By understanding your salespeople’s natural fear of qualifying, you can better coach them to ask these seven critical questions early in the sales cycle. Their productivity will ultimately improve, and you will achieve more sales in far less time.

Why Don’t They Qualify?

There are two reasons why even veteran sales pros lapse into working unqualified accounts. The first is tactical. Salespeople, who typically employ a highly political style, don’t want to offend a prospect by asking questions about decision-making, spending authority, and budgets too early in the sales process. They want to make friends first.

The second and primary reason is psychological. It is part of the typical salesperson’s psychological makeup to want to be liked. And most salespeople are very likable. Unfortunately, it is more comfortable in the short run for the salesperson to build a relationship with the wrong person than to ask questions that may alienate the prospect.

Succumbing to Temptation

The nature of the sales job reinforces this fear of early qualification. Because salespeople face a lot of rejection, they are vulnerable to the song of praise and positive feedback from their prospects.

For the prospect, it can be almost like having a congenial (and free!) employee doing problem analysis and preparing the way for the prospect’s solution. For the salesperson, it provides frequent strokes. And because the relationship is good, it is natural for the salesperson to assume that they will eventually make the sale.

Of course, if the prospect is not legitimately qualified, it is only a matter of time before both parties realize that the salesperson’s solution is not a fit. But by then, the salesperson has wasted valuable time that they can’t get back. Even worse, they may have wasted additional helpful resources, such as sales and technical support, throughout this process.

Coaching Your Reps to Qualify Sooner and Smarter

It is reasonable, therefore, for the sales manager to require and verify that the seven critical qualifying questions are answered early in every sales cycle.

By all means, this should be done before your company commits sales support or technical personnel to the sales effort. This is especially important in longer sales cycles or in deals involving more expensive products.

A good time to do this is during the forecast and review sessions that most managers schedule regularly.

During these meetings, confirm that each salesperson is asking the “W” questions (what, why, when, and who) to qualify both the prospect company and the individuals within that company.

What’s the Real Need, and Why Now?

1. What need(s) does the prospect have that your solution can meet? Can your salesperson clearly articulate those needs to the prospect?

2. Why would the prospect be willing to spend x dollars for your product or service? Has it been budgeted?

Timing is Everything: When Will They Take Action on the Presented Deal?

3. When does the prospect plan to implement your product or service? For many products and services, implementation, not the close date, is the key because it is the ultimate purpose of the buying decision. It also focuses on the customer’s perceived benefits, not the salesperson’s sales forecast.

Who Are The Decision Makers?

4. Who will decide to buy the product or service?

5. Who are the decision influencers who can bring pressure to bear (positive or negative) on the person who will make the final decision?

6. Who has the budget or spending authority to implement the decision? Don’t confuse decision and spending authority. They may not be vested in the same person.

7. Which decision makers have your salespeople called on so far? It should be all of them!

Train Reps to Ask What Everyone Else Is Afraid To

Given these questions, there are only two skills that your salespeople need to qualify properly. The first is confidence. The second is questioning skills. Good questioning skills can quickly create confidence.

Before making a call on a prospect, you want your salesperson to get the answers to as many of these seven critical questions as possible. Resources could include the prospect company’s website or past sales representatives who have contacted the prospect company, among others.

The amount of information that can be collected in advance will vary for each prospect. But without fail, once your salesperson is in front of someone in the prospect company, he or she should ask bold, direct questions:

“Do you have the authority to implement this decision?”

“Has this item been budgeted? Does it need to be? Do you have the funds available?”

Your salesperson may not always receive the answers that qualify the lead, but it is better to walk away from a sales cycle that will lead nowhere.

How to Reach the Real Buyer

Teach your salespeople to persuade the influencer to introduce them to the decision-makers. That retains the relationship with the influencer while opening an opportunity to the decision-maker.

If they must, they should bypass the influencer’s authority without permission. This will almost certainly alienate the influencer. But if the sale is going nowhere, your salespeople may have to take that risk.

Ask yourself: Can our sales strategy overcome the loss of this influencer? If the answer is yes, it’s a reasonable risk that they should take.

The post 7 Questions That Top Salespeople Ask Before Wasting a Minute appeared first on ConectUS Wireless.

It sounds like a greeting card, doesn’t it? And why shouldn’t it?

Is there any prohibition against starting a sales conversation with these or similar words?

Hallmark has been doing very nicely, thank you, forever capturing the sound of sincerity with their slogans, and salespeople can learn a lot from these and similar phrase masters.

As I’ve said elsewhere, there are literally hundreds of ways to greet prospects and customers, while breaking the ice. Of course, you can have formal approaches that announce special sales, and the like.

And they’re fine, but what do you do between sales? What is your reason for calling, then?

Imagine the following opener:

“Hello, Derek? This is Rick with ConectUS Wireless. How’s it going? Good. I was looking at the paper and reading about some interesting remodeling projects, and you popped into mind about our last conversation, and I thought it would be a good time to catch up with you. How’s business?”

The most important purpose served by an opener is to give YOU a feeling that the call is justified. Mostly, customers are happy to hear from us; we need to get over our call reluctance and any concerns that we might foster about sounding foolish.

Here’s my basic criterion for having a decent opener:

Can you write it out, in everyday, conversational language, and have it sound good?

Look back at my example, above. I call it the “Thinking of You” approach.

I’m comfortable saying these exact words, and as long as that’s the case, I’m sure they’ll be well received by customers because they take their cue from me.

If we sound insecure, they’ll be, too. If we’re unselfconscious, they’ll follow that lead, as well.
Experiment with various openers, and put them to use.

Remember, the “hallmark” of a good salesperson is one who stays close to his customers, and by doing this; he creates and harvests good will.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.

The post I Was Thinking Of You appeared first on ConectUS Wireless.

What’s holding them back? If you are in the top twenty percent of your profession you probably already know the answer. However, if you are not, ask yourself this question.”Do I want it badly enough?” Answer it honestly. Did you answer with a yes? If you did. think of how you ‘felt inside’ when you answered. If you felt nothing much, you have the answer as to why you are not performing in the top twenty percent. You don’t want it badly enough!

If you did, you would feel the passion and excitement. You would scream out YES and mean it with all your being. Passion and the excitement that accompanies it is the ‘rocket fuel’ for your success in virtually any situation in life.

When one lacks passion, or as some may call it, the burning fire inside, they will become mentally and sometimes even physically lazy when faced with obstacles that block their success path. Lacking passion, they will lack the needed willpower to dedicate the required time, resources, and energy to succeed.

You can’t get your passion from your family. You can’t get it from your manager, although most believe they can instill it. You can’t even get it from great sales trainers. You can’t get it from sales courses, seminars, or sales books. These will all encourage you but they can not ignite your passion fire for your personal success.

Your passion comes from within you alone! Find the source of your passion by examining your core values. Discover what means the most to you in life and you will discover your passion. Once you do, you will be able to make the decisions, take the necessary actions and stay focused to the point where success will be easily attainable. With your passion ignited, nothing will be able to stop your quest for success. The great thing about life is that you get to decide how you will experience it. You get to decide if you will just coast through your life or live it with excitement and passion, at work and at home.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

The post Success in Selling – Do You Want it Badly Enough? appeared first on ConectUS Wireless.

Try combining the following two powerful ideas, track your progress, and improve sales conversion growth almost immediately:

1. The use of an autoresponder is a major online marketing tool. It could mean the difference between long-term success and a one-hit-wonder. Collecting leads with your autoresponder should be the lifeline to your business. Definitely request names and email addresses, and based on what products and services you are providing, mailing addresses and telephone numbers could be incredibly ideal for additional ways to follow up with each person.

2. Once you start growing your list providing valuable content to your subscribers should be the primary key before considering monetization. Bombarding your subscribers with sales offers and pitches will ensure the loss of subscribers. You have to nurture your list of customers and prospects like you would a newborn baby by giving them information that is a benefit to them. It would mean much more to your business if you provide free qualitative content that will eventually convert your subscribers into loyal and long-term customers. You can then begin to provide a price list of all the products and services that you offer using the following as some examples:

• An insert
• Direct marketing package
• PDF to be made available via autoresponder
• Order forms
• Product Descriptions
• and other sales material

Using the contact information your subscribers have provided allows you to follow up in multiple ways. You can mail postcards or sales letters, make phone calls, and other promotional options.

Remember to send announcements of new sales and products/services, monthly updates, and a request for referrals. You could probably survive on referral requests alone if you have a great product or a service that is in great need and not enough available to go around, so keep that in mind.

Based on what the leading sales professionals have confirmed regarding the number of times it takes on the average for prospects to make a purchase, would it make sense to provide them with information that will be worth their while to make certain they continue returning instead of bashing them with sales offers? Absolutely!

Converting prospects into buyers can be challenging but if you nurture them correctly you will improve sales conversions.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

The post Two Powerful Facts For Improving Your Sales Conversions appeared first on ConectUS Wireless.

This is fairly easy if you’re dealing with a business, you can just do some research on the internet about company background, etc. If you do house calls then you can check out the neighborhood, type of house, what car is parked outside, how neat the garden is, etc. All these things will give you some idea of your client’s character and how to deal with them. But what if you’re a Timeshare rep on the cold line? You never know who’s going to be sat in front of you until they arrive in reception and your names called Right? WRONG!

Let’s look a bit deeper into the type of person who attends a timeshare presentation.

The way they’re brought into the resort can tell you a lot about what type of person they are long before you meet them. Here’s an example:

Imagine for one moment your on holiday with your wife/husband its Sunday morning the first day of your holiday you’ve missed breakfast because you arrived late last night and overslept so you’re just stepping out of your hotel to find a little bar serving English breakfast when suddenly out of nowhere a young lad or girl appears and once they’ve established you’re on holiday and recommended a good bar down the road they suddenly produce this handful of scratch cards from which you pull the star prize! Now to claim this prize you have to get straight into their car or taxi and go to the resort immediately as there’s only one-star prize issued every day and you wouldn’t want someone else to get it would you? Now bearing in mind you’re in a foreign country where you don’t speak the language and you haven’t found your way around yet because you’ve just arrived. Would you get in the car of a complete stranger on the spur of the moment not knowing where they’re really going to take you just to pick up a star prize?

How many of you said “No way”? It doesn’t make logical sense, does it? And yet every day, somewhere in a holiday resort around the world hundreds of holidaymakers do exactly what their Mums told them never to do. Why?

The excitement of winning something (The star Prize),

Greed (getting something for nothing)

Fear of loss (If we don’t go now, someone else might get our prize).

Those three emotions were stronger than the fear of getting in a strangers car in a foreign country where they don’t speak the language. You have to hand it to the OPC’s (Off Premises Canvassers) they are the best closers in the world.

So what does that tell you about the person you’re going to be dealing with today?

As long as you can get them excited enough about owning your product, create the greed factor by offering them more than they expected and finally play on the fear of loss emotion buy mentioning the special deal that they won’t get if they don’t join you today, you’ve got a new owner, haven’t you?

It still amazes me how many Timeshare reps accept the “We never make a decision on the day” excuse. All you have to do to squash that objection is gently remind your clients of the fact that it’s not a decision it’s a simple choice and they chose to get in a car or taxi and come down to the presentation today in a matter of minutes because they obviously felt that the benefits outweighed the disadvantages. “So what you’re really saying to me John and Mary is that I haven’t shown you enough of the benefits of owning my product for you to make an educated choice yet?” and then get straight back into what part of the product they need more information about and isolate it down to the genuine objection.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

The post Creating Urgency – Use These Three Powerful Emotions To Close The Deal On The Day! appeared first on ConectUS Wireless.

10: Driving all Day

Spend the minimum amount of time traveling and the maximum amount of time prospecting or closing deals. Divide your area into manageable chunks and work each smaller area on a specific day each week. Only deviate from this plan where there is a very good reason such as collecting a certain sale.

9: (Really Cold) Calling

First impressions count big time. Prospect’s care about their business and not yours so have enough research done so that you can talk to them about their business. This will allow you to start to win their trust from the off. You need to stand out from the crowd and convince that your offering will add value to their business and customers

8. Falling Down on Follow Up

Call your customers or drop in to see if there are any more opportunities and that the current service is up to scratch. Send out some e-mails informing of latest developments or new products and follow up with a call. Speak to old prospects to see if their circumstances have changed. Selling is about building relationships; relationships are based on communication so make sure you follow up.

7: Painful Presentations and Dull Demonstrations

Let me start by saying the number of presentations where I have retained the information and which were in some way memorable I can count on one hand. There tends to be a general consensus that they are a necessary evil. In my opinion, this is not the case and they are often used as a bad sales prop and contain reams of irrelevant information. Good presentation skills are difficult to master so the average seller should limit time spent presenting and increase time spent selling. When evaluating your presentations and presentation skills ask yourself ” What is the presentation adding to the meeting?” and always ask this question from the point of the person or persons receiving the presentation. If your average meeting is one hour and your presentation takes up half, could some of this time be better to spend doing something else? How much of the information do people actually want to hear? A simple rule to apply when presenting is far less tell and much more interaction.

6: Stalling Your Sales Engine

Selling is all about the seller managing opportunities so that each action or conversation produces positive forward momentum ending in sales. Set yourself minimum and maximum objectives each time you talk with a prospect and always achieve in between. Ensure next steps and agree time frames no matter how small. Let stalling be your biggest enemy and attack with all your sales might.

5: Losing Track of Time

Time is your greatest resource, be very greedy with it. Ask the question ” Is this contributing to my sales?” for every action you do and for every conversation you have. If this answer is no, you need to change what you are doing or start having a different conversation.

4: Rejecting Referrals

Referrals are by far one of the easiest ways to get good quality leads. I’m often asked when is a good time to ask for referrals. “Is it when you just made a sale?” “Is it when a prospect is really happy with the quality of back up and after service?” Of course, these are all good times to ask but really the very best time to ask for referrals is “now”

3: Running Scared of the Close

The close is a reasonable request at a reasonable time. At best prospects say “yes” and at worst they say “no” and even then you can still change their mind. Ask the question “Can we do business?”

2: Not Getting to Know Each Other

You know why your product is special and can talk about all its valuable features. The prospect knows what makes their business special. To convince a prospect that your product will add value to their business you too need to know what makes their business special. How do you this, you ask lots of questions to find out. Take the time to find out about what’s important to them and what makes their business great. Only then will you be in a position to demonstrate how your product will make their business even better.

1. Alarming Attitudes

With the right attitude and energy nearly everyone can learn the skills required to become a seller and forge a successful and lucrative career for themselves. However, even today sales are still viewed in some quarters as a stopgap career move. Some companies too add flames to this fire by tossing away under-performing new hires at rate of knots. It’s time these people and organizations woke up to the fact to be successful requires proper training, the correct company supports, a varied skill set, and most of all a professional attitude on behalf of everybody involved.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

The post Top Ten Deadly Sales Killers appeared first on ConectUS Wireless.

The “trust” question arises more often with the sale of a service, simply because you cannot see or touch the product. This means, there is no visible brand, other than you, so you become the representative for quality. Because of the downward spiral of ethics in business today, it is no longer simply a matter of a product being trustworthy; you must convince your clients that you are trustworthy. What you do and how you are perceived by a potential client sets the tone for how they view your entire organization.

A recent study found that selling competencies for professional service firms are explicitly focused on defining the element of trust from their client’s perspective. The study also revealed after interviewing nearly one thousand people they found that trust has three essential elements in the eyes of a future client.

Candor: Clients value honesty when dealing with a service provider. They want the person to be straight forward about what will and what won’t work about their solution as it relates to their problem. They respect and appreciate your candor so if you don’t know the answer and let your client know that in fact “you don’t know” creates a foundation for a solid business relationship.

Competence: Clients want and need to believe that you know exactly what you are doing. They need to feel there is a low level of risk involved in working with you. Remember, because they cannot see and touch your service, your ability to solve their problem becomes the focal point for your client relationship. Your competence truly represents the product in the client’s mind.

Concern: From a client’s perspective, the most important element of trust is a concern. Clients want to know you not only understand their problems but you have the ability to empathize with them and feel their pain. They want to know you are concerned about them and the business issues that go beyond the typical sales rhetoric it takes to land a new client.

The importance of candor, competence, and concern are essential for developing trust. The absence of any one element can lose a deal. The challenge is that most people when engaged in a selling scenario is that they are not very good at demonstrating each of the three C’s. In both, the study of the professional services and in parallel studies conducted with product sales forces, the element of concern was most frequently deemed missing. Clients felt that while most professionals were competent and/or candid when it came to concern they fell short. They were interested in making a sale as it related to their service. As a result, they failed to really listen for the prospect’s concerns; and when a trust breakdown occurred? The sale ultimately broke down as well.

A quick comparison from the study, using a score of 100 as the highest level of trust shows us that service salespeople consistently score a 35 on concern versus a product salesperson scoring a 53 on the concern. As you can see, when compared with product sales, service providers receive an unexpected surprise. They immediately fall 20 points behind a tangible or product sale in the area of concern. Yet, as professionals, they are used to thinking of themselves as deeply concerned about their clients. They are often surprised and offended if anyone suggests they don’t put their clients’ interests first. As the research shows, this is not how they come across to a potential client. Thus, not only do clients give service providers the lowest ratings on the concern, they judge professional service salespeople to be significantly less concerned about them than product salespeople.

Why do clients see you as unconcerned? There are several reasons: First, service providers listen to what they can solve rather than what is important to their clients. Prospective clients view service salespeople including attorneys and accountants as sharks circling for a kill (we’ve all heard the jokes). Second, service salespeople are often too anxious to get to their solutions and fail to listen to the client’s real problem. Service salespeople are seen as very seldom viewing the problem from the client’s side of the table. What’s needed is an ability to demonstrate their capability, to see the core business issues, and to drive the results that exceed the client’s expectations.

To reinforce and ensure the success of a service-based sale, the one element of trust where you need to score an A+ is a concern. Not only because it is the most important element to clients, but it is also the only trust element that your client can make a personal valid judgment. Keep in mind, it’s hard for a client to judge whether you are competent; it’s assumed that you should be sitting in front of him/her because of your expertise in solving other client’s problems. Candor isn’t easy to judge either. It is tough to tell who is being totally honest and isn’t exaggerating. No matter what the selling scenario, the client will always decide emotionally whether or not the sale will move forward and support that decision with logic.

Why? Psychologically, if you don’t believe someone is concerned about helping you, you don’t trust them. And, lack of concern translates into suspicions about their competence and candor, which influences all three levels of the trust equation. If you’ve ever wondered why you’ve lost a sale you need to consider how often clients have drawn the same conclusions about you. Trust is not a prepackaged emotion, it is something that has to be earned and it can only be developed through the interactions you have with your clients.

One final note; in order to build trust with your market, you must become an avid student of lead generation and marketing strategy. I’ve developed a toolkit that gives you powerful 1-2-3 lead generation techniques that can skyrocket your success.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

The post Build Trust And Win New Business – The Value Of Trust, A Clients Perspective appeared first on ConectUS Wireless.

Entrepreneurs Must Create A Sales Breakthrough By Niche-ing Their Business

“Specialization” or “perceived specialization” can turn an ordinary business into an extraordinary business, boost prices and margins, provide competitive differentiation, and allow you to be a “big fish in a small pond.”

Lead In Your Niche Market

Niche markets offer smaller opportunities than the mainstream, public marketplace, but they also provide a long list of appealing, offsetting benefits, including lower testing costs and investments, more predictable results, ease of message-to-market matching, affordable use of many media, high dollar units of sale, high margins, and so on. There is also this opportunity: to quickly and (relatively) inexpensively establish a visible, recognized leadership position.

“If you can’t be first in your niche, redefine your niche” – Al Ries

Remember, you’ll make bigger waves jumping up and down in a small pond as an alternative to jumping up and down in the ocean. Niche your marketing efforts and watch your revenues soar!

One final note; in order to leverage your niche – you must become an avid student of lead generation and marketing strategy – the high-payoff items necessary to succeed in business. 

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

The post The Power Of Niche Marketing appeared first on ConectUS Wireless.

Assuming you said yes, here’s how to do it. Ask the right questions and listen carefully to the answers, your customer will tell you everything you want to know. Easy, eh?

Well, it sounds easy, but it takes self-discipline to do it right. Let’s start with the questions to ask.

The first type is what is known as ‘open’ questions, meaning that they usually produce informative answers of some length – as opposed to ‘closed’ questions which do the opposite.

Some examples; ‘What are the reasons that you are thinking of upgrading your computer?’ ‘What problems did you have with the old one?’ ‘What tasks do you use your computer for?’

Another question word that is ideal to use for open questions is ‘how’.

‘How do you tackle that problem at the moment?’, ‘How are the high gas prices affecting your industry?’

Those were all open questions. I think you’ll agree that with appropriate open questions, the information the customer reveals will help you make your presentation more focused on what the customer cares about.

‘Closed’ questions have their uses, too.

‘Would this product give you the features you need?’, ‘Is 50 pages per minute fast enough for your application?’, ‘Is Tuesday morning a good time to call you?’

These questions get specific items of information or confirmation that you have understood the customer correctly.

Just be careful that you don’t use closed questions where an open one would produce a better result, it’s a common mistake. Here’s a classic misuse of a closed question.

‘Can I help you with anything?’ How many thousands of times do salespeople say that every day? What response does it usually get? ‘No thanks, I’m just looking’.

That’s a useless answer, and now the customer may be less likely to tell you what he really wants, because he may feel a bit pressured. A good salesperson can improve on this very simply; ‘Good morning sir, my name is XYZABC, if you need any help, just let me know. By the way, we’ve got a special on LKJHGFDS at the moment’.

Develop a set of good, relevant open and closed questions to use when you are talking with customers. After a while, you will find that you can frequently ask more or less the same ones every time. It helps because you then don’t have to think so hard about what you are going to ask next. Instead, you can concentrate on listening carefully to the customer’s answers.

That part is critical, of course. It’s little use to get a flow of good information coming from the customer … and then ignore it. I call this ‘Professional Listening’.

Now that the customer has revealed what their reasons are for being interested in your product or service, you can respond so accurately they may tell you,

‘You’ve read my mind’

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

The post Mind-Reading – For Salespeople appeared first on ConectUS Wireless.

Like a lot of others, I have become interested in the game. I find it a very interesting study of people’s personal belief systems, behaviors, and attitudes. I’ve watched poker on TV a number of times and usually, the commentator will explain the basic rules for the uninitiated. One particular individual begins by saying, “It’s a simple game really.” That’s true. Yes, it is.

But there is another poker saying that is even more descriptive and critical to understanding. “It takes a few minutes to learn and a lifetime to master.” It’s this statement that separates the master professional poker players from the herd and keeps the pawn shops in Las Vegas and elsewhere in the business.

That same statement can apply equally to the selling profession. It’s easy to enter but it takes a lifetime to master. Like the poker world, the selling profession’s ranks are littered with broken failures and starving under-achievers.

I have observed that the exact same set of behaviors and attitudes exist in the under-achievers in both groups. Let me share some of the more common examples.

1. In both fields, many put their bankroll of money or their bankroll of their earning potential, ie. their time, on the line without proper study of the game.
2. Many studies only one teacher or one system, believing that to be the best while closing their minds to the wisdom of all others.
3. Many expect to win virtually every hand, tournament, session, or in the case of a salesperson, every selling opportunity.
4. When something doesn’t work, as will eventually happen to everyone, many will look for someone else or something to blame. That could include the other players in the game, the cards, the dealer, or their own bad luck. In the selling business, it will be the customer, the competition, their fellow salespeople, their manager, their product or service, or their company.
5. At a poker table, many will allow other participants to mess with their heads while the game is on, rather than understanding their emotions and exercising proper control of them. Salespeople do that all the time when dealing with customers when they have lost personal control.
6. In both groups, there are those who refuse to take the opportunity of learning from their mistakes, or their miscalculations. Master poker pros keep notes, analyze stats, and review the session’s events in their minds. Surprise, so do master salespeople.
7. Master poker players ‘read’ their opponents, carefully observing body language and other subtle things to pick up information that they will use to edge closer to their ultimate goal, getting paid. Master salespeople do the same because they know, getting paid is good!
8. Master poker players understand that while they have a style, they need to make adjustments to their game based on the opponents they are facing. Hmm, master salespeople do that too because they have acquired the skills that allow them to do just that.
9. Master poker players never pass up the opportunity to learn something new. Their brain is never full. Master salespeople are always taking a course, reading a book, or attending a seminar.
10. Master poker players work hard but they enjoy abundance, recognition, and the joy of doing something they love with a passion. Master salespeople breathe that same rarefied air.
11. It is said that poker is a game that rewards aggression, however aggression that is blind leads to disaster. Aggression that is calculated and controlled wins tournaments. Selling is no different. Overly ‘pushy’ salespeople step on a lot of selling landmines while masters know precisely when to close the deal.
12. Most long-term poker masters do not lose control of their emotions when they have a setback. Yes I know there are always exceptions but they are not the norm. The same holds true for master salespeople.

The most glaring similarity between average amateur or poor poker players and under-achieving salespeople might very well be this.

They make a very bad play, technically and simply ”suck out”. It happens in poker and in the selling business all the time. This “sucking out” on occasion might be the exact thing that keeps these people consistently poor over the long haul. Why? Because it gives them the illusion that they actually did something the right way because it brought some measure of success.

This will cause them to repeat the mistake, again and again, resulting in far more losses than wins. That’s great news for the real professionals because it keeps the money flowing to them. “Getting paid is good!!” So, as you can see, successful selling is a lot like playing “Texas Hold’em”. The great thing is, in selling, you personally get to choose how you will be ranked in the world!

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

The post Successful Selling, It’s a Lot Like Playing “Texas Hold’em” appeared first on ConectUS Wireless.