Sell Like a Pro: 12 Simple Strategies to Increase Your Daily Sales

By BRIAN MYLES

Step into the world of elite salesmanship with Sell Like a Pro: 12 Simple Strategies to Increase Your Daily Sales, the definitive guide that empowers you to exceed your sales goals and outperform your competition.

This isn't just another sales book; it's a blueprint for success. Crafted by leading sales experts, this book distils the essence of professional selling into 12 actionable strategies. Each chapter is packed with insights and practical tips that you can implement immediately, giving you the power to influence, persuade, and close deals with confidence.

Imagine being the top salesperson in your team, company, or even your industry. With "Sell Like a Pro," that vision can become a reality. You'll learn how to:

Build rapport with clients effortlessly.

Understand the psychology behind every purchase.

Craft compelling pitches that resonate with your audience.

Overcome objections with ease.

Close deals with precision and consistency.

Unleash Your Sales Potential with Proven Strategies

Sales professionals, entrepreneurs, and business owners alike will find invaluable wisdom within the pages of "Sell Like a Pro." Whether you're starting out or looking to refine your sales technique, this book is your key to unlocking higher sales and achieving professional growth.

Master the Art of Selling

"Sell Like a Pro" is more than a book; it's a mentor that guides you through the complexities of the sales process. From the initial contact to the final handshake, you'll learn to navigate every stage with finesse and a winning mindset.

Transform Your Sales Results

Each strategy in this book is designed to produce results. You'll not only increase your sales; you'll also enhance customer satisfaction and loyalty, setting the stage for long-term success and repeat business.

Become a Sales Leader

By applying the principles in "Sell Like a Pro," you'll set yourself apart as a leader in your field. Gain the respect of your peers and the trust of your clients as you demonstrate your newfound sales prowess.

A Book That Pays for Itself

Investing in "Sell Like a Pro" is an investment in your future. With just one closed deal as a result of these strategies, the book pays for itself many times over.

What's inside "Sell Like a Pro"?

Understanding Your Customer: Dive deep into the customer's mind and discover what truly drives their decisions.

The Power of Storytelling: Learn how to craft stories that captivate and convince your audience.

Maximizing First Impressions: Make every first interaction count and set the stage for successful sales.

Effective Communication: Hone your communication skills to convey value and build trust.

Strategic Questioning: Ask the right questions to uncover needs and present tailored solutions.

Closing Techniques: Master a variety of closing techniques to seal the deal with confidence.

Follow-Up Strategies: Implement follow-up strategies that turn one-time buyers into lifelong customers.

Leveraging Technology: Embrace technology to streamline your sales process and stay ahead of the competition.

Time Management: Optimize your schedule to focus on high-impact sales activities.

Negotiation Skills: Negotiate win-win scenarios that leave both parties satisfied.

Sales Analytics: Use data to refine your approach and predict future sales trends.

Continuous Learning: Cultivate a mindset of growth and stay updated with the latest sales techniques.

And more!

Ready to Elevate Your Sales Game?

Join the ranks of successful sales professionals who have transformed their careers with "Sell Like a Pro

• Language: English
• Publisher: BRIAN MYLES
• Release date: Feb 9, 2024
• ISBN: 9798224574308

Book preview

Introduction

The New Realities

Of Selling

Your present circumstances don’t determine where you can go; they merely determine where you start.

—NIDO QUBEIN

Greetings from the new selling world! In the coming months and years, more people than ever before will work as salespeople and experience higher financial success and income. Approximately 5% of self-made millionaires are sales professionals who rose from the bottom, excelled in their industry, attained high salaries, and amassed riches.

You too can accomplish what millions, if not hundreds of thousands, of others have already accomplished. All you have to do is find out.

Everything that my son Michael and I have learnt from selling millions of dollars' worth of goods and services has been distilled into this book. Everything on these pages has been tried and true.

This product is tried-and-true, useful, and made to make sales faster and easier in any market.

I had no prior knowledge of the abilities and methods you are about to discover when I started my sales career. I never received my high school diploma. I spent several years working in labour. Desperate to find a career that didn't involve labour, I turned to straight commission sales, cold-calling offices during the day and homes and apartments at night.

Here are your cards, here are your brochures, there's the door is the standard three-part sales training programme that is given to people all around the world.

I didn't eat if I didn't sell. Every morning at six, I would get up and wait in the parking lot until eight o'clock when the workers arrived. My sales performance was horrible.

My meagre earnings from sales barely covered my expenses for food and a modest room at a boarding home. I had no future, empty pockets, and holes in my shoes.

A Life-Changing Event

I took a step after that that altered my life. I went to our office's top salesman, a man a few years my senior who was making ten times as much sales as the next best. Moreover, he wasn't even exerting any effort! He always had plenty of cash in his pocket. He frequented classy dining establishments and clubs. He lived in a gorgeous flat and drove a brand-new automobile.

Taking a big breath, I approached him and directly said, What are you doing different? How come you outsell me and everyone else by such a wide margin?

Well, if you want some help, show me your sales presentation and I will critique it for you, he added, giving me a surprised look.

I acknowledged that, although I had heard of sales presentations, they were nothing more than the moon's far side, which I had never truly seen. I admitted to the chief salesperson that I just said anything came to me when I went door-to-door.

No, he replied. No. No. It is a career to sell. It is an art form as much as a science. From the beginning stage all the way through to the sale's closure and the happy customer, it proceeds in a rational, systematic manner. Allow me to demonstrate a sales presentation for you.

Then, much like he was interviewing me for a job, he sat down and started asking me questions, making comments along the way. He answered questions in a logical order, moving from the general to the specific, from qualifying me as a prospect to sealing the deal, as opposed to talking nonstop, as I did when I approached a prospect. It was unlike anything I had ever encountered.

From then on, I would ask better questions of my prospective clients and pay close attention to their responses, rather than just talking to them all the time. And I got diverse responses from my customers. And I began to make sales, and then sales kept coming in. I started listening to audio programmes and reading books about selling. I started going to all the sales seminars I could locate. And my sales increased steadily every time I picked up and used a new skill. I was making ten times as much money in a year. My entire existence was irrevocably altered.

I came onto the Law of Cause and Effect, which is the oldest law known to man. According to this concept, there is a cause—or a chain of causes—for every effect you experience in life. Find those who have previously attained the desired result and follow their lead if you have any influence you would like to have in your life.

I frequently ask, How many people here would like to double their income in the next year or so? at the beginning of my sales seminars."

All hands in the room raise. I then go on to say that it is not that hard to quadruple your income. To get from where they were to where they are now, you just need to discover some people who are making twice as much as you—and who, by definition, were only earning half as much as you do now. Then, you will quickly get the same outcomes if you follow the same actions as other successful people. No miracle has occurred. It is not dependent on chance. It is merely an issue of cause-and-effect legislation.

Selling in the Markets of Today and Tomorrow

In my early twenties, I discovered how to increase sales, and since then, I have founded, developed, overseen, or revitalised twenty-two businesses. Hundreds of salespeople have been hired, taught, supervised, and personally inspired by me in various sales organisations. Over two million salespeople in sixty-one countries have received my personal training. Countless graduates of mine have gone from poverty to wealth, from the bottom to the top. Many of the people who have used the concepts you will learn in this book to create their own businesses have gone on to become multimillionaires and billionaires themselves.

The good news is that it's easy to predict when sales will succeed. You will rapidly get the same outcomes as successful people if you follow their lead.

The first stage is to comprehend the key elements that, in the current market, influence whether sales are successful or unsuccessful. It appears that there are salespeople that thrive in sales and make a great life for themselves and their family in every market, selling every good and service, and in every industry.

How do they accomplish that? They are aware that every industry is changing more quickly now than it has in the past. Due to intense competition, the need to satisfy ever-higher standards set by customers, rising price sensitivity to goods and services, and extreme unpredictability in both domestic and foreign markets, businesses and individuals who can adapt quickly and quickly survive and prosper.

It is imperative to adapt to the ever-changing marketplace, as noted by Charles Darwin, who said that survival goes not to the strongest or most intelligent, but to the one who is most adaptable to change.

The Seven New Realities

In particular, to get the kind of sales results and revenue that are really achievable for you, you need to embrace seven new truths, or facts, into your thinking and your behaviour. More than ever before, today:

There are more sellers than buyers in every field.

Selling is more complex.

Selling requires greater focus and clarity.

Selling requires greater preparation.

Customers are more demanding.

Sales success requires multiple calls.

Closing the sale is harder.

THERE ARE MORE SELLERS THAN BUYERS IN EVERY FIELD

The first new fact is that there are currently more vendors than buyers in every industry. The rivalry is more intense and focused than it has ever been. Less consumer money is available for an ever-growing and appealing range of goods and services. Furthermore, what brought you this far won't be enough to keep you there or advance you farther.

SELLING IS MORE COMPLEX

Second, selling is not as simple as it once was. The complexity of product and service offerings, costs, and business capacities has increased significantly. The issues, demands, and wishes of customers are becoming complicated. A sale in the modern day requires several meetings and interactions with the customer. If anything, selling is only going to get more difficult and complex in the future. Just to stay in the same spot, you will need to sprint faster.

CLARITY IS ESSENTIAL

The third new truth is that selling demands more precision and concentration than in the past. Your ideal client is the one who can and will purchase your good or service in the quickest amount of time, and you need to become crystal clear about who they are. It is unfeasible to dedicate time to conversing with individuals who are unable or unwilling to purchase your offerings.

You need to ask yourself, Why would your ideal customer buy from you rather than from your competitors? once you have considered and determined who your ideal client is. What gives you the edge over the competition?

Large and small businesses alike spent over $8 billion on market research in 2012 alone, attempting to find answers to these concerns. You will find more of these ideal consumers and be able to identify them more quickly when you do, the more clarity you have about the ideal client for you and your offering. Your ability to enter the top 20 percent of earners and advance from there depends on your ability to focus and concentrate on your very best possible customer.

CREDIBILITY MEANS BEING PREPARED

Fourth, it's a truth that selling nowadays necessitates more planning. Prior to making your initial contact with a consumer, you must complete your research on them. Thankfully, you can now undertake faster and more accurate research on individuals and companies than ever before in human history thanks to Google and other online search engines. You may now get material that used to take hours of research at your local library with only a few mouse clicks.

I occasionally pose the question to my audiences, What is the one most crucial component of selling today? What is the one thing that influences everything that goes on in your life—personal and financial—that you sell, how quickly you sell it, how much money you make, the amount in your bank account, the house you live in, and the quality of your life? Which one of the factors is it?

And credibility! is the response! Above all else, the customer's perception of your credibility matters most. The customer's fear of making a mistake in their purchase decreases with the level of trust and belief they have in you. It is easier for a customer to buy from you when they have greater faith in you. In fact, if you have enough credibility, the buyer will buy from you without even enquiring about the cost.

Additionally, your trustworthiness from the first meeting increases with greater preparation. Learn as much as you can about your clients before your initial meeting by doing some pre-call preparation.

Your credibility will rise when you meet with prospects and tell them how impressed you are with their successes, along with providing some background information about the person and the organisation. Because you have clearly done your study, the customer will be more receptive and willing to engage in conversation.

Additionally, thoroughly consider and prepare your actions and goals for the sales call before to the call. Setting pre-call objectives ahead of time will help you be more focused and articulate while posing questions and carrying on a conversation, as well as make you appear and sound more impressive to your potential client.

Finally, as soon as you are no longer in the prospect's company, jot down everything that was said throughout the conversation. You appear and sound professional when you enter a second or third meeting prepared, having gone over your notes from the first one thoroughly. Your credibility increases immediately.

Apart from establishing your reputation right away on the initial call, the last advantage of preparing is that it greatly boosts your confidence.

Furthermore, a key psychological component of effective selling is self-confidence.

CUSTOMERS ARE MORE DEMANDING

The fact that consumers are becoming pickier is the fifth truth. Why? Since they are capable of becoming! In the coming weeks and months, they will likely become much more demanding.

Because of their past purchasing experiences, consumers are more wary and distrustful than ever. They fear that, as has happened to them in the past, they will purchase the incorrect item, spend too much, receive too little, and be left in the dark after the transaction.

Additionally, numerous offers of goods and services are made to customers. They are constantly being called upon by your rivals. Your clients can use their free time to browse the Internet for the best deals on every iteration of your product or service that is currently offered on the market.

When a salesperson visited a prospect, he or she used to be the expert. He was more knowledgeable than the client about his offering and the rivals in the industry. The roles are flipped now. Consumers are just as knowledgeable as salespeople, if not more so, and they can quickly learn what they don't know.

Lastly, because they have fewer resources, clients are pickier. Their financial situation prevents them from being able to make poor purchasing decisions. They therefore move more slowly. They contest all of your assertions. They contrast your offer with those made by your rivals. They put off making any decisions about purchases.

MULTIPLE-CALL SELLING

The sixth new fact is that a transaction requires several phone calls. It was a one-call sales process when I first started knocking on doors. Upon meeting a potential customer, I would pose qualifying questions, deliver my sales pitch, and request a purchase decision. My goods were tiny, and there was little chance of choosing poorly.

However, in order to actually close a deal these days due to the intense competition and incredibly complex modern market, you typically need to follow up with a qualified prospect four or five times. During each of these meetings, the sales process may halt due to new information.

You might merely want to establish a relationship and find out whether there is a real need for your product or service on your first call. The initial call is meant to distinguish potential customers from potential threats. The purposes of the second and third calls could be information gathering, proposal presentation, or presentation of a presentation. The purpose of the fourth and fifth meetings with the prospect can be to complete the deal, negotiate, and finalise the purchase agreement.

The milestone method of selling is employed by the top sales teams and representatives. They pay close attention to the point at which the sale has progressed since they are aware that, of the prospects who start the process, a particular proportion will end up becoming customers.

Where in the sales process are you at? is the query. Is this your initial encounter? This it your third or second meeting? How close are you to actually closing the deal and getting paid?

CLOSING THE SALE

The seventh new fact of sales is that closing the deal is more difficult now than it was in the past. Consumers are hesitant to try new things or make changes since they have fewer options. The customer must stretch and leave her comfort zone before she is open to using something new or unusual, no matter how appealing your product or service may be. Furthermore, there are switching costs, which can be monetary, psychological, or bodily. From the customer's perspective, buying your good or service can occasionally be too much trouble.

Closing the deal is more challenging than it has ever been for other reasons. These are referred to as the rules. The first is, No authority? No sale! This implies that the person you are speaking with will have no option but to turn you off by stating, Let me think it over," if he lacks the authority to make the purchase.

Rule number two: "No money? No sale! No matter how appealing or beneficial your product or service is to the prospect, if their financial circumstances prevent them from purchasing it, no sale will be made.

Rule number three is, "No Need? No sale! One of the main reasons eligible customers choose not to purchase a product is that they do not realise how much better their life and career may be with your product. The customer may feel that the incremental value is insufficient to warrant the effort and money of purchasing what you are offering, or you may have failed to sufficiently pique their interest and make the product or service enticing.

The last rule: No urgency? No sale! Customers will postpone their purchase if they can, as they are apprehensive about making the wrong choice. For this reason, you should never wait to make a sale; instead, you should always provide a extra reason for the buyer to buy now. You can provide free delivery, additional services, exclusive discounts or rebates, or faster delivery times—we refer to this as a kicker" sometimes. However, you should always have a backup plan that you may use to persuade the buyer to buy right away at the conclusion of the sales discussion.

These are a few of the updated selling realities. They don't relate to you personally. These are the same realities faced by salespeople who offer almost every product or service available on the market today. These are realities of existence. Adapt! the Marines exclaim. Adapt! Answer!"

Learn What You Have to Learn

It is your responsibility to acquire the necessary knowledge and skills to position yourself as one of the most prosperous and successful salespeople in your industry. Thankfully, all of the solutions have been identified. Nothing is hidden. It is your responsibility to repeatedly perform the actions of high-achieving salespeople until you have mastered their techniques. The good news is that as soon as you implement these useful, tried-and-true strategies, your sales results will start to improve.

ACTION EXERCISES

✓  What are the main causes influencing your sales right now in this fast-paced world?

✓  In order to thrive in the markets of the future, what will you need to start doing, or do more of?

✓  Which major shifts in your clientele and available goods and services have the most impact on your sales?

✓  Which three attributes best describe the perfect client for the good or service you offer?

✓  Prior to making a call, what are the most crucial things you should know about your customers?

✓  Why don't potential clients purchase from you? What is preventing them?

✓  What can you do to instill a sense of urgency in your prospects so they feel compelled to buy right away?

✓  Lastly, using the knowledge you have gained from this book's introduction, what single action are you going to take?

Chapter 1

The Psychology

Of Selling

Ambition is the spur that makes men struggle with destiny. It is heaven’s own incentive to make purpose great and achievement greater.

—Donald G. Mitchell

Why do certain salesmen have greater success than others?

Years ago, when I first started selling, I battled for months, making just enough money to get by while other salesmen around me made considerably more money than I did, despite the fact that they didn't seem to be any smarter or work any harder.

My initial discovery of the 80/20 rule was a breakthrough. According to the statement, 20% of salespeople generate 80% of sales and 80% of revenue. Accordingly, the average income of those in the top 20 percentile is sixteen times higher than that in the bottom 80 percentile.

When I initially heard that statistic, I felt dismayed as well as encouraged. I had never been good at anything in my life, much less been in the top 20 percent, so I was disheartened. I worked as a labourer, dropped out of school, and frequently slept on the ground with my belongings crammed into a rucksack. Being in the top 20 percent was a daunting but exciting prospect. Simply put, I didn't believe it was feasible for me.

I then discovered another interesting fact: every individual in the top 20%