Sales Success Secrets Volume 1

By Bob Hooey

Volume One - Sales Success Secrets - learn from the sales experts

"Sales is very much a mental game and keeping focused on your success will help motivate you to succeed." Bob 'Idea Man' Hooey

• Language: English
• Publisher: Success Publications
• Release date: Aug 15, 2022
• ISBN: 9781896737904

Bob Hooey

Bob 'Idea Man' Hooey, CKD-Emeritus, Accredited SpeakerAuthor, Business Success Catalyst, and International SpeakerIf you are in leadership, sell for a living, or depend on your ability to persuade for your success... Canadian Ideaman, Bob Hooey can give you the 'Alberta Advantage' in hosting a successful meeting or conference, in building a successful career, in selling more, or in successfully leading your organization to the next level.Protect your conference investment - leverage your training dollars. Call NOW to engage Canada's Ideaman, Bob Hooey and his profitable, innovative Ideas At Work! for your company, convention, or association. Ideas At Work! - Strategies to Success!Bob's humorous, interactive, conversational and, sometimes provocative style inspire his audiences across North America and around the globe. As a business, leadership, team and sales success expert, as well as a prolific author, Bob's innovative development programs have successfully helped thousands of leaders and professionals dramatically and profitably increase their effectiveness.Bob 'Idea Man' Hooey will help you inspire, equip, and lead your meeting's audience, association, sales team, or company to greater success! Bob is committed to helping leaders build more effective teams; and sales teams become sales leaders.

Book preview

Idea-Rich Secret Selling Tips…

How It Came Into Existence.

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15-years ago, I had lunch with Kim Yost, then CEO of a large Canadian national retail furniture and appliance firm. I had worked with Kim for several years; training their 22 VPs, helping create a book (The Brick Way) to enhance and reinforce their culture, coaching their executives in presentations, as well as writing for their internal magazine.

As we came to the finish of our lunch, Kim mentioned he needed to find a way to help his 1500 salespeople across Canada become more effective, focused, and profitable. We dialogued some ideas and in less than 15 minutes had outlined the basic idea for what would become our online, bi-weekly Secret Selling Tips. I mentioned it sounded like something he could use. He said yes! I asked him how much he thought it would be worth? He mentioned a figure. 😊 I smiled and we launched the English version a month later and the French one shortly after that.

I approached this as one way to serve this leader, who had become a good friend. What I didn’t see was this customer service focus would lead to a completely new on-line business for us. He invited me to share what we’d done with 9 of his counterparts south of the border.

I created a small Pocket Wisdom motivational companion: The Secret Selling Tips as an incentive to help close my offer and challenged them to sign up their entire sales force. 4 of them signed up their entire teams that day in Chicago, Ill.

Wow! This simple service idea started generating $35-50K a year helping sales professionals across North America. We added short video clips and additional expert articles. We also added single and group subscriptions to serve other smaller organizations. We renamed it Sales Success Secrets for this two-book format.

Welcome to Sales Success Secrets – Volume 1

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We look forward to working with you, to help you equip and motivate yourself to enhance your sales skills and increase your commissions. We are dedicated to your success in the highly competitive sales game.

Each Sales Success Secrets chapter has easily applied selling tips, techniques, and tools to help equip and motivate you in your ‘Visionary’ quest to be a top performing sales professional. Most chapters are designed to be read in less than 5-minutes.

Before we start, here is how this works.

Read a chapter daily with a view to refreshing, adding to, or reinforcing your sales thinking and abilities.

Each chapter will contain a ‘Challenge’ which is great for discussion with your fellow sales team members. We believe in the leveraged power of applied teamwork.

Each chapter will have an inspirational ‘Point to Ponder’ to think about as you go through your day.

‘Sales is very much a mental game and keeping focused on your success will help motivate you to succeed.’

We are committed to helping you make that ‘BIG’ Sales Goal a reality. We are excited about the possibilities for you to create amazing success this year (more later). We are excited about helping you ‘visualize’ and ‘realize’ your success in the sales game. We are excited to be part of your ‘virtual’ success team. Enjoy Volume One.

Bob ‘Idea Man’ Hooey

Author, Thinking Beyond the FIRST Sale

Table of contents

Idea-Rich Secret Selling Tips…  How It Came Into Existence.

Welcome to Sales Success Secrets – Volume 1

Table of contents

Dedicated to Our Clients, Who May Choose, at Times, To Be Our ‘Customers’

Leveraging Your Sales Success Secrets Investment

The Secret of the Seed!

Are You Getting All the Sales You Need? A Foundation Check-Up

Set a goal so BIG, that if you achieved it, it would blow your mind.

Personal Connections Are Critical

Asking Great Questions to Qualify Customers

What Makes ‘YOU-nique?’

Exploring Solutions to Show and Sell

Objections or ‘I’m not sold yet’

You Have to ‘Ask for the Sale’

Principles on Power Negotiating Techniques

Do You Ask the Million-Dollar Question?

Are You Building Future Success and Business?

Dress for Success in the Retail Sales Field

Rules of Value-Added Selling and Service

Creating Repeat Buyers for Salespeople

Field-Proven Tips to Increase Your Sales Income

Creating Fans and Champions – Getting Your Customers to Sell For You

Customer Service Redefined as a Sales Tool

Master, Who Is My Customer?

Qualifying ‘Continued’ As a Crucial Step in Your Sales Success

How To Turn Your Sales Into Repeat Business

The Influential Power of One Person With a Purpose

Avoid ‘Premature’ Discounting

Customers Have Needs Too

Out of Sight – Out of Mind – Out of Business!

Would You Buy from Yourself?

The Quality of Information You Receive Depends on the Quality of Your Questions by Patricia Fripp

10 ‘Key’ Strategies for Effective Sales and Business Presentations

Winning Attitudes Provide Foundations for Sales Success by Tim Breithaupt

How to Up Sell for Increased Sales and Commissions

How Well Do You Know Or ‘Profile’ Your ‘Ideal’ Client/Customer?

Dealing with PRICE Objections

Proactive Strategies to Minimize Price Objections

What Is Your Closing Ratio?

Closing… When and Where?

Reasons People Buy and Keep On Buying

Only 1 In 7 Sellers Do This Critical Skill by Jill Konrath

The Seven ‘Be-Attitudes’ of Good Service

Copyright and License Notes

Acknowledgements, Credits, and Disclaimers

Disclaimer

Bob’s Publications

What They Say About Bob ‘Idea Man’ Hooey

Engage Bob For Your Sales Teams

The Most Important ‘Creative’ Questions in the Sales Process

Dedicated to Our Clients, Who May Choose, at Times, To Be Our ‘Customers’

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Sales Success Secrets

As you read, perhaps you will notice that we do not exclusively refer to ‘customers’, choosing instead to employ the descriptive word ‘clients’. This is a deliberate word choice in our vocabulary and a foundational change in mindset necessary to move beyond the FIRST sale into a long-term mutually beneficial relationship with your clients.

Client vs. Customer: Aren’t they really the same thing? Webster’s defines these two seemingly interchangeable words as:

Customer: one that purchases a commodity or service

Client: one that is ‘under the protection’ of another; a person who engages the professional advice or services of another

Ever wondered why the sales superstars sell so much better and make so much more money than their counterparts? One secret is in how they visualize and more effectively approach everyone, which results in such high levels of success. They see clients vs. customers, walk into their locations and act accordingly. We hope you will too!

Challenge: Take a moment and reflect on the differences in the meanings of these two words. The way a person, who does business with you, can be approached and treated will directly impact your sales results.

The key to this mental shift lies in understanding what ‘under the protection’ of another means in your client interactions.

My thought: this means you don’t sell someone a service or product ‘just’ to ensure you make the largest short-term profit or commission possible. You serve them best by helping them fully explore their options to make the ‘best choice’ when they purchase something!

"Treat your customers like clients and they will remain customers!" Bob ‘Idea Man’ Hooey

Leveraging Your Sales Success Secrets Investment

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Sales Success Secrets

Most beginnings are small, and appear trivial and insignificant; but in reality, they are the most important things in life.

James Allen, "As A Man Thinketh"

We originally created this unique, sales success system to assist those in the field of sales; to encourage and educate you; to help you become more effective in your role, have more fun, and make more money. If you are new to the sales game, they will provide valuable stepping-stones to your success. If you’ve been doing sales awhile, each chapter will offer reinforcement and perhaps a refresher of the foundations that will keep you focused and successful. The ‘superb’ execution of the basics often leads to unparalleled success.

We want you to succeed in sales! Your investment in time and this book is critical. Invest wisely and you will see your sales career soar and your earnings even more so. These tips are gleaned from some of the top sales professionals across time and they work when you do!

However, as simple and successful as they are, they will not work ‘unless’ you do.

We designed most of them to be read in 3-5 minutes, with small bite sized pieces to nibble on from time to time between chapters.

Want to succeed in sales?

Want to make more money?

Want to get more out of life?

Want to gain respect and increased recognition?

Want to earn repeat business and get your clients/customers telling your story?

Whatever your goal, it is important to realize it will be attained only when you strategically and systematically work towards its achievement.

If you want to be successful, you need to consider these points:

You are what you do daily.

As they say, ‘first you form your habits and then they form you.’ Choose wisely.

Decide to form positive, constructive, success building habits.

The process is often more important than the event itself.

Be willing to endure some short-term pain for long-term gain.

Don’t wait for inspiration, do it today!

Point to Ponder: Do not be afraid of greatness! Shakespeare

Each day, we become what we ‘think’ about the most and what we reinforce by our actions. We tend to follow our mental focus!

Invest a few minutes as you read each chapter to reflect and see where what is discussed impacts or fits with what you are ‘currently’ doing in your sales process or career. Do an audit of the basics, to see if you haven’t been skipping a few or cutting corners because you’ve been doing it for a while. I find that to be a common challenge. Skipping essential sales steps is often the cause of a sales slump or ineffective results in conversions or closing ratios. Basics make money!

Talk about what you are learning with your co-workers and manager. Ask for help where necessary. Brainstorm ideas on how to ‘best’ apply what you are learning. Set strategies in place so each of you reinforce each other in your commitment to become more effective and make more money. Apply the leveraged learning of your team to catapult your sales career.

Work on one area for improvement at a time. Research has proven this is the most effective way of creating and sustaining growth and improvement in any area of study or skill.

Challenge: Go back and re-read previous chapters from time to time.