Cedric Crumbley's Blog - Posts Tagged "sales"
Every Top Producer Has a Proven System For Selling
A definition is in order.
System– a set of principles or procedures according to which something is done; an organized scheme or method.
Do you have an organized method for making sales? If not you should get one as soon as possible. Matter of fact before you finish reading… go ahead and develop your sales system. I guarantee everyone you try to convince to commit to your product or service has a system for saying “No” the moment they disagree with you.
When a salesperson meets someone with a system, the one with the best system wins.
Every top producer I’ve met has a method to their madness. My system is simple. In fact, I used my system so much it became unconscious to me.
My boss was watching me once with a friend of hers. The moment I made a certain move, my supervisor told her friend, “That guy is about to join.” The friend asked my boss how did she know. She said, “Because Crumbley did the move.”
Afterward, she told me I have a certain move that I do and after I do ‘the move’ people join. I don’t know what the move was but I do know I had a system that I used every time I felt the person was ready to commit. I guess I moved a certain way after saying certain words once people were red hot and ready to commit.
Have you ever seen the movie, The Wolf of Wall Street? Now take out all the crooked stuff and pay attention to the system. There was a proven system in place that enabled that company to grow.
If you have a system you have the power to replicate results at will. Having a sales system mindset will free you to build a sales career that’s sustainable.
System– a set of principles or procedures according to which something is done; an organized scheme or method.
Do you have an organized method for making sales? If not you should get one as soon as possible. Matter of fact before you finish reading… go ahead and develop your sales system. I guarantee everyone you try to convince to commit to your product or service has a system for saying “No” the moment they disagree with you.
When a salesperson meets someone with a system, the one with the best system wins.
Every top producer I’ve met has a method to their madness. My system is simple. In fact, I used my system so much it became unconscious to me.
My boss was watching me once with a friend of hers. The moment I made a certain move, my supervisor told her friend, “That guy is about to join.” The friend asked my boss how did she know. She said, “Because Crumbley did the move.”
Afterward, she told me I have a certain move that I do and after I do ‘the move’ people join. I don’t know what the move was but I do know I had a system that I used every time I felt the person was ready to commit. I guess I moved a certain way after saying certain words once people were red hot and ready to commit.
Have you ever seen the movie, The Wolf of Wall Street? Now take out all the crooked stuff and pay attention to the system. There was a proven system in place that enabled that company to grow.
If you have a system you have the power to replicate results at will. Having a sales system mindset will free you to build a sales career that’s sustainable.
Are all workers created equal?
Let’s say you get two new hires that show up to work for you on the same day. Do you look at each as if they are the same and should be treated the same?
If you do you will be making the same mistake most leaders make.
The truth is all workers are not created equal.
Just about every job I’ve work involved having a boss that initially thought I was just another drone in their office. Each time I sighed and thought to myself, “Here we go again. Guess I gotta train another leader”
Sounds weird, doesn’t it? You go to work for someone and you end up training them. The main thing I trained most of my leaders on is the fact some workers work harder than others and need little supervision.
Case in point. I once had a leader who decided he was going to show me how to conduct a sales call. Now at this point in my career, I was one of the top producers. I found it strange a new leader would want to “Show me how it’s done.”
Would you like to know how his sales call went? Well, let’s just say I was embarrassed for my boss. He totally fumbled on the sales call. He lost credibility.
I endured this twice until finally, he got the hint that I was better on sales calls than he was.
Look, if you’re a leader you don’t have to be the best. And especially if you are not good in a certain area such as sales calls…for goodness sake don’t embarrass yourself. Just let your workers do their job.
Not all workers are created equal and neither are all leaders created equal.
If you do you will be making the same mistake most leaders make.
The truth is all workers are not created equal.
Just about every job I’ve work involved having a boss that initially thought I was just another drone in their office. Each time I sighed and thought to myself, “Here we go again. Guess I gotta train another leader”
Sounds weird, doesn’t it? You go to work for someone and you end up training them. The main thing I trained most of my leaders on is the fact some workers work harder than others and need little supervision.
Case in point. I once had a leader who decided he was going to show me how to conduct a sales call. Now at this point in my career, I was one of the top producers. I found it strange a new leader would want to “Show me how it’s done.”
Would you like to know how his sales call went? Well, let’s just say I was embarrassed for my boss. He totally fumbled on the sales call. He lost credibility.
I endured this twice until finally, he got the hint that I was better on sales calls than he was.
Look, if you’re a leader you don’t have to be the best. And especially if you are not good in a certain area such as sales calls…for goodness sake don’t embarrass yourself. Just let your workers do their job.
Not all workers are created equal and neither are all leaders created equal.
Skill with people
It happened to a friend who’s a teller in a bank on Houston’s upper North Side.
A woman wearing a modest outfit approached his window, her smile radiating gold teeth, and presented a withdrawal slip only slightly worn than her face. She wanted to withdraw twenty dollars.
Our friend counted out four fives, but the woman pushed the bills back.
“Is not my money,” she said. “My money is ten dollar size.”
Experienced at meeting all kinds, our friend grasped the situation immediately. He replaced the four fives with two tens, and the woman went happily on her way. To her, a bank is a place where they put your money in a drawer. When you want it, they give it back. Since she had always deposited tens, those fives belonged to somebody else…
… and the point of our story is this. You never really know what’s going on inside people’s heads until you take the time to understand them.
A favorite saying that helps frame this concept is:
Seek first to understand, then to be understood.
Recently I finished reading a book called Skill With People which helps you understand people and what influences them.
Here are some key insights from the book:
Human Insight #1
How We Learn (and Buy)
83% Through SIGHT
11% Through HEARING
3.5% Through SMELL
1.5% Through TOUCH
1% Through TASTE
Human Insight #2
How We Retain Information
10% of what we READ
20% of what we HEAR
30% of what we SEE
50% of what we SEE and HEAR
70% of what we SAY as we TALK
90% of what we SAY as we DO something with what we learn
Human Insight #3
It’s better to SHOW and TELL than to just talk.
A woman wearing a modest outfit approached his window, her smile radiating gold teeth, and presented a withdrawal slip only slightly worn than her face. She wanted to withdraw twenty dollars.
Our friend counted out four fives, but the woman pushed the bills back.
“Is not my money,” she said. “My money is ten dollar size.”
Experienced at meeting all kinds, our friend grasped the situation immediately. He replaced the four fives with two tens, and the woman went happily on her way. To her, a bank is a place where they put your money in a drawer. When you want it, they give it back. Since she had always deposited tens, those fives belonged to somebody else…
… and the point of our story is this. You never really know what’s going on inside people’s heads until you take the time to understand them.
A favorite saying that helps frame this concept is:
Seek first to understand, then to be understood.
Recently I finished reading a book called Skill With People which helps you understand people and what influences them.
Here are some key insights from the book:
Human Insight #1
How We Learn (and Buy)
83% Through SIGHT
11% Through HEARING
3.5% Through SMELL
1.5% Through TOUCH
1% Through TASTE
Human Insight #2
How We Retain Information
10% of what we READ
20% of what we HEAR
30% of what we SEE
50% of what we SEE and HEAR
70% of what we SAY as we TALK
90% of what we SAY as we DO something with what we learn
Human Insight #3
It’s better to SHOW and TELL than to just talk.
