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Catapulting Commissions with Anthony Garcia

Apr 1, 2020

Welcome back to the Catapulting Commissions podcast with your host, Anthony Garcia. Today, Anthony is going to dive into sales training and strategies. We’re going to look at you, the sales professional, not you, the sales leader. Anthony is going to break down three areas that will set you apart from your competitors and lift you above ‘average.’

The first strategy is something Anthony is a firm believer in. It’s going lateral. You’re incredibly gifted in your sales skill--no matter what you’re selling, it’s a fact that there is someone in your corner telling you that you need to be an expert in your industry. That’s sales 101. When you get into highly competitive fields, however, it becomes even more vital that you stand out. So, why would someone choose you over your competitor? You have to be a well-rounded sales professional. That means you have to understand the businesses that are connected to your prospect. For example, if you’re selling a payroll service, you should be able to sit down with a client with the same expertise as a sales auditor. You should be focusing on how you can educate your audience on everything that comes with what you’re selling--benefits, nuances, downfalls of an incorrect service, everything. Take a birds-eye view of your profession and product. And if they say no, why?

An important thing to think about that can sometimes fall to the back of sales professional’s minds is how you keep control of a conversation. How do you regain control of a conversation if you lose it? A simple strategy is to just ask a question. Answer your customer’s question and follow up with another one. If you sell computer monitors, and a customer asks what you recommend, answer in-depth and comparatively, then ask what they’re planning on using a monitor for. To keep control of the dialogue, you must be the person asking the questions.

Another strategy you can employ immediately into your sale process is this: your prospect should have clear expectations of your visit. This means how long your pitch takes, what it’s about, and how concise you are. In order to avoid a frustrated prospect, you have to set expectations. You do this by communicating your plans. “Joe, I appreciate you taking the time today. Normally, my pitch takes 20-30 minutes. Is that okay?” Bam. Now you have set a time expectation. This can also be applied if you need an answer the same day. Simply ask if that’s alright! Setting objections on the front-end prevents objections on the back-end. Just do it! Don’t rely on email or an assistant. Reach out and set the expectations.

What You’ll Learn in Today’s Episode

In today’s episode, Anthony breaks down some useful, tactical, and meaningful strategies to set yourself apart from your competitors. He shares three tools you can immediately implement in your sales process to take yourself to the next level.