Brainy Selling

06/23/2023

Only one person in an in-home sales presentation knows what needs to happen AND in the order in which it needs to happen for the prospect to become a customer. I’ll give you a hint. It’s not the prospect.

But let’s not forget that the prospect also has a job to do. A prospects job is to get the information they want, understand what they think they need to understand, and get a price. It is for these reasons I ask the initial question.

When the prospect does their “job” better than the sales professional the sales presentation becomes all out of whack. And when you’re selling OUT OF your companies proven sales process, what occurs at the end? The presentation ends with those really nasty things we don’t want to hear. “Thanks so much… This is sooo much to think about / We will have to think about it…” On and on it goes.

Serve by helping the prospect understand that YOU UNDERSTAND what their concerns are, what their challenges are, and what they need to better understand. Accomplish this and the presentation will flow in the order in which it needs to end with an excited new customer!

Serving IS Selling… and one can’t be done without the other.

06/21/2023

Want to dramatically increase your closing percentage this week? Understand this one thing. No one is bored enough to meet with you if they don’t want to buy what you offer (regardless of what they tell you). And I mean no one. Now, that doesn’t mean they will buy. That’s why you’re a sales professional and not an order taker.

Think about it. They said YES to your offer for information when they became a lead. They said YES to your appointment setter (or you if you set your own appointments). And they said YES again to keeping the appointment by not changing their mind and canceling. So… they said all those YES’ just to tell you NO? Come on now…

Prospects have been trained by unprofessional salespersons in the past with exactly what to say, and how to act, when you arrive to try to convince you they won’t buy today. Why do they do this? Sadly… because it works.
But they haven’t met you. And you’re a Brainy Selling professional that understands this. As a result, you’re able to alleviate their buyer resistance by aligning yourself with the prospect to achieve a common goal. A goal of serving.

As always, Serving IS Selling… and one can’t be done without the other.

For the full version video of this please find the link in the comments below.

06/20/2023

Elite in-home sales professionals understand that the commission they receive is the result, or byproduct, of what they do… It’s not WHY they do it!

Sales professionals that worry about their back pocket will always have to. Conversely, sales professionals that are MORE FOCUSED on their prospects', concerns, challenges, and what they simply need to better understand never have to worry about their back pocket.

When we’re able to solve our prospects' concerns, alleviate their challenges, and educate our prospect as to what they simply need to better understand… The commissions will follow!

Serving IS Selling… And one can’t be done without the other.


For the full version video of this clip find the link below in the first comment.

06/20/2023

Elite in-home sales professionals understand that the commission they receive is the result, or byproduct, of what they do… It’s not WHY they do it.

Sales professionals that worry about their back pocket will always have to. Conversely, sales professionals that are MORE FOCUSED on their prospects, concerns, challenges, and what they simply need to better understand never have to worry about their back pocket.

When we’re able to solve our prospects' concerns, alleviate their challenges, and educate our prospect as to what they simply need to better understand… The commissions will follow!

Serving IS Selling… And one can’t be done without the other.


For the full version video of this clip find the link below in the first comment.

04/17/2023

Big things coming for In-Home Sales Professionals looking to elevate themselves to elite status and Brainy Selling. The website is up (still a work in progress) and content is being created. Hope you’ll follow as the time is coming for exclusive content on Facebook, YouTube, Instagram, LinkedIn… and coming this summer… The Brainy Selling Podcast Season 1.

04/17/2023

Megan Knows Marketing knows her stuff! Having known Megan for 14 years I have seen her become truly elite in marketing and appointment setting (both in person and on the phone). Bottom line is there is NO visit without value being built.

3 Likes, 0 Comments - Megan Knows Marketing () on Instagram: "Value of the Visit! Customers have to see Value in our Visit or they will simply find a reason no..."

04/17/2023

It’s never “what” you say… it’s always “how” you say it.

It’s not always what you say, but how what you say is perceived.

The meaning and power of what you say during an appointment are determined by YOUR TONE OF VOICE.

When I am working with the TOP REPs from around the country, they are taught what to use during the body of the appointment and the superhuman they will change into during the close.

During the body of the appointment, the homeowner wants to hear from an expert. On a whiteboard, I encourage you to write down all the attributes of an expert in any field. Then what posture and tone of voice would a person like that have? You will most likely come up with CONFIDENT and AUTHORITATIVE. So as the professionals start to pitch with confidence, I push hard on their stomachs and watch as a whole new professional comes out of them. They speak from the gut and not from their throat.

Then after giving a price and working through all the homeowner’s stalls and excuses, we need to make ourselves small. If you stay confident, it feels like you’re arguing. But make yourself small, and the customer feels like you are simply on their side, looking for a solution.

That is how you become a TOP REP!!!

The next TOP REP is in New Braunfels, Texas - August 21st & 22nd

www.TOPREPtraining.com