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hey guys what's happening YouTube hope everyone's doing really really well today today we're gonna have a special talk on a little bit more sales Tech sales cyber sales sales in general what is spin selling versus the BART system and this was a friend of mine actually we were talking about this the other day we were giving a call he's actually going through course careers right now and this came up but I thought this was actually a good topic so if you guys don't know what course careers it's a good if you're if you're new to Tech sales it's a good beginner you know Tech sales course what I like about it it actually gives you the basics if you've never done selling it's a very good course and it actually gives you a job placement at the end of it which is really awesome so a lot of people have asked me do you believe in boot camps depends on the boot camp it depends I do like boot camps if they have a job placement at the end of it so that's like kind of my thing um I I do promote it if you guys want you can look at the description below for 50 bucks off um they have an introduction course so you can test it out as well the other one I recommend is uvaro by the way so we're going to talk about that real quick uh I've been watching this show Outlast and you know this is very phenomenal I I'm into survival stuff I did survival camps myself um but it also talks a little bit about sociology and you see like tribal mentality on how people like kind of coordinate with each other so I've been checking that out recommend it but let's get to the why we're here okay so spin selling I've had a few people kind of reach out um asking for text sales advice uh a few people have actually reached out and they want me to do like a bit of mock interviews with them some I'm I'm updating a person's resume and they're LinkedIn today uh and a few of you have actually reached out on the photo booth stuff which is awesome happy to help too so feel free to reach out if you have anything uh around those questions I do my best uh to answer everybody I do have my own life too just a heads up so it's been selling what is spin selling so spin selling started in the 1980s it's a 1980s way of doing it so if you look at kind of like old school selling there's different methodologies a lot of people are familiar with hard selling hard selling is a lot more pushiness it does work it's been known to work this was something that you've seen in like Wolf Wall Street where it's like they they're just giving it everything it's a lot more forceful um and I know people that still use that and I have gotten amazing results it's not my style there's different styles and I think you should always pick the style that kind of resonates with you as long as it has a good track record so spin selling is a lot more questions oriented and it actually has four types of questions it actually has an acronym for those four types of questions situation problem implication and need okay so with spin selling if you just think about that let's go through each one some examples so you're doing active listening you're doing maybe 20 of the talking eighty percent of the listening and you're asking certain questions about the prospect in order to find out actually what is their reasoning why do they want this why do they are they good fit for you so situation questions are kind of your softball questions you're kind of you're starting off with a little bit like tell me a little bit about you know what industry you're in tell me a little bit about more about your business explain to me your business what tell me a little bit about your products and your services it's kind of the situation of the other person problem questions are now you're getting into really like what is the need and you have to ask certain questions that um get an emotional response so a problem question example is what's your biggest challenge you know you know what what's got you shopping in the marketplace right now what are you looking for what is your biggest challenge if you could change one thing about your service or business what would it be so there's some examples of kind of like a problem question what is the problem they face and you can tailor it to the person um so for example if I got a warm lead somebody's looking into like say if I worked for the company monday.com uh CRM company and I first asked you know hey tell me a little bit about your business tell me a little bit about your service and what your company does great I listen make notes maybe ask a few more questions and then I get to the problem like so what has you in the market what are you looking for what is the biggest challenge that you're facing with your current CRM service so things like that third thing is then implication questions you basically imagine them on a timeline right if they're continuing this way it's like great now you know their problem an amplification question example might be great so if if these problems kind of continue what does that look like what does that look like for the next year three years five years right um what would what would happen if you continue this way would efficiency go down what would your competitors do so you can ask implication questions and you give it a long enough timeline the fourth question is need payoff questions okay this is really kind of where now you insert yourself as the solution and you ask you know hey okay so you told me your problem obviously if this doesn't get fixed this is going to continue or it's going to get worse if we were to fix this problem what would happen sorry I got Serge in the background barking at the mailman or something um sorry to my dog if this gets fixed what would happen What would be the benefit if you did this instead what would be the benefit if you used our serum so that's kind of where it is is you find out kind of who they are what is their situation you you kind of have a little bit of problem or probing questions a little bit like kind of give me what's going on what's what's the problem here third thing is like okay you know you now know the problem we recognize it if you continue down this road what's going to happen and the fourth one need payoff questions it's like great if we were able to fix it with what we have to offer what would that look like okay so I hope that made sense that's kind of spin selling in a nutshell there's there's variations of this um and I I use spin selling in in different businesses and you have to tailor it to the business you're in and there's a lot of ways if you want more I I'd be happy to chat about a little bit more feel free to kind of text me or get uh send me an email now let's go to band so this was like a question he was a little confused on like bant versus spin selling bant is more of a qualifier how you're qualifying your leads okay so ban also is an acronym um it determines if your customers are the best fit it stands for Budget Authority need timeline what does this mean it means that uh you know if you get a hundred leads right you want to be talking to the most high value leads you should you know if when you're starting off you should still talk to all of them when you get more experienced you have to prioritize your time and we talked about this there's cold leads warm leads hot leads okay your hot leads are the people that like they want to buy right now they're ready to do you know like hey they want to buy you don't have to do too much selling when it comes to hot leads warm leads are they have some more questions they know who you are they've heard about your product or service they have a mild interest you gotta this is where the conversation happens and where your skills and communication um as well as like it's the best fit for them this can actually benefit them cold leans cold leads are like they have no idea who you are right that's why it's called cold calling or cold email marketing it's like people who have never heard of you they have no idea and they weren't asking for help but then you kind of you're putting yourself out there and you're letting them know like hey I actually have something that I think can help you so with that it makes sure that you're talking to the correct prospects or leads that are the best fit for you so let's go over again budget Authority need timeline budget do they actually have enough money to be able to access your product or service right if it's a completely like new startup do they have enough cash flow to actually like purchase whatever software service you're doing or especially in cyber yeah like you know some of these things cost ten twenty thousand dollars a year uh one of the one that I work with um as like the the head of sales it's about fifteen thousand dollars a month okay so can they actually afford it first off and you you it's nice that you can still talk to somebody develop a relationship so down the road that you know you never know where they're gonna be but obviously I need to prioritize my time on the ones that's like hey they actually fit this criteria first right once let me take care of these people and then let me go to the ones that like hey they don't fit the bill but uh I still want to develop those relationships if that makes sense so budget second thing Authority does this person have the authority to make the buying decision right and a lot of companies what happens is that you're talking to somebody who might be a low-level person nothing against it but they're going to have to report back to their CEO or the department manager and you have to go up the ladder when you're making your presentation so instead of making like one presentation you're making like four presentations to the same people to the same company so you want to make sure you're talking to the right person when you're doing your your demo um so budget Authority need do they actually need it do they really need it or are they like you know it might give them a small benefit or or maybe they already had like say monday.com they already have a CRM service that does everything that you're doing they don't really have a need right so it's it's they might have the budget they you might be talking to the decision maker but I swear to God also side note I signed up for this one Airline because I'm looking at honeymoon details and I they have not stopped calling me every 10 minutes I I'm not going to mention the name but good Lord once you get on one person's mailing list it's don't do that if you're a sales person do not call the person every 10 freaking minutes they're never going to want to use your business anyway need budget Authority need and then timeline does it fit in the timeline right that this is a very good hot lead and a good every business is different a timeline to me is are they gonna be making a decision within the next like month I would say that's a good rule of thumb um or are they looking at oh we're thinking of making a decision two years from now okay well if I give them a presentation now I'm probably gonna have to make a presentation two years from now and it's going to be very very different our pricing strategy might have changed the our our own Services have changed their their company has changed so if their timeline is so far down the road that it's like well it doesn't make much sense to me to do an entire hour-long demonstration it makes more sense to like hey let's keep in touch right that's what I mean you don't burn Bridges it doesn't mean you're just like all these people you're just shoving away it means hey like let's keep in touch it sounds like you guys are far in advance let me give you some information through email and then let's touch base every like three months until we get to that point or you let me know if you decide you guys are more unlike hey we're we're kind of really actively shopping let me know and I'd be happy to jump on like a call and we could do a demonstration so that's the other thing too so budget Authority need timeline um it's really qualifying the right prospects so you can do the best investment on your time doesn't mean you like get rid of anybody else or you like completely ignore people um and sometimes it's inevitable there's times where I I people will send me an email that's like a million questions and it's like dude that's let me just get on a call with you because I can't I can't that email itself is like an hour-long email and I have to prioritize my time uh for my own Effectiveness and for my family's Effectiveness and everything else so so think about that so again bant versus spin selling good things to know they will help you it's good to know different methodologies and tailor it to what works best for yourself and also what that works best for the clients you're talking to and the product and service that you're offering okay so if you guys need some help obviously feel free to reach out um if you guys are looking for free resume templates completely free often for free uh I'll include them in the link below these are the ones that after looking at thousands of resumes I've like uh I've kind of cherry-picked and took out and I've made this other blind resumes so you don't know who they were from but you still see the templates um if you want me to specifically help you out with career stuff resumes mock interviews career Consulting Consulting in general uh feel free a few of you have actually asked me to do my own sales series which I'm very flattered um I might actually do that I'm considering it um it depends on how much free time I have and also how much interest if somebody's interested in I will like if I do it I'm gonna give away you know maybe the first 10 for free so if that's something you want feel free to message me and I'll put you on the list for the for top for the first 10 people who are going to get that for free okay anyway guys hope you're doing well I gotta take the dog to daycare and get back and do some uh some work myself it's gonna be a fun day all right guys have a good one cheers