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Sales Tricks – All You Need To Know
By, Nick Moreno
What I’m going to tell you about sales tricks could save your sales careers. You see, it’s sales reps that are targeted by sales tricks, not the other way around. This is why you need to learn about sales tricks.
Salespeople disappointment me when they ask for sales tricks. I feel they think they can trick someone into buying from them. I find it so ironic that these sales reps are looking for sales tricks when the real trick is being played on them.
Sales Tricks May Be On You… The Sales Rep
Top pros never use sales tricks because they don’t need sales tricks. That leaves me with one thing to say to all the other reps… the real sales trick has always been on you because you got some crazy sales advice somewhere in your career!
In this article, I’m going to tell you all you need to know about sales tricks and why the biggest sales tricks may be played on sales reps. I’m also going to fully explain those sales tricks to you. You see, to succeed in sales, reps need to overcome the sales tricks played on them.
Sales Tricks Played On Sales Reps
Let’s look at some sales facts that explain why I feel sales tricks have been played on most sales reps.
Facts are facts. Most sales reps fail. How’s that for sales tricks? Eighty percent of sales reps earn and share only twenty percent of the commissions. This eighty percent of reps lives on the scraps left behind by the twenty percent of reps that earn eighty percent of the commissions. Based on the 80/20 Rule, only twenty percent of sales reps succeed. What a sales trick!
TOP SALES STRATEGIES
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Want more proof that sales tricks are being played on most sales reps? I’ve asked countless sales reps how many competitors they face on the average sales opportunity. I almost always hear three. Therefore, the average sales opportunity has four vendors in competition for the business. Well, if each rep got their fair share, each rep would have a 25% close rate. However, each rep is striving for a 20% close rate! I smell sales tricks being played on sales reps!!!
How about some proof that sales tricks are being played on most sales reps? Consider that a 20% close rate equates to an 80% failure rate. How can you succeed in anything by failing 80% of the time? I see sales tricks at work.
Who Plays Sales Tricks On Sales Reps?
Many entities play sales tricks on salespeople. Prospects and clients play sales tricks. Employers and sales managers play sales tricks. However, the biggest player of sales tricks is… the sales training industry. The sales training industry’s sales tricks are harming many sales reps.
Sales Tricks – #1
Most Sales Training Is The Same
Many reps pass up sales training out of fear of not learning anything new. They are right!
This sales trick exposes the fact that most sales training is “new wine in an old bottle”. A slight twist here and there and it’s called new sales training. It’s not new sales training… it’s a sales trick! Not only is the training out of date, but it also causes 80% of reps to sell the same way because they all got the same sales training. No wonder that 80% of reps are failing.
Sales Tricks – #2
Most Sales Training Stinks
“What a lovely photo of your family… you are a very fortunate person.” Give me a break! We actually teach 80% of reps to build rapport like that… then wonder why they fail. That phony junk never worked and never will work. They are all teaching sales tricks and the biggest sales trick is that sales training teaches sales tricks.
“Is Tuesday morning fine or is Wednesday afternoon better?” The old “Either Or” is yet another sales trick and I hate all sales tricks. We shouldn’t be training reps on dumb sales tricks that don’t work.
Sales Tricks – #3
The Top 20% Of Reps Follow Their Own Rules
Let’s bring this sales tricks stuff to a head. The top reps rejected traditional sales training a long time ago. If they didn’t, they would be stuck with the tiny commission checks the 80% cash.
The top reps first break all the rules because they know those rules are nothing but a bunch of sales tricks. Then, the top sales reps play by their own rules. That’s why the top 20% earn 80% of the commissions. They don’t follow the sales tricks that are followed by the 80% that are failing. So, my advice is… forget sales tricks!
Powerful Sales Training Has No Sales Tricks
First, I don’t ask or teach reps to play sales tricks. Even entry-level reps should know better than to use sales tricks. If sales tricks even worked, do you think the orders would stick or cancel? I’ll have no part of sales tricks.
Second, I don’t play sales tricks on sales reps. The last thing the world needs is another sales trainer teaching the same old sales training. My sales training is leading edge and very different than the stuff being taught to those 80% that are failing. My sales training is a whole new approach to selling so my reps never sound like the 80% that are failing. My sales training is based on the 20% that’s succeeding.
End Sales Tricks
Get real and forget sales tricks. First, fight back against the sales tricks too much of the sales training industry is promoting with “nothing new” sales training. Second, forget the sales tricks that that 80% of reps were taught… because those sales tricks never worked. Get only honest sales training.
Forget sales tricks and get honest sales training.
“No Tricks” Sales Training
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