/7, three-hundred-plus channel, always connected, online world where countless companies and salespeople are trying to sell us something all the time.
-
… new digitally fueled modern-day skeptic.
-
… best this and the best that, which, by the way, every salesperson says, am I right?
-
Choose words that show people you’re producing a safe environment for them.
-
… most sales happen in a relaxed atmosphere.
-
“here are no uninteresting people in the world, only disinterested listeners. – Rick Phillips
-
… listening without judging … let go of your need to think about what you will say next … Listening also requires you to decipher the meaning beyond the words being uttered.
-
Clues … beyond the words and recognizes that what the person says (or does not say) …
-
… three basic ways to clarify something you have heard.
- Question
- Paraphrase
- Summarize
-
Seek first to understand, then to be understood. — Stephen Covey
-
… accept without judging and interjecting your interpretation.
-
… don’t tell people you know how they feel. Chances are you don’t. Instead ask them how that made them feel.
-
Never assume you have the solution. Instead, work your way through the conversation and have the customer come to that conclusion on their own…
-
… wise man doesn’t give the right answers, he poses the right questions.
-
Eight Laws of Sales Intent
- … have empathy, to see things from the customer’s point of view.
- … focus on them and not on me.
- … find people who truly want what I am offering.
- … master the knowledge I need to be seen as an expert in my business.
- … use words and find language that will resonate with my prospects and be compelling.
- Turning your statements into questions … using statements like,
- What if
- What do you think about
- Do you think
- If you could.
- What and Why and When, and How and Where and Who
- Rudyard Kipling … Nobel Prize for Literature and has a Guinness World Record for still, today, being the youngest to win it …
-
Telling is not selling
-
What have you done about changing your situation?
-
Pretend questions rules:
- Use Conditional Language
- Remove the Salesperson
- Remove the Company and Product Name
-
… question around that problem that allows them to think about the possible consequences of not doing anything to solve that problem. … empower the customer to realize that they themselves have the power to change their own situation.
-
… question that gets them to think about problems they may not even know they have. … experience in your industry from customers you have already helped allows you to see problems they might not see.
-
… goal is to get them to envision what will happen if they don’t take any proactive action.
-
^^Selling is the art of finding and solving problems by asking skilled questions and listening for the answers.^^
- Français: Vendre c’est l’art de trouver et résoudre des problèmes, en posant des questions “skilled” et en écoutant pour les réponses.
-
Presenting:
- … based on what you told me …
- … because you know how you said …
- … it’s caused you to feel …
- … said a ^^little^^ bit …
-
… value of solving the prospects’ problems and achieving their objectives to be at least ten times the cost of your offer…
-
… case study should show … results of the work … Remember your prospect cares most about results, not features and benefits.
-
- … repeat back their problem …
- Go over how your … solves a particular part of their problem.
- Repeat back … benefits of what it will do for them … once their problems are solved.
-
Remind yourself that it’s not personal; it’s not a rejection of you.
-
… possibly, their objection is nothing more than a request for more information.
-
… objection may just be a request for a few simple tweaks … :
- The price of the solution you’re offering.
- The timing of your solution.
- The follow-up, or how they will be serviced.
- The quality of what you’re offering;
-
… question: “How would I be able to communicate to you that you might be making the wrong decision without you getting upset with me?”
-
… always be sure to fully understand the objection.
-
… instead of being focused on just closing the sale, they’ll treat you differently. Why? Because dealing with you will be far less risky. You are committed to understanding them …
-
Let’s suppose we were able to resolve that issue with you.
- I know it’s not resolved right now, but let’s just pretend we could.
- Are there any other issues you might have that you would want to see resolved?
-
… team effort; hence the wording “with you” and not “for you.”
-
Share with them how your other clients have been able to find the funds …
-
… relationship courting, detachment is a very good thing!
-
Commitment Stage
- Unless commitment is made, there are only promises and hopes; but no plans. —Peter F. Drucker
- People are far more likely to change behavior if you ask for a commitment than if you don’t.
- … certain words and language … trigger pressure … Take a look at … Internal Revenue Service. If … called Internal Taxing Service, … we would all be up in arms, but the term revenue is far more neutral …
- “Where do you think we should go from here?”
- … biggest things you must always avoid in closing: assuming the sale.
- New Model of Selling, the salesperson doesn’t even use the term “closing.” It has a negative stigma …
- Business happens over years and years. Value is measured in the total upside of a business relationship, not by how much you squeezed out in any one deal. —Mark Cuban
-
… what you know, but who you know that matters. We disagree. You need to know both.
-
The Calendar Commitment
- “In order to do this for you, would it be appropriate for us to get out our calendars and schedule the next steps?”
- … remember to always be detached from your expectations of making a sale, and instead, focus on learning whether or not there is a sale to be made in the first place.
- … “contract.” Use “agreement” instead.
-
Business Development
- Maintain the customer base you already have.
- Grow your opportunities within that base.
- Leverage your current base for future business.
- Create new customers.
- And most importantly, train to retain.
- … training … something that you do daily.
- … great sports stars … Did they do some training a long time ago and then just stop?
- Actively seek ^^referrals^^ from your satisfied customers.
- … strong ones are when the person doing the referring makes the intro phone call or email. Stronger than that are when the person not only makes the intro but arranges a meeting with all three of you.
- Why do we ask this? Because … Self-owning is the best kind of owning.
- “With that in mind, who do you know that might be struggling with [here’s where you plug in the problem you just solved for them]?”
- …
- … recently helped her with X that was causing them to Y, and she mentioned to me that you might be experiencing the same challenges with that. Is this an appropriate time to talk?
- … what you’d like to cover so that we could focus on you and what you might be looking for?
- words “you feel I could help” is key. … about them and how they feel …
- … never want to assume …
- … let go of the outcome of the sale and focus on whether or not you can help them …
- … top 1 percent of all salespeople are problem finders and problem solvers; they’re not product pushers.
- … certain words would trigger sales resistance and objections …
- … focus on customers and not on themselves and their products.
- … opening customers’ minds rather than closing them.
- … biggest problem in sales is always the one you don’t know you have.
- … many think that if it’s on the internet, it must be true.
- … holy grail of selling is credibility.
- “It is not the strongest or the most intelligent who will survive but those who can best manage change.” — Charles Darwin