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But What About Me?

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A young Army private was assigned to the Army Induction Center, where his job was to explain benefits, especially Serviceman’s Group Life Insurance, to new recruits and help them enroll in the appropriate programs.

After a couple of weeks, the Lieutenant in charge of the Center noticed that every single new recruit was enrolling in the life insurance program. No one was opting out. This had never happened before.

The lieutenant decided to unobtrusively listen in on one of the private’s sales conversations to find out exactly what he was saying to the new recruits.

After some preliminary conversation about the benefits of the life insurance plan, the private told the recruit, “Here’s the deal: If you DON’T have the insurance coverage and the Army sends you into battle, and you get killed, the government only has to pay your beneficiaries $1500.

If you DO have the coverage, and the Army sends you into battle, and you get killed, the government has to pay your beneficiaries $150,000. Now let me ask you a question. Which bunch do you think the Army is going to send into battle first?”

In your sales conversations, your prospective clients only have one question on their minds: What’s in it for ME? If you can find out what your prospects want and need and explain to them exactly what’s in it for them, when they take advantage of your product or service, very few will tell you no!

Good selling!

Love & blessings,

Hugh

THE Sales Wizard at Red Cap Sales Coaching and Elite Sales Academy

You can double your sales and income in 90 days or less, GUARANTEED!  Pick THE Sales Wizard’s brain for an hour, absolutely FREE!  CLICK HERE to schedule YOUR session!

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When You’re Hot, You’re Hot…

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Joe was sitting at home one evening, eating popcorn and watching the ball game, when his doorbell rang. He got up and answered the door, to find a salesman standing there with a very odd-looking object in his hand.

“What is that thing?” Joe asked.

“It’s a Thermos,” the salesman replied.

“What does it do?” was Joe’s next question.

“It keeps hot things hot and cold things cold,” said the salesman enthusiastically.

After discussing the price, Joe purchased the Thermos.

The next day at the plant, Joe’s co-worker buddies gathered around him to look at his strange new object.

“What’s that thing?” someone asked.

“It’s a Thermos,” Joe said.

“What does it do?” asked another guy.

“It keeps hot things hot and cold things cold,” Joe answered.

“What ya got in it?” was the next question.

Joe said, “Three cups of coffee and a grape popsicle!”

The moral of this little story: Be sure when you sell your product or service that your customer knows exactly what it will do…and what it won’t. You’ll avoid a ton of customer dissatisfaction, complaints, loss of business and bad publicity by being crystal clear!

#salescoaching

Love & blessings,
Hugh
THE Sales Wizard at
Red Cap Sales Coaching and Elite Sales Academy
Chat with me (no charge) and find out how can double your sales and income in 90 days or less, GUARANTEED!  Click HERE to arrange a time!!

 

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Selling While Shy

This blog is by guest author Emily Parker. Most people think that the best salespeople are the best talkers. Not so! The best salespeople are the best listeners! So to be a great salesperson doesn’t mean you have to be extroverted. Introverts can make excellent livings as sales reps too. Enjoy this interesting infographic!

Introverts in Sales
Source: CollegeMatchup.net

Love & blessings,
Hugh
THE Sales Wizard at
Red Cap Sales Coaching and Elite Sales Academy
You can double your sales and income in 90 days or less!
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What? One BILLION, 4 Million Dollars?

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That’s right! Wednesday’s Powerball grand prize is now $1.4 Billion. That’s not a typo…billion with a B! And by Wednesday night, I suspect it will be much more because of all the people buying tickets.

Now don’t get overexcited! IF you win and take the cash option, you only receive $868 Million dollars, and after you pay Uncle Obama 39.6% in taxes, you’re only left with $524,272,000, barely half a billionaire! And if you live in a state where you pay state income taxes, it’s less than that!

Now you might think that you’re about to read a rant about how awful the lottery is or how outrageous tax rates are in this country. If so you’ll be surprised! I’m not even going to say anything about taxes, and I happen to think that the lottery is awesome, even though you’re not going to win.

The lottery is, by far, the best fantasy you can buy for $2.00. It opens the mind up to a myriad of possibilities. I believe it’s a great exercise in self awareness to think about, and discuss with your significant other, what you would do if you woke up on Thursday morning with a half billion dollars in your checking account. What would you buy, what would you share, who would you help, to what causes would you donate, Now if you’re one of the millions who don’t win the jackpot, you have a greater awareness of what’s important to you. You don’t have a half billion dollars, but you can still use a portion of the resources you do have to buy, share, help and donate in the places that are most important to you.

From a business standpoint, here’s an important self-awareness question you can ask yourself. If I woke up Thursday morning with a half million dollars in my account, would I still go and work in my business? Or would I still go and do the job I’m doing?

If the answer to that question is NO!, then you’re probably doing what you’re doing for money, and not because you love it. And if you don’t love what you’re doing so much that you’d do it no matter how much money you have, maybe you should consider doing something else. Life is way too important, and way too brief, to waste it doing something you don’t love to do!

If I won $524,272,000 in the lottery, Red Cap Sales Coaching and Elite Sales Academy would be the most well-known sales coaching business in the world. I wouldn’t fold my business up; I’d just invest a lot more money in marketing it! I’d hire some of my favorite people to work with me full-time and I’d continue having the time of my life, teaching people to succeed grandly in selling. But that’s just me. I love what I do for a living. How about you?

Love & blessings,
Hugh
THE Sales Wizard
http://elitesalesacademy.com
http://redcapsalescoaching.com
#salescoaching

P.S. If you want expert help dramatically increasing your confidence, conversion ratio, sales and income, message me, email me at hugh@redcapsalescoaching.com or call me at (863) 402-0661 and we’ll arrange a time for a complementary chat!

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To Script Or Not To Script?

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To script or not to script…that’s a question debated among salespeople, sales managers, sales trainers and sales coaches everywhere. Here’s THE Sales Wizard’s take on the question:

There are two major objections to using a script:

Some say, I just want the conversation to flow and go where it goes, so I don’t want to be restricted by a script that I’ve memorized. So here’s my question to those folks: If you have a conversation with your significant other, your child, a friend or if you’re going to ask the boss for a raise…when you’re going to have a conversation about anything that’s really important to you and the person you’ll be conversing with, do you think about what you’re going to say and how you’re going to say it and what your response will be if the other person takes issue with you? Of course you do! You don’t just show up, open your mouth, say whatever comes off the top of your head and let the chips fall where they may. You think things through ahead of time…or you stay in trouble a lot!

It’s no different with sales conversations. They’re important to you. Your livelihood depends on them. You won’t stay in business for long if you don’t have lots of them. So they deserve planning, thought, and yes, even rehearsal. They’re important to the people with whom you’re conversing. If your product or service can help them live lives that are more fulfilling, easy, fun, productive, profitable, peaceful and joyous, but you don’t adequately communicate that to them, then you’ve done them a tremendous disservice. Your prospects deserve your effort in planning, thinking and rehearsing what you’re going to say and how you’re going to say it.

Another common objection to scripting is, “It’ll sound canned if I work from a script. The late, great Zig Ziglar said, “If your sales conversation sounds canned, you need to re-can it!” How do you do that? You practice, you rehearse, you role play until your script is a normal, natural part of who you are. It’s a no-brainer. I often tell my clients that I could wake them out of a dead sleep in the middle of the night and tell them to have a sales conversation with me, and they wouldn’t even hesitate for a moment. It would just be automatic. When you take a sales script and rehearse it until, when you’re talking with a prospective customer, it’s like a couple of good friends, sitting out on the porch, sipping some iced tea and chatting about something cool, that’s when a sales conversation is magical!

There are some incredible benefits to scripting:

First, you won’t forget a vital piece of information that your prospect must have to make a good buying decision. I can remember so many times, returning from a sales conversation, before I started using scripts, and thinking, Oh, man, I completely forgot to tell them about… and the conversation may have resulted in a sale instead of a no or a blow off, if I had remembered.

Secondly, it will prevent you from drawing a blank and not knowing what to say. There’s nothing worse in a sales conversation than having a prospect raise a question or an objection and stammering and stuttering, or worse, completely being at a loss for words. If you have a script and make it yours, that never has to happen to you!

Finally, fear is one of the most difficult obstacles that salespeople must overcome. And one of the reasons that salespeople are afraid – why they lack confidence – is because they don’t know what they’re going to say. If you lack confidence when you’re in a sales conversation, your prospect WILL sense that and they’ll respond in kind by lacking confidence in you. And remember, it isn’t just the words, it’s how you say the words and your body language and facial expression when you say them that conveys a sense of confidence or a lack of it. A great script that you make a part of your personality and character is the key to confidence in selling.

My friend Wes Schaeffer, The Sales Whisperer, pointed out recently on my Sales Chalk Talk radio show (http://bit.ly/sct-show) that movie actor Tom Cruise makes millions of dollars every year simply by memorizing a script, making it a part of himself and rehearsing it over and over again until it’s perfect. Then he simply regurgitates it on camera. It’s something worth thinking about, folks! Your sales script can make you highly successful and produce an extraordinary income for you, if you’re willing to put in the time and effort to develop and practice it.

Good selling!

Love & blessings,

Hugh

THE Sales Wizard at Red Cap Sales Coaching and Elite Sales Academy

#salescoaching

P.S. If you want expert help in writing and rehearsing YOUR sales script, message me, email me at hugh@redcapsalescoaching.com or call me at (863) 402-0661 and we’ll arrange a time for a complementary chat!

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