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Ted Miller, III Shares Sales Posture To Avoid Commission-Breath

Author

Wes Schaeffer
August 31, 2017

Selfish people are terrible at sales

Stream below or right click here to download the episode. 

Sales Tips you’ll learn in The Sales Podcast…

  • Three types of sales posturing

    • Peer posturing

    • Inferior posturing (Columbo)

    • Superior posturing (you’re a jerk if you try to play this card all the time)

  • Partner with Chet Holmes on “The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies“

  • Paid $40k via Jay Abraham to get the IP of Chet Holmes

  • Charlie Munger

  • Once you get hyped up enough (get into state per Anthony Robbins) you can manifest it

  • Brian Tracy International

  • So Chet became CHI – Chet Holmes International

  • Then Business Breakthrough International

  • Now things don’t work…they just work better

  • Focused on sales skills and recruiting sales superstars

  • How to influence human beings never changes

  • Have a real dialogue with people

  • Get on the phone

  • Prospects will tell you how to sell to them…if you listen

  • Have an intention to serve

  • Now when you try to bond it comes across sincerely, because it is

  • Objections are the reasons people buy

  • “That’s why you must move forward today…”

  • Sales is not a selfish business, which is why most people are terrible at sales

  • Old school guys stress creating a bond first then moving through the sales cycle

  • How much momentum do you have in your sales funnel?

  • This is both linear and cyclical. It’s a linear process and each step has its own cycle.

  • When you have enough momentum you can make a big statement and essentially tell the prospect they need to act now

  • Memorization is the lowest level of learning

  • Only superstars from the previous week can modify the script and they must train others on it

    • Listen to the best

  • Frank Kern likes monthly vs annual but he over-delivers and has a great stick rate

  • He acts as Interim VP of Sales for 6 months and trains daily

  • He’s a pure-commission “nut”

  • Those that care more sell more. It comes across as compassion. Absence of judgement. Unconditional love. 

  • You need certainty and confidence with it.

  • When you’re on the phone dial in your intention to increase your efficacy on the phone

  • Avoid “commission-breath”

  • You can screw up when you have a clear intention. Grace back-fills where you might mess up.

  • You are good enough and you are loved

  • Focus on serving

Listen To Previous Episodes of The Sales Podcast 

Links Mentioned In The Sales Podcast

Now go sell something.