HTSS73 - 12 Easy word tracks for new and struggling salespeople - Scott Sylvan Bell

<p style="text-align:center;">The 12 word tracks for new and struggling salespeople</p> <p>Every single salesperson struggles at some point. There are times where you can pinpoint the problem and times you cant. You do need to find a coach or mentor who can help you when sales are not happening.</p> <p>Most salespeople struggle when they down know what to say or do. The problem some of the time is not technical proficiency of the product or service. The problem is in knowing what could be said to get the buyer back into the conversation. Most salespeople will talk about money and price matching.  </p> <p>How word tracks can help you out</p> <p>A word track is a phrase or series of phrases meant to help with momentum in the sales process. The typical salesperson has 2 -3 word track memorized and it isn’t enough when it comes down to it.</p> <p>The problem becomes a closing issue for salespeople. The average closing time from rolling price is 1/10 of the presentation time. On a one hour presentation this means you need at least 6 minutes of your own content to fall back on. Sadly, most salespeople have about 30 seconds and that is it. You need content and an eagerness to close the sale but you also need patience as well.</p> <p>Your buyer will complain about pressure</p> <p>Buyers struggle in the purchasing process because they don’t like being called out on their problems or issues. Sales is about problem solving and most buyers can feel the pressure of the close coming because of how salespeople talk to them. Salespeople struggle with applying any pressure because they are not taught how to or to calibrate how much they are using.</p> <p>You will need to be calm but also give push back with closing the sale. You may need to ask questions that are pre planned. You will find that questions are also a series of word tracks. The more content you build up over time the better your closing will be.</p> <p>Being emotionally neutral in sales </p> <p>You have to care but not care that much and this is