I think one of the funniest movies that
you and I could watch is all the
mistakes I’ve made in sales whether it’s
sales calls I’ve made that ended so bad
because it was so embarrassing or a cold
call or a door knocking or a
presentation I gave or a speech I gave I
have some of the most embarrassing
stories in sales because I made so many
mistakes in sales so today’s video is
gonna be ten common mistakes people make
in sales and hopefully from these
mistakes you’ll stop making these
mistakes you can increase your
Commission’s so you can make more money
and grow your business to the next level
by the way if you got any questions
thoughts comments about anything I say
comment on the bottom and if you haven’t
yet subscribed click on the subscribe
button as well to get future videos
every time they come out and join
notification squad so you want the first
to get the videos okay let’s get right
into a number one number one’s a big one
not qualifying your customers let me
explain
imagine if I’m a realtor okay and I am
showing you a home and you said you want
to see million dollar home and we go on
the road together and I take you to this
community I’ll show you all these homes
this house right here is a million and a
half it’s five bedrooms four baths
swimming pool called the sack the
community I do all this research
schooling privates cooks I know your
kids school how old they are all this
research I do but I don’t ask you to
qualifying questions qualifying
questions which is what 20% down payment
on a million dollar home is 200 grand
you have two hundred thousand dollars in
savings I do
do you have a pre-approval letter from
the bank to be approved for a million
dollar loan I don’t why am i showing you
a home so let’s find out what you can
get approved for I can get approved for
six hundred thousand why don’t we focus
on that because what’s the point of
selling you a million dollar home care
you can’t afford it the bank is not
gonna give you the loan so what’s your
plans for qualifying not enough
qualifying questions it is so important
to spend time asking the proper
qualifications it takes you one hour
presentation lets you say two 10 minutes
because immediately you know that’s not
gonna work out
by the way qualify qualifying questions
works in every aspect of your life
dating business health everything early
on you figured out then you move on
number two calculating commissions too
early I don’t know how many times I
would have my sales guys you know
there’s a moment this happens to all of
us your
with decline the clients presenting oh
you’re on the phone or you’re sitting at
a presentation and they’re telling you
no we’re looking at investing this much
money we want to put this much of a
marketing dollar so we want to buy this
big of a you know stock or mutual fund
or an insurance or real estate or
whatever it is and your senator giving
you their number and you use on that for
a second you’re like gone because all
you’re doing is calculating commissions
and all your one-man this is $17,000
check $3,000 check do you realize what
that pays for me then you come back
you’re so nervous because you realize
how big the Commission check could be
with this so that you lose the check
because the person is going to feel that
you start treating them differently
instead of calculate commissions when it
hits your checking account until then
don’t calculate your commissions okay
number three not pushing the envelope I
think sometimes we’re afraid of asking
the tough questions by the way
we’re generally afraid of asking the
tough questions from our parents in a
relationship in a place we work in our
family in a client sales presentation
asking the tough questions is not just
in sales people are afraid of asking the
tough questions in life I had a guy good
friend of mine he and his girl get
married he was crazy about the scroll
they get married they’re dating two
years they get married after they get
married he wants to have kids she says I
don’t want to have any kids he says what
are you talking about that’s what you’re
supposed to do after you get married he
says who says I don’t want to have any
kids I didn’t know that you never asked
who’s at fault she is no he didn’t ask
why don’t you qualify that question hey
do you want to have kids I don’t ever
want to have kids it’s too tough then
you don’t have to fight for five ten
years and impossibly having a divorce
asking the questions early sales life
every area very big question mistake
people make number four bash competition
I think it’s very common unfortunately
that people bash competition for me I
would much rather take a different
approach to it I would much rather find
out what’s important to you and find out
about exactly all my competitors around
me on what they do and tell you look
here’s what we do here’s what they do
what’s important to you rather than
saying well you know that guy that runs
it man he’s a you know he’s a shyster
you know this other guy here he’s this
and by the way any time any
when you sell by bashing competition the
buyer if they’re smart the buy you’re
sitting there saying why are you bashing
them so much maybe you’re intimidated by
them bashing competition is one of the
biggest signs of weaknesses in a sales
presentation
any amateur salesman can make there’s no
reason to do that look I respect all my
competition
they’re obviously been in business for
22 years for a reason they know what
they’re doing but let me tell you what
our value proposition is they do this
our focus is here okay and if you’ve
asked the questions early on from them
you know what matters to them is what
you provide then you close the deal
number five over-promised big mistake
happens in sales all the time oh I can
get this for you I can get that for you
by the way just recently I lost a sale
to a competitor okay
I lost the sale to a competitor but let
me tell how I lost herself to the
competitor the guy I spoke to who said
right here in that chair that I lost the
sale to guess what the place he went he
went to a place that everything was over
promise and I know the world that can’t
be promised I know the world I’ve had
meetings with the person that we lost
business to their camp can be promised
so I’m very confident because I know
what we can promise and when there’s one
disappointment on this end that cannot
be delivered and I can deliver that
person I have their business because I’m
gonna follow up in my career I can’t
tell you how many times I didn’t close
the first time because I was not willing
to over promise another person did that
over promise they disappointed that
person came back to me
stick to the sell don’t try to be able
to sell at all cost by over-promising
the world because that’s how you end up
getting somebody being fully
disappointed in you
obviously celebrating too early it kind
of goes similar to calculating your
commissions but this is just calculating
commissions because you’re in deployment
this is your left appointment you’ve
closed the deal but you’re already
celebrating too early you’re not gonna
the only time it counts money’s in the
account cooling-off period is done and
it’s your money number seven disagree
too many disagreements in sales you want
to find areas of agreement okay areas of
agreement not costly that I disagree I
disagree we’re better than them I
disagree you don’t know what they did I
disagree I disagree I disagree disagree
is they
Way of telling the other person they’re
not that smart okay
in a sales presentation now this doesn’t
mean in a relationship or someone like
that you’re saying that here’s why
because there’s always already social
capital so for relationship you’ve been
with somebody for a year two years three
years or you’ve been working with
somebody for three six seven eight
twelve months you’re all listen I don’t
know if I agree with that I think this
is the right approach but if it’s a
person you’re selling for the first time
what are you doing disagreeing with them
you can disagree with them later on for
instance if I’m running a I’m a
financial advisor at Morgan Merrill and
I’m a stock broker the first time I’m
just trying to get the client to be
wanting to do some business with me so
they can see how well of a broker I am
right once the money comes in then he
and me mr. Johnson and I have a
relationship together because he’s got
seven million dollars and I’ve only gone
$300,000 of it so far if I do him right
he’s gonna give me the other two million
and maybe eventually four million I’m
not gonna get the whole seven million so
and then I say Bob I don’t know if I
fully agree with that philosophy because
you know based on what you’ve told me
you told me that this this this is what
matters students sometimes if you just
wanted to go with a junk bond because
you think that the returns on the
interest is going to be 14% and you like
that you got to know the history this
company and at Oak you know what you’re
right based on what you said so I think
you know maybe somebody says something
sometimes we all get excited about a
junk bond my recommendation to you would
be that that that but there’s a way of
presenting that versus flat-out saying I
disagree number eight not leading a
client I think too many salespeople
don’t elite clients it’s your job to
lead the client to a decision
this doesn’t mean well doesn’t I kind of
mean your manipulator and person know
you’re leading them to a decision what’s
the decision the decision based on the
information you’ve gathered that’s the
best decision for them you’re the doctor
you ask the information that you make
the delivery on the recommendation
you’re making to them right so I gather
in formation does this hurt no does that
hurt no does this hurt no can you stand
up please can you go to the bathroom pee
in this Cup Kenny let’s take the spot
okay
look over here do this go like this go
like that okay based on this work and
then you ask questions when you wake up
in the morning when you get the most
headache when you do this only is this
says do you want to get this do you want
to get that and then you’re leading them
here’s what
my recommendation is dot dot and nu
close
here’s what we need to do rehab we need
to come back here and you make the right
same exact thing but you’re leaving them
instead of just leaving your open for
them to make a decision you and leave
them you’re not gonna get a close
because let me think about Althea back
to you
a pro is gonna lead them to a close or a
choice to be made number 9 80/20 let me
tell what I mean by 80/20 yesterday guy
came here nice guy I remember that guy
that came here yesterday would you call
me sweetheart I think sweetheart nice
guy right he came here okay watch what
happened when he came here he is coming
here to interview for podcast good guy
marketer love what he has
do you realize Jessica I’ll ask you the
question okay from the first 20 minutes
when he came in during that 20 minutes
what percentage of the minister I talked
honestly maybe two minutes did you
notice that I may have spoken for two
minutes he spoke for 18 minutes and
that’s if I spoke for two minutes he
spoke for 18 minutes do you know what it
tells me here’s what it tells me he came
here he got too excited rather than
asking me questions to get information
up possibly we can do business with them
or a future relationship he oversold
himself he was trying too hard and I’m a
pro been in this business for a while
you don’t need to try too hard with me
if you know what you’re doing rather
than asking questions so tell me about
the business so how did you guys set
this up so it was too much coming this
way in sales by the way I’ve done that
many many times 8020 they speak 80% of
time you speak 20% time if they’re
speaking 80% of time and you’re 20 guess
who’s gathering information you are and
the more information you gather the
better you can present if you’re
speaking 80% of time what kind of
information are you gathering from them
nothing so you can’t lead them you lead
them by asking proper questions then
you’ll leave them that’s the 8020 rule
of asking questions that last but not
least is not knowing their options let
me explain what I mean by not knowing
their options so is there any other
person you’re working with right now
yeah we’re also looking at X Y Z and
what are you happy about them with you
know I like the fact that they do dot
dot dot oh and is that important to you
it is okay is there anybody else
looking at I’m not okay and are you the
final decision-maker that’s me and my
husband okay
when can we schedule this so your
husband is also involved right so I know
already options wise they’re looking at
one other guy they like this from the
other guy and the husband’s that this is
your maker so I gotta be there cuz the
ticket items a bigger ticket items
sometimes the smaller ticket item you
don’t need a husband or spouse to be
there but if the ticket items a bigger
ticket item you’re gonna sell a house of
a husband or wife is married without the
wife’s decision you’re not gonna just go
show home to one of the people without
the other person being there all the
decision makers who influence the
options need to be there and eaten all
their options yeah here’s what we’re
looking at we also looked at Ford right
now so you’re looking at buying an SUV
we are we’re looking at buying an SUV is
there any other thing you’re looking at
outside of the expedition yeah we also
looked at the Denali what did you like
about the Denali I like that that I like
this what else did you like about the
dude on I like the fact that GMC is
running a special right now zero down
with no interest for 12 months what was
the number when they ran it for you it
ran in a number for around 728 or 720 so
you like to get a payment structure
around that number yeah is there any
specific things that Denali had that you
liked there you definitely won’t have
with another car looked at this okay
great let me tell you about Expedition
here okay I know the options I’m dealing
with Denali GMC if I’m a real good
salesman fort I know exactly what Denali
does and I know exactly the products
that we offer that are better than
theirs I ask the question this is your
maker say with the husband and a wife
let’s go look at the expedition together
but if you don’t know their options you
are just wasting your own time because
you have not asked the qualifying
question you know we’re just here to
shop we’re just here to look at this
options what are their options then you
make the clothes
so anyways by the way again sales so
many of you are asking me Saint Pat can
you just make a sales course and put it
online and maybe it’s a 10 hour course I
just haven’t had the time to do it I’ve
been on the road I’ll think about doing
it before the end of y’all may consider
doing it I’ll put something online
because there’s so many things here with
the sale side but this is just one of
them there’s a lot of mistakes you are
gonna make every time you do come back
and figure out a way to adapt and why
didn’t I close this deal or what could I
have done to do a better job with this
deal but these are just 10 of the
mistakes there are a lot more mistakes
you can make these
just ten of the mistakes you can make as
a salesperson so hopefully now when you
stop doing is you make yourself more
money by the way questions thoughts
comments comment on the bottom if you
haven’t yet subscribed what are you
waiting for click on the sub button we
want to get this channel to a million
and we need your help take everybody
bye-bye [Music]
you and I could watch is all the
mistakes I’ve made in sales whether it’s
sales calls I’ve made that ended so bad
because it was so embarrassing or a cold
call or a door knocking or a
presentation I gave or a speech I gave I
have some of the most embarrassing
stories in sales because I made so many
mistakes in sales so today’s video is
gonna be ten common mistakes people make
in sales and hopefully from these
mistakes you’ll stop making these
mistakes you can increase your
Commission’s so you can make more money
and grow your business to the next level
by the way if you got any questions
thoughts comments about anything I say
comment on the bottom and if you haven’t
yet subscribed click on the subscribe
button as well to get future videos
every time they come out and join
notification squad so you want the first
to get the videos okay let’s get right
into a number one number one’s a big one
not qualifying your customers let me
explain
imagine if I’m a realtor okay and I am
showing you a home and you said you want
to see million dollar home and we go on
the road together and I take you to this
community I’ll show you all these homes
this house right here is a million and a
half it’s five bedrooms four baths
swimming pool called the sack the
community I do all this research
schooling privates cooks I know your
kids school how old they are all this
research I do but I don’t ask you to
qualifying questions qualifying
questions which is what 20% down payment
on a million dollar home is 200 grand
you have two hundred thousand dollars in
savings I do
do you have a pre-approval letter from
the bank to be approved for a million
dollar loan I don’t why am i showing you
a home so let’s find out what you can
get approved for I can get approved for
six hundred thousand why don’t we focus
on that because what’s the point of
selling you a million dollar home care
you can’t afford it the bank is not
gonna give you the loan so what’s your
plans for qualifying not enough
qualifying questions it is so important
to spend time asking the proper
qualifications it takes you one hour
presentation lets you say two 10 minutes
because immediately you know that’s not
gonna work out
by the way qualify qualifying questions
works in every aspect of your life
dating business health everything early
on you figured out then you move on
number two calculating commissions too
early I don’t know how many times I
would have my sales guys you know
there’s a moment this happens to all of
us your
with decline the clients presenting oh
you’re on the phone or you’re sitting at
a presentation and they’re telling you
no we’re looking at investing this much
money we want to put this much of a
marketing dollar so we want to buy this
big of a you know stock or mutual fund
or an insurance or real estate or
whatever it is and your senator giving
you their number and you use on that for
a second you’re like gone because all
you’re doing is calculating commissions
and all your one-man this is $17,000
check $3,000 check do you realize what
that pays for me then you come back
you’re so nervous because you realize
how big the Commission check could be
with this so that you lose the check
because the person is going to feel that
you start treating them differently
instead of calculate commissions when it
hits your checking account until then
don’t calculate your commissions okay
number three not pushing the envelope I
think sometimes we’re afraid of asking
the tough questions by the way
we’re generally afraid of asking the
tough questions from our parents in a
relationship in a place we work in our
family in a client sales presentation
asking the tough questions is not just
in sales people are afraid of asking the
tough questions in life I had a guy good
friend of mine he and his girl get
married he was crazy about the scroll
they get married they’re dating two
years they get married after they get
married he wants to have kids she says I
don’t want to have any kids he says what
are you talking about that’s what you’re
supposed to do after you get married he
says who says I don’t want to have any
kids I didn’t know that you never asked
who’s at fault she is no he didn’t ask
why don’t you qualify that question hey
do you want to have kids I don’t ever
want to have kids it’s too tough then
you don’t have to fight for five ten
years and impossibly having a divorce
asking the questions early sales life
every area very big question mistake
people make number four bash competition
I think it’s very common unfortunately
that people bash competition for me I
would much rather take a different
approach to it I would much rather find
out what’s important to you and find out
about exactly all my competitors around
me on what they do and tell you look
here’s what we do here’s what they do
what’s important to you rather than
saying well you know that guy that runs
it man he’s a you know he’s a shyster
you know this other guy here he’s this
and by the way any time any
when you sell by bashing competition the
buyer if they’re smart the buy you’re
sitting there saying why are you bashing
them so much maybe you’re intimidated by
them bashing competition is one of the
biggest signs of weaknesses in a sales
presentation
any amateur salesman can make there’s no
reason to do that look I respect all my
competition
they’re obviously been in business for
22 years for a reason they know what
they’re doing but let me tell you what
our value proposition is they do this
our focus is here okay and if you’ve
asked the questions early on from them
you know what matters to them is what
you provide then you close the deal
number five over-promised big mistake
happens in sales all the time oh I can
get this for you I can get that for you
by the way just recently I lost a sale
to a competitor okay
I lost the sale to a competitor but let
me tell how I lost herself to the
competitor the guy I spoke to who said
right here in that chair that I lost the
sale to guess what the place he went he
went to a place that everything was over
promise and I know the world that can’t
be promised I know the world I’ve had
meetings with the person that we lost
business to their camp can be promised
so I’m very confident because I know
what we can promise and when there’s one
disappointment on this end that cannot
be delivered and I can deliver that
person I have their business because I’m
gonna follow up in my career I can’t
tell you how many times I didn’t close
the first time because I was not willing
to over promise another person did that
over promise they disappointed that
person came back to me
stick to the sell don’t try to be able
to sell at all cost by over-promising
the world because that’s how you end up
getting somebody being fully
disappointed in you
obviously celebrating too early it kind
of goes similar to calculating your
commissions but this is just calculating
commissions because you’re in deployment
this is your left appointment you’ve
closed the deal but you’re already
celebrating too early you’re not gonna
the only time it counts money’s in the
account cooling-off period is done and
it’s your money number seven disagree
too many disagreements in sales you want
to find areas of agreement okay areas of
agreement not costly that I disagree I
disagree we’re better than them I
disagree you don’t know what they did I
disagree I disagree I disagree disagree
is they
Way of telling the other person they’re
not that smart okay
in a sales presentation now this doesn’t
mean in a relationship or someone like
that you’re saying that here’s why
because there’s always already social
capital so for relationship you’ve been
with somebody for a year two years three
years or you’ve been working with
somebody for three six seven eight
twelve months you’re all listen I don’t
know if I agree with that I think this
is the right approach but if it’s a
person you’re selling for the first time
what are you doing disagreeing with them
you can disagree with them later on for
instance if I’m running a I’m a
financial advisor at Morgan Merrill and
I’m a stock broker the first time I’m
just trying to get the client to be
wanting to do some business with me so
they can see how well of a broker I am
right once the money comes in then he
and me mr. Johnson and I have a
relationship together because he’s got
seven million dollars and I’ve only gone
$300,000 of it so far if I do him right
he’s gonna give me the other two million
and maybe eventually four million I’m
not gonna get the whole seven million so
and then I say Bob I don’t know if I
fully agree with that philosophy because
you know based on what you’ve told me
you told me that this this this is what
matters students sometimes if you just
wanted to go with a junk bond because
you think that the returns on the
interest is going to be 14% and you like
that you got to know the history this
company and at Oak you know what you’re
right based on what you said so I think
you know maybe somebody says something
sometimes we all get excited about a
junk bond my recommendation to you would
be that that that but there’s a way of
presenting that versus flat-out saying I
disagree number eight not leading a
client I think too many salespeople
don’t elite clients it’s your job to
lead the client to a decision
this doesn’t mean well doesn’t I kind of
mean your manipulator and person know
you’re leading them to a decision what’s
the decision the decision based on the
information you’ve gathered that’s the
best decision for them you’re the doctor
you ask the information that you make
the delivery on the recommendation
you’re making to them right so I gather
in formation does this hurt no does that
hurt no does this hurt no can you stand
up please can you go to the bathroom pee
in this Cup Kenny let’s take the spot
okay
look over here do this go like this go
like that okay based on this work and
then you ask questions when you wake up
in the morning when you get the most
headache when you do this only is this
says do you want to get this do you want
to get that and then you’re leading them
here’s what
my recommendation is dot dot and nu
close
here’s what we need to do rehab we need
to come back here and you make the right
same exact thing but you’re leaving them
instead of just leaving your open for
them to make a decision you and leave
them you’re not gonna get a close
because let me think about Althea back
to you
a pro is gonna lead them to a close or a
choice to be made number 9 80/20 let me
tell what I mean by 80/20 yesterday guy
came here nice guy I remember that guy
that came here yesterday would you call
me sweetheart I think sweetheart nice
guy right he came here okay watch what
happened when he came here he is coming
here to interview for podcast good guy
marketer love what he has
do you realize Jessica I’ll ask you the
question okay from the first 20 minutes
when he came in during that 20 minutes
what percentage of the minister I talked
honestly maybe two minutes did you
notice that I may have spoken for two
minutes he spoke for 18 minutes and
that’s if I spoke for two minutes he
spoke for 18 minutes do you know what it
tells me here’s what it tells me he came
here he got too excited rather than
asking me questions to get information
up possibly we can do business with them
or a future relationship he oversold
himself he was trying too hard and I’m a
pro been in this business for a while
you don’t need to try too hard with me
if you know what you’re doing rather
than asking questions so tell me about
the business so how did you guys set
this up so it was too much coming this
way in sales by the way I’ve done that
many many times 8020 they speak 80% of
time you speak 20% time if they’re
speaking 80% of time and you’re 20 guess
who’s gathering information you are and
the more information you gather the
better you can present if you’re
speaking 80% of time what kind of
information are you gathering from them
nothing so you can’t lead them you lead
them by asking proper questions then
you’ll leave them that’s the 8020 rule
of asking questions that last but not
least is not knowing their options let
me explain what I mean by not knowing
their options so is there any other
person you’re working with right now
yeah we’re also looking at X Y Z and
what are you happy about them with you
know I like the fact that they do dot
dot dot oh and is that important to you
it is okay is there anybody else
looking at I’m not okay and are you the
final decision-maker that’s me and my
husband okay
when can we schedule this so your
husband is also involved right so I know
already options wise they’re looking at
one other guy they like this from the
other guy and the husband’s that this is
your maker so I gotta be there cuz the
ticket items a bigger ticket items
sometimes the smaller ticket item you
don’t need a husband or spouse to be
there but if the ticket items a bigger
ticket item you’re gonna sell a house of
a husband or wife is married without the
wife’s decision you’re not gonna just go
show home to one of the people without
the other person being there all the
decision makers who influence the
options need to be there and eaten all
their options yeah here’s what we’re
looking at we also looked at Ford right
now so you’re looking at buying an SUV
we are we’re looking at buying an SUV is
there any other thing you’re looking at
outside of the expedition yeah we also
looked at the Denali what did you like
about the Denali I like that that I like
this what else did you like about the
dude on I like the fact that GMC is
running a special right now zero down
with no interest for 12 months what was
the number when they ran it for you it
ran in a number for around 728 or 720 so
you like to get a payment structure
around that number yeah is there any
specific things that Denali had that you
liked there you definitely won’t have
with another car looked at this okay
great let me tell you about Expedition
here okay I know the options I’m dealing
with Denali GMC if I’m a real good
salesman fort I know exactly what Denali
does and I know exactly the products
that we offer that are better than
theirs I ask the question this is your
maker say with the husband and a wife
let’s go look at the expedition together
but if you don’t know their options you
are just wasting your own time because
you have not asked the qualifying
question you know we’re just here to
shop we’re just here to look at this
options what are their options then you
make the clothes
so anyways by the way again sales so
many of you are asking me Saint Pat can
you just make a sales course and put it
online and maybe it’s a 10 hour course I
just haven’t had the time to do it I’ve
been on the road I’ll think about doing
it before the end of y’all may consider
doing it I’ll put something online
because there’s so many things here with
the sale side but this is just one of
them there’s a lot of mistakes you are
gonna make every time you do come back
and figure out a way to adapt and why
didn’t I close this deal or what could I
have done to do a better job with this
deal but these are just 10 of the
mistakes there are a lot more mistakes
you can make these
just ten of the mistakes you can make as
a salesperson so hopefully now when you
stop doing is you make yourself more
money by the way questions thoughts
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