Tag Archives: selling

The Role of Trust in Overcoming the Fear Filter

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Continuing on from The Role of Fear in Selling where we looked at how the fear filter works, we continue to discuss the Trust barrier in selling.

To recap, the fear filter separates the Primal brain and its flee or freeze or flight response and the Modern brain with all its logic and rational decision making; it’s the bit that can make or break your deal. Expanding on this, this article introduces you to the critical Trust barrier and how it is the foundation of stable buying decisions.

As we established, the fear filter blocks your prospects from being able to think logically and rationally if there is any risk of harm in your sales processes. Now here’s another thing: the same filter, this same line, can stop data coming down to the primal brain where the ability to make a final decision resides. In short, information and data must pass UP to the Modern Brain and then DOWN again to the Primal brain for any decision to be made, as seen below.

role of trust blogThis means that the information you give a customer and the conversation you conduct with a customer has to pass through two filters in order for them to make a decision. We talked about the fight or flight mechanism and the survival instinct.

As we mentioned, data doesn’t go up from the primal brain unless it’s not frightening, and when coming back down, the data will not come down from the modern brain unless it is trustworthy. And now we have the second filtering process – the Trust barrier.

Now say your information gets past the prospects fear filter the first time your prospects are able to make sound, rational and logic decisions thanks to the modern brain. This information must once again come down and pass the trust barrier.

So once again, your prospects are assessing the risk of decision. Will the decision to buy have any negative consequences? If it does then they will not make the purchase; that is, they cannot act on the decision despite having come to it in a logical and methodical way.

To optimise your prospect’s decision process, you need to be really conscious of how to communicate data so that it is absorbed by the logical brain and processed complete enough for them to make a decision that they can confidently act out.

Part of this is the way you explain things but an equal part is knowing their current knowledge and beliefs on this issue. Until you know what they already know and believe you cannot make sure the information you present will make enough sense to them to be trusted as correct and used reliable to make the decision to buy it. If you say something that contradicts their beliefs or they cannot understand completely they will not be able to use your information as part of their rational processes.

Next, we’re going to talk about the data you present to your prospects. Tune in for the next article on how to gain their trust, overcome the fear filter and the trust barrier, and sell your product/service.

More in the series: The Herd Effect and Selling

Einstein’s Theory of Selling

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I love this quote from Einstein:

Everything is Energy and that’s all there is to it. Match the frequency of the reality you want and you cannot help but get that reality. It can be no other way. This is not Philosophy. This is Physics.

Long before he and many other Physics Scientists proved this to be the truth and said so in public, we have known this to be intrinsically true because…well  it is true. It has become part of our consciousness long before anybody was able to articulate it quite so elegantly.

We know it as affinity or being able to relate to each other and being on each other’s wavelength. If you’re on somebody’s wavelength, you’re intuitively able to connect with them and understand them. There are lots of great phrases from the past such as “Walk a mile in my shoes” that tell us it’s important to be in sync with somebody.

How does this relate to selling?

Certainly, there is a very special definitive level of energy required for people to make purchases and sales buying decisions. A Sales person needs to be able to bring a prospect to that level of energy first before they start to close or for the prospect to be confident to buy. If a customer is confident and clear about what they’re doing then they will proceed with the sale and make a decision without having second thoughts and withdrawing later.

But if your prospect is confused, fearful and anxious or just nervous, they will resist making any decisions.  If you, the sales person is able to force a decision in that moment, maybe because of some extraordinary technique or external circumstances are forcing them to act faster than their abilities to confidently choose, that decision will be unstable. That customer will withdraw from the sale as soon as the circumstance, or the sales person, has changed. This is why many legal contracts now have a seven day ‘cooling off’ period.

In order to bring a customer to a level of confidence and clarity, there are lots of great sales processes to be followed. But any salesperson who attempts to close a prospect where that particular clarity or energy level isn’t present will in fact be creating more grief than it’s worth for themselves.

Using Einstein’s Theory of Energy, selling then becomes a process of ‘energy matching’ starting with recognition of the prospect’s level of certainty or uncertainty at the start of the sales conversation and effectively leading the client to the confident energy state required for buying.  As Einstein said, when you help your client “match the frequency of the reality (confidence) you want and you cannot help but get that reality (sale).”

Considering a career in sales?

You must read this article and check out what Eliza, our sales team member has to say about changing from being a Business Analyst to a Business Development Manager

Cold calling still the leading light in new business sales

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Real estate agents are not earning enough. Despite the real estate industry having some of the highest income earners in the country only a small number of real estate agents earn over $250,000 per year.With some many offices around the country why are there so few individuals at this level of personal success? Is it really that the way we do business has changed so much that our old ways do not work and we are yet to find our feet in the brave new economy?

A common path to success that has worked for years is cold calling. The question is whether this tried and true approach is still appropriate in today’s web-based sales world. A new study from the Keller Center at Baylor University reaches some interesting conclusions about this important issue.

The details of the study

“134 agents from 10 different geographic areas were divided into two groups. Each group was asked to set aside a different hour each day, for seven days to make cold calls. They used the same script and were asked to record the results of their calls in an on-line form so that the data could be collected in real time. For this study, cold calling was defined as dialing random numbers, from a certain farm area not previously marketed to by the agent. The result was 14 hours of lead generation over 14 days.”

The goal of the study

“The goal was to determine if cold calling as a baseline lead generation activity – cold meaning no experience, no contacts, no database, no marketing, no listings, and no ‘just-solds’ – would generate appointments for agents.”

The Results

71.6 % of all calls failed to reach a live person.
28.4% the agent did connect with a live person with the following results,

  • 14.8 % said they weren’t interested,
  • 2.1 % the agent to call back later.
  • 11.3% agreed to either an appointment or gave a referral
  • It took 208 calls (including all the wrong numbers and no answers)  to get an appointment or referral.

This means for every 60 people the agent actually reached, the agent would either receive a referral or schedule an appointment.

Conclusions from the results

1. If an agent can make 50 calls per hour, speaking with 15 people, it will take them approximately 6 hours to achieve one appointment.

2. Anecdotal evidence of conversion rate suggests a 2-to-1 appointment to closing (listing) ratio. That means for every 12 hours of calls, an agent can expect to achieve 1 listing.

Who can do it?

By the time the sample agents had spent 11 hours cold calling, all 134 had quit calling. Yet the data showed that it takes 12 hours of cold calling to generate a closed deal. In other words, the agents quit one hour short of reaching the 12-hour revenue generating goal.

What does this mean for you and your business?

The conversion ratios from the Baylor study show that 12 hours of cold calling consistently yields one listing. Or if you want to close one listing a week that’s 144 minutes, just on 2 hours, of prospecting a day, 5 days a week.

Is It Worth the Price?

The Baylor study concludes with this important point: “Spending 3 hours a day, cold calling, Monday through Friday can potentially yield $290,063 in total commissions in a year.” This is based on a single listing being worth $4,800 to the agent.

The question it would seem to be; are you willing to work 12 hours a week on the phone to make almost $250,000 personal income.  The answer for most agents is “No.”

But the research from own study of sales ability in Australia is that it is not a question of being willing to cold call but rather; ‘Are you able to Cold Call?’.

The assumption in this study was all sales people are equally able and that they simply  don’t have the inner fortitude. The assumption is if they just showed a bit more backbone or energy or ‘millionaire mindset’ or changed something easy within themselves then they really could do it. They just don’t want to make the extra effort. The assumption is we can change ourselves, or our staff, into effective prospectors with just a little more effort.

So we have focused our attention on hiring staff who want the money in the hope they will want to make the effort. But what if no amount of ‘wanting’ can make the difference when they simple are not suited to it.

As we discussed in a previous article Are your staff to scared to cold call, less than 15 % of people no matter how willing, how well trained or how well managed still CANNOT.

The issue then is not whether cold calling works but whether the individual can cold call. That’s something our Sales IQ Inventory can answer for you and your team.

More on calling:  Are your staff too scared to cold call?

But are your staff too scared to cold call? http://tinyurl.com/cumo6w3

What is a Sales Excellence Business?

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My passion in business is all about creating sales excellence for organizations and sales professionals. I do this by helping my clients expand the sales functions within their businesses. My coaching philosophy has always been based on the three part formula: Select. Teach. Expand.

Select

Firstly, I help businesses recruit sales staff who really do have the capacity to sell.

‘Oh no! Not recruitment!’

I can already hear your agony because getting this right in the past has been fraught with danger. But not so for my clients. We have a time and cost effective way of attracting the best candidates your market has to offer and then short-listing them for interview based directly on their selling capacity. So you are only interviewing and choosing from appropriate candidates for your role who can do the job. Importantly the attraction and short-listing of candidates all happens in the cloud, leaving you free to get on with running your business.

If you want to hear what some of our other clients have been saying about our revolutionary new way to recruit go to: https://mayasaric.com/testimonials/

Teach

The second way we help businesses achieve sales excellence is to help their sales staff realize their personal sales capacity by teaching selling. Starting with understanding the psychology of buying we continue by coaching them through their own professional road blocks by instilling self organization, territory analysis and sales planning.

You can read about my sales training here.

I have been providing sale coaching as a job since 1992 (when I was a sales trainer) to help sales people through the learning curve of selling to work at a level of their personal best. When I registered my business, Corporate Coach Australia, in 1994 it was the only business in Australia to be consciously providing coaching services of any kind to the business sector.

Expand

Finally we teach sales staff to manage their energy and emotions. I know teaching sales process has gone out of fashion and everyone is focused on the internal game. But consider this: if you don’t know what you are supposed to be doing and you are totally disorganized and behind schedule then you should feel lousy. No amount of positive attitude will help if you have missed doing the first two parts properly. Most sales people don’t understand how buyers make choices or how to build trust during selling.

To combat this, I take people through knowing what to do (training) through creating systems that support their activity to consistently working at their peak level through on-going coaching and occasional nagging.

The Future

If you need sales staff who really can sell or are wanting to improve your or your teams sales performance, let’s talk. Call me, Maya Saric, on 0407 005 290

For more articles: find out Why sales staff who ‘hit the ground running’ are bad for your business 

Sales staff who can ‘Hit The Ground Running’ are bad for your business

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staff running

There is a belief in the corporate sales world that to hire sales staff who are capable of “hitting the ground running” is a good idea. I’d like to suggest that it’s bad for your business.  Having staff who, the moment they turn up or really soon thereafter, are out there doing their thing without you and without any clear directions, training or preparation is actually detrimental.  Why is this? Well consider this, staff that are capable of ‘hitting the ground running’, without pre-existing product knowledge are also usually capable of creating or choosing outcome.

es that are not in your company’s best interest, because it ‘seemed like a good idea at the time’ and they have the confidence to act alone.

To have the courage to perform alone in an environment where you don’t have all the facts and you don’t have all the answers and you haven’t rehearsed or seen in action the practicalities and details of various alternatives, means that you’re going to go with what seems like a good idea on the day.  The sales rep who is capable of picking up the phone, ‘having a go’ and has good energy for prospecting and creating new opportunities, needs to be well armed before they start.

If you’ve managed to hire such a person, that person is precious and rare, and there are very few of them in the world as a percentage.  If you have one, you need to prepare them.  They need to have the entire product knowledge ready at their disposal.  So, spend a month or two, or depending upon the technical complexity of your product, 3 to 4 months, training that person, teaching that person, having them sit quietly on the corner of another person’s sales call learning; what sort of answers to give, what sort of questions that they will need to ask, and sorts of answers that other reps who do know the product and who have had correct industry experience in your products, will come up with. Don’t leave your company’s sales success resting on what the new person with enthusiasm and energy, bravery and courage is capable of thinking up on the spot.

Sales people who are capable of going out and prospecting, winging it and improvising, are great for new business roles.  They are the sort that every company wants and I encourage you to use the Sales Inventory Profile (SIP) recruitment process to locate yourself some of those people.  But I don’t encourage you to set them free without product knowledge and practise because the ramifications of that is that they will make way more mistakes as they will engage in way more opportunities than the other sorts of reps who need more help and haven’t started without the training.  Sales staff that can’t possibly start without preparation will do very little for you in the first 6 months, but they will do it correctly and precisely later on.

The net effect might be marginally better for the new business style person in terms of closed business, but the bloodshed, for both your clients and for them, could be huge.  If these are prospects and not existing clients, you might never know what the ramifications for the prospects were and by the time anybody else thinks to call on them, if you’re lucky, it would be well and truly forgotten.

The greatest damage to your firm is the effect on your new sales person, as they are much scarcer than prospects in most industries.

The consequences for your sales person who is being demoralised and defeated and denied success regularly at the beginning of their career with you, could be huge in terms of their energy to persist and stay in your business. If you lose this person you haven’t just lost 2 or 5 or even 20 sales in the early stages, but have lost 5 years of on-target sales.

Your new person isn’t going to say “Well, I am an awful sales person and therefore, I should stop selling.”  They are going to say “This product is useless” or “My manager is useless.” Or even worse “My company is useless.” They will be saying to this to themselves to make themselves feel better and to everyone who will listen.  Not only might they give up early on and find themselves a new job, and you have lost somebody really good, but they will project that negative energy during their sales calls before they leave you and long after when talking to others about their old job.

There is a period between when they are all enthusiastic, they are willing to do the job, they are happy to go out, make new clients and they have no fear…all before that point of dissolution and defeat.  So, you need to catch them while they are still fresh and enthusiastic and keen, and teach them well. Teach them about your product, teach them about your industry, teach them the subtleties of closing your sale so that they make only a few mistakes, close a lot of business for you, and feel fabulous about themselves.

So if you think you’re up for having new business reps who really can sell, who really can prospect, who really can hustle, I’d like to encourage you to contact me, Maya Saric at Corporate Coach (0407 005 290) and use the Sales Inventory Profile (SIP) system to recruit some of those people for your team.

For more articles on sales staff and training: Why your receptionist may be your next sales star…

How to create a company page on Facebook

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Whether you want to use Facebook (FB) to actively market your business or not, it’s good to have an official page for your company that you can link to from your own profile, especially in our Social Media Age.

I get really discouraged when I am on a Facebook profile of a sales person and click on their work details, only to be directed to an empty page. Such a waste of your advertising space.

How to create a page

At the bottom of your own profile page is a link called ‘Create a Page’.

  • Give the page your full business name
  • Upload a logo
  • Enter all the different contact details: email, phone, website link etc
  • Add a few sentences about what sort of business it is. Copy and paste from your website if you have one to keep the identity consistent.

All that could take you ten minutes. You can add more stuff to it later if you want to become more detailed, have promotions etc.

How to link your business page to your profile

Open your page and copy the address link, mine is

https://www.facebook.com/CorporateCoachAustralia

then

  • Go back to your own profile page as an individual
  • Press the link ‘About’ which is below your profile photo
  • Press edit for the Work and Education
  • Press edit again to the right of your employer name and copy the address link you took from your business page into the name slot. If you have done this before it may not let you change it so you could delete that job and add a new employer.

If you have already made your work page and then are adding a new employer for your individual profile you just type in your new page name and you can link to it automatically without the cut and paste stage.

It’s quite easy, and definitely worth the effort.

Are your staff too scared to cold call?

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Are your staff scared to cold call?

“Always do the things you fear the most. Courage is an acquired taste, like caviar.”
– Erica Jong

Erica Jong is an American author who wrote about fear, usually her own, and how she managed her life despite those feelings. Her quote is great advice for anyone feeling the grip of fear.

Fear is very a common human reaction and an important part of our survival processes. Fear helps us avoid situations that are dangerous and which could result in our death. However not all things that are scary will actually lead to physical death and we do need strategies to continue to engage in our lives despite our natural fear reaction.
The thing that sales people find the scariest is usually prospecting and specifically, cold calling. Going into the unknown and facing the risk of rejection (i.e attack) will paralyze the average sales person into a state of non action, or freezing, or compulsive business where they do not have the time to do any selling yet feel productive as they are working hard. It is a very small percentage of people who can face their fear and fight on despite it.

When I write about cold calling in this blog it seems like such a trivial thing, but the effect on most of us when confronted with the physical reality of the phone or being on the street door knocking is real and usually very daunting. Our mental danger radar does not distinguish the risk of verbal attack from the physical, so our fear response can be just as strong when the risk is verbal humiliation rather than actual physical harm. To our brain, the risk and thus the fear response, is the same no matter what the nature or source of the attack.

I know from the 20,000+ candidates we have tested using our sales IQ system, Sales Inventory Profile or SIP, that less than 5% of the general population are able to cold call consistently. Consistently, meaning for several hours every day, week in and week out for years.

Another 10% will, as Erica suggests, come to be able to tolerate it given time to acclimatize themselves to the process and with some support from their organization.

Most people are too scared to prospect consistently

So how do you find these precious 15% who can become new business sales people?

No longer do you need to have literally 100’s of people coming through your business to find the very few who don’t run out screaming or work themselves to a standstill or get sick. Using the traditional mass employment i.e hope-some-will-survive mentality within the recruitment system, the cost to the business in direct resources wasted is bad enough. But when you think of the effect on your reputation of having the wrong person on the job representing the company and the revenue not earned while we are distracted with the wrong people, the cost is catastrophic.

Then we often overlook the cost of the subtle energy drain on the other staff as they watch the carnage from the safety of their administrative roles, thinking ‘who would want to do that?’ Ultimately, the morale across the entire business is subdued by the revolving door recruitment strategy for sales staff.

It does NOT have to be that way.

It is possible to recruit from only those people who have the core capacity and inner fortitude to sell and specifically cold call, train them well so they are effective quickly, support them effectively over time and have a sales team that is stable, successful and making themselves and you lots of money. It is also possible to build a team that is admired by the rest of the organization..

Am I dreaming?

No! We have been doing just that since 2008 in Australia and New Zealand. Just ask any of my clients (see our testimonials page which contains a selection of our 100+ client base) how effective it is to accurately identify sales capacity in candidates before they even interview them so that at the recruitment interview they are focused on assessing the candidate on product and cultural fit to their business and/or the market place.

If you have had enough of the revolving door system of failed recruiting lets organize a 20 minute Skype demonstration of our sales IQ system. The system has been used and tested across many industries and will work in any country where English is the primary language.

How to start?
Leave a comment on this blog or send an email to maya@salesinventoryprofile.com with your own contact details and one of our staff will call you to organize a time that best suits you.

More on cold calling? Read on why cold calling is still vital in sales

Why do candidates with better selling profiles on SIP have so many jobs?

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SIPIf you are hiring New Business Sales staff it is likely to be a good sign. It indicates an inner strength or resilience on the part of the candidate. We cannot predict why these people chose each of their previous jobs, but we can deduce that there has been something missing or wrong with the fit each time to result in the continual movement.

So how can that be a good sign?

Faced with rejection or the disappointment of losing their job, these people have had the resilience to keep going. They do not ‘make do’ with a bad fit and try to fit in where they do not naturally fit in. I hear you say they didn’t need to make do, they were fired! Yes, but even so, the result is the same.  They were unable to make themselves fit somewhere they did not well enough to stay employed.

In sales, there are plenty of people who don’t fit well enough but we have decided to keep them as it is better than not having any sales staff or face the endless revolving door of recruitment.

If you are reading a candidate’s résumé and the type of jobs they have already held is always changing it indicates that they don’t know what sort of job they are best suited to.

With SIP we know how well suited to our role they will be, even if they don’t. The fact that they are willing to try different job types indicates an ability to deal with the unknown.

People who have succeeded at selling, especially new business selling, have come from a wide range of previous job types. All the research conducted by SIP on over 25,000 individuals shows no correlation with education, age, industry (that is product type) and their SIP score, or sales IQ, for new business sales. Yet there is a direct correlation between success in the new business roles and the SIP scores of those tested who are already employed in these roles.

Here are some more related articles:

Why a Receptionist at a Real Estate office is a gun sales person

What’s the number one issue facing real estate business owners?

BDMs vs. Account Managers 

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Grow your sales results in 2012/13 with an innovation out to change the way we recruit sales staff

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It’s mid-way through 2012, but never too late for big sales by the time Santa comes ’round. Or even by the time the fireworks go off for 2013!

If you or your organization are ready to grow your sales results lets talk!

Corporate Coach Australia, after a few years as a successful boutique provider of sales recruitment and sales enhancement technology to Real Estate and IT companies, has some huge plans for the next few months, and I’m inviting you to support our growth by using our world leading technology to enhance your own sales effectiveness and make this your biggest sales year ever.

If you read our testimonials you will see that the SIP technology has achieved some dramatic success since it’s launch in October 2008. Now we’re planning on changing the face of sales staff recruitment and training.

If you are interested in saving some money and growing your sales ability or the capacity of your team please send me an email to maya@salesinventoryprofile.com for a full price list or if you are reading this on Facebook press the Like button and I will contact you.

If you haven’t heard of Corporate Coach or SIP then here’s some background for you. My name is Maya Saric and in the mid 90’s I undertook extensive research into what attributes individuals need to possess to succeed at selling. I was frustrated as both a sales trainer and a sales manager because I was watching very intelligent and genuine people failing. From that research a sales IQ assessment was developed called SIP which stands for Sales Inventory Profile.

In 2008 the stand alone sales IQ assessment was incorporated into a cloud computing sales recruitment website at www.salesinventoryprofile.com

After three full years of selling sales recruitment and having helped our clients hire over 250 people in direct sales and sales support roles I would like your help to grow SIP from a successful small business that supports a few hundred businesses in Australia and New Zealand to a force in recruitment that will change the way we recruit sales staff and bring an end to wasting money and shattering dreams.

Now I’m frustrated again at all that wasted human potential and all the businesses wasting thousands of dollars on hiring staff who will never be able to sell. Worse still are the millions of dollars in unearned revenue and the new staff who start with great hope and energy and dreams of a new career in selling only to end up shattered by the drain of doing a job that just isn’t them. I’m super frustrated now because there is a real alternative that allows businesses to hire the right person at a quarter of the cost of traditional résumé driven recruitment with minimum time to create the shortlist and is about TEN TIMES MORE EFFECTIVE. I had to put that in capitals as I really do feel like ‘shouting it from the roof tops’. There is a way for the individual to find out if they are suited to selling before taking the plunge and if you are; to understand your own sales strengths so you can really focus your training on making a real difference to your sales results.

To spread the word I need your help.

In May 2012 we are moving offices and hiring a full sales team to directly engage more businesses. I want to make the software even more functional so we can support multi-manager recruitment programs. This will allow us to target much larger companies who have several overlapping levels of management involved in recruitment.

How to Buy

Review the price list below (please excuse the formatting) and select the products you wish and note how much that totals.

You can either email me this amount and we will send you a tax invoice with bank transfer details
or
You can pay using the link to Paypal from our website

  • Got to www.salesinventoryprofile.com
  •  Go to the products tab from the Home Page
  •  Press ‘Pay an Invoice’ on the top left of the page
  •  If you are not an existing client put your business name in ‘Username’
  •  For the Invoice number enter ‘February 2012 promotion’ and the amount you wish to pre-purchase.
  •  Press submit and you will be transferred to Paypal to pay by credit card
  •  You will receive a TAX receipt by email within 3 working days and instructions on how to book training or start a recruitment program.

Our 2012 investment in SIP

At the moment SIP is a ‘single manager’ system which works best for small businesses. We built the system so that only one person at a time can have access to the candidate information within their SIP account. In other words if the sales manager, for example, is logged in and the HR manager logs in too the sales manager is automatically logged off.

We then want to redesign the layout and give the website a facelift and provide some simpler client interfaces for both managers and candidates.

We also have plans to ‘white label’ SIP when the website is ready for multi-manager recruitment for large companies to use as their inhouse talent management database.

Finally over the past three years we have assessed nearly 20,000 individuals. Included in that figure are nearly 4,000 people currently employed in client and prospect companies. I would like to use this additional data to further define sales management and service profiles which are different to the sales or sales support roles we have defined so far. Using this raw data in a statistically valid way is a huge undertaking and will require specialist statistical support work. When I first researched sales staff I had access to the statistical expertise of the Psychology Department at Sydney University.

Sales Training Options we provide

Corporate Coach Australia also provides sales training which is totally different to the parrot fashion ‘say this’ style that has come to dominate sales training programs. I am not against scripting, in fact I love it, but only when the sales person understands what they are trying to achieve with the script so that they are able to vary their presentation from the scripts at the correct moment.

I am a qualified Psychologist and have been in selling since leaving University in 1985 and Coaching sales staff since 1993. I have used this combination of knowledge of the human thought processes and experience in commercial selling to develop a course that teaches how to interact with the decision process at a very profound but easy to achieve level. I teach how people make decisions and how to build trust in order for your prospects and clients to make decisions in our favour. You don’t build trust with clever one-liners but by communicating in a way that effectively answers all the clients’ insecurities.

This material has been available in workshop format and1-on-1 coaching and you will see these in the price list.

In 2011 I recorded a cross industry version of my ‘Emotions in Selling’ workshop with the intention of it being a home study system. Some of you received the prospecting portion of this training as a Christmas gift in December of 2011. The full recording will be available as download content with the direct transcript in February 2012. We have a deadline to produce a companion book with exercises by June 2012 to help you learn and implement the ideas in the recording.

This commitment to guide my clients through changing their techniques and achieve better sales results, rather than just giving them a few good ideas is the corner stone of my Corporate Coaching philosophy. Anyone who purchases the DVD pack during the February special will also receive two complimentary coaching sessions to the value of $400.00. I can conduct these by Skype or at our Newtown office in Sydney.

I encourage EVERYONE WORKING WITHIN A SALES ORGANISATION, even if you are not actually in selling to buy these DVD’s so that you can understand the psychology behind how people make decisions.

If you want to discuss your sales recruitment or training needs please contact me this week so we you can take advantage of our February special.

SIP sales recruitment, training and coaching programs pricing

Recruit Sales Staff with SIP. It works!

The number one question in recruiting sales staff is “Who can sell?”

SIP is the best sales staff pre-selection tool in the world and it answers this important question by means of a proven independent psychometric online assessment. The SIP Assessment can determine if a person has the necessary attributes to sell.  What is best of all it does this with no human intervention before your first direct contact with them.

SIP: SALES CAPACITY AUDIT $ 950 + GST

SIP: FULL RECRUITMENT CYCLE $2,950 + GST

SIP: 12 MONTH SMALL BUSINESS RECRUITMENT LICENCE $4,950 + GST

SIP: SINGLE CANDIDATE OR STAFF MEMBER $ 190 + GST

SIP: PRIVATE SELF ASSESSMENT $ 190 + GST

Sales Training Programs by Maya Saric

Group Workshop

EMOTIONS IN SELLING:  Trust based selling to help clients make strong decisions Duration 2 hours $750 + GST

DVD Set

EMOTIONS IN SELLING; Introduction to trust based selling to help clients make strong decisions. $249 + GST includes transcript. Workbook due 1 June 2012

Group Workshop

EMOTIONS IN SELLING FOR  RE: Appraisals to Listing by overcoming the fear barrier 3 hours Duration $950 + GST

Group Workshop

EMOTIONS IN SELLING FOR  RE: Prospecting for Real Estate Duration 3 hours $950 + GST

Group Workshop

EMOTIONS IN SELLING FOR  RE: Full day combined program Duration One day ,$ 1800 + GST

Sales Excellence Coaching Programs by Maya Saric

Individual Coaching Program

NEW LISTING AGENT START UP Duration 9 hours over 3 months $2,500 + GST

FIRES OF HELL: Understanding your personal action triggers. Duration 8 hours over One Month $1,800 + GST
SALES EXCELLENCE: Creating sustainable action, Follow up to the Fires of Hell Program. Duration 9 hours $1600 + GST
What is included:

Sales Management Programs by Maya Saric

SIP SALES CAPACITY AUDIT Understanding Your Current Sales Team 2 hours $950 + GST

WORKSHOP: SALES PLANNING Duration One day $1,800 + GST

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TERMS AND CONDITIONS
• Settlement due in full 7 days before program starts, including recruitment.
• * All facilities, refreshments and transport costs are additional and the client’s responsibility to organize.
• Pricing valid until 1/03/2012.

SIP sales recruitment training and coaching programs pricing

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Sales Recruitment

Recruit Sales Staff with Sales Inventory Profile (SIP). Why? It answers your number one question in recruiting sales staff is “Who can sell?”

SIP is the best sales staff pre-selection tool in the world and it answers this important question by means of a proven independent psychometric online assessment. The SIP Assessment can determine if a person has the necessary attributes to sell.

SIP: SALES CAPACITY AUDIT $ 950 + GST

Includes:
• Test your existing sales and support team to achieve an independent sales capacity audit.
• Team results debrief with the manager – two hour onsite / phone review with a SIP specialist.
• Includes eight team members. Additional staff $180 + GST per person.

SIP: FULL RECRUITMENT CYCLE $2,950 + GST

Includes:
• Advert copywriting – the creation of the compelling, emotionally engaging, sales message advert.
• Loading and managing your advert on SEEK.
• All candidates tested with SIP.
• We analyze all the SIP reports and résumés within the score range for your job.
• We will recommend questions that you can ask each candidate within the score range for your job.
• Manage and communicate with the candidate pool via our online SIP Candidate Management System.

SIP: 12 MONTH SMALL BUSINESS RECRUITMENT LICENSE $4,950 + GST

Includes:
• Includes a Sales Capacity Audit of your existing team.
• Two full recruitment cycles including everything listed above.
• Direct employment inquiry program includes:
a. Copywriting an employment information pack for individuals who inquire between recruitment campaigns.
b. Copywriting an employment page on your website including a link to the SIP website.
c. Unlimited assessment of individuals (written summaries by SIP staff not included).
• Vocational guidance promotion program to local students includes:
a. Copywriting an invitation to complete a SIP.
b. Unlimited assessment of individuals (written summaries by SIP staff not included).

SIP: 12 MONTH UNLIMITED RECRUITMENT SERVICE $19,950 + GST

Includes:
• SIP becomes your recruitment provider across all job functions for 12 months.
• Write, load and manage all your adverts’ on SEEK.
• All candidates tested with SIP for all your jobs.
• We analyse 10 SIP reports and résumés per job for the first 3 months.
• Manage and communicate with the candidate pool via our online SIP Candidate Management System.

SIP: SINGLE CANDIDATE OR STAFF MEMBER $ 190 + GST

Includes:
• We analyse the SIP report and résumé and provide a written summary.
• We will recommend questions that you can ask this candidate during the interview.
• Manage and communicate with the candidate via our online SIP Candidate Management System.
• For existing staff we include a one hour coaching session directly with the individual or their manager.

SIP: PRIVATE SELF ASSESSMENT $ 190 + GST

Includes:
• Immediate access to your own 14 page SIP report.
• 45 minutes of personal coaching directly with a SIP Sales Excellence Coach.
• SIP Sales Potential Certificate to include in your job applications

Sales Training Programs by Maya Saric

Group Workshop

Emotions in Selling:
Trust based selling to help clients make strong decisions. Duration 2 hours $750 + GST

What is included:

• Understanding the neurological structure of the brain and how the flight/fight mechanism drives all decision making. We will review the progress of data arriving from the senses (hearing, sight etc) to the two levels of thought processing; emotional and logical.

• How to uncover the buyer’s personal perceptions of safety and the decision process they are using in order to guide them to use your service. If you contradict this process and trigger even the smallest feelings of fear they will reject you and your product.

• Learn how fear and anxiety can turn your client’s thoughts from caterpillars into pythons and how to prevent this; so that the caterpillars turn into butterflies instead.

• Learn how selling your own home is the scariest decision a person may ever make and how to guide your client safely through their anxiety to a stable decision to list with you.

• We will look at very specific strategies to maximize your message and the way you present it, so that your clients are able to safely process the message through their emotional filter to make effective decisions. Decisions that will not unravel when they continue to think about the situation after you have left or when they hear new data from your competition.

• Importance of the customer doing at least half of the talking during the sales process in order for the purchase to be stable. Using the magic wand technique that helps a buyer express their needs so you can discuss the real value to them of your offering.

• How to manage your clients fear response to help them to continue to listen and have the ability to buy from you.

DVD Set

Emotions in Selling:
Introduction to trust based selling to help clients make strong decisions $249 + GST

What is included:

• Understanding the neurological structure of the brain and how the flight/fight mechanism drives all decision making. We will review the progress of data arriving from the senses (hearing, sight etc) to the two levels of thought processing; emotional and logical.

• How to uncover the buyer’s personal perceptions of safety and the decision process they are using in order to guide them to use your service. If you contradict this process and trigger even the smallest feelings of fear they will reject you and your product.

• Learn how fear and anxiety can turn your client’s thoughts from caterpillars into pythons and how to prevent this so that the caterpillars all turn into butterflies instead.

• Importance of the customer doing at least half of the talking during the sales process in order for the purchase to be stable. Using the magic wand technique that helps a buyer express their needs so you can discuss the real value to them of your offering.

• How to manage your client’s fear response to help them to continue to listen and have the ability to buy from you.

• Managing your own fears and rejection responses.

Group Workshop

Emotions in Selling (RE):
Appraisals to Listing by overcoming the fear barrier. Duration 3 hours $950 + GST

What is included:

• Overview of neurological systems that drive decision making specific to listing and selling Real Estate.
• Brag Sheet: exercise to define why a property owner should hand their greatest financial decision over to you. Having clarity on how vendors choose agents.
• How to manage the vendor’s fear during both appraisal and listing meetings.
• Detailed scripts for appraisal walkthrough. How not to give your opinion on the spot.
• Setting up the parameters for a return meeting to conduct a listing call. Includes how to have all decision makers present.

Group Workshop

Emotions in Selling (RE) –Prospecting for Real Estate. Duration 3 hours $950 + GST

What is included:

• Overview of neurological systems and the role of fear and trust in selling. Learn to manage your own fear response to overcome your fear of cold calling.
• Managing your own fears and rejection responses.
• What is effective prospecting in real estate for residential listings and new property management?
• What is the difference between warm and cold calls? How to be warm calling most of the time.
• The role of scripting and developing your own script.
• Getting started: territory definition, personal organisation of your time and energy.
• Introduction and explanation of six different types of prospecting, each with starter scripts includes a Door Knocking System and Survey Prospecting. This is a specific system, fully scripted with supporting tools.
• Prospect tracking systems: Managing prospects from first touch to formal appraisal, role of follow up contact and marketing material.

Group Workshop

Emotions in Selling – Full day combined program.  Duration One day $ 1800 + GST

What is included:

• Emotions in Selling – Trust based selling to help clients make strong decisions
• Emotions in Selling – Appraisals to listing by overcoming the fear barrier
• Emotions in Selling – Prospecting for Real Estate

Sales Excellence Coaching Programs by Maya Saric

Individual Coaching Program

New Listing Agent Start Up. Duration 9 hours over 3 months $2,500 + GST

What is included:

• Emotions of selling overview.
• Personal motivation exercises targeting addressing cold calling issues.
• Getting started: territory definition, personal organisation and
• Introduction and explanation of six different types of cold calling, each with starter scripts.
• Door knocking system: Survey Prospecting. This is a specific system, fully scripted with supporting tools.
• Prospect tracking systems: Managing prospects from first touch to formal appraisal, role of follow up contact and marketing material.
• Weekly prospecting reporting by email.
• Three end of month coaching sessions on self emotion management.

Individual Coaching Program

Fires of Hell- Understanding your personal action triggers.  Duration 8 hours over One Month $1,800 + GST
What is included:

• Understanding the neurological structure of the brain and how the flight/fight mechanism drives the specific decisions you make.
• Identifying your personal blocks to action.
• Creating a clear plan for overcoming your blocks.
• Identifying goals that are fuelled by your own motivation structure.

Individual Coaching Program
Sales Excellence – Follow up to the Fires of Hell Program. Duration 9 hours $1600 + GST
What is included:

• Defining goals for your immediate sales issues.
• Agreed action plan on daily and weekly levels.
• Joint review of:
1. activities
2. sales situations
3. obstacles to current performance

Structure:

• Minimum program is set up session of two hours then eight weekly sessions.
• Conducted in person or on Skype with video.

Sales Management Programs by Maya Saric

SIP SALES CAPACITY AUDIT

Understanding Your Current Sales Team. Duration 2 hours $950 + GST

What is included:

• Test your existing sales and support team to achieve an independent sales capacity audit.
• Team results debrief with the manager – two hour onsite / phone review with a SIP specialist.
• Includes eight team members. Additional staff $180 + GST per person.

Workshop

Sales Planning. Duration One day $1,800 + GST

What is included:

• Total territory definition.
• Define and agree the business sales mission.
• Set sales goals: Five years and annual.
• Individual territory creation within the total territory by geography, product or industry classification.
• Staff matching to territory (includes results from SIP Sales Capacity Audit).
• Define existing staff development needs to match territory definition.

Here’s some more information on what SIP can do for you.

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TERMS AND CONDITIONS • Settlement due in full 7 days before program starts, including recruitment. • * All facilities, refreshments and transport costs are additional and the client’s responsibility to organize. • Pricing valid until 1/03/2012.

What about us? Growing your talent from within

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staff trainingAn interesting statistic that shows recruiting good staff is getting harder “Spending per employee on recruiting went up 6% this year…which is more than 3X the money spent on the training of internal candidates.”

So why don’t companies spend more money training existing loyal and product savvy staff to take on these new roles?

Not because they don’t have enough talent already, but because there is no established or efficient way of managing internal mobility options. Managers do not have effective ways of identifying existing skills and desire to move outside of the staff in their own departments.

We certainly don’t want all our staff ready with updated resumes anticipating or actively searching for new positions within or our business and certainly not outside. We don’t want to give our staff an urge to move. Yet many larger companies are losing their existing talent through boredom being in the same role too long or not seeing a clear career path to give them a long term perspective inside the business. But imagine if as part of staff’s initial employment process or later during a career planning program we are able to create a register of our existing talent.

For sales based organizations SIP can provide a company wide ‘Sales and Service Capacity Audit’ of existing staff providing a register of staff interested in considering other roles with clear indications of their sales capacity as well as their current product and industry knowledge. Combined with using SIP in its recruitment format this would allow managers literately at the press of a button to list amongst the current staff those with potential sales ability and existing product knowledge.

To find out how to maximize your company’s existing talent pool contact Maya Saric

Want more reading on why finding the right staff is crucial?

 

Conquer your fear of prospecting, a Christmas present

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Hi Everyone

To all my fabulous clients and friends who have journeyed with me since SIP was relaunched in 2008

Another year of selling comes to a close and before our focus turns to some well earned rest and time with families

I’d like to offer you a Christmas gift to make a difference to your sales results in 2012.

How to conquer your fear of prospecting.  See the link is at end of this post.

This video is just a taste of what is happening when we recoil from prospecting and how to train ourselves to conquer that. As business people we are all selling ourselves and prospecting is the single biggest issue limiting our sales results, followed closely by closing. If you, or one of your staff would really like to conquer this or any other fears you have associated with selling once and for all I run personalised Coaching programs which cost $4,500 +GST and costs in the privacy of serviced offices so you don’t have to expose any of your vulnerable bits to family or staff.

Let’s book you now for January or Feb before the New Year gets away from you.

I can also run small team 1 day version to conquer the common fears that a sales team experiences for the same rate plus facility costs.

Have a fabulous Christmas and a very prosperous New Year

If you’d rather download the video Right click on the link below and choose “Save link as…” (or similar) to save the video file to your computer.
Download – Emotions in Selling : Part 5 by Maya Saric here

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Why a Receptionist for a Sales Organisation Needs to be a Gun Sales Person

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superhero receptionistWe have tested over 400 receptionists through all the businesses we have worked with and the profiles of the ones the business owners tell us are very good, are identical to the sales people.

Yes, equal to the BETTER sales people, especially in specialist sales organisations like Real Estate offices. You’re surprised that this role is so important to your business achieving new sales? I’m not.

One of the characteristics with new business or ‘hunter’ style sales people is they are not focused on details as they are often working too quickly. The upside of that is they are willing to handle a million balls at once, which is the first reason you need a hunter at reception. That is, they don’t handle a lot of detail as a normal part of their work, but in a busy office they need to be good with volume and not get flustered.

The second reason is the reception deals with the most important people, your public, often in times of crisis and confusion and if they cannot calm, or stall, an unhappy caller before they are dealt with more fully, the caller will turn their distress at your business and most often never call back. You get one chance at the really important issues to make a difference and the front desk is the first person the public will deal with so they can make a huge difference in supporting your prospects and  clients before they are heard by the ultimate representative.

The third reason is that reception is the best way to give someone too young to sell or unable to work full-time a chance to learn the whole business while you wait for them to be ready to sell. Given how hard it is to find quality sales staff at any level why waste this role on someone who does not aspire to a career path inside your business.

If you are interested in a simpler more accurate way of finding sales staff who can sell, whether for reception, a listing agent or a BDM for new managements contact me at maya@salesinventoryprofile.com or call now on 0407 005 290

Wanting to grow your sales team? Have you considered growing your talent within?

Learn how to achieve your deepest desires

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We are all aware of how our fears drive us but few have any clue about how the pull of pleasures really works. Have the people who amassed the greatest fortune really driven themselves from the compulsion of survival?

Many coaches say their job is to ‘keep your feet to the fire’ that is remind you of the fire and keep the survival instinct switched on. I know to achieve greatness takes something else. Can you imagine Bill Gates was in perpetual struggle? No!

Then there is the positive thinking crowd and the elusive ‘Secret’. But most of you equally know that plastering your walls with goal boards and photo’s of lives unattainable isn’t working either. You need a much more intrinsic personalized pleasure to achieve greatness. Pleasures that are an expression of your real personality fit into
your belief system and are lived with love.

In a recent speech to a group of students on my role models, Warren Buffet said:

“I may have more money than you, but money doesn’t make the difference. If there is any difference between you and me, it may simply be that I get up and have a chance to do what I love to do, every day. If you learn anything from me, this is the best advice I can give you.”

I invite you to understand the Emotions in Selling program. Get your own copy of the DVD’s or book your team for a personalized training process to understand what specifically motivates your prospects and how to use that consciously to close deals.

If you want to uncover your own motivation triggers email me for a Coaching plan on: maya@salesinventoryprofile.com

Are your staff developing trust or creating fear with your clients?

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Are your staff developing trust or creating fear with your clients? Have you ever wondered why clients DON’T buy from you when the call seemed to be going well?

I have launched my new workshop that is changing the way we sell in Real Estate. It is called Emotions in Selling – Helping clients make strong decisions.

I have developed this content from 25 years of selling having been a sales trainer and Coach for half of that time and from knowledge of how the brain works learned in my degree in Psychology. So the content is clearly anchored in understanding the workings of the mind first then translating that to the specifics of your sales situations.

I’m a bit over trainers who teach how to execute specific actions that have worked for them. Some parts of my training do include specific actions but I believe if you understand the intent of the underlying process you will be able to adapt the action to your own style and execute them well and so get the advertised outcome for yourself. If you just blindly copy others (even if the technique you are copying is absolutely fabulous) you don’t get the same outcomes they did because your situation is never exactly the same.

Content:

  • Understanding the neurological structure of the brain and how the flight/fight mechanism drives all decision making. We will review the progress of data arriving from the senses (hearing sight etc) to the two levels of thought processing; emotional and logical.
  • How to uncover the buyer’s personal perceptions of safety and the decision process they are using in order to guide them to use your service. If you contradict this process and trigger even the smallest feelings of fear they will reject you and your product.
  • Learn how fear and anxiety can turn your clients’ thoughts from caterpillars into pythons and how to prevent this so that the caterpillars turn into butterfly’s instead.
  • Learn how selling your own home is the scariest decision a person may ever make and how to guide them safely through their anxiety to a stable decision to list with you.
  • We will look at very specific strategies to maximize your message and they way you present it so that your clients are able to process safely through their emotional filter to make effective decisions that will not unravel when they continue to think about the situation after you have left or when they hear new data from your competition.
  • Importance of the customer doing at least half of the talking during the sales process in order for the purchase to be stable. Using the magic wand technique that helps a buyer express their needs so you can discuss the real value to them of your offering
  • How to manage your clients fear response to help them to continue to listen and have the ability to buy from you.

I believe this program will up skill the sales effectiveness of the entire office as well as providing more sales energy and focus. I encourage my clients to have all staff in their business sit in on it as everyone in a sales organization participates at some stage with our clients whether they are vendors, buyers, landlords or tenants. Most importantly each client interaction contributes to the reputation of our business and builds trust for our brand.

I’m offering to run a two hour session for just you or your team for just $750 +GST conducted at your office. Call me, Maya, for more info on 0407 005 290

For more articles on Trust in selling, check out our Emotions in Selling (EiS) training series here

Emotional Engagement during an Appraisal

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Selling without emotion is hard work!

Emotion stimulates the mind 3000 times faster than rational thought. The brain is structured in such a way that the emotional processing (instinct) starts responding first and creates much stronger chemical reactions then the logical processes, which are triggered much later. The emotional processes are designed to turn on the flight or fight (or freeze) mechanism and are on a 24/7 hair trigger for anything that creates fear.

It’s an emotional world we live in. Many people say we live in a rational world but nothing could be further from the truth. Emotions drive our behavior; the world is driven by emotions. Rational thought leads customers to be interested but it is emotion that sells.

Capturing minds is one thing; capturing hearts is quite another.

The most successful sales involve strong emotional connections between people. People don’t actually make life decisions on clear logical grounds. We often decide first and rationalize second. We are emotion based creatures that are first and foremost run by our fears and instincts. Our brain has been designed so that logic cannot easily override our emotions, especially strong emotions.

The better you target that human instinctual connection with the vendor the easier the sales process that follows will be. You need to start targeting their emotions the second you walk across their threshold. Given we sell Real Estate at a very intimate, personal level (in their homes) you have the opportunity to connect with them not in a brash, blatant way but in a simple and very profound manner.

To maximize your chances of getting the listing you must first connect with their hearts then later you can rationalize with their minds. Remember that the fear emotion has the strongest effect on the decision making process. You need to connect very directly with their fears in a way that explicitly helps reduce their fears.

So what are you selling that you need to be emotional about before you get the listing? Until you have secured the listing you have just one product: YOU.

Who are you? (some standard stuff, you need to tailor this to you):
• A committed member of your local community.
• A professional real estate agent of XX years standing.
• A highly experienced sales person who knows how to sell the value in each and every property.
• XX years young, e.g. through your own midlife dramas with plenty of drive and ambitions (people want personal content i.e. who are you?)
• You’re a specialist with Blue Bay Real Estate.
• A Licensed Agent partnered with one of the area’s most successful agents.
• Educated and raised in this community.

BUT of what value is that to them? How do you meet their emotional needs?
How does that make you the right person to sell their castle? How can you reduce their fears? You have to translate these things into specific benefits to them, in their context.

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