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

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-d elivers 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.