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okay in this video I'm going to react to Simon squibs 30 years of sales knowledge in 28 minutes I've personally been in sales for around 13 years sold everything from bikes to $25 million Investments um first dive straight in a few people sent this to me and said there are going to be a few points in this video that you fundamentally disagree with so sounds like it should be fun let's dive in I have been in sales for over 30 years and I've sold something to every Fortune 500 company at least once most of those sales have been in the tens of millions and I have formulated a 10-step plan to make any sale happen this process will help you learn to sell and if you like it or not you are a salesperson people will judge you they will make this right off the bat I agree with that you are a salesperson we are all sales people um you know if you're applying for a job you're in sales um if you're asking someone on a date you're in sales um it all comes down to selling so about a personal brand and your product without you even realizing it so if you can't sit and listen for 5 minutes all this knowledge I'm going to give you for free I'm afraid you're not going to make it the first thing I want to teach you about sales is that some people like to call it marketing it makes them feel better in the end it's all sales everything is about sales you can call it marketing if it makes you feel that you're cooler it doesn't really make any difference it's about getting people on your side it's okay so I can see why this is the bit that I would strongly disagree with so here that he he's basically saying that you know you can call sales marketing if you like um if it makes you sound cooler if you think it's cooler um sales and marketing are two fundamentally different things so let's use the example of my publishing company we use marketing such as Google ads email marketing um you know social media whatever it is to allow to let people know who we are to make them aware of us once they are aware of who we are and they get in touch then it comes down to sales so then we are using a sales process to explain what we do um to get them comfortable with us you know to teach them about the process and what to expect how much does it cost right we're running them through the sales process and in all big companies there are two fundamentally different things um someone with a marketing skill set is a very different skill set to someone with a sales skill set and a sales background so I disagree they're they're in completely different it's about connecting converting and realizing that at the end of the day no business can survive zero businesses would succeed if you didn't sell something to someone now I'm going to teach you a certain type of you know that point about selling something to someone and that that's the core reason all businesses exist I agree with more people um need to have that you know in their minds sales I prefer ethical sales an example of non-ethical sales in my opinion this might seem extreme but I don't want you to fall into this trap is what I call the 99p rule people try to trick people they try to say it's $299 or $499 or 1. 1499 million instead of 1.5 because basically they want to trick you they want to make you think that somehow it's cheaper of course on property pricing sometimes they do it to fall within a certain category but they don't really want to sell it at that I think in sales the thing that's not said enough is be honest Okay cool so I agree with one of these points and disagree with the other point so the point about pricing and kind of how it's sometimes there to trick people um I don't entirely agree with that um you know pricing can be used to illustrate the value of if you have three offerings it illustrates the value of one versus the other um you know and there is a lot of research around the psychology around pricing so I don't think it should be complete um dismissed other point about being honest I completely agree with I don't think most I think there's this perception that in sales um it's almost this dishonest profession and that's not the case at all you know for example in our sales process we have something in there that sets us apart from everybody else and that is the honesty element so for example when going through our sales process lots of people say to us are there any additional Fe fees I should be aware of any hidden costs 99% of businesses at that point just want to close the sale and so they say oh no nothing you need to worry about that's the price right meanwhile there probably are some instances where additional costs could arise and we're very open and honest about that so when people ask that question they're expecting a no right they're expecting us to go nope nothing to worry about instead we are extremely honest and we say yes there could be some additional fee and I'm going to tell you the situations in which those could arise right and that sets us apart from everybody else because if I say no at that point which most businesses do the customer knows you're probably lying right if I go up to someone and I say um are there any additional costs and they say nope and I'm like there probably are situations where there going to be some additional costs you're probably lying to me so being honest fundamental authentic I never see anyone all the sales courses I see people selling telling you to do that they talk you about NLP yeah exactly so I so I do agree you know they don't focus on this enough authenticity being honest that's the most import that's the most important thing you kind of forget all the other sales advice if you just focus on that you'll get so much further than you know most other sales people whatever you sell you want to be able to overd deliver right and how do you overd deliver in sales you make sure sure that what you're selling you believe in you make sure you don't s so yeah at this point you should definitely believe in what you're selling I disagree a bit that the overd deliver part is a sales element it actually would fall more into what's known as customer success so when you already have a customer and they're going through your process your you know service offering um the the overd delivering happens at that stage again this is something that we do so there is a bonus that we offer to our clients that we don't actually mention in the sales process it's an extra surprise for them so that once they get they're going through the process they get this extra little surprise and it it Delights them right and that is the moment at which we've overd delivered so I would say that's more customer success than than it is sales the point about be honest right you know third thing in sales that you always need to do is find your own style now I have seen introverts do amazing things in sales and the key um a lot of people think only extroverts can sell right people that like people are the only ones that can sell it's not true I don't know how this stuff becomes a belief yeah so I agree with this you know I I would class myself as more of an introvert um and this point that he makes about you know only extroverts can sell that was something I very much um believed early on but I've had a lot of success in sales then I've come to realize that actually being an introvert gives you a bigger Advantage I actually have a video all about why I think that if you go back to the channel you'll probably find it there um I'll link it down below but the point there is introverts listen so I made this mistake a while ago I hired someone who's very extroverted for my sales team they were an actor by trade and the problem was is they they were you know they weren't listening they would talk to a client to a customer and they would just talk at them um and didn't kind of spend the time listening so there's a huge benefit to having more um introverts on your sales team fourth thing I briefly mentioned it a second ago is train the team in sales a lot of the time the best people to sell you are the people you work with so that can be your clients that can be your colleagues that can be your mom it doesn't really matter you want everybody who's involved in your life to be selling what you're selling and that means that they are trained now it might sound weird if I tell you to go train your mom to sell your product and your mind might initially reject it but if you explain the product to her in a way that excites her it means that it supports you she will be your best salesperson now I don't want to miss out the dads don't forget to also train them up everybody should be your salesperson but it's up to you to yeah so that point again agree with everybody in the organization should be selling right I wouldn't go as far as as trying to get turn my mom into a salesperson but the point is valid right that um I also think the missing Point here is that whatever you're selling it should be simple enough to explain that your mom could explain it right to someone else because so often I land on companies websites or I speak to someone and you know it's this huge long spiel of what they do but it's so hard to actually figure out what do you sell to someone what does someone get when they buy from you right keep it simple now number five I want you to know the rules of selling and they are teachable I don't know why they don't teach you this at school I think I know why they don't want you to be free but I know for a fact there are free steps to getting any sale any sale I don't care who you are or what your skill set is if you follow these three steps you will get any sale most people start with the last step first most people start with this is my product and this is how much it is it's a mistake that's not how you sell the first step is very simple identify who could buy your product you've got to actually know the person who's going to yeah so another term for this is a is your customer Avatar right who's your or your ideal customer as as some people like to put it um figure out who that person is you know they're John they're 35 they live in London right get really granular about about who they are why they're buying in the product of course it will apply to more people than just that one person you picked out but it's so useful buy it understand if they really need it the first question you need to ask is not would you like to buy this pen and this is a lovely pen do you like do you like blue look at it it's nice and strong and it's good brand it will last for yeah exactly right so and I've seen this mistake over and over from salespeople they um focus on the item right here you go it's fantastic this is why it's so good this is why we're so great blah blah blah but you haven't actually worked how often does the person actually want and more importantly do they need you know what it is that you're selling next up number six on the list leverage in sales you need leverage leverage sales is basically where you perhaps are a new company a new brand no one knows you yet and if I um if I contact a company and I had this experience when I started fluid I would ring up a company and I would say hi my name is Simon from fluid and I'd like to help you with your marketing and they were like they didn't have we're too busy go away or hang up you're all going to have this experience right rejection is something you need to get used to yeah so in sales you will have to get used to rejection that's going to happen a lot I don't need to tell you that but I think the the thing with Leverage is if you can get one brand name or one client on board and maybe initially you have to do it free in some cases um you can leverage that brand to help your own brand lift up so for example my company we managed to get yeah so that idea of Leverage so get a client then leverage the client to get more that's exactly what I did when I started my first company um we got one big client with a big name and then when we got in touch with other clients we could use that client as kind of the anchor The Leverage to get more number seven on the list is don't sell a product too many people when they go to sell something tell you exactly what product they've got instead of focusing on the outcome that product can bring you if you use use it for example the terminology I've used before on this is sell the sizzle not the steak right so you don't sell the yeah so a fundamental idea I'm not so keen on the sell the sizzle not the stake analogy here I think a better analogy for this that I've used in the past is a holiday right so when you're selling a holiday or someone's selling a holiday to you they don't go okay so it's going to be a 12-hour flight from here to here then you've got a 2hour layover then it's going to another 2hour SE plane ride they don't sell you that they sell you the sitting on a warm sandy beach with a majito in your hand right they sell you on the outcome don't worry about all the hassle travel expense to get there just here's the outcome that you want right and in sales as well people often do that they dive too deep into the nitty-gritty um you know the person you're selling to doesn't re isn't really interested in that they've come to you for a specific outcome right um you could use use the same analogy for Fitness or losing weight someone wants to lose weight or get fit they don't want to be sold on you're going to have to do you know you're going have to work out seven days a week you're going to have to eat carefully track everything they don't want to know about that they just want to know can you get me in shape can you help me lose weight that's the outcome I want number eight this one might seem obvious I'm surprised how many people don't do it only sell what you believe in it's easier to sell something and just quickly serve you you're looking for vetted marketing experts vetted salespeople there is a link down below where you can go through a couple of quick questions and we will pair you with people that we have personally Ved to make sure they can actually deliver on the outcome you want you want to grow your business you need more sales that's the bit you care about let us take care of that for you let us take care of the marketing for you there is also a number of tools I use for marketing and for sales in the description to go take a look at those something genuinely believe in too many people are selling things they don't believe in and they are therefore not good sales people or you can be a good salesperson selling something yeah so this sell something you love I completely agree with it it has to be something that you believe in I've always been fortunate that it's been my own businesses I've always believed in what I've been selling um I couldn't imagine trying to sell something that I didn't believe in so number nine now this type of sales I want to explain to you now can sound a bit like 6 around leverage but actually it's quite different some of the best ways to sell are other people selling for you now I mentioned this earlier in team training as well but these two ideas blend into 0.9 which is and the best way made to give you an example is a brand I don't really like but they do this quite well um McDonald's sponsor the Olympics right so by leveraging the Olympics as a brand that kind of aspirational uh excitement yeah so I'd go a different direction ction with this so what are you saying about other people selling for you I agree with um I've seen this a lot where you might sell something to the chief marketing officer they then will actually go and do the selling for you to the CEO right so the CEO is probably the one that's going to sign off on it but you have to convince that Chief marketing officer that your service um your marketing tool is the best so that that to me is kind of Leverage sales the other element he's talking about here with the brand and so McDonald's leveraging the Olympic that's more branding and marketing and this is a crucial distinction again that I referred to earlier about marketing and sales is McDonald's for example is in the business is more in the marketing business you don't go to McDonald's and then someone at the desk sells you on why you should buy a cheeseburger it's tasty it'll only be two minutes right you're already sold on that through the marketing a creative Agency for example they would do marketing so that people become aware of them but then they would have to sell sell the client they would have to do pitching you know go through maybe several pitches compete against other creative agencies so um again different distinction between those two things number 10 I'm going to call this the emotional sale I mentioned earlier the three-step process to getting any sale done and that's absolutely true there is a very delicate and Powerful way to sell that I find hard to explain but it basically is best explained by understanding that people are people and an example is recently I launched my book what's your dream on Amazon it's pre-sale we went to number one on Amazon okay yeah I'm not going to comment on anymore um hope you've enjoyed this video of my reaction to 30 years of sales knowledge by Simon scrib I really like it overall I like this guy I think the marketing and sales element is something that you know I disagree with I think they're two very different things um I will put a link down below to my sales for introverts video like I said as well if you're hiring marketing Talent sales take a look at the link down below or if you're looking for marketing tools don't forget to subscribe if you enjoyed the video hit like and I'll see you in the next one