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Chapters:
0:00 Intro
1:00 Top 5 Habits For Sales Success And How Much Michael Made Selling
6:37 Overcoming “I Need Think About It”
10:50 Helping Prospects Break Internal Barriers
24:54 Opening Up Closed Off Prospects
34:40 Follow-up Strategies, Handling Objections and Multi Call Selling
49:27 Closing During A Triage Call
51:13 The Wrong And Right Things To Focus On In Sales
56:02 Learning Natural Selling
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We are back with the one and only Michael Oliver founder of Natural Selling, the most popular sales methodology for selling the way people buy. This video is a Q&A answering questions members of my Skool Group had for Michael.
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Question 1 -
Q - What are the top 5 habits that attributed to your success as a sales person and how much were you making as a sales person?
Why - Habits are what you repeatedly do and that’s something I would like to replicate and since I know Jeremy Minor made 2.4 million a year as a sales rep which gives him that authority I kind of want to see how much was he making per year to make a comparison
Question 2 -
Q - I STILL have the issue with "I need to think about it" When I then respond with questions like the ones you share in your book & course, I only get answers like "I'm fully convinced that this is right for me and worth the money but I just don't make these kinds of decisions for this amount of money without sleeping a night on it". It's either exactly this or a variation of it.
Why - The main reason I'm asking this question is because it feels wrong to me to keep "looping" around and not respecting their wish for thinking about it. All the typical follow-up questions don't seem very natural and people start reacting in a defensive way. It's almost like some people were raised in this way ("you don't just buy something expensive without thinking about it."). Bear in mind: My product is a coaching program for music producers. It's NOT a "spend money to make money" thing.
Question 3 -
Q: What are some follow up strategies with prospects who have booked on your calendar -How do you Isolate fear and logistics -What are some ways to open up the gap more on short 10-20 min calls or on a 3 call structure
Why - I want to improve my follow up and way of helping clients with their fear
Question 4 -
Q: For super closed off prospects who don't open up, do you have any strategies for connecting and finding out their pain/needs?
Why - Get caught up with this, especially with stoic, older men.
Question 5 -
Q: Best way transition and close directly after a triage call
Why - I will be calling warm leads for cremation services, and have the ability to move directly into the close. 20% conversion rate is the KPI
Question 6 -
Q: What is one thing that Salesman focus on that actually doesn't matter much at all? And alternatively, what is one small thing most salesman ignore but would have a big impact?
Why - I am looking to improve where I am currently, and believe that the question would be beneficial to others looking to focus on growth.