Boost Your Increase Sales Skills with airSlate SignNow

How to create outlook signature

the answer to this question the best way to improve your sales skills as fast as humanly possible is incredibly simple somewhat unpleasant but it's going to help you bypass getting your teeth kicked in losing confidence and feeling miserable at work so this video was inspired by two camps of people asking me a question one was owners and managers adam what's the best way the fastest way to give my sales team the skills and path to success so when they're out in the field they're bringing in deals they're happy we're happy everybody wins they stick around and we grow a great team and the other folks are individual sales reps saying adam i'm new at this my company doesn't provide a bunch of training i'm on my own i'm applying what i'm learning from your videos and your podcast but i need some help applying this stuff to kind of bypass the learning curve because i'm tired of getting my teeth kicked in well i'm going to be sharing answers to this right after a quick welcome and if you're new here my name is adam benson the roof strategist and everything i do here in these videos and on the podcast are designed to help you develop personal sales strategies to smash your income goals and strategies are great and effective and needed but to do it you need strong sales skills so click that subscribe button the bell so you don't miss a thing and now let's jump back into answering this question which is what is the best way to develop and improve your sales skills as fast as humanly possible it is role play yep i'm not talking about this that stays in the bedroom okay i am talking about a staged environment that allows you to repeat and practice not only on your own with a group excuse me on your own and with a group but to get feedback because the problem when you're out selling on your own you only have your two eyes observing what's going on and it is greatly affected by your own emotions your fear your nervousness your discomfort the emotional response of being rejected and the direct feedback that you're interpreting from your homeowners so when you have all of this proper feedback amazing things happen just like they did for bob bob was a sales rep who was selling for me and our company and bob came from hardwood floor sales he was one of the kindest nicest and most incredibly supportive customer oriented people i have ever worked with but bob's sales were very low so i sat down with bob and i said bob tell me what you're doing in the field which by the way this was one of the biggest mistakes i made in my role as a sales leader is i asked him what he was doing yeah you heard me right because you know what bob did bob told me all the right things he says adam i'm sitting down i knocked the door and we talked with a homeowner and i said listen we're in the neighborhood we're helping out with with storm damage and if your roof's approved will help file a claim and we'll get it done for what the insurance says so i'm sitting there i'm like huh well it sounds like he's doing all the right things and then a few weeks later i decided to start doing role play with my sales team and at this point we had 20 to 30 people and i wanted to help give them the skills they needed to succeed so we started this role play i was miserably uncomfortable i didn't like it and i bring them in in bob's first so we're in our sales war room and then our door to supplementing was there so i get behind that and he knocked so it was like real role play which by the way you don't need the whole door thing but it was cool so bob shows up does it and then now and bob bob goes oh uh hey there uh my name is bob uh with so and so contracting and the reason i'm here is we just are helping folks in the neighborhood get the roof replaced after the big storm and we'll help you file a claim and then do it for what the insurance says and my face went white as a ghost because this was nothing like what bob told me he was saying in his mind that's what he was saying but what i needed to know is how he was saying it there's what and how that the what was right the how way off and i i'm like okay this explains some things so what did it lead to it led to a very deep rich conversation to give bob direct helpful and supportive feedback and what was the result he had more fun at work he was more confident which meant he knocked more doors which meant he started more conversations which meant bob brought home more sales it was all through this process of role play so the important key note to think about is that sales is a miserable state of discomfort until it becomes comfortable and your job is to get comfortable with discomfort when you are caught on your heels and you don't know what to say or you don't know what to do and then you back and then you all of a sudden you lost a sale and the homeowner reads your face this discomfort we need to settle into we need to be able to settle in to this discomfort with a comfortable confidence to just be and to know that the silence that we experience is processing as if it's eternity but in the customer it's a fraction of a second it also allows us to develop what i view as the single most important invaluable sales skill which is your think fast ability this think fast ability no one can teach you no one in fact teaches it this think fast ability is why you witness certain sales people be great it's like they have all of the things already figured out they're like four five six steps ahead of the customer they're predicting with experience what they could say what they might say what they commonly will say you've got a series of responses lined up when you're asked a question you don't know how to answer you can start to answer it and formulate your thoughts as you're speaking this thing fast ability is a skill set that no book no training is going to just magically give you you do it through experience and that's why role play is so valuable because with role play we get repetition and i'm not joking in a matter of weeks or months you can excel to a level of sales that would take someone an average of two to five years to get to without it because of repetition and feedback and in this video and be teaching you the exact steps to implement role play and some feedback loops to help with learning what you need to learn so how do we do it there's a couple options here owner sales managers pay attention individual sales reps you can do it as a team or one-on-one if you are doing it one-on-one that's a-okay just find someone um that you're selling with like if you don't have a big team you don't have a lot of support your husband your wife your girlfriend your partner your mom your dad it doesn't matter anyone can do it and yeah it's going to be uncomfortable but that's the whole point is settling into this comfort so um let's talk feedback real quick and then i'm going to dive into kind of the the doing part of the role play it's very important that when you do this role play whether you're doing it as a team and there's observers in the field or it's one on one because it's just you and your partner you and a sales friend the first thing you do after end scene is turn to the person who's in the role play which is you and and say what did you do great i want you to tell me then you say oh what i really like that i did is this this and this and then i'm going to ask what could you have done better before we turn this isn't about beating people down it's about building you up before you get feedback before i share before the observers share i want you to tell me what could you have done better this is how we develop self-awareness and self-reflection where we can say oh you know what i realized i couldn't i didn't have my hands in my pocket i could have made better eye contact i should have bladed my stance i came in too hot with this i forgot to mention the company name all these things when you are asked this question it prompts self-reflection so it becomes habit when you're in the field and that way you're out there you're like oh that's okay that door didn't go well or that sales appointment didn't go well what could i have done better this all right i'll do it better on the next one fresh shot door next door number two the next one so we always ask what did you do great what could you have done better then and only then should the observing party be the first to respond and then should witnesses be there the other salespeople they can then speak up okay so it's about building up and developing self-awareness to help us in our sales skills so the first way to do it is to set the stage so here's some tips set the stage what i mean by set the stage is this we don't want to jump into like judo black level uh role play we want to create a controlled environment same thing as if you're a professional athlete or elite military or uh law enforcement there's a stage a scenario that we're gonna train for so how do we apply this to roofing sales example hey you're knocking my door it's nine weeks into the storm and i'm tired of roofers stay set go that's the scenario here's another one it's the day of you're installing peggy's roof four doors down i'm the neighbor go so this is setting the stage we're giving an environment to help what's go what's gonna happen and this is the best way to dip your toe in the water by developing your role play and sales skills abilities so another tip to do is it's okay to even let them know like i'll give you this objection get your feet wet and make it easy so you can get comfortable with it it's okay it's practice that's why we're gonna we're gonna start there so we wanna always start by setting the stage and then we move into the top objections these objections can be handled for both door-to-door sales or in a sales appointment in your closing or presenting now jeff commented on a video he put together which was a great idea i'd like to share with you for his wife to play with role play not in the role play sales role play 4x6 business cards or uh notecards rather with all the top objections so he'd set the stage and then have her shuffle the deck and then pull one out and then that's how she was going to respond so he could practice so at this point we can get targeted practice overcoming these objections because every homeowner handles them differently and remember my aro formula acknowledge reassure overcome so after that then we move in to what i'd call the the judo black black belt level of role play which is to improvise now when we improvise we will not tell them what's coming we will want some parameters like this is you know you're not going to go our uninstall day or whatever you can even leave it up to the sales person to pick the scenario but the point is now they're having to literally improvise and adapt on the fly and then they develop or you will develop your think fast ability because you don't know what's going to happen you as the person participating in the role play don't know what me the dummy homeowner is gonna sorry when i say dummy i don't mean stupid i mean like practice dummy get that out of the way um it's gonna throw as an objection you're the tenth roofer here not interested my insurance was out so when we learn to improvise that's where we have fun and we develop the ability and the main goal from doing this is to practice practice practice until it becomes easy okay yes there's a lot of the words practice here and yes i promise you it will become easy because any time that you repeat things over and over again it becomes second nature and if you can role play in an uncomfortable situation it feels like acting if you have a sales team observing you and giving you feedback that's some discomfort you have witnesses and when you get to a point which happens very quickly by the way with practice where you feel confident in front of that and you're not nervous no scenario and i mean this no scenario in the real world will even remotely come close to the tension that you'll feel in role play that will be a piece of cake and that is why role play is the fastest and best way to develop your sales skills and your think fast ability now the other thing i want to give you is this really powerful and inspirational quote i wish i remembered who said it but it's this you will not rise to the occasion you will sink to the level of your training i'm going to repeat you will not rise to the occasion when you're out in the field selling knocking the door saying i'm going to perform at my best no what's going to happen is you're going to sink to that level of your training so when you practice role play over and over you develop your think fast ability your level of training increases and you will knock doors with confidence you will win more business you will make more sales you won't take it personal and you're going to have more fun when you're having fun you're going to bring in more deals everybody wins so now you know exactly what you need to do owners managers get that weekly sales meeting set practice role play if you want more and you want to give your team the formula for success if you want them following my complete closing strategy and my complete sales strategy they can access all of this and you can access all of it with my sales team plan there's a link in the video description to learn more individual sales reps don't you worry you have the skills you need to role play with your company bring this to them show them this video or share it with your partner your husband your wife your girlfriend another salesperson the key takeaway is practice makes purpose perfect and practice practice practice until it becomes easy because it actually will and you can start doing this right away follow the tips in this video and you will close even more and if you want more speaking of more click here for a free copy of my pitch like a pro roofing sales training video library and click here to subscribe to the channel so you don't miss a thing we'll see you soon