The Complete Sales Bootcamp: Zero to Hero in Sales Mastery

Understanding The Principles of Sales.

Why Do People Buy?

Not Often What We Think.

It generally has little to do with the;

• Company

• Sales Person

• Product/ Results/ Testimonials

And often has more to do with;

• Psychological Factors (Psychological factors can include perception of a need or situation, the person's ability to learn or understand information, and an individual's attitude)

• Personal Factors (These characteristics may include how a person makes decisions, their unique habits and interests, and opinions.)

• Social Factors (can include a person's social class, which involves income, living conditions, and education level)

Everyone of us is different and shaped by individual experiences that have happened to us throughout our lives and the emotions that these have evoked.

Many of these may stem back to early childhood so are deeply engrained.

As you would imagine some of these experiences can cause positive emotions and others cause negative. These are what translate into our beliefs and values and how we live our lives.

Tony Robins - 6 Human Needs

All of us have these 6 needs within us, and the order of importance is personal to each of us. Which will decide which we put first, when making decisions.

The 6 Human Needs Are;

1. Certainty

2. Uncertainty/ Variety

3. Significance

4. Connection/Love

5. Growth

6. Contribution

What we do know is that people buy into the result that the product/service will bring them more than what the actual product itself is.

So whilst results / testimonials don’t MAKE people buy, they do create a sense of the result they can expect to achieve. They show what is possible.

People see others' results and want the same. (FOMO)

They want to feel like they can have it too.

(So pre call testimonials/results videos can be used on the sales call.)

Eg. Someone has struggled to lose weight. They see all the results of a new coaching program showing a combination of diet and fitness that guarantees weight loss results. They want the results others have as they have struggled to achieve it themselves.

1. Certainty - Someone let by certainty needs to feel safe and secure about their future and the decisions they make. This people like consistency so want their life to remain on an even keel without change. These people are less likely to want to pushed outside of their comfort zone.

SALES WISE - Make this person feel safe by assuring them that this is exactly what they need to be able to continue on the path they desire.

1. Uncertainty - These are people who regularly change things up or like to experience change. They may be people you speak to who jump from job to job, or just do not seem to have found their place to settle.

SALES WISE - These people will generally be more open to investing in something new, as this is the path they have followed. They may not, however, follow it through or give it the full commitment that it may need.

1. Significance - This is what makes you different from everyone else. It provides you with a way to measure or track the thing(s) that make you unique. The things that make you feel special as YOU.

SALES WISE - This person wants to be seen, heard and listened to. It is important that they are not talked over, and feel like their situation has been taken on board.

1. Connection/Love - These are people constantly looking for a close relationship with someone/ something. Trying to feel that connection, or link. You give your all to others, which can sometimes mean that you can end up neglecting yourself in the process.

SALES WISE - This person does not like to say no to anyone, so check that they are really invested in the idea, and not just saying yes because they don't want to say no. As these may be people that may experience buyers remorse once they get off the call.

1. Growth - These are fast paced people always striving for better. So like people with uncertainty move jobs/ house/ things regularly, people with a growth mindset will move jobs, but because they need new challenges and to progress.

SALES WISE - This person fully understands the need to better themselves. So by really looking at their pain points and their desired outcome versus where they are they are ready and willing to invest in themselves if they can see the result. They will have a detailed idea of their goals and the timeline(s) needed to get them there.

1. Contribution - People with a need to contribute will often need to be able to see the bigger picture. Their main driver will be impact. This could be helping others, or having an impact on the world, charities etc.

SALES WISE - You will need to dig into their goals and find out what their bigger picture looks like. Who they want to help and why, and you will need them to see how your product/service/help is going to help them to achieve that in a quicker way.

ABOUT THIS LESSON

Anyone can become a High Ticket Earner. That is what makes this such a fantastic opportunity.

We have helped hairdressers, teachers, office workers and people from a corporate background.

As long as you are coachable we will teach you everything you need.

So before we start;

What traits will really help you to start achieving your goals quicker?

There are many skills that will help you in this sort of role. We have selected our top 5 that we feel will really help you get off the mark and on your way to success.

Listening - This is about the prospective client, their wants and their needs. This is not about you. You need to be able to listen to what they have to say, make notes, and be able to pull at the pain points. It’s essential to understand their goals, and ask the right questions and probe in the right places. If this sounds unfamiliar to you, don't worry, we will teach you all these skills in detail.

Empathy - This means being able to put yourself into someone else's shoes and see things how they see them. Empathy will allow you to understand your prospects' needs and wants on a deeper level and to really be able to resonate with them. This is a highly desirable skill not just in HTE but in all areas of life.

Patience - Some things cannot be rushed and this is one of them. Rushing people will make you come across as pushy which is a real turn off.

Personable - You will speaking with lots of different people, with different personalities and different backgrounds, so it is important to know how to deal with different people. Some that are super chatty, you may need to cut off mid conversation (politely) and others who aren’t very open will need to be probed. You need to come across as helpful, friendly, knowledgeable and ultimately have the prospects best interests at heart.

Quick Thinking - You can follow a script, but quite often the conversation may take a different turn. So you need to be able to think quickly what questions to ask in relation to the responses that they give you. This is very much a skill that you will get better at over time, when things are put into practise

Who would this be suitable for?

• Someone that wants flexibility

• Someone that is good with people

• Someone that likes to get results for others

• Someone that does not take things too personally (you will hear no)

• Someone who is interested in sales but doesn't want to speak on the phone

Why is this a good option?

• All online businesses need sales.

• More and More Businesses Moving Online

• Having home based commission based sales reps - is a win win

• Sales are a recession proof option

• You can work as little or much as you like (Dependant on goals)

Skills to make a good HTE via Social Media

• Personable

• Thought provoking

• Confident (Able to Get to the Point)

• Build Rapport

• Quick Thinking

• Coachable (Able to follow a process)

Facebook / Meta is a great route to having lots of conversations which can lead to winning clients.

The main thing with Facebook is to remain organised (Use a CRM) and speed. Most people now have FB on their phone, so check it often. Reply with speed to keep momentum and increase chances of a quick response.

The main aim of HTE Via Social Media is having these conversations which will ultimately lead to a sales/ strategy/triage call.

You are NOT trying to sell them the service - you are just trying to get them on the call!

Setting appointments via Instagram

Instagram is a great way to find your ideal clients.

You can use really specific hashtags to connect with certain people and using the correct strategy allows you to reach a greater number of ideal clients than some of the other social media platforms.

LinkedIn is a great platform in terms of saturation and content.

Versus FB and Instagram, Linkedin is much less saturated in terms of people posting content.

This makes for an opportunity for those who follow the correct marketing strategy as your content is much more likely to be viewed and commented.

It used to be a recruitment platform but is now a great place to connect with professionals.