We had a loaded gun in the truck, what could possibly go wrong with that scenario? Now I understand that in your very first weeks of selling, you were doing awesomely. Matt: Talking today on Sales Pipeline Radio again with Weldon Long, the author of the new book. When I realized that my dad went to his grave knowing me as a thief and a crook and a liar, it completely devastated me. If sales activities are random, results will be random. If sales activities are random, results will be random. Tom Hopkins, in fact, Tom wrote the forward to my second book, which was called The Power of Consistency.
The sales formula If there was a formula for this sales process it would be take an objection you find from a buyer, ask a question about the objection and get the buyer to commit to an answer, show proof through the form of an article or expert that supports the position needed to close the sale. It is what you do before and during the sale that will predict the outcome at the end. Effective selling involves implementing a process. How about a favorite study or experiment or bit of research? So if I read what I call a prosperity plan to write out everything you want, everything you need to do on a sheet of paper. Definitely make sure you get a copy of his new book.
The other end of the scale would be a very creative learning organization, maybe like Microsoft or something like that. But the most productive way to get rid of the anxiety is to do the thing you said you would do. Figure out exactly what you want and then start going for it. I came up with a master plan to find out what really successful people do and start doing that whatever it was, not reinvent the wheel, not second guess it, just do it. Your market is composed of three types of buyers … Value, Price, and those who will vacillate between the two based on internal and external factors. Or do some months leave you wondering if you'll be able to pay your mortgage? But it all rooted in something he learned just a couple of months into his career in sales—the importance of process in achieving consistent results. This turned out to be that little sheet of paper I had on my wall, stuck there with toothpaste.
No content on this site may be republished or reprinted in any fashion without written permission from Weldon Long. I was getting my son. So I might change it up a little bit and say in addition to your book for the modern seller, for the modern business professional, who are some of the current authors and other current books that you recommend people check out to continue to make themselves better. I am so happy to have purchased Weldon Long's books! What do you really want? Whether it's a bad economy, a cheap competitor, bad leads, or a personal challenge, Long provides step-by-step advice on how you can make committed, consistent activities part of your daily sales routine so you will consistently be rewarded with the sales you deserve. Will you permit me to have this raise that we both agree I deserve? Because I built a strong sales organization, I learned so much about sales primarily through books, Tom Hopkins and Brian Tracy and many of whom have become great friends over the years, but at that time I was just a guy in a cell reading their books. By Matt Heinz, President of Heinz Marketing Welcome to another addition of , our weekly Thursday broadcast replay and transcription blog post.
And random sales activities will never accidentally start producing consistent sales results, just as consistent sales activities will never start producing random results. You mentioned earlier in our discussion sort of the subconscious mind. Get them to acknowledge the objection should not prevent you from getting what you want. I was kind of a punk and a thug, running the streets, using drugs and not being a very responsible person obviously, a very dysfunctional life. Prospect, would you agree or disagree with Consumer Reports and U. We call it the self-fulfilling prophecy. I was a ninth grade high school dropout at 15 years old, kind of running the streets.
In 2013 I saw that a friend of mine that had modeled for one of our collections was sharing the new book from her husband or maybe fiance at the time. I sat down at that same metal desk and I wrote out for me, Pete, what a perfect life would look like. For those of you joining us on the live show, thank you very much for joining us each week. What matters is not the blowing of the wind but the set of the sail. This is your repeatable sales process. One of the biggest people — mistakes people make both in sales and just business is they fail to make specific requests. We, every week, are featuring some of the best and brightest minds in B2B sales and marketing.
Pete Mockaitis How about a favorite tool, something that helps you be awesome at your job? Want to thank our guest again, Weldon Long, for joining us today. I wish that were my quote. Additional discounts may be available for print books. But this one guy decided to give me a chance. I went out and I found two reports. Unreliable performance and unpredictable results are likely, says Long, because you aren't doing the same thing consistently on every sales call. I want a cheaper price.
And the same happened when I put his interview on my podcast. Twenty years from now, my financial condition is not some random thing that lo and behold just happened to me. As I begin to read these books, I remember reading a quote from Friedrich Nietzsche. Matt: A big focus for you is habits and consistency. By 2004, he had started his own company, and his life today includes doing keynote presentations and corporate training for clients like Comcast, The Franklin Covey Organization, The Home Depot, FedEx, Owens Corning, and Farmers Insurance, among others. You must strategically brig up the objections before they are made and deal with them on your terms and not the buyers.
Weldon Long One, two, three, four, five. Selling is no different and, if you practice your process, it will become much like muscle memory. If your company manufactures the same product day in day out, using the same materials and plans, you will consistently produce the same product. So I wrote that list down, as I mentioned. But according to Weldon Long, there is no challenge you can't overcome, and he shows how salespeople can thrive in the face of adversity if they are just willing to create the right mindset and implement the right sales process-- consistently.