Are you genuinely excited about selling right now?
Selling can sometimes lose its luster when the right motivation hasn’t kicked in…
Whether you’re brand-new to sales or you’ve been selling for decades, getting inspired about sales is key to success.
Without strong motivation, you simply can’t achieve your potential in sales—no matter what.
That’s why I put together this motivational sales training for selling veterans and beginners alike.
My goal here is twofold…
First, I want you to walk away from this training with some tangible, actionable ideas that you can put into your selling world right away.
And second, I want to start to help you change your mindset around what selling in today’s world really looks like.
Ready to get pumped up about selling? Watch this motivational sales training now to be inspired to crush your sales goals, no matter where you’re at today:
Every single day, I see sales reps in all different industries using some hodgepodge of selling advice, combining what one former manager said here, what one mentor said there, what one person on the street said there, or even what they saw in a movie somewhere. Reps take all these random strategies together and they say, “This is how I sell.”
In any other industry, this would be unthinkable. If you want to become an accountant or a CPA, you must go through countless hours of training and education. But what do you do in order to become a sales rep? You say, “I’ll do it!” And then someone gives you a card and they say, “Go sell.” (But in reality, they don’t even give you a card. You’ve got to print out your own!)
That’s why I want you to walk away from this training with real, proven ideas about what works in sales today. You’ll get tangible, actionable ideas that you can put into your selling world right away. And, what’s more, I want to start to change your mindset about what selling in today’s world really looks like—regardless of the industry you’re in.
The first idea I want to focus on is that sales is simply about having good conversations with people. How we’re going about having those conversations is really important.
Unfortunately, most salespeople are going about sales conversations the wrong way.
The typical rep is walking into their customer’s office, saying, “I’ve got the best stuff. I’ve got all the coolest trends. And oh, by the way, if you buy today, I can get you a better discount!” And when the prospect asks, “Well, what if I buy tomorrow?” then the salesperson replies, “Oh no, no discount tomorrow.” In reality, when we use the word discount in selling, it actually drives down sales—that’s just the data.
Bigger picture, this type of features-and-benefits selling simply doesn’t work anymore. We can, and must, do better. The good news is that we can easily tweak the way we’re having conversations to ditch the salesy talk and drive sales up, rather than down.
I also want to point out that the sales rep is as relevant today as it ever has been. Half of customers decide whether they want to stay with a company or work with a company based on the sales rep alone. Half of that decision comes down to you, and the quality of the conversations you’re able to have.
So we’ve got a lot to be excited about. I can’t wait to dive into the rest of this motivational sales training with you.
What is the key to success in sales?
When I give this motivational sales training in person, people always come up to me after the program and say, “Oh, that was great, but what would you say is really the key to success in sales?” And I’m always brought back to a quote by J. Paul Getty. J. Paul Getty was the founder of Getty Petroleum, and he started the Getty Museum; a wildly successful person. And he famously said: “The formula for success is to rise early, work hard, and strike oil.”
Now, this is obviously tongue-in-cheek, but it actually points to a lot of mystification around what leads to success in sales. In fact, I meet thousands of salespeople every year and I always ask them, “What would you say is the key to success in sales?” I almost never get the same response twice.
At my firm, we’ve taken some key data across all industries and found that average reps are seeing their numbers go down. Overall quota attainment in sales has gone down, too, but what’s interesting is that top-performing reps are actually seeing their numbers go way up. That’s right—top-performing reps are becoming more successful in this marketplace while the average rep is going down.
So whatever those top-performing reps are doing is enabling them to rise way above the competition. Later on, we’ll take a look at the data to show exactly what is setting them apart.
The “Hide, Cheat, Steal” system of buying
When you go in front of a prospect and immediately start pitching, the prospect goes into what we call the hide, cheat, steal system of buying. I don’t care if you’re dressed in a way that’s super professional—if you just start pitching the amazing products and discounts that you offer, your prospects are going to see a super salesy, pushy rep in front of them. And then they’re going to go into the hide, cheat, steal system of buying.
How do prospects hide from us? They literally, physically hide. How do they cheat? They say they’re going to do one thing and they do something else. And how do they steal from us? They steal our time and our information.
If you recently bought something large, like a car or a couch, think back to how you dealt with the sales rep in order to make that purchase. Let’s say you were looking at a certain car. The salesperson might have given you a whole monologue about the amazing features the car had to offer, like Sirius XM radio. And then at the end of the pitch, you might have thought to yourself, “Um, no, actually, I definitely don’t want this car. I’m not going to buy this car today.” But what did you say to the salesperson? Probably something like, “Oh, this was great. You did such a great job. Thank you so much. You know what? I’ll be back next week. I’m just going to talk to my partner about this.” And then you disappeared, right?
That’s what prospects do. They don’t tell us what they’re actually thinking, and then they disappear. So we ultimately have to break that pattern.
Ditching the “ShamWow” approach
Most reps are using the ShamWow approach to selling right now. And the data is unequivocal on this approach: it doesn’t work.
Highly enthusiastic, salesy, pushy selling simply doesn’t work in face-to-face sales because we are in the business of building relationships, of having conversations like real people. The ShamWow guy is at BJ’s just trying to get people’s attention, so it’s an effective approach for him. But for everyone else in sales, it’s a waste of time and energy.
Persuasion actually hurts your sales process because prospects today tend to be smart, well-informed people, with endless access to instant information. The old-school idea of coming up with one magic-bullet line to get them to buy just doesn’t work anymore.
In fact, the data shows that three-quarters of sales meetings don’t generate that second meeting simply because the salesperson didn’t know enough about the buyer’s situation to provide the value that would lead to that second meeting. When we focus on persuasion rather than seeking to truly understand the prospect, we lose out.
Less successful sales reps see themselves as being in a win-lose relationship with prospects. If they make a sale, they see it as somehow taking something from the customer. This is why bottom and average performing sales reps often feel nervous when they get in front of a new customer. They feel like they’re trying to take something from the prospect. But great sales reps see themselves as being in a win-win relationship.
The win-win relationship in sales means that the salesperson helps the customer solve their problem, and in return for that, the customer pays the salesperson money. That’s a win-win relationship. And one of the key goals of this motivational sales training is to inspire you to see that you can achieve this view of sales, no matter what you sell.
Talk less, listen more
The most profound piece of data in this motivational sales training has to do with the talk-to-listen ratio of top reps versus average and bottom-performing reps. What’s interesting is that average reps and bottom reps are pretty similar in the amount they talk in a sales interaction. But top-performing reps are doing a lot more listening. In fact, they’re doing way less talking and way more listening.
Bottom-performing reps are talking the most, often going on and on about their deals, promotions, and cool products. Meanwhile, the top-performers are simply there to listen, to understand what’s going on. And then at the end, once they’ve learned as much as they can, they’re presenting a solution.
For years, I’ve been saying, “We’ve got to be asking more questions in sales. We’ve got to be really finding out what’s going on in their world.” But I’m not talking about the typical who, what, where, when questions. “Here or there? Inside or outside? Blue or red?” These are not sales questions, in my opinion.
Real sales questions are some version of, “Tell me what’s going on. What are the biggest challenges that you’re facing? What is most concerning to you right now? Tell me more about that.” We want to find out what’s going on in their world. And what’s amazing is that our customers are always willing to answer, if we just ask the right way.
The data is unequivocal on this. Top-performing reps ask about twice as many business-related questions as their less-successful sales counterparts.
Have a process and schedule next steps
One of the keys to sales in today’s current marketplace is having a real process, like an accountant, attorney, or investigator would. There are tools we use to be more effective at getting people to open up. If you’ve ever been to a psychologist, or maybe you just have one in your family, then you know what I’m talking about. Salespeople can benefit from following a systematic process just like a good psychologist or doctor would.
Next steps are a critical part of any proven sales process. My research has found that top performers are obsessive about establishing next steps. They’re always scheduling that next meeting right when they’re in front of the customer. They’re not checking back in two months and saying, “Hey, maybe can I drop by?” They’re actually getting it in the calendar.
The data shows that human beings are born with two fears and two fears only. The first is the fear of falling, which makes sense. People don’t want to fall. And the other is loud noises. Those are the only two fears that we’re born with.
Having a process in place and scheduling next steps can empower you to overcome any fears or anxieties you might have about selling. Just knowing exactly what you need to do at every step of the sale can take a tremendous amount of weight off any salesperson’s shoulders.
What’s important to recognize, too, is that we are not born with the fear of walking into a new customer’s office. Go up to a five-year-old kid and say, “Hey, walk into that office and start talking to people.” And if it’s a certain kind of kid, they’re going to be like, “Awesome!” We only learn to fear this stuff later.
What is the worst thing that could happen in a selling situation? In a rare event, you could get kicked out of an office, or get told to take a hike. And what do we say to that? Next.
There is no real danger in our world. It’s all in our minds.
What separates the winners in sales
“Nothing happens until something moves.” When Albert Einstein said this, he obviously wasn’t talking about sales. But it’s so relevant to selling—nothing happens until we make something move. So what are you going to make move?
I’ll close out on a great quote by Michael Jordan, who was one of my favorite athletes to watch growing up. He famously said, “Some people want it to happen, some wish it would happen, but others make it happen.” What this means to me from a sales perspective is this: There are two categories of people in sales. There are those who talk a big game, and there are those who play a big game. And every single day, it’s on us to decide which category we want to be in.
So there you have it. Now you’ve gone through a motivational sales training to get you pumped up about selling. Which of these ideas did you find most inspirational for your own sales? Be sure to share below in the comment section to get involved in the conversation.
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Why Prospects Push Back on Price, Give 'Think-It-Overs,' and Ghost in Sales Until They Meet a Sales Superstar Who Is Following These 7 Simple Keys
About the Author Marc Wayshak
Marc is is the best-selling author of three books on sales and leadership, including the highly acclaimed titles Game Plan Selling, The High-Velocity Sales Organization and his forthcoming book, Sales Conversations, Mastered.
Marc is a contributor to Inc, HubSpot, Fast Company, Entrepreneur Magazine, and Huffington Post Business. He also hosts a popular YouTube channel on sales strategy with over 103,000 subscribers.
Marc helps thousands of people his data-driven, science-based approach to selling that utilizes all the best tools available to sales organizations today.