I have to get something off my chest: I’m a lazy salesperson. There—I said it! I’m lazy. But even though I’m lazy, I still outperform everyone else out there.
How do I do it? In this video, I’m going to teach you how to be lazy and actually sell more. This approach has always worked for me and it will work for you, too. Check it out:
Now you know four ways to be lazy and sell more. I want to hear from you. Which of the ideas in this video did you find most useful? Be sure to share in the comments section below. I’ll read every single comment.
Could not disagree more with a lot of the sweeping generalizations you made, Marc. Which surprised me because for the most part I agree with most of what you say, in general.
Hi Josh, what points in particular do you strongly disagree with? I love debating sales topics…
I’d say my two contentions were the following:
1. Selling higher than we are right now.
No way, if I could I would, I have to start with the gate keeper, I try not to sell to non decisions makers but I work in an extremely cut throat industry, gate keepers are aggressively looking to chop down cold callers like little ole me, I gotta move an shake with whomever I get on the phone just to avoid getting shot down and having a chance to even talk to a CEO or President. These gate keepers are instructed by their up lines to exercise extreme prejudice at all times when answering the phone.
2. Focus on large sales only, common Marc you know that’s whack, in fact as a short yardage makes it kinda sales person I take a little offense to that. Okay, I have not actually taken offense but I feel like once again, if I could only be focusing on large sales I would be but the fact is I have a healthy balance of quarter million plus size deals and small couple thousand dollar deals. Thank GD I close a lot of smaller deals while I am playing the long game on the larger ones, I’m working them, I am making progress on them but if I were to heed your advice I would starve to death. A huge discount you made by the way is to suggest that bigger deals require the same or little bit more work than smaller deals, Marc, they’re called bigger deals for a reason they are WAY harder to close!
Also, not to be an ass but you kinda contradict yourself about the asking for referrals bit with the four big deals. Considering you only close big deals and do a handful of big deals a year, your pipe line of satisfied customers for referrals is not that large. I mean look we both know all aspects of sales is a numbers game, including the networking part, that’s why were all on LinkedIn right, increasing our exposure and growing our networks, seems to me that focusing on such a small number of deals and then expecting to be able to ask for referrals every day…not so realistic, who are you asking after the first couple of days when you run out of people you’ve done business with?
You point on #1, isn’t even about selling–that’s a gatekeeper issue, not a decision-maker issue. No argument there. It’s a different discussion though.
#2, You take offense to that we should focus on larger deals? You are very easily offended. The big money is in big deals. Period. You want to believe otherwise, then feel free to do so.
Lastly, the issue about referrals–I prefer introductions–is unclear. I think you mean to say that if you have a small client list, you’ll run out of people to ask for introductions. But that isn’t true. You can ask clients, prospects, associates, friends and anyone else for introductions. And you do have to ask a different person each day. You can go back to those same people occasionally.
Also, if we’re going to have a debate, write like a grownup next time. I hope you don’t write like that with your clients and prospects.
thanks
Another great video Marc. I think what sales people should take from this is making sure they are speaking with the person who can say “Yes”. It may take longer to get to that person, may require more creativity and certainly you need to show you can solve their problems. But in the long run the ROI on your time – which is the one thing we all have the same amount of – will be much greater.
Truly a critical point, Bob. Need to get to the high-level decision makers.
Great. Stop selling to buyers stands out for me.
Jones.
Definitely a huge distinction Jones.