My Top 10 Tips for Sales Beginners (Part 1 of 2)

Hey, guys, what's up? Matt here. And today I have my top tips for either new or existing salespeople who want to take their sales to the next level. My name is Matt and I have been a commissioner sales rep for a few years. And I've been in sales for 12 years. Over the last 18 months, I've made about $2 million in commission. So what I put together is like my top 10 tips over two videos. Today we're going to focus on 1 to 5. In the next video, we're going to focus on 6 to 10. Make sure if you like the channel, if you like the content that you're seeing, you like, subscribe, hit notification bell, all that kind of good stuff and do the intro. Tip number one is all about starting with volume. It is incredibly important that we get reps in. Okay? I cannot tell you enough how important it is that you get reps. How I started in sales was in fitness. All right? So what I did is I used to do sales for gyms. I used to own my own gyms as well. But I would go out there and I would just sell, sell, sell, sell, sell. I would just pick up the phone. We had a list of phone numbers, people who adopted in. I would just call the bejesus out of them, okay. And then from there I would sell them. And it's a hard thing to sell when you're selling fitness. It's a difficult thing, right? You're asking for time, money for them to stop doing things they enjoy and you're also asking them to be in physical pain. But in doing that, I would have to make at least 250 sales to 300 sales per month. And you, that is a lot of sense, a lot of interactions. Even if I closed it 40% or whatever, even at 80%, which is not happening, like the amount of sales interactions that I had to had was phenomenal. So starting with something that's a low value, like low ticket, high volume is key. So if you can get an appointment, setting gig, if you can get somewhere that has a large lead list, that you can just go in there and get reps, get interactions. It's so important everyone tries to skip this step and just be a high ticket client or whatever. I cannot tell you. You need interactions, you need sales interactions with human beings. Okay? Tip number one, start with volume. Tip number two, find a style, go deep, get into it, go for it. Don't try and do a whole bunch of different things. Like whatever style you're using will generally work. The style I Use is a combination of my own style, but it's very nepq which is neuro emotional persuasion questioning which is Jeremy Miners style who's my personal mentor. I use his methodologies. I really, really like it to very low pressure selling. For me it fits really well. It's not what I was taught originally. I was taught very high pressure selling, very effective form of sales, but not really the best for long term, especially for like the mentality of the salesperson. But I went really deep on that method and I learned everything that I could about it. And then when I learned of something better and I was getting good results already, then I made a transition. But I had an actual plan to transition out because like you don't go and learn a brand new way of squatting, throw your max in the bar and go for it. It's important that like you don't jump around too much, you don't try and hybrid too much stuff that you actually pick a lane and you go for it. It's a really important thing. You may guess wrong. It's okay. It's okay if you guess wrong but you need to understand like that if you do anything well, any style of sound that you do with a zig ziglar, whether it's spin, selling, whatever it may be like, if applied correctly it will still work. There are better methodologies but you need to be good at it. Okay. So find a style, go deep, go into it. Which flows really well into tip number three, which is get a mentor. I'm not saying that you hire me or anything like that, but like you need someone with eyes on what you're doing. Selling is, it's the most sport like of anything in business in my opinion. Right. So you can be directly coached through it. It's a process driven activity. It's like you know when you're, when you're swinging a bat, right? Like there is a specific way that you can, you can swing about, you know, lead with your heel twist, you know, like use your wrist, all that kind of stuff. Not that I'm a baseball guy or anything, but there are things that coaches can give you that will give you tangible and immediate benefit. Right. And it's really important. You don't have to start with a really expensive one. You can just start with someone who's on a sales team that's better than you. You can go, hey, can I give you some of my comments? If you mentor me through how I can get to your level and then when you get to that guy's Level. Go to the next guy. Go to the next guy. Go to the next one. There's no lack of people who want to take money off you, let me tell you. But there is no lack of people out there as well that you can get genuine benefit from, okay? So get a mentor. If you guys are enjoying this content, I'd love a sub, you know, and if you guys want me to speed up the part two, make sure you drop top tips in the comments. So comment top tips, and then I'll make sure that I get the second video out nice and quick. Quick. Tip number four is record and review your calls. It annoys people, okay? And people hate listening to their own voice. But you have to record and review your sales interactions, even if it's just like an iPhone in your top pocket while you're talking to people. It's the only way that you will get better. You need to find the difference between the people you closed and the people you didn't. And you may think you're having the same conversation, but there might be small and subtle inflection differences in how you say things that are inducing different reactions from your prospects. And by you being able to listen to that and finding the patterns, right? Sales is just a puzzle. And the better you get at it, and the more you analyze it, the more you make a system out of putting together that puzzle. You see people who are really good at putting together puzzles, and what do they do? Like, they start with the corners. You see people who are really terrible at putting together puzzles. They just start putting random pieces together. There's no system to it. They haven't thought about it. The sale is happening to them. The puzzle is happening to them. Like, they're not. There's no order to it, right? And so with sales, we can accurately, fairly accurately predict the reactions that people are going to give us just based on how we say things and what we say. And so you need to listen and record the interactions that you have so that you can go back and problem solve exactly what you did well and what you didn't. And that is how you will pretty much immediately get better at selling, by having yourself or having your mentor along with you record and review your calls. Number five, which is the last one for today, is track your data, right? The amount of salespeople that come to me and say, matt, I'd love to get better at sales. And I go, okay, Mr. Salesperson, what I need to get better at? Well, I need to. I want to close more. I go, okay, but like, what Are you bad at? I'm not getting enough sales. Okay, but like what are you bad at? Well, obviously the selling part. Well, what's your close rate? I don't know. Well, how many people show up to your sales calls? I don't know. It's very confusing, right? And so like there are a couple of key metrics that you need to know. Now depending on how your sales cycles work, everything's going to be different. So I'm just going to use one sales cycle as an example. Hopefully you understand your sales cycle as well. So you can bring this in. Let's say the marketing brings somebody in and they book them into like a quick introduction call, okay. So it's like a 15 minute call or I just get a phone number. Okay. So I'm going to have a quick phone call with this person. 5, 10, 15 minutes. The pickup rates and the people who show up to those calls, I can't control a lot of that. Okay. So I'm not too worried about that. But what I can control is what I say on that particular call and then from there someone's qualified. I'm going to put them through to a sales call that's like a pre qualification call just to see that what we do would actually work for them. Then on the second call I'm going to sell them. So now that first call, if I do stupid things and like induce sales assistance and say, hey, on the next call you, you, you're going to have to make a decision. So make sure you come prepared, make sure you research us. If that person's having a bad day, they're not going to show up to that next call and they're going to ghost you. Because nobody wants to be in a position where they have to make a choice, right? It's just not a pleasant experience. We need to monitor the show up rate to that second call. What's the qualification rate? What's the show up rate? Okay, if we have a good show up, right, like say over 70%, it means that we're doing our job here on that second call, right? What's our close rate? Okay, and then what objections are we getting? If we're getting an even spattering of objections, like let's say out of 10, no sales, right? Out of 10 calls. Because I even track the objections on the calls that I do get. Let's say it's like two, no objections to money, two time to think about it to partner, right? That's a really good even spread. So like for me as someone who's analyzing it. I would say your calls are not inducing any particular objection because you're having an even spread. But then I might say okay, how many sales did you made? Made five. All right, cool. Well I didn't overcome any of the think about it and any of the partner it's like okay, so we know that you're good at overcoming those ones, but you're bad at overcoming those ones. Let's have a look at what you do in the sales call to pre handle those particular objections. Because we don't want to focus on just the downstream, we want to focus on the upstream as well. So I'd rather prevent a problem then just tactically try and fix it. So again like there's so many things we can do if we understand the data and if you want me to do a video on exactly that, like exactly what data to look for comment data driven decisions down below. So data driven decisions and I will if enough if I get like 15 or 20 comments saying data driven decisions I'll go ahead and do a video. Those are my top five tips. Now there are five more and and I'll quickly just kind of go into them. So number six is going to be know and enough is enough. Number seven is daily role plays. Number eight is think about collaboration not confrontation. Number nine is focus on cash collections that are contract value and number 10 is that the low to mid six figure earners in in sales are always the ones that have the biggest ego. But the seven and seven figures guys who make a million dollars plus a year in commissions are always humble as shit. And I'll go into depth into all of those just like I did today in the next video into part two. So alright guys, I hope you liked that video. Make sure you like subscribe and the notification bell comment top tips or comment Data driven decisions down below. If you guys do want to find out more about what we do and kind of what sales never does, we have a Facebook group called the closing code. Make sure you check it out. It's you can watch daily role plays every single day. If you're going to participate in the role plays there'll be a link down below to the closing code. 7 day trial for 245 bucks and then 50 bucks Aussie per week after that and you get access to a portal plus a bunch of recorded calls plus a daily roleplay session with a coach of a highly successful salesperson. All right guys, I hope you enjoyed it and bye.