Sales and Bread

BunnyJinx
BunnyJinx

Hey Veeky Forums, it's been almost a year since I hopped on here last.

I'm assuming there's been enough turnover that most people on the board don't know who I am/have forgotten about these threads.

I can't find the old archive, so I have no clue where all the old info is, but in short, I made about ten threads teaching anons to sell. I'm going to start again as I'm bored and want to share the wealth.

On me: 24 year old college dropout. Was averaging around $12,000 a month last year selling timeshare. Currently only doing around $8,000 (We've had a drop in clientele).

Let's start with the basics:

Soft_member
Soft_member

@BunnyJinx
I've missed you.
Never leave me again bby.

cum2soon
cum2soon

@BunnyJinx
On mobile, so this will be a bit of a pain to type out.

If you can learn only one word to say and one question to ask, make it the client's name, and make that question "Why?".

People love to fucking talk about themselves; it's human nature. They like to feel important. Knowing somebody's name makes them feel special. People will pay much more attention if you can use their name. Don't do it incessantly, but be sure to pepper it into a conversation.

Why why?
Why is the most important question you can ask because it lets you find out what will make this person buy.

Pretend you're selling furniture.

Hi user, what can I help you with today?
I'm just looking

Ah, nice. What were you looking for?
A couch, actually.

We have a great selection. Why were you in the market for a new one? New house?
I wish. Our dog ruined the last one.

Oooooh. Mine is rough on the furniture too. What kind do you have?
Two actually. A fuckstick and a whatever.

Fucksticks are such nice breeds. My friend has one. So why just the new couch?
To be honest, budget, and it's the most beat up.

Gotcha, so we need to make it match the old furniture, right?
Yeah. That would be nice.

Going to stop it right here and explain in the next post a few things that happened in that made up exchange.

LuckyDusty
LuckyDusty

@cum2soon
Going to stop it right here and explain in the next post a few things that happened in that made up exchange.

Hi user, what can I help you with today?
The salesman asks what he can help user with. He doesn't ask if user needs help. It's impossible to give a one word answer to this that is dismissive to the salesman. This is called assumptive language, and it's a huge part of salesmanship. You're always assuming they want to buy what you have. Always. I'll talk more about this later.

I'm just looking
Ah, nice. What were you looking for?
user tries to get rid of the salesman, but rather than recognize it for the courteous dismissal that it is, he pretends it's just a conversation. This can go on for a bit, but the salesman needs to take control early on. He's going to dictate this conversation, and he's going to lead user to a purchase.

We have a great selection. Why were you in the market for a new one? New house?
Our salesman hypes the product very briefly, then leads the conversation with a question. In order to make it less like an interrogation (as the exchange is probably a little awkward here), he profers a guess as to why user is buying a couch.

I wish. Our dog ruined the last one.
Our salesman knows two things now. user has a dog, and user actually needs a couch.

Oooooh. Mine is rough on the furniture too. What kind do you have?
Two actually. A fuckstick and a whatever.
The salesman doesn't have a dog. He's establishing common ground. People like people that are like them. You want to build rapport as early as possible. He follows this up with a compliment to Anon's choice of breed. People want to feel good about themselves; the quickest way to do this is paying them a compliment.

So why just the new couch?
To be honest, budget, and it's the most beat up.
Furniture is usually bought in sets. Why does user just want a couch? Our salesman now sounds interested, knows he has to work inside of a budget, and has some common ground.

VisualMaster
VisualMaster

@BunnyJinx

Pretty sure I saw this thread less than a year ago.

BinaryMan
BinaryMan

@LuckyDusty
Its pretty easy to sell in person since they are already interested. Can you tell me how to sell investment funds via the phone when a customer calls for tech help?

CodeBuns
CodeBuns

@LuckyDusty
Cont.

80% of the sale is done by this point.

Gotcha, so we need to make it match the old furniture, right?
Yeah. That would be nice
The salesman asks a question about what user would be looking at, and begins closing. The salesman said "we" instead of "you," and although it's incredibly subtle, has shifted the tone of the sale. He's in Anon's side now. user has started saying yes, and he's going to continue saying it. If the salesman is any good, every question from here on out will be answered with a yes or be a choice close. He's also left the door open to an upsell. If he can find a couch that user really likes, and give him a deal on the other pieces of the set, he may get a bigger deal.

If you can't get someone to say "No" at least once, you haven't sold shit. You've simply taken orders from a customer about what they'd like. Sales is convincing someone to do or buy something they normally wouldn't in order to better their lives. Often against their will.

Let's get back to assumptive language. It's exactly what it sounds like: assuming everything. Continued in next post.

Fuzzy_Logic
Fuzzy_Logic

Good thread, watching

takes2long
takes2long

@VisualMaster
Pretty sure I saw this thread less than a year ago.
Probably. I think the last time I did something like this was in November.

@BinaryMan
Its pretty easy to sell in person since they are already interested.
You'd be surprised

Can you tell me how to sell investment funds via the phone when a customer calls for tech help?
I need a bit more background on what you're doing, as this seems a bit weird. But I can help you make a pitch.

Assumptive language is very simple and incredibly important. You're assuming the sale. You should always assume that they want to buy what you're selling. It prevents them from allowing doubt to creep in.

Let's look at the weakest close ever:
So what do you think/Would you like to buy?
You're asking them to take the lead at that point. It's poor salesmanship. Assumptive language would look something like this:

The down payment is $3,000. What card would you like to put that on?
They have to articulate an actual objection here. They can't simply say no. And if they were thinking about it, they may simply say a card out of habit of answering you. You'd respond by asking to see it and congratulating them once it's in your hand. The pressure will be relieved, and they'll associate that pleasant feeling with their purchase. They now have to talk themselves out of a decision they've been rationalizing for the past hour or so. It won't happen.

An example earlier in the sale; let's say I'm selling Ford cars:

If I didn't see them drive in (Or they didn't see me see them):
So which model Ford do you have right now?
I assume they have one already and want another. They in turn are going to assume that most people who have one buy another/everyone should have one.

If they saw me see them:
So who convinced you Ford was the way to go?
I'm assuming someone they know owns one and raves about it. (This is a concept called social proof)

Methnerd
Methnerd

@takes2long
Assumptive language is closely tied to something called tie downs. Tie downs are small "yesses" that get you to a deal.

Getting a client to say yes early on is important. You want them doing it early and often because it's hard to say yes to someone for over an hour, then turn around and tell them no. It's just human conditioning.

There's an example of a tie down earlier in the thread with the furniture. The salesman asks an obvious question (It needs to match the existing furniture) then follows it with "right." The natural response is a yes. This is a simple tie down. He now can't reneg and say that he's not sure about a couch because it may not be right. The salesman will make sure it matches.

Imagine a sales process as a long hallway. On either side of this hallway there are open doors. Typically 5 or 6. There's a door dead ahead at the end of the hallway. That door is the one you need your client to go through. That's your deal. Tie downs allow you to close the other 5 or 6 doors.

So you'd need this widget to do X, right?
Yes

And your current widget costs Y to maintain, right?
Yes

And if it my widget was less than Y but did X twice as well, that'd be a benefit to you, correct?
Yeah

Why would it?
Because I'd save money and do X better

So it'd be a no brainer, wouldn't it?
Yeah

That last one will let you call someone an idiot if they tell you no later.

But... I'm confused. You said this would be a no brainer. Why aren't you moving forward?

PackManBrainlure
PackManBrainlure

@takes2long
Background is working at a bank, they dont always call in with technical questions but we are supposed to try to sell saving funds to all customers.

Lets say a customer has problems with their log in. How do you sell from that part? Im pretty succesful with

"I see you dont have an active savings plan yet, why is that"?
"I dont know have not really tought about that"
"Then we should defenatly check out some of our options that would suit you the best, its always good to have money saved up in case of an emergency or just to have enough money to take a trip to the bahamas next summer etc."

But would obviosly like to get better. You have some pretty good ideas tho how could i improve the interaction?

Most answers are idk or its risky or something along those lines to the first question

CouchChiller
CouchChiller

@PackManBrainlure
You have some pretty good ideas tho how could i improve the interaction?
Learn more about the product. What's the interest rate on the account? Does it have automatic transfer to checking (overdraft protection)? What can it do for me?

Most answers are idk or its risky or something along those lines to the first question
"I don't know" just means they haven't been given enough info to make a decision, or are too polite to say no. "It's too risky" is bullshit and should be called out as such.

My pitch would involve something along the lines that 73% of Americans live paycheck to paycheck and couldn't afford an emergency that kept them out of work for 30 days. People love statistics. I'd then ask if they think that's an intelligent way to manage money. When they invariably say it's not, say something along the lines of...

Exactly. Now I know that you're not the type to manage money poorly, which is exactly why you're in such good standing with *Your bank's name*. That's why we're extending the opportunity to start an account for as little as $50 transferred from your checking. Would you like us to start with the $50 or a little more? You can always add more later.
Cooking dinner right now. Will answer replies to the thread/questions they cover emotive words/phrases after I eat.

AwesomeTucker
AwesomeTucker

@BunnyJinx

Yay, Foxbro!

What is a good job progression in sales? Like where do I start, then where do I go next, etc. etc.? Is working for a cellphone carrier a good place to start?

Need_TLC
Need_TLC

@CouchChiller
what are you eating?

Bidwell
Bidwell

Wow, excellent... someone asked about you a few days ago, and intrigued I found all your archived threads. Welcome back!!

@LuckyDusty
Our salesman knows two things now. user has a dog, and user actually needs a couch.

Clever!

He follows this up with a compliment to Anon's choice of breed.
Because flattery will get you anywhere, right?
now he's a point, how do you make it sound sincere?
So many times I'll walk into a retail store and when the salesperson starts a conversation I just feel like a mark, I feel like they can just see the dollar signs, and every word out of their mouth makes me just think "Leave me alone you disingenous fuck!"
And other times, I really feel like the person can't be fucked selling and is just happy to have a chat, shoot the breeze.

What are the first lot doing wrong, and the second lot doing right?
I'm assuming that the second is just better at selling.

Snarelure
Snarelure

@AwesomeTucker
What is a good job progression in sales? Like where do I start, then where do I go next, etc. etc.? Is working for a cellphone carrier a good place to start?
The typical progression is from rep, to manager, to a director or multiple team manager, then it depends greatly on corporate structure. Typically, if you're an amazing rep, going to management is a paycut in return for stability. At least until you hit higher management levels.

@Need_TLC
what are you eating?
I made buffalo chicken in the Crock-Pot, shredded it, then baked it into some macaroni and cheese.

@Bidwell
someone asked about you a few days ago, and intrigued I found all your archived threads
I'm touched. Could you post a link to the archived threads? I used to include it in my first post, but can't find it. After the old archive went down, I didn't look too hard.

how do you make it sound sincere?
Practice and a genuine interest in other people. I've gotten to a point where I do actually find these people interesting, but a lot of it is just knowing how to talk to and greet someone.

What are the first lot doing wrong, and the second lot doing right?
The first lot were told to find things out about the customer to get a sale. They know they need to ask questions, but don't know how to do it. It sounds like an interrogation because they're just rattling questions off at you. The second lot is striking up a conversation, but controlling where it goes. That's salesmanship.

Sorry I disappeared, all. Girlfriend came over unexpectedly. Will continue updating when I've got some downtime at work.

massdebater
massdebater

@Snarelure
Here's all I can find for archives. Pretty sure there might be a few more on warosu if you search your trip name
warosu.org/biz/thread/S825328

4archive.org/board/biz/thread/967151

Geez so many questions, you seem like you really know your stuff.

I'm trying to do freelancing (video mostly) and most of my work comes from word of mouth, someone comes to me and says "I need a video that does X, and is Y long, and I'm going to use it for Z". Those are the gigs that end up with me getting a pay cheque.

Other times someone will come to me with the vague idea for a video, ask how much it will cost and then they'll never follow it up. They aren't going to someone else (because they can't get cheaper, and if they want it done well they're screwed at any lower price) they just give up on the idea.

How can I fix that? I'm talking about customers who want a video, roughly know what they want but obviously lack the will to pursue it. Is it my job to convince them that a video is what they need, that it's worth the money? Or is it not worth bothering because they aren't sold on it themselves?

SniperGod
SniperGod

Bump for potentially interesting thread and visibility.

Sharpcharm
Sharpcharm

@massdebater
4archive.org/board/biz/thread/967151

Thank you

How can I fix that? I'm talking about customers who want a video, roughly know what they want but obviously lack the will to pursue it. Is it my job to convince them that a video is what they need, that it's worth the money?
You're goddamn right it is. What you need to do is figured out why they want that video in the first place. Asking why repeatedly is called second level questioning. It gets you to the root of the purchase.

I need a video
Fantastic. Who recommended us?

Nobody
Really? Would you like a few references before we talk more? (This builds your credibility and only 1/10 people will actually say yes)

That's fine. I was actually curious as to whether or not you could do a video for...
Definitely. But if you don't mind my asking, why would you like it? What are you hoping to accomplish?

Find out what they're hoping this video will do for them, prove you can do it, then use that to close them on it.

Or is it not worth bothering because they aren't sold on it themselves?
They're not sold. It's your job to sell them. This is where you are going to double your income.

Protip
I worked with a photographer. He handled weddings mostly. He was doing poorly until he went to a seminar. His shots were great, his product fantastic, and he was a total professional. The only change the seminar presenter told him to make was his pricing. Double it out increase it by 50% every year. His sales skyrocketed. If people don't have a frame of reference for something, they use price as an indicator of quality. If you're dealing with people that don't frequently purchase this sort of service, you may not want to simply undercut the competition. Being the cheapest guy with the best product isn't always the most prudent move. Homo economis doesn't exist.

BinaryMan
BinaryMan

@SniperGod
Bump for potentially interesting thread and visibility.
Thanks for the bump.

I mentioned that I'd cover emotive words and phrases next. People find these to be really interesting, and it will actually explain a lot about why salespeople speak the way they do.

What's an emotive word?
Simply a word that evokes feeling.

Why do you use it?
Sales, no matter what you're selling, is an emotional process. People buy for emotion and keep a product for logic. (Before some autist bursts in telling me how above this they are, good for you. Logic alone can sell deals. Emotion is always necessary, though. I've sold fucking timeshare to dozens of engineers.) These words help you to put someone in an emotional state of mind, and keep you from sounding too pushy.

If you noticed further up thread, I used the phrase "moving forward" in a vignette as opposed to "purchasing." Purchasing is a dirty word. It's scary. Moving forward sounds innocuous, almost positive. Forward is progress. Progress is good. Goebbels was a fantastic salesman.

For example, you never tell someone anything. You share it with them; it's more personal. Sharing opens a dialogue. A conversation is where you sell.

Let me tell you something. This TV has an LCD display.
Okay.

That's about all you can hope for.

I need to share something with you; this TV has an LCD display.
Why is that important?

It doesn't work that way every time, but sales is a numbers game. If I go from selling 2/10 to 3/10, I get a 200% increase in pay. That's just the way my structure works. Every little bit helps a salesman, though.

Here's some more emotive phrases and their normal counterparts:

I think that...
I feel that... (You can think wrong. You can't feel wrong)

Tell
Share

Purchasing, buying, etc.
Moving forward

Spending
Investing (If you're switching services, they're spending right now; they'll be investing with your product.)

Naming a feature of any sort
This product has X; the benefit to you is...

BunnyJinx
BunnyJinx

@BinaryMan
Ran out of space, but hopefully you get the idea.

If anyone is lurking, there are two routes I can take from here. Building value for your product, or the psychology behind sales. Both are pretty invaluable, but the order they're covered in doesn't matter much.

Any questions would be great, too. Bored at work until 12:45.

whereismyname
whereismyname

@BunnyJinx
I check back every couple days hoping to see that fox.

Garbage Can Lid
Garbage Can Lid

how do I use sales to get grills

Booteefool
Booteefool

@whereismyname
That makes me feel all toasty. Been busy with a multitude of things, but life is settling down again, so I should be on more often.

MPmaster
MPmaster

@Snarelure
Referencing your answer on job progression, etc..
Youngfag here, if I dual degree in Business Administration; Management Option and Communication, would I still be receiving a noticeably large paycut going from sales to management? Eventually, I'd like to be in a high management position at a company, and I'd like to get a masters in Business Administration. Does that sound like a reasonable plan/will it be rewarding? Assume I am a young white, bilingual male that has recieved a seal that confirms I'm bilingual on my high school diploma, and will have no issues with paying for college.

Soft_member
Soft_member

@Garbage Can Lid
how do I use sales to get grills
Psychology of the sale it is.(Nice quads btw)

Let me preface the next couple posts with this. The best way to get grills is by being a well-rounded and interesting person with various hobbies, interests, and a strong sense of self worth. Read books, lift weights, dress well, and care about your grooming. These aren't magic spells; they'll just make you a good bit more appealing and teach you to not blow it if she shows some interest.

Poker_Star
Poker_Star

@MPmaster
if I dual degree in Business Administration; Management Option and Communication, would I still be receiving a noticeably large paycut going from sales to management?
Depends on the sales role and company. My business is very sales centric. The best rep I know makes around $350,000 a year. Her manager makes around $150,000-180,000. The director of sales makes between $250,000 and $300,000. The VP makes around $450,000.

You sound like you'll do fine regardless. You're well spoken. If you're bilingual in Spanish, sandbag that a bit. I have to deal with Spanish clients all the time now that they know I speak it (Like a ten year old) and it's a very different sort of sale.

TreeEater
TreeEater

@Sharpcharm
A lot to take in here. but will try to internalize it's lessons. Thanks!
@BinaryMan
Totally get ya here. I love playing with language. The subtle associations and implications that a well chosen word can offer, the context it can produce that another won't.

But basically it's make it sound less "transactional" and "bussinessy"?

Now I'm just going to ruminate on that thing about the photographer and his prices.
Impressions count. And I need to figure out a price point where the customers I lose will be offset by the customers who will be willing to fork out.

RumChicken
RumChicken

@Soft_member
Onto the psychology. People buy things for two reasons: fear of loss and hope to gain. If you don't have either of those, you don't have a sale. The reason that someone is hopeful or fearful is called a dominant buying motive.

Hope to gain is what most people understand when they think of sales. There's plenty of obvious things to gain:
Status
Experiences
Money
Time
Quality
A solution to a problem

Fear is what makes a great salesperson. Fear is strong. Fear makes people do things they normally wouldn't/couldn't. I can guarantee that I'd run 100 yards faster with a lion behind me than $100,000 in front of me. We feel that we work hard and earn everything we have; that's why losing it sucks so bad. That's why fear of loss is so strong.

Convince a man that a product will bring him and his wife closer together and he may buy it. Convince him that his wife will leave him if he doesn't buy it and you have a sale.

Some common loss motivators:
Family
Security
Safety
Missing out (Useful for grills)
Losing money
Missing a deal (Useful for getting the sale today)

Lord_Tryzalot
Lord_Tryzalot

@CodeBuns
Sales is convincing someone to do or buy something they normally wouldn't in order to better your life.
Fixed that for you, user. We all love this advice but let's not bullshit each other here.

askme
askme

@RumChicken
Now in order to engender all these feelings in someone, you'll need to get them to listen to you. In order to do that, you need to be someone that they like.

People are very simple. I said it earlier. People like people that are like them. This is why finding common ground is important even if you have to make that common ground up. Sports teams, languages, areas they're from, kids, TV... all this shit works.

Something a lot of people aren't aware of, though, is their speech. Subconsciously, people like those that speak like them. This doesn't mean mimicking a heavy southern drawl. But matching their cadence, volume, tone, and some common idioms goes a long way. As long as it's not overt, this makes people more inclined to have a favorable opinion of you.

Body language is a bit too subtle to explain via post, but a good rule is to never point your shoulders/chest at each other. It's confrontational. And you should never be more relaxed than when talking about money. When building value, gaining rapport, or anything else; get as close as you want. When it comes to money, you're relaxed, your hands are visible, and you're leaning back from them. Money is no big deal; don't make them feel like it is.

Gigastrength
Gigastrength

@Lord_Tryzalot
Fixed that for you, user. We all love this advice but let's not bullshit each other here.
They're not mutually exclusive. I sometimes tell clients that I get a commission, and they're genuinely happy. I thought I was just fucking people for a long time, but you see them a year later and they're thanking you for pushing them.

Everyone will cry that they're broke. These same people almost invariably drive off in a new car after I walk them out of the office. Buyers are liars. The sooner you learn that in sales, the better.

@askme
I'm going to cover takeaways and some odds and ends next. Just going to check on work before I type it all out. If the user with quads that likes grills is still lurking, I'll show you how to parse this all together into getting a grill at a bar.

Gigastrength
Gigastrength

@Gigastrength
Got tied up at work. Bumping so thread doesn't die.

massdebater
massdebater

I've been checking every few days or so for the fox, missed your threads, any new stories to share?

Sharpcharm
Sharpcharm

@CodeBuns
i read How to Win Friends and Influence People

Snarelure
Snarelure

@Gigastrength
Saw a thread about you couple of days ago. Very informative!

TreeEater
TreeEater

Sales and Bread guy is back
Holy shit I missed you so much

Teach us everything about selling stuff to retards (and non-retards) please

Evilember
Evilember

@Snarelure
The typical progression is from rep, to manager, to a director or multiple team manager, then it depends greatly on corporate structure. Typically, if you're an amazing rep, going to management is a paycut in return for stability. At least until you hit higher management levels.

Thanks for your reply, but what I actually meant by job progression was mostly like ideas for places to apply to rather for a salesman position than the exact title of the job position. Like how to get started, where would be a good first place to apply that isn't door to door sales, then what to sell next, etc.

girlDog
girlDog

@Poker_Star
Thanks! Just replying to bump the thread. Very informative.

Booteefool
Booteefool

Don't know if you remember but I'm the guy who worked for university fundraising office. Supervisor there now and raised about $120k last year so thanks for the help.

I use the "a gift of $20, really just a case of beer for (our school) and all the memories you have here" if the dudes like younger

Stark_Naked
Stark_Naked

How can I use sales tactics and psychology for online information products?

Stupidasole
Stupidasole

4064
Hi bro! How is life treating you?

I was the Server tha asked you about selling certain types of dishes better. I kept in mind your words and with ongoing study on my field was able to get promoted to management.
Now in about a week I will get the opportunity to lead a restaurant as a general manager.
What I have seen is that you never stop selling, the only things that change are your customers. In my position I have to sell a productive and and profitable restaurant to my superiors.
Thanks a lot again for all of your advice.

Raving_Cute
Raving_Cute

@cum2soon
Fucksticks are such nice breeds

lulz were had

Evilember
Evilember

I'm around. Juggling a social life, work, and shitposting is hard. At the pool with my grill now. Will post this evening, continue the info, and reply to all.

Just keeping it alive.

MPmaster
MPmaster

@Evilember
take your time man, we are willing to wait.

Stark_Naked
Stark_Naked

@massdebater
any new stories to share?
A few. I'll post some later.

@Sharpcharm
I did about 18 months ago. Good read. Nice trips btw.

@Snarelure
Saw a thread about you couple of days ago. Very informative!
Thanks, user

@Evilember
ideas for places to apply to rather for a salesman position than the exact title of the job position. Like how to get started, where would be a good first place to apply that isn't door to door sales, then what to sell next, etc.
This depends heavily on where you live. If you want to get involved with timeshare, just look. There's resorts everywhere that are always hiring. Timeshare reps are known throughout sales circles as being incredibly good if they survived a few years; we just typically come with baggage (criminal records).

@Booteefool
That's awesome. Definitely remember that. You used to go to functions to chat up larger donors, no?

@Stark_Naked
How can I use sales tactics and psychology for online information products?
What are you selling exactly and how?

@Stupidasole
Neat. I'm glad to hear it helped you, man. That's awesome.

haveahappyday
haveahappyday

Dual degree kiddo from earlier.

What kind of products would be good to get a sales job in? I was thinking about medical equipment but I don't know anything about stuff like that. Any other ideas?

massdebater
massdebater

@Gigastrength
I'm going to cover takeaways and some odds and ends next
Takeaways are important because they introduce the concept of scarcity. Humans are programmed to want things if they are in short supply, and it can be demonstrated other people want said thing as well. This is why you'll always hear about limited time offers (They're taking away your opportunity to get that deal) and see "Number sold" in the bottom corner of QVC infomercials.

The best salesmen make someone want something, then make it unaffordable, then make it affordable. The client should feel as though they got the deal of a lifetime.

In order to do this, you need to make the first number you give a high one and make it real. I have two stories about this principle. One that demonstrates the power behind a takeaway, and one that shows how showing a high price before a lower one is beneficial to your sales strategy (Price anchoring if you care to Google it.).

Cont.

Fried_Sushi
Fried_Sushi

Nice thread salesanon. Bumping for interest

King_Martha
King_Martha

@massdebater
Why a takeaway is important:

You go to buy furniture
The store just had its big sale
You want to grab something left over for cheap

Here's where a salesman that doesn't know how to take it away comes up.

"Hey, buddy. The sale ended yesterday, but if you want to get that sale price, I can probably help you out. Let me know if you need anything."

He offered you the discount without you asking for it at all. There nothing special about it. The high price was never real.

Let's rewind to you walking into the store. Salesman B comes up; let's call him Closer.

"Hey, buddy. Pickup is around back. Where's your slip?"
I'm actually here to look for some furniture/a deal

"What the hell are you doing? Sale ended yesterday. That was when you were supposed to buy. Yellow tags aren't valid anymore. Let me know if you'd like help with anything. I may be able to mark down the MSRP a bit."

You're going to end up asking for the sale price. The thing that people were literally haggling down from just a day earlier. You'll feel like you got a deal just by getting the sale price. With Salesman A, you're going in there already trying to work down from the sale price.

The biggest problem new sales reps have with the takeaway is that they make it weak. You can't be afraid to lose the deal. By that, I mean you didn't have a deal before you told someone they couldn't have something; don't be afraid to see them walk out the door. If they do, you just didn't build that value high enough. Never be afraid to tell a client they can't have/do something (especially if they actually can). They'll only want it more if they really believe they can't. I've made people fight to be allowed to put money down. Do not give anything away. They should feel like they've earned every benefit or special deal they've gotten.

Cont.

idontknow
idontknow

@King_Martha
Price anchoring.

You're going clothes shopping. You need a brand new suit. You want it to be damn impressive. A salesperson shows you a nice $25 shirt. You like it, and buy it. The odds that you'll then buy a $700 jacket and pants are slim to none. If he shows you a $700 jacket, sells you on it, then suggests a $100 shirt, it seems downright reasonable. You may even buy that $300 vest. You shift someone into a different mindset by using different ballparks of numbers. The first number I show every single client is somewhere around $72,000. They feel like they got the deal of their fucking life when they walk out for $25,000. In reality, I can do most things for around $19,000.

Story:
There are two old, Italian brothers that own a suiting shop
One works in the back with inventory and also runs the cash register, but he's tied up stocking things
It's clear that the one fitting you for your pants is hard of hearing. You've had to repeat everything twice
"So do you like the pants, user?"
"I do. How much?"
In your mind, they may be worth around $200
"I'm not sure. Let me ask Franco. HEY FRANCO, HOW MUCH FOR THE BLUE FAGINIS?"
A shout comes from the back
"THIRTEEN HUNDRED"
Your heart sinks. Fuck that
"Okay, he says they're $300. Would you like to take them home?"
Ecstatic, you buy the pants for $100 more than you normally would have
Franco comes out and high fives Giuseppe

This is actually a true story. Can't remember the name of the shop, but two brothers ran this exact pitch for years. People thought they were getting the biggest bargain ever. Nobody has to hem and haw over saving $1,000.

Methnerd
Methnerd

@CodeBuns
He's in Anon's side now.

l-lewd

hairygrape
hairygrape

@idontknow

Cialdini really is your favorite, huh?

Deadlyinx
Deadlyinx

@Stark_Naked
What are you selling exactly and how?
I want to sell a program to get older guys libido back, it's designed with doctors and they can access it on my membership side

New_Cliche
New_Cliche

@hairygrape
Cialdini really is your favorite, huh?
Absolutely. I've seen that work so well you wouldn't believe it.

I start my value presentation, get them to bite just a bit, and then take it right the fuck away by rolling out $72,000. The game changes right after that to me trying desperately to work to get that number down for them any way I can. "We" will figure out every complaint they've ever had with the company, give them back the interest paid on their last loan, all their equity, and fight to allow them to do this with a smaller purchase. Value is built in ten minutes for my pitch. The rest is the show. I can't count the number of times where I've gotten a credit card, initialed the proposal, and sent it in to see if "we can get it approved" while they ecstatically Cris their fingers. They'll then turn around and ask me to explain why we're doing this again. Sales is almost all psychology and pageantry.

@Deadlyinx
I want to sell a program to get older guys libido back
Why would they want it back? Humor me.

It's designed with doctors and they can access it on my membership side
The doctors or the guys with limp dicks?

@haveahappyday
What kind of products would be good to get a sales job in?
Anything that you feel you can confidently extol the virtues of. Preferably something with high margins, though.

I was thinking about medical equipment but I don't know anything about stuff like that. Any other ideas?
Medical equipment is great. Talked to a guy that sold it. Black and white monitors, actually. Get some experience in hospitals first. With medical sales, since interning or medical courses in college can't hurt. Honestly, sales will not be learned in school. It's a real world thing. It can only be perfected through experience. Everyone is a little different.

Deadlyinx
Deadlyinx

Where the fuck were you when I started selling shit door to door? God damn I had so many questions I wanted to ask you ;_;

Keep up the good work, you're probably the best thing to happen to this fucking board.

FastChef
FastChef

I work at a financial services firm. My number one goal is to get our clients to meet with our advisors for a financial review, which we offer complimentary to our clients (although really to anyone that has assets outside), as a large majority of the high net worth clients end up with a large majority of their assets outside of our firm. This allows us to find areas of opportunity (generally with financial planning, but that encompasses both Lending and wealth management) for us to help them and hopefully earn business.

I've had decent success, but I know there's room for improvement, how would you handle pitching something like this to a client who generally comes in for an unrelated service reason? I usually try to uncover assets beforehand to qualify, then ask about the last review they had with their advisor (mostly never, or the don't know) then I target pain points..

Well listen, many of our clients have found value in getting a secondary opinion on their financial situation. Through this, we've found that many clients weren't fully aware of the level of risk that they're exposed to, or the level of service they're getting for what they're spending. I'd love to sit down with you to give you a secondary opinion on your current financial plan and address any areas of concern, or simply point out anything we would do differently. Is this something that you'd be interested in? When would be a good time to move forward with this?

Any tips?

CodeBuns
CodeBuns

Honestly, I'd like to thank you for posting this information because I whole hardly believe it. For instance you claimed you'd run faster with a lion behind you then 100k in front of you. Fear sells and I have a story for it

Cont

New_Cliche
New_Cliche

@LuckyDusty
Hi user, what can I help you with today?
"No"
A-Alright then...

whereismyname
whereismyname

@CodeBuns
Cont.

My father pays for a loan every month that he was supposed to pay off this year. My mother takes the money to the bank and pays the loan. I leave to California for 6 months and in that span everything seems peachy. Until last month that my father was delivered a court date for bankruptcy (it was somewhat what true and I'll get to that)
When I had left my mother stopped paying the loan which the money was never recovered and my father received the papers in may and every day I reminded him that we had to call and confirm the court day. At first he couldn't do it because he works from 2am to 2pm every day and would come home exhausted. About two weeks before the court date I sat with him and told him, "look we need to call and confirm or else the bank will take the house you worked hard to own" that same day we called and confirmed. Mind you we're Hispanic and he really doesn't understand the system. We went to court and found out the missing money amd paid it in full. Now if i hadent baited him into thinking we would lose the house we never would have made the call thus actually lossing the house.

haveahappyday
haveahappyday

@New_Cliche
with older guys I mean 35+
And even young men have problems with erectyle disfunction
Why the hell wouldn't you want your libido back

the guys with limp dicks can access the membership site if they pay.

Stupidasole
Stupidasole

@Deadlyinx
Where the fuck were you when I started selling shit door to door?
Still doing it?

@FastChef
I usually try to uncover assets beforehand to qualify, then ask about the last review they had with their advisor (mostly never, or the don't know)
Make sure that you're doing this in a very non threatening, and nonchalant manner. If they say they've never met with one, they're probably being honest. If they say they don't know, I'd bet money that they're lying.

I'd love to sit down with you to give you a secondary opinion on your current financial plan and address any areas of concern, or simply point out anything we would do differently. Is this something that you'd be interested in? When would be a good time to move forward with this?
You were fairly good up until here. There are two things that jump out at me as needing a different approach. The first is you saying you'd love to sit down with them. Never say "I" when trying to pitch a benefit. No matter what your intention, you come across as caring about yourself more. "I feel" is okay. "I'd like to share" is good. Never, "I'd love to sit down and talk to you.

Mr. Moneydick, I feel like you'd really benefit from sitting down with myself or one of our other advisors, and here's why...

This would be a great time for a third party story. A third party story is exactly what it sounds like. You tell the client a story about someone you've helped in the past. Add just enough details to make it real (Nice couple from Whateverville, three kids, a grandson on the way), and explain how they were in a similar situation, had the same doubts that your client does, and ended up ecstatic.

Third party stories are a great way to kill objections before they ever come up. If you manage to broach a subject that they're going to use to contest you first, explain how it's immaterial, and demonstrate that it's exactly why the client should move forward; they won't bring it up as an objection because they'll feel stupid.

farquit
farquit

@Stupidasole
Cont.

Next thing is your close. "Is this something you'd be interested in" needs to be completely erased from your vocabulary. Of fucking course they're interested. Why wouldn't they be?

What I'm going to suggest sounds rude, so you'll need to practice it at home to make it sound natural and not aggressive, but you're going to tell them when you're free. If they're going to object to something, let it be the time you've suggested, not the meeting itself.

So obviously there's some things we can cover, and I'm really confident that we can help you out here. I'm free Thursday around 11, that work for you, or is there another time you'd prefer meeting?

They may not want to do the meeting, but sales is about compromise. If I leave them the choice between meeting or not meeting, for them to win, they choose not to come. If I give them my time, their time, or not coming; the compromise lies in the middle. You've given them an easy out to reassume control, but it still ends up giving you your desired result.

@whereismyname
It's a powerful motivator.

@haveahappyday
Why the hell wouldn't you want your libido back?
I can literally sell you on the idea of chemical castration. Tell me why I need my libido.

the guys with limp dicks can access the membership site if they pay.
Okay. I get what you're driving at from a business model perspective.

@New_Cliche
Oh, sorry. Who are you here to see?
What?

Are you picking up?
No

Oh, my bad. So you haven't picked anything out yet?
No

Great. So what were you looking for today?
...

I'm not yielding control of my sales floor to some dickhead. I'm going to be nice about it, but make no mistake, this is my house and he'll treat it as such. Nobody goes into a brick and mortar retailer with the intent of being hostile towards salespeople. You can typically defuse someone that doesn't want to talk and make them come around. People that are dicks to salespeople are typically just scared because they know they're easy to sell.

Need_TLC
Need_TLC

@farquit
you need your libido so your wife will not cheat on you and leave you for tyrone
you need your libido so you fullfill your dream of becoming a child that is yours

King_Martha
King_Martha

@Need_TLC
you need your libido so your wife will not cheat on you and leave you for tyrone
So bringing my libido back will keep my wife happy? If I don't have a libido, my wife may leave me?

That's what needs to go in your ads. Something that appeals to that fear.

you need your libido so you fullfill your dream of becoming a child that is yours
I don't think this is going to be a very strong play on your part. Associating children and libido, however tangentially, isn't a good move.

Illusionz
Illusionz

@King_Martha
alright thanks

Lord_Tryzalot
Lord_Tryzalot

@Stupidasole
Still doing it?
Nope, I technically got laid off a cuple weeks ago but I guess I'm still on payroll.

It took the entire summer for the multi millionaire hotshot owner that paying 6 college students 10/hr plus commission to sell window cleaning wasn't exactly working out kek

DeathDog
DeathDog

Great thread, man! Solid advice you're doing good work. Any tips on vocabulary, body language etc. when trying to sell yourself at say a job interview or loan application? If you've got any I would really appreciate it.

Spazyfool
Spazyfool

What's a good entry level sales job to build a resume with? I have no sales experience.

SniperWish
SniperWish

@DeathDog
Any tips on vocabulary, body language etc. when trying to sell yourself at say a job interview or loan application? If you've got any I would really appreciate it.
For job interviews, perceived value is a big thing. Once again, don't point shoulders at them, be a bit assertive, and lead the conversation. When it comes to salary negotiation, don't be afraid to ask for more than the going rate. As long as your résumé is solid and you act like that's what you deserve, it'll make them think you're a valuable pick up.

@Spazyfool
What's a good entry level sales job to build a resume with? I have no sales experience.
Any sales job that you can later prove you were good at. My trainer's (sales trainer) girlfriend left the company and went to pursue other work. She interviewed with ARP. The interviewer asked what she did prior. He dismissively asked her how long. After she said five years, she got hired on the spot. Surviving for a long time in sales is impressive. If you don't have time in it, you better be able to prove it with numbers. They're hiring you based on skill at this point, not what you sold or who you worked for.

eGremlin
eGremlin

Thank god for this thread, been reading everything on the way home.

I have a big question for you. I really suck at talking to people in general, my voice gets low, and I feel like there's an "invisible wall" while talking to anyone and things get awkward fast. How do I improve? Any specific books/videos you recommend?

Emberburn
Emberburn

@SniperWish
So like solar panels, used cars, call centers, or what. If you didn't have anything where would you start looking?

StonedTime
StonedTime

@Stark_Naked
This depends heavily on where you live.
Canada, so basically you can assume "United States". Montreal, to be more specific.

TechHater
TechHater

@Spazyfool
I'm also in sales (pharma) and my two cents is that doing something in B2B (i.e. selling photo copiers) rather than B2C (i.e. retail at Macy's) opens up doors faster to the "big boy" sales jobs (high salary/commission)

eGremlin
eGremlin

@Gigastrength
I'm going to cover takeaways and some odds and ends next. Just going to check on work before I type it all out. If the user with quads that likes grills is still lurking, I'll show you how to parse this all together into getting a grill at a bar.

Not the quadanon but hella interested nonetheless.

JunkTop
JunkTop

@TechHater

Did you start in B2B? Is this even "realistically" possible?

Nojokur
Nojokur

@JunkTop
Sure. Lots of companies have a "management training program" which is essentially a crash course in sales for your typical recent graduate. They'll work you to death for nearly no pay but if experience is what you desire they are great. Off the top of my head Enterprise Rent-A-Car, ADP, and Xerox have well know programs which hold pretty good weight on a resume.

Lunatick
Lunatick

@Nojokur
typical recent graduate

Might sound like a retarded question, but what kind of a graduate? You mean academic credentials, or something else? I thought that sales jobs don't really care about academia, hence the question.

w8t4u
w8t4u

@Lunatick
College/university. For sales jobs which are very sought after (software, medical, engineering, etc) most companies are going to want to see some sort of higher education. Doesn't matter what area/emphasis, its pretty much just a box they check. The next thing they look at is experience in "complex selling situations" and your brag book. In these fields, starting reps (0-2 years exp) usually make somewhere between 60-100k and I've seen those with 10-20 years of experience pulling in 250-320k+

lostmypassword
lostmypassword

@Nojokur

Xerox program has taken a shit. I took it back in 2009.

Nice part? Agencies will higher anybody because they pay full commission, no salary generally.

Personally I have worked for Xerox, Canon, Konica Minolta, Samsung and now Ricoh. I have sold postage machines, IT services, Phone systems, security systems. Hell even did website services and marketing for a while.

Getting into a B2B sales company isn't difficult if you hustle and read a bit. But it is still a very difficult hustle in the beginning.

Poker_Star
Poker_Star

@w8t4u

Most "entry level" B2B jobs pay around 50k. Yes, you CAN make 60K+ working you ass off, but if you have a shit book of business and the prices are too high (dealers/agencies will always charge more than manufacturer) you quickly get priced out. Then you need to cut your throat to make the sale. But because you slashed profits, you now need more sales to compensate. It becomes this vicious cycle.

Deadlyinx
Deadlyinx

@lostmypassword
What do DMs make at Ricoh? I have an acquaintance that joined right out of college as a rep and just got to DM.

Snarelure
Snarelure

@Deadlyinx

No clue about Ricoh. I know a "normal" account rep makes about 55K salary, benefits, car allowances ect.

At Konica Minolta the Branch Managers made 96-128K depending on experience. Sales Managers made 80-110K experience pending. I currently work at a Ricoh dealership as a junior rep. Canada recession fucked me right up, starting from the bottom again.

FastChef
FastChef

@King_Martha
Video user here again. Got two, possibly related questions here

Firstly, like I get a lot of my business freelancing from word of mouth. Sometimes I'll be at a party when a potential customer, usually a friend of a friend inquires on behalf of their band, or their employer, their start up fashion label etc... When I've used, pretty much what you told me in the other post "great, who recommended me?", once I know what they want a video for I zero in on how it's a investment for them and how it satisfies their needs and what benefits it has...
Once I see their biting do I go?
Here's my card
(writes down time and date)
Tuesday afternoon I'm free. I'll have a proposal for you, you can email me a breif at any time before then.

Like getting them committed to a formal meeting.
OR DO I try and seal the deal then and there in that conversation?
I'm not sure what's a better strategy.

The other question is: courting sponsors.
I'm planning on doing a Youtube series, brand building exercise for me as a content creator yadda yadda yadda.
Details still being ironed out.
Once I've got the stats behind me, the views etc. I want to be banging on the doors of advertisers and big brands, hooking up direct sponsorship, or maybe signing a contract with them to shill as a brand ambassador.
Any thoughts?
I have no idea how I'd go about doing it (email pitches, maybe I'll need to start buying those horrendously overpriced conference tickets and just network in amongst all those advertisers?)

Also just got to say you do a really good job of explaining all this stuff, it's one thing to know your stuff, but it's quite another to to get that away in a clear and practicable way. Thanks!

Booteefool
Booteefool

@Garbage Can Lid
Like the guy says. You got nothing to work with until the bitch says no. Then you find her concerns and preserve

Burnblaze
Burnblaze

Hey sales guy, I'm new to sales and in real estate so I have no idea what I'm doing. Everyone keeps giving me these scripts to use but I haven't been taught any of this sales language stuff, so anytime something unexpected comes up I get flustered. Any good advice for me? Books to read? I didn't realise I'm selling my services and not houses before I entered.

Evil_kitten
Evil_kitten

@Emberburn
So like solar panels, used cars, call centers, or what. If you didn't have anything where would you start looking?
Of those, honestly solar sounds the most fun and easiest to sell. If you can get a gig, go for it

@StonedTime
Then just go for anything offering a mostly-commission based pay plan.

@eGremlin
At work, I'll type something up later.

@FastChef
I like this post. I'll get to it in a second, but the general rule regarding your first question is if you can't process the payment at that time, don't do the sale. @Burnblaze
I didn't realise I'm selling my services and not houses before I entered.
At least you've realized this, so I'll post about how to really sell yourself next.

May be going into a meeting in about 15 minutes; that's why I'm giving choppy answers. If I don't end up doing anything, I'll be right back on.

Deadlyinx
Deadlyinx

@eGremlin

Get a decibal measuring app on your phone.
Record yourself talking.
voice coach
toastmasters
PUA bootcamp/ local lair.

GoogleCat
GoogleCat

@Burnblaze

Good fucking lock .The best brokers spend shit loads of money on advertising themselves. Get a very nice suit, clean whatever hoopty you own to a god damn sparkle and start hustling. Hustle as hard as you can. You need face contacts.

When you finally have a client that is willing to employ you, make sure you move heaven and fucking earth for them. You need to be bloiwng them on a regular basis, or just short of blowing them. After they buy the house, make sure you send them a classy, tasteful, hand written thank you note, take a picture of them with the house, then make sure you keep them in you notes as a follow up.

Same concept applies to selling cars.

Carnalpleasure
Carnalpleasure

@GoogleCat
How does one hustle though? Also o assume hoopty is my car?

Harmless_Venom
Harmless_Venom

Bump so it doesnt die

Fried_Sushi
Fried_Sushi

Will post and answer tomorrow morning. Grill is coming over tonight.

Raving_Cute
Raving_Cute

What about URRE?

massdebater
massdebater

@Carnalpleasure

In real estate? Advertising, cold calls, visiting networking/trade shows ect.

Also yes. Hoopty = car. Most reps that I have met get into real estate as almost a last resort. Especially junior reps. In which case, you probably aren't rolling some big ass soccer mom escalade, but whatever you have available. Rock that. Just like how your shoes are noticed when approaching someone, your car is noticed too. Make it look good.

StrangeWizard
StrangeWizard

Mortgage banker here. I do mortgages for people over the phone. Some advice after 2 years in sales that I would offer:
Always say thank you and please. And not just a scripted thank you, but make sure the other person is listening. Throw them a curve ball to start with so you get their attention. My curve ball is telling the person I'm not here to sell them a mortgage. I'm here to find out about their financial situation and see if they could benefit from a mortgage and if they will we can talk about it if they don't benefit we will talk about that.

takes2long
takes2long

BUMP because this is gold

5mileys
5mileys

@FastChef
Any thoughts?
This is more of a business plan kind of thing I feel like. I was incredibly hungover last time I was replying; I'm not entirely sure how YouTube advertising works. That seems to be pure numbers and knowing one or two people with some experience.

@Burnblaze
I haven't been taught any of this sales language stuff, so anytime something unexpected comes up I get flustered. Any good advice for me? Books to read?
I'll cover how to handle objections then. And as far as books, I love Cialdini, -Zig Ziggler, and Belfort is okay. Belfort was honestly more of a scam artist that happened to be a fantastic salesperson. His book is great for understanding why a sales process is important though.

@eGremlin
I have a big question for you. I really suck at talking to people in general, my voice gets low, and I feel like there's an "invisible wall" while talking to anyone and things get awkward fast. How do I improve? Any specific books/videos you recommend?
Practice. That's literally it. Go to bars if you need to. Knock a few back, and talk to a single guy at the bar. He's there to socialize. Or the bartender. They're incredibly easy to talk to. Not saying hit on them; just chat about stuff. Prior to trying something like this, stand in a Super Man pose. Head held high, back straight, hands on hips. Do this for 30 seconds where nobody can see you. You'll feel more confident afterward.

@Raving_Cute
What about URRE?
Invest in Pepes.

lostmypassword
lostmypassword

@5mileys
I'll cover how to handle objections then
Objections are terrifying for new reps, a fun challenge for intermediate reps, and invaluable to the experienced.

What's an objection?
A reason that a client gives you to not buy. They're all the fucking same. After about a month of selling, you'll have heard every single one. They can be grouped up pretty easily:

Not for me
You haven't found a problem to solve yet, or a benefit/feature the client wants

Can't afford it
Bullshit. I can't afford it simply means they want the money in their pocket more than whatever you're selling. If your product will save them money, this is the best thing you can hear.

Today
They can't make the decision today/they need to think about it. Depending on your line of work, you may be fine with working a deal for a week or more. My industry requires I get the sale that day. Preferably inside of 2 hours. This isn't something that can be overcome with a simple retort or counter (typically). Your whole pitch needs to contain urgency requiring the deal that day.

Condition
Can't be helped. Nobody can sell them due to some outside circumstance.

So what do I do when my client says X?
This is the most common mistake I see new reps make. They'll listen to the closers and head reps, write down objections, and take notes on the response. Overcoming an objection isn't a call and response game. If it was, I'd be able to manage a sales team of successful parrots.

Objections are opportunities for you to tie down the client and get the sale.

So they just said they can't buy because X
Cont

Emberfire
Emberfire

@lostmypassword
Smile and relax. That's the most important thing here. Do not panic. If you greet the objection like it's no big deal, it's not. If you're sitting, lean back.

Now, what to say. You preface every rebuttal with "I understand." (This is a huge emotive word/phrase by the way. You don't "know" anything. You sound like a prick.) There's two reasons for this. You want to validate their concern, and give yourself time to think.

Ever listen to a salesman misunderstand a question, explain the wrong thing, and act like everything is fine just to have the client rephrase the question? It was so obvious what the client meant, but he just didn't grasp it. That guy knew damn well what the client meant; he just didn't have an answer yet.

You validate their objections because you're going to agree with them.

I understand completely, and that's exactly why...

The reason they're afraid to move forward is the exact reason they should do this today. You are going to use that concern to tie them down.

I can't afford this
I understand completely, and that's exactly why you need to move forward.

(They'll be confused and pause)
If you're concerned about budgeting, a widget that can save you X on Y is the best possible move for you. I'm not trying to take food out of your kids' mouths; I want the money you're already spending on Y. If we can invest that in a better fashion for you, save money along the way, and get a better performance from Y at the same time; you'd be set, wouldn't you?

You can also use a third party story there instead. But the "formula" is smile, agree, that's exactly why, tie down.

w8t4u
w8t4u

Bump

Flameblow
Flameblow

@BunnyJinx

I'm currently running a business which sells used video games online, making about $70-80K a year

Because my business is an internet business, I don't use these sales skills as much as a IRL business... but my business still involves some selling and negotiation, and I've learned some good stuff from this thread

Well done OP and everyone who is contributing to this thread, Veeky Forums needs more threads like this

Gigastrength
Gigastrength

@Flameblow
Thanks, user.

I'll work up the grill post today. I know a few people want it.

BinaryMan
BinaryMan

@LuckyDusty
The salesman asks what he can help user with. He doesn't ask if user needs help. It's impossible to give a one word answer to this that is dismissive to the salesman

nothing

Raving_Cute
Raving_Cute

@Gigastrength
ayyy lmao

Evil_kitten
Evil_kitten

@BinaryMan
nothing
Nobody is going to say this (Or it will be exceedingly rare).

A quick rebuttal would be:

Oh, great. So you already know what you're getting today?
No

Ah, well what room are you shopping for?
Not sure.

And from there try and lead that conversation. The idea is to just get some dialogue going. It's a numbers game at the end of the day, though. This is never going to work 100% of the time.

Stupidasole
Stupidasole

@Raving_Cute
Coming up bby.

Grills and sales. I think I stated this earlier, but if you were going to work on a sales floor, you'd dress well, take a shower, and groom yourself. You still need to do that shit if you want to bring a girl home. I wear a suit most times when I go out, simply because I go out directly after work with some colleagues most of the time. Go to /fa/ and learn how to dress in some simple basics. A pair of pants and a t-shirt can make you look better than 90% of people on the street it fitted properly.

I sell timeshare. I'm typically very upfront about it. My job carries no cache. I'm not a doctor or lawyer. I say this because someone is going to jump in and say that girls are only fucking me/giving my their number because I look like I have money. Girls like guys with money because they typically have confidence. Confidence is literally all you need to get girls, and that's what we're going to talk about.

This is going to take a bit to type out, as my gf just walked in to have some coffee before her shift, but I'll get it written up.

Spamalot
Spamalot

When going into a sales related interview, what should I be saying/doing? Know this would be entry level I have customer service experience and am the university fundraising guy so have solicited a lot of donations.

I was thinking talk about how I like people and like helping them reach goals. And how I've done it recently, a lot of people want to donate in the future but I talk them into doing it today.

5mileys
5mileys

@Spamalot
Btw @Stupidasole
I didn't go to functions just over the phone but yeah, $1k plus donations for a few months last year (the way the university manages our calling we can't call those guys that much because they'll get annoyed)

StonedTime
StonedTime

@Spamalot

Here are my suggestions:

If you got an interview, with an actual company and not just some head hunter, answer truthfully.

Don't talk too much. I have seen decent sales reps talk themselves right out of a sale on more than one occasion. If they ask a question, think about it carefully, formulate an answer and state it. Do not, volunteer a novel on top of that, do not hum and haw, do not say "Uh" "Like" ect.

Silence is good. I don't know how many interviewers will go silent during an interview, either after making a statement or getting an answer. Just let it hang there. Do not fill the silence. Do not start talking ect. First person to speak looses. If you ask a question, wait for the answer. If they ask you a question, answer then be silent. Sign of a good rep.

Have questions prepared. Ask general questions. Ask about salary, ask about benefits, ask about territory (in general), ask about procedures ect. Shows you are willing to dig. The more you dig, the better. If they outright refuse to give an answer, you can ask why. Lots of recruiters and managers are concerned about giving out important details. Personally, I have literally told recruiters that they have wasted my time and left interviews. It rarely happens but it does.

Read up about the company and products they are selling. Dress snappy, clean you car. Show up 30-45 minutes early. I showed up to an interview 15 minutes early, did a killer presentation and lost the job to a rep that showed up 45 minutes early and toured the business.

Harmless_Venom
Harmless_Venom

@StonedTime
Thanks man, how do you feel about buzzwords? I don't use them in my day to day talking but people say to use them.

happy_sad
happy_sad

@Harmless_Venom

Explain. I never use "buzzwords".

massdebater
massdebater

@happy_sad
instead of saying "I helped increase productivity x%"
"I streamlined productivity x%"

likme
likme

@massdebater
that was just an example I googled "list of buzzwords" and got this definition:

buzzwords which form part of the jargon of corporate, academic, government, and everyday work and social environments, as well as by writers and public speakers.

Some are natural but should I go out of my way to say something in a way I wouldn't say otherwise

Playboyize
Playboyize

Throwing this out for anyone, I'm in the Final Year of a Business Studies Degree and I want a job selling cars, But literally every opening requires car selling experience, What am I supposed to do? My job experience is 4 years in retail, with one of the years as a supervisor.

BunnyJinx
BunnyJinx

@Playboyize
I'm wondering about interviews too so idk if this will be much help.

I'd just show that you have selling experience and car knowledge and could apply them both to sell a car. Reference that you were promoted because of your customer service ability and talk about how you've been able to up-sell to customers.

VisualMaster
VisualMaster

@Playboyize
I have seven years of experience in the auto sales industry from rep to manager to traveling sales/training. If you're in the US you can easily get a job at almost any dealership without experience. The only exceptions would be some high line dealerships and even many of those will hire green peas if you present yourself well.

Get a couple of nice document mailers and put your resume (printed on cardstock) and a cover letter and letter of reference or two in there and seal it up. Then go on the website to a handful of dealerships in your area and find out the general managers' names. Put their name on the mailer and wear something nice and drop them off with the receptionist at the different dealerships. Just say "Hi, can you get this to Fuckstick? He's expecting it." You'll get calls back from 4/5 dealers and usually you'll be dealing with the GM right off the bat.

Ignoramus
Ignoramus

@Stupidasole
So, on confidence. Talking to a girl is very simple. You'll use assumptive language as well as choice closes. This is mostly just to get her talking to you. You need to actually listen, be interesting, and make her laugh afterward.

Most guys will ask a girl if they can buy them a drink. (This shit isn't going to work at a crowded dance club. If you're funnier or more charming than you are good looking, stay out of loud bars.) Do not ask. Assume.

Hi, I'm user. I'm a little bored, so I'm gonna buy you a drink, we'll talk for a bit, and if things work out, you'll be my first ex wife ten years from now. What would you like, a beer or a mixed drink?

You're just trying to defuse her guard. If you can get her to laugh, she'll like you. You shouldn't give her any opportunity to say a simple no.

Afterward, get her talking about herself. She will, trust me. Take a genuine interest (Or as close to one as you can.) Second level questioning is important because it's going to allow you to compliment things that she thinks are hidden qualities about herself.

You want to make her feel really good. She'll like being around you. She's going to think you're incredibly easy to talk to. Once you have her laughing and blushing a bit. You're going to do a few takeaways.

If you can time this to her body language, you're golden. If at any point she makes eye contact, then looks down and to the left, she's into you. I've always told a girl after I've seen that.

Now don't go and do that
What?

You're into me
Am not!

Yes you are
How would you know?

Well, we're still talking, your pupils dilate every time we make eye contact, and you keep looking down and to the left. It's obvious.

You'll have her on the ropes at this point typically.

Nude_Bikergirl
Nude_Bikergirl

@Ignoramus
She'll feel like you just stripped her bare. She's now vulnerable. This is time for your takeaway. Let her know that no matter what, she's not going to be able to fuck you tonight. Make it a joke, but hold fast to it. She likes you, she was thinking about it, but she wasn't going to do it tonight. Now she's not allowed to. This is going to be the only thing she'll think about the rest of the night.

You dictate the rest of the night. Let her get to talking again, get her into you, then take it away. Act like she has to woo you. This has never happened to her. Won't work every time (It's sales), but it's a damn sight better than just asking to give a girl $5 for a drink.

haveahappyday
haveahappyday

@Spamalot
@5mileys
Other guy had some decent info.

The good news about most sales interviews is that you don't get hired by HR, but by a recruiter that then has someone from management come in. That's your time to basically sell yourself.

Ask them questions about the job, sit in a relaxed, confident manner, and try to get talking about shit you have in common. It's fairly transparent at times, but this is what they're looking for.

Your experience is incredibly valuable. Just present it correctly. If you have figures, feel free to toss them out.

@Harmless_Venom
how do you feel about buzzwords?
I don't like this crap at all. Talk to them like a person. Be personable; that's what salesmen are supposed to be.

MPmaster
MPmaster

Dual degree guy from like 5 days ago

In an interview, would there be any questions to expect/very commonly asked questions to prepare for, and good replies to those questions? "Sell me this pen" or "what are your ultimate career aspirations" etc... (I'm just assuming stereotypical questions that I've heard of in media, I've never actually been to a sales interview.)

Lastly, would it be bad to tell my interviewer I want to be in a high managerial position in the company? Or would that be implied if I were to have a Business Administration/Management degree?

girlDog
girlDog

@Ignoramus
@Nude_Bikergirl
The Red Pill lied to me...

Deadlyinx
Deadlyinx

@girlDog
shiggy

Techpill
Techpill

@haveahappyday
Thanks man I figured on the buzzwords

Spazyfool
Spazyfool

@haveahappyday
You might have trouble with Medical sales if you don't have a degree in biology or similar. I'd look into that.

JunkTop
JunkTop

@BunnyJinx
How do you gain clientele in your business?

Deadlyinx
Deadlyinx

@JunkTop
We have a marketing department that places clients in front of reps. I work in in-house sales, meaning I sell more timeshare to the people that own with us already.

Bidwell
Bidwell

Don't let it die

PurpleCharger
PurpleCharger

Bump

kizzmybutt
kizzmybutt

@Bidwell
@PurpleCharger
Anything you guys are looking for in particular?

FastChef
FastChef

@kizzmybutt
Tips for selling TV service from a kiosk in a big box store? None of the customers who come around are looking for it.

farquit
farquit

@kizzmybutt
waiting on your new stories

StrangeWizard
StrangeWizard

Amazing thread by the way, I've been soaking everything up. I had a question, I'm going into Real Estate as a licensed agent, and I'm well aware of the competition I'm faced with in my city. How do you deal with competitors, what do you say to lead possible clients to you instead of others? I see some agents have poorly made websites and some have no sales. I'm easily going to spend a lot of time outside meeting people, while working on marketing/website, etc. Any other tips for marketing? I appreciate it!

Dreamworx
Dreamworx

@FastChef
Tips for selling TV service from a kiosk in a big box store? None of the customers who come around are looking for it.
What benefits does your service offer that others don't? What's its price point?

@farquit
waiting on your new stories
Only have a few. Batshit crazy seems to be a dying theme around my office.

@StrangeWizard
Will get to this in a bit. Marketing mostly involves perceived value.

LuckyDusty
LuckyDusty

@Dreamworx
Satellite, so it's slightly less expensive than cable, but requires a dish and offers no unique benefits compared to anything else.

The sign-up offers are okay, but they don't really wow anyone.

Harmless_Venom
Harmless_Venom

@kizzmybutt

How do you cell cellphones and cellphone plans?

Illusionz
Illusionz

@StrangeWizard
Are you me? Just started with a broker today. Gotta hit the phones hard tomorrow... I'm going to get 2 appointments tomorrow.

CodeBuns
CodeBuns

@massdebater

Go for it. But going into an interview, using a buzzword, then having to explain it makes you look like a fucking tard. So use the words sparingly. If you want to use a buzzword, use it once quickly and just keep moving. Buzzwords are like strippers. They look great in the club under the black light, but you see her in the day light and she is some buck tooth, c-section having crooked titty 40 year old..... Or maybe that's the strip clubs I go to.

@Playboyize

Literally walk into any dealership and ask for the manager. When the manager is there, ask them for the job. Be blunt. Shake there hand and look them in the eyes ect. You do that 10 times confidently, you will get a job. I guarantee it, especially if that dealership is hiring several salesmen. Honestly though selling cars sucks. You work full commissions usually and the hours can blow a big knobby cock.

King_Martha
King_Martha

@MPmaster

What kind of interview? If it is a sales position know this. You will almost always be asked "what are your weaknesses/strengths". I tell recruiters I have no weaknesses. I say in confidently. It is suck a fucking bullshit question. When they ask my strengths I normally tell them several reasons why I am awesome. Telling them where you see yourself in 5 years and that is a managerial role is not bad at all. But honestly, I have see sales reps in copiers go to some form of sales manager in 4 years. From there they move into branch manager roles within another 2 or so. Business Development Managers or BDM reps can move into management much faster. If you want the fast track to management? Get into a position that allows you to move to other businesses.

@StrangeWizard

Adver-fucing-tising. You need to get your face out there. SEO optimized websites, mailers, social media advertising.

@Illusionz

A tip. Build castles in the sky and then build the foundations to them. Setting goal is good. 2 Appointments in a day is a good goal. But what makes you reach that goal? Is it 10 cold calls? Is it 20? Try to find what leads to you reaching your goals. Work that. I have 120K worth of Copiers I want to sell in the next week. That's my goal. Now I need to work towards that. I need to prep paper work, prep presentations and visit all those customers.

Soft_member
Soft_member

@Nude_Bikergirl

Hey man I tried this and it blew up in my face big time. I was able to keep her interested for a while (at least I hope so) but then when she started losing interest (which was my own fault) I choked and it all went downhill fast.

I dont know, I feel like Im a confident guy and I'm not a bad lookin fella, but I am kind of a loner (I don't see this as a positive aspect but it's the truth). I can socialize with people when neccessary no problem, with a few hiccups every now and then, but when I set my eyes on a specific girl it makes me overthink the situation waaay too much and it always ends in tragedy.

Thank you tho man, I wouldn't have even tried it with a girl like that if I hadn't read this thread and although I felt horrible for that trainwreck of a situation I created at first, right now I weirdly feel better that at least I tried. It's weird but failing that hard kinda makes me wanna go out there and try it again

Evil_kitten
Evil_kitten

How can I motivate people in sales roll? I'm the fundraising guy and recently got supervisor, want to be able to increase what we do.

We can't do commission based incentives but have like a raffle for the amount of Credit Cards you get every night. I brought up in my interview to use gift cards and say "highest percent of upgrades gets a $10 card tonight" for example and I believe we will start that soon.

Other than telling people "good job" and saying positive things "you got this next one!" What can I do? I only put in here because I think its sales related, motivation of people in sales positions.

Thanks all.

haveahappyday
haveahappyday

@Evil_kitten
ROLE NOT ROLL dammit now Veeky Forums knows I'm retarded...

Deadlyinx
Deadlyinx

@Evil_kitten

What is the sales?

First price? A new Cadillac Eldorado.... Want to see second prize? Set of steak knives. Third prize is your fired.

You need to look up NON financial motivators. A real leader lights a fire in those he leads, not under them. Running contests sucks. Make everybody work towards a common goal, over lapping personal goals.

PackManBrainlure
PackManBrainlure

@Deadlyinx
I've all ready taken away coffee for the ones who can't close.

We do fundraising calls to alumni of our University though. As far as common goals we keep a tally of what is going on for main metrics, total pledges, credit card percentage, total dollars, average dollar etc.

Skullbone
Skullbone

@PackManBrainlure

If you want to be a giant cock, start churning in reps. Always be hiring and interviewing people. If there is demand, you should be able to get 100 or more resumes on tap. Fire poor performs fast and furious.

Flameblow
Flameblow

@Skullbone
Well, the thing is, only top performers stay. I'd say 90% of a hiring class quits within the semester, 75% within the month of hiring.

We have a write up process that if you get coached and are below "meets requirements" and don't improve on second coach of the night you get written up. Three times you're gone.

I don't want people to get fired or quit though, this job isn't something you just come in and do fine. You learn at it. It's awkward to ask someone for $150 after talking for three minutes about a new building on campus or what they're doing for jobs. I always try to stay positive when coaching and give them areas to improve. I hate when I see people down about the job because they're not performing well the first fucking night.

BlogWobbles
BlogWobbles

@Flameblow
Funny fucking story, since new boss came and implemented write up policy on coaching. We've had three people cry with write ups, two girls and one guy. I haven't written anyone up but I hope nobody cried I'm not an emotional person...

FastChef
FastChef

@Deadlyinx
Kevin Spacey is a dick, and Alec Baldwin was just being himself.

PurpleCharger
PurpleCharger

@FastChef

Basically. I prefer Boiler Room and The Goods, live hard sell hard, as my go to sales movies.

Methshot
Methshot

@Illusionz
Nice! What state are you licensed in? Get enough calls in for an appointment?

@King_Martha
Yes perfect! Seems I was moving towards the right path with those ideas. I just wouldn't know the legal repercussions of mass sending mail out to people around me. .
I've already got a little promotion video in the works, I'll put it on social media once it's finished.

BunnyJinx
BunnyJinx

Hey fox bro,

Last time you posted on here I thanked you for helping me rise in the big box retailer I work for up to management. I'm now in a completely new arena to before. Now I'm the Store Manager under a franchisee and we are looking to expand our business from regular retail into having a field b2b presence. We are both happy to hustle the phones and drive wherever we need to go to get the growth. I sell computers and computer equipment, I'm also new to the area. What is a good script for myself and the franchisee to use to get this off the ground?

StrangeWizard
StrangeWizard

@Methshot
Licensed in Florida. I don't know how many calls I need to make

Oops, this didn't send this morning... I made 309 calls, 38 contacts, no appointments but 4 leads. I definitely have some room to improve but it's a learning process. My biggest objection was "Not interested (click)" followed by "no habla ingles".

Methnerd
Methnerd

@Methshot

I mean social media advertising. Paying a company to have you advertisements how up. Then advertising on every single local media page you can. Design something, copy paste, repeat.

@StrangeWizard

Fuck man, good job. It is a grind in the beginning. The grind never really stops, but honestly, keep at it. Right now I am running numbers for a half dozen or more customers, which is about 250K in sales. That is half my year, which should come out to some good profit margins.

iluvmen
iluvmen

@Methnerd
Thanks user. I've never cold called before so I didn't really know what to expect. I really wanted to set 2 appointments but it's like my broker said, I got 4 leads on my first day as an agent which is a solid start. Gonna plug away tomorrow and get that first appointment to pop my cold calling cherry.

likme
likme

@iluvmen

Just keep at it. Keep calling, keeping generating leads ect. If the response is "Not interested" throw in a hail marry "Why are you not interested". Keep that conversation going lol.

Poker_Star
Poker_Star

@likme
Does that work often in your experience?

Playboyize
Playboyize

@likme
Also, forgot to say awesome on the sales in the funnel. I hope you get all of that stuff closed.

And thanks again for the encouragement.

Emberfire
Emberfire

@Poker_Star

I would say it works 50% of the time it works 100% of the time.

But seriously, getting a cold call normally generates the knee jerk "Not interested" response. Keep the convo going and that MAY turn into an actual lead. I did it frequently when I sold advertising/webhosting. Half the businesses I called had no fucking clue about SEO or advertising. But I made them WANT it.

With selling yourself as a broker, there is no need. But talking to them and getting them interested in hiring you now or in the future is what you are going for. Yeah it is a numbers game, but you can hedge it in your favor.

@Playboyize

Thanks. About 95K of that is almost guaranteed. Signing 4 contracts 100%. Couple of proposals with contracts attached.

Then I have a final 160K ish deal I need to close.

RumChicken
RumChicken

@StrangeWizard
Cool cool Ive never been to Florida, I'm out here in Texas.

Nice hustle out there. Look up some basic Spanish phrases. Speaking two languages will definitely help out, especially in Florida!

@Methnerd
Sounds great! I'll be sure to do that! I'll be planting seeds here and there. . . I'm excited for what's to come in the near future!

SniperGod
SniperGod

@CouchChiller
@Methnerd
@takes2long

you give a lot of good info, but the "i assume you agree in order to close the deal" method, such as when you say

ask to see their card, then congradulate them
ask if theyd like to start with 50 or a little more

any time a salesmen tries to pull that shit on me they immediately become an enemy in my mind and will not be getting anything from me unless it was something i specifically was seeking out and decided on my own to begin with

granted, im a fairly frugal person and don't buy into sales pitches or spend my money without proper consideration on purchases beforehand. i rarely ever buy anything without researching online to make sure its what i want, the best option for whatever the need is both in cost and solution, and probably make an initial window shopping to scope it out with a "not buying anything at all" mindset predetermined specifically so I don't get suckered into a salespitch. If I still think its waht I want/need after I come back and get it

LuckyDusty
LuckyDusty

@Snarelure
going to management is a paycut in return for stability
wtf? I would have never guessed that. I thought managers make hand over fist more than their sales team due to end of year bonuses based on performance etc

I made buffalo chicken in the Crock-Pot, shredded it, then baked it into some macaroni and cheese.
shredded

That's so metal

eGremlin
eGremlin

@SniperGod

The "assumptive close" is a popular tactic. I have used assumptive closes in the past with customers. It doesn't work on everybody, but some customers are ready to buy right then and there. Using an assumptive close is a decent idea then.

@LuckyDusty

Oh hell yeah it is. A really good salesrep with a great territory/base/commission structure could be pulling 200K plus. I have met many reps making 350K selling. But that is usually the "feast or famine" reps. They make ridiculous amounts of money one year, but then next year it may be slow, or they may get there territory shuffled. As for management? Sure they make bonuses. But the average sales manager will rarely break 120K with bonuses. Sometimes really good managers can make 200K plus, but that is getting into senior management.

Poker_Star
Poker_Star

@BunnyJinx
Just came by to bump, and also to tell you that you are an inspiration.

I don't know how else, or what else to say, but I've been reading your threads for a very long time, all the way back to the first thread last year, and they have always been exceptional. I've reached high points and low, even so far as doubting sales altogether, but your threads keep me going.

Veeky Forums is a hit-and-miss shithole of information. And yet, you've gotten a home run every time.

Thank you for what you do.

t. Sincerely grateful user.

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