The Mental Side of Sales

@SaniLeino

Who?

Co-Founder

Worked at

Sales is (commercial) interaction between

people.

Quantity x Direction x Quality Result

1. Quantity means how many sales actions are made / potential customers is being adressed.

2. Direction, means your the recepient of your sales actions.

3. Quality, tells how well your sales action affects to the recepient.

1. If this is close to

zero, it doesn’t matter how well the other parts are done.

2. If your selling to wrong people (who are not decicion makers), the quantity and quality is indifferent.

3. If the quality of sales actions is really poor, it doesn’t matter how high the amount is.

So

”Sales Funnel” 101

1. Fill (keep many prospects)

2. Speed up (Sales Cycle)

3. Find lead’s (also) for yourself

4. Keep different opportunities, of different size and faize active.

5. Clean up the ”no good” / old

Remember:

If you can keep on filling the ”Sales Funnel”, then you will know how well you are going to do this month, and you can start working towards the next months salary

Process of this kind creates

assurity for you!

ctivity.

If Yoda, would teach something about sales, He would probably say:

”Action leads to reaction,Reaction leads to counteraction, Counteraction leads to interaction, Interaction leads to conversation, and without conversation there is nothing and nobody to Sell”

A

”Do, or do not. There is no try.” - Master Yoda

"When you judge another, you do not define them, You define yourself.“ - Wayne Dyer

Trust and more meaningfull relationship are

built between these steps:

© Aalto, Rubanovitsch – Myy Enemmän, Myy Paremmin . 2007 WSOPpro s. 35

Otherwise…

Lähde: Painajainen perheessä – elokuva , jossa Greg Focker, jäi auttamatta hänen lankonsa ”luottamuksen ringin” ulkopuolelle ja vaikeutti näin huomattavasti heidän välilleen luotavan luottamukseen perustuvan perhesuhteen onnistumista.

”Selling takes place in the talk, buiying in the pause.”

- Brian Tracy

”What is the diffenrence between good and great sales people?”

Top 8 wrong mindset in Sales

1. Focus on Closing

2. ”I need to achive the goals given”

3. Every sale is a good one - 100% Hitrate

4. Sales tools, Boss, Location, Kitchen table is wrong…

5. After this big sale, I can lay down for a while

6. I’m too busy to do more results

7. Wait, I will put my sales cape on.

8. ”Camoon, one day. What does it matter...”

Focus on these instead1. Focus on starting a relationship

2. Define your own goals

3. All customers are not as important

4. Stop making excuses – to yourself and to your customers

5. Kaizen & Lean– Continuous improvement

6. Time is the most valuable asset in Sales – how well are you managing it?

7. Be a Salesman & yourself 24/7

8. Exceed expectations – Build trust

DON’t focus on Closing!

• Making a sales is a natural part of the customer relationship - don’t over emphesize it

• Are you Closing a sale or Opening a Relationship?

• Different techniques are often harmful – Customers are not stupid

• ”You cannot control a sale”

• Be a customer for yourself – You will learn a lot!

Closing & Opening?

Closing a Salevs.

Opening a relationship

“Many people spend more time in planning the wedding than they do in planning the marriage”

- Zig Zeglar

Focusing on Closing

I NO”You made the money at a No,

You just collect it at a Yes.”- Brian Tracy

“Fear is the path to the dark side. Fear leads to anger. Anger leads to hate. Hate leads to suffering.”

- Master Yoda

Focus / Goals

”You had me at Hello” – attitude.

- First impression is made within 3 seconds, are you genuine or not?

What is the goal? The Sale or the Relationship?

Don’t focus on the goals given by organization but instead

Make goals for yourself based on your situation and desires

Key Customers

Mediocre

Not so valuable

customers

Key

Mediocre

Not so valuable

The size of the area is the amount of your customers The size is the time used/ effort made to this segment

All customers are as important

Typical Model: Time / Effort:

Are NotImportant Mediocre Not so important

All Customers are as important to us/me.

Are Not

All Customers are as important

Remember the Pareto principle:

20/80 – Rule

Are Not

Note:

I’m not saying, that you should treat your customers badly, you just need to categorise your customers in order to serve them even better (by you or is some other channel better?)

OK – is a curse word.

Exceed the expectations

”Olen aina tarvittaessa paikalla”

Is it a real ”Fire” or Can someone else help with this?

This way you will get a customer, that is loyal to you in return.

”I’m always there for you, when necessary”

”Don’t focus on something you cannot control.”

• Do the most important thing first in the morning

• Aim for doing things that absolutely need you in particular

• Do and use ToDo- lists where you will prioritize your activities.

Reading tips”4 Hour Work Week”- Tim Ferriss ”Seven Day Weekend” – Richardo Semler”ReWork” – Jason Fried & co.

”Hourly Rate!”

= result of a failed organizing and prioritizing (not necessarily yours though.)

Being Buzy

Time available

How is your ”time block ” spent?

Work Family HobbiesFriends

Relatives

Other

Kaizen & Lean – continuous improvement

”The day you feel your at the top, thats the day you start falling from there”

Attitude 90 %

Acitions 9 %

Know how 1 %

”The key factors of successfull salespeople”

”I will put my Sales Cape on and

Tomorrow I’m going to be a Super Salesman”

You are already wearing the cape!• You are a salesman 24/7, so keep your eyes & ears open

for opportunities.

NOTE: This DOESN’T mean that you should sale something to

someone all the time. But be responsive, possibilities may occur in very

notlikely time & places

• Selling doesn’t happen in the office.

Face to Face time with the customer matters.

• I recommend to watch:”Why Work Doesn’t happen at Work” - Jason Fried

I don’t have time to Sell, because:

The processes don’t work:

STOP bullshitting yourself & customers.

EI

NO!

Sometimes you need to make excuses to your boss/customers but stop cheating yourself for god’s sake!

This is one of the TOP 5 reasons Sales people don’t achieve their goals - They are not willing to do what it takes & improve their actions in order to be better on what they do.

NO your not getting too many emails – you just react to too many uselessYou are NOT too busy – you just focus on not important and to too manyYES you are getting leads – If you are willing to do something also for yourselfYOU KNOW YOUR PRODUCTS – If you are using 10 min to learn them

Are you focusing on the right things??

”Be Yourself, that’s all that you can do” – Audioslave, - Be Yourself.

• It is important to figure out your own Strenghts & Weaknesses

• Do the DISC analysis to figure out what kind of Sales personality you are- SWOT for Sales people-

• Although you can never ”Get to the top”, you must reward yourself occasionally.– Coffee after a cold calling session etc.

• Don’t be to harsh to yourself – REMEMBER. You can’t control everything in a sale.

“It's a funny thing, the more I practice the luckier I get”

– Gary Player

“I've failed over and over and over again in my life and that is why I succeed.”

- Michael Jordan

Sani Leino

“I don't know the key to success, but the key to failure is trying to please everybody.”

- Bill Cosby

Thanks!