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Be a Record Breaking Salesperson
Rating: 4.2 out of 5(10 ratings)
44 students

Be a Record Breaking Salesperson

The Best Salespeople Act Nothing Like a Stereotypical Salesperson.
Created byEksAyn Anderson
Last updated 6/2024
English

What you'll learn

  • Improve your sales game by acting nothing like a stereotypical salesperson
  • Understand one of the key sales and negotiation principles and demonstrate how to use it
  • Stop chasing your customers --let them chase you.
  • Negotiate like a pro -- stop leaving money on the table.
  • Get past the gatekeeper to the decision maker when selling to businesses and large organizations
  • Be confident in your relationships with customers

Course content

1 section • 8 lectures • 50m total length

  • Introduction and a Crazy Important Principle in Sales and Negotiation11:41

    Two choices when you encounter a principle: 1) align with it; Or, 2) ignore it to your peril. Take the principle of gravity -- you can align with it and build a hydro-electric dam, start a skydiving company, etc. Or, you can ignore it to your peril and fall off a cliff. Gravity doesn't change. Your respect and alignment with the principle is the only thing that changes. Principles exist in human relations too. They, like gravity, are ancient and timeless: respect, honesty, the law of the harvest, etc. Align or ignore.


  • Don't Chase - Dance!4:58

    Do you ever feel like you are running after your prospects? The best salespeople don’t inadvertently chase their prospects away—they dance. 

  • B2B: How to Get to the Decision Maker (and Past Gatekeepers)13:43

    Have you ever been frustrated getting your product in front of the right people? Have you been blocked by the gatekeeper barrier? You’re not alone. Influence may lie where you least expect it. 

  • The Good News and the Bad News6:09

    Learn the good news and the bad news in sales

  • Use this to help people get it4:32

    Do you think data and facts are what sell? Think again. Never underestimate the power of a story. 

  • Go Big or Go Small2:50

    Learn a sales and negotiation tactic to help your clients see the big and small consequences of their actions. 

  • Email Principles2:13

    Want to make sure your emails aren’t being ignored? Here’s how. 

  • Getting to the Decision Maker Wrap Up4:20

    It doesn't matter if you have a great product and pitch if you are selling to the decision maker.  

Requirements

  • Must be sick and tired of hitting sales roadblocks

Description

There are hidden forces.


Forces so strong and so powerful that they govern the consequences of our actions.


These hidden forces are real.


And they are real whether we believe they are or not.


I call these hidden forces principles.


We have two choices when we encounter a principle:


1) align with it;


or,


2) ignore it to our peril.


Take the principle of gravity:


we can align with it and build a hydroelectric dam, start a skydiving company, or build a ski resort


–or


We can ignore it to our peril and fall off a cliff.


Gravity doesn’t change.


Our respect and alignment (or not) with the principle is the only thing that changes.


Principles govern relationships, too.


They, like gravity, are ancient and timeless.


And we have the same choice: align or ignore.


Let me clarify, I am not talking about principles in the way that many often use the word.


You’ve likely at some time heard something like this:


“I have my principles and you have yours. My principles work for me, and your principles work for you.”


Those are not the kinds of “principles” I am talking about.


In fact, the example above is more an example of values.


It is possible to value different things.


But it is not possible to invent a principle.


No matter what you value.


Values are the map we have in our head.


Problems happen when the “map” of our values doesn’t match up with the actual terrain of real principles.


Can you imagine saying, "Gravity may work for you, but it doesn't really work for me?"


That same person could go to the edge of the cliff and say, "I believe I can fly," and really believe it.


But it doesn't matter what is believed.


It matters what is real.


What is real will govern the consequence of jumping off the cliff.


The principle of gravity will govern the consequence of the choice to jump of the cliff.


Not the belief.


So what are these hidden forces? These principles?


What are these principles that govern our consequences in our relationships?


Here’s a hint.


They aren’t the latest fad.


They aren’t the latest coaching program.


They aren't the latest book.


Just like gravity:


They are ancient.


They are timeless.


Think about what they are.


Because learning to align with them and not ignore them may be one of the most important choices you will ever make.


By aligning with these hidden forces, after only about 3 ½ years with an 11-year-old organization that at one time had hundreds of salespeople,  EksAyn was able to close 3 of the top 6 largest transactions that the organization had ever had in it's history, including the all-time record for the largest sale, which was over SIX TIMES larger than the next biggest sale the company had EVER had.

Who this course is for:

  • If you're sick and tired of pushy salespeople but find yourself in sales and want to be different,
  • If you're sick and tired of getting hung up on when trying to reach the decision maker,
  • If you're sick and tired of having your emails ignored,
  • If you're sick and tired of leaving money on the table or not getting the deal,
  • If you're sick and tired of not having the confidence to get out and make connections,
  • If you're sick and tired of losing deals to the competition,
  • If you're sick and tired of being sick and tired,
  • If the above sounds even a little like you, then this course is for you.

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