From The Heart Sales Training Blog

Who Else Wants To Close More Sales?

If you're new here, you may want to subscribe to my RSS feed. Thanks for visiting!

If you were on my live tele-seminar last week you heard a testimonial from a man who was getting some great results from my “Make Your Living in Sales” system. http://www.personal-sales-training-program.com

The other day I received an email from him and I wanted to share it with you to show you the fantastic results people get from this one of a kind program.

Take a look:

======================================================

Jim,

Thank you for the teleseminar and for the program that you have created. I don’t know if you really remember me nor does it really matter but I can tell you that you have changed my life. I called in to listen to the teleseminar the other day and was the one who had to make a statement of how good the course was. First let me tell you what I remember about the situation.

Some time back when you had the program for sale at $27 for 30 days or something like that I called and talked to you. You went on to tell me about your vision for this program and I could tell instantly that it was truly from the heart. I could tell that you were really sincere and that you wanted to help.

Leading up to that point I had been in sales for about 4 months and was failing miserably. I was on my second company as an insurance agent. I had gotten into the insurance industry because I had been a owner of a construction company and had gotten hurt and started having seizures and was unable to work. I was having about 14 seizures a week and had lost my home and lost both my vehicles and my kids just looked up at me and asked me why did we have to go through this. My disability check of $657 a month and what my wife brought home was not enough. Jim I hit bottom and didn’t know what
to do.

So I did the only thing I knew and cried out to god and asked him to help me out of this mess. Well he listened after I had gotten into church and made a lot of lifestyle changes and he healed me so I stopped having seizures. Then I started a handyman company called husband-4-hire. I was your honey-do specialist. That went great until November 2006 when the economy started to dive. Then I had to end up taking a job at Orkin pest control killing bugs.

All the while I was thinking that I wanted to protect families from loosing their homes and their vehicles when they got sick or hurt. I asked myself what field would allow me to do this and came up with the idea it had to be insurance. So their I was getting into insurance sales with no chance of succeeding all the time wanting intently to help other people. I had gone through two company trainings with the rah rah you can do this if you just talk to more people and knock on every door in the whole world and call everyone you know to buy. Boy was that a big mess.

Then Jim I purchased your course and wham right between the eyes I was hit with an axe that opened my eyes and immediately I had to tell my wife because I had found out what was wrong with her. She was bitter because of what had happened to us. Not realizing that I was the reason that she was bitter and the reason that I was bitter was because of what I had went through.

One night after about two weeks of reading the course it hit me and I started to cry knowing that I was attracting all the things that had happened to me and that if things were going to change I had to attract the good things and not the negative. I guess I learned to look at the negative from my mother. That night I stopped doing the course because I knew what my problem was and knew it was going to get better. But it didn’t it actually got worse because now I was dealing with childhood issues that I had shoved down so deep that no one could find them.

Finally about three weeks later I started looking at the course again and wow was I really starting to learn things that no one had ever told me. The first thing I learned is that I had to narrow my target market and quit calling everyone and asking everyone to buy my product. I needed to find out who my target market was and then it started getting better.

Jim I could just go on and on about what I learned from your course but now I know we don’t have the time. On April 7, 2008 I celebrated my first year in the insurance industry and also being an independent agent with no backing from any company. My income had drastically increased and I know it has all been because of your course. I learned more from it than any other sales training that I have purchased or read.

So Jim I thank you and my wife and kids thank you for being who you are.

Thank you,

Mike Tindell
Independent Agent
Tindell Insurance
insagentmike@yahoo.com
www.tindellinsurance.com

(850) 896-8253

=======================================================

It just goes to show you how radically different my “Make Your Living In Sales” system is compared to all other “sales training” programs.

When people first hear about it, they don’t think it’s possible to learn the skills necessary to transform your business in such a short period of time.

But use the program as prescribed… and you can accomplish remarkable things.

Mike is living proof that anyone can be a top sales person with a little bit of effort and the step-by-step process used in “Make Your Living In Sales”

Use “Make Your Living In Sales” to achieve mastery, come “from the heart” and positively impact lives with perfect solutions.

Mike did it. People in all corners of the globe have done it. You can, too.

Learn how right here:
http://www.personal-sales-training-program.com

Popularity: 23% [?]

Do You Make These Mistakes In Sales?

Image via WikipediaYou created interest with your prospect by making a big promise, and stated a feature to back up your promise.

You gave them a logical and emotional benefit, and backed everything up with evidence.

Finally, you asked their permission to ask questions.

Because you did such a great job up to this point, your prospect says, “If you can do that for me, if you might be able to help me that way, to create those kinds of results, sure, you can ask me some questions.”

Now you’ve got their permission to probe.

Before I get into probing and asking the prospect questions, there is one very important point I want to talk with you about. The point I want to discuss is how to tell the difference between a prospect and a suspect, and how doing so will save you valuable time and unneeded frustration.

So what is the difference between a prospect and a suspect?

A prospect is a potential client who has a need for your product or service, and is willing and able to pay for them, and has the authority to make the buying decision.

On the other hand, a suspect is any one who does not meet any of the qualities of a prospect. A suspect will use up your time asking for more and more information, without ever actually committing or planning on committing to a deal. Suspects will leave you hanging.

The way you separate the suspects from the prospects is in the probing or qualifying phase of the sales process. Before you can sell anything, you must have someone who has a need for your product or service, they must have the means and the desire to purchase whatever it is you are selling, and they must have the authority or ability to make the decision to purchase.

These are the three conditions you are looking for when you qualify someone.

It has been my experience that many sales people make three main mistakes when qualifying a potential customer. Making either one of these mistakes will ultimately end with the same result, a waste of the sales person’s and the potential clients time, energy, and a lose of credibility with the potential client.

The first mistake many sales people make is they skip the qualifying step all together. Some think they know what their prospect wants and needs without qualifying. Other sales people skip it because they don’t know how to qualify. Or maybe they don’t feel comfortable taking control of the sales process right from the beginning.

Then they proceed to ramble on about how great their company is, how long they’ve been in business and all the wonderful things they’re going to do for the prospect. In no way do they stop long enough to find out what the prospect is looking for.

The second mistake many sales people make is when qualifying the potential client; all three conditions for a prospect are not met, so they really have a suspect. However, they continue with the presentation and waste their time, energy, and credibility.

Too many salespeople have the belief that regardless of the situation, the suspect can be convinced to purchase.

The third mistake made is that they don’t probe deep enough to really dig out the emotional reasons why the prospect wants or needs their product or service. The sales person only scratches the surface, and then has a difficult time getting the prospect to sign on the dotted line.

Another reason for a salesperson not qualifying a potential client is they are afraid they’ll hear the word “No”. It’s the most feared word for most sales people. However, the top producers want to get to the “No” as quickly as possible so they can get to a yes that much sooner.

Any one of these mistakes can be critical to the sales process.

Popularity: 22% [?]

New Beginnings For Your Sales Come “From The Heart”

I love Spring. It’s such a beautiful time of year.

The grass turns green, trees get their leaves and some get colorful flowers. The air is filled with the sound of birds chirping and singing. Plants and shrubs sprout new growth. Everything is very much alive.

Spring symbolizes hope, new beginnings, love and rebirth.

Four weeks ago I started a tele-training to reshape my business and create a plan for the next 5 years. The second class was on developing a vision for my business. I had a vision when I started the company four years ago, however, this class helped me to clarify my vision. I would like to share it with you and invite you to submit your comments.

My vision is to create 1,000,000 sales people worldwide who achieve mastery, come “from the heart,” and positively impact lives with perfect solutions.

Will you be one of them?

Popularity: 21% [?]