7 Sales Secrets (The Pros Don't Want You To Know)

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting": salesinsightslab.com/training/
1. Drop the excitement.
This sales secret runs counter to what most salespeople have been taught, but showing excitement during a sales conversation actually drives prospects away.
Think about it: Prospects are used to salespeople with tons of enthusiasm and tons of excitement. So when we show excitement, it automatically puts us in the bucket with the majority of other sales reps out there.
Instead, we want to stand out from the crowd. The best way to do that is to start acting less like an excited salesperson and more like a good doctor.
How would a good doctor engage in a valuable conversation with a patient? Well, first, they’d try their best to understand what’s really going on with the patient, right? That’s exactly what you should do.
2. Probing is for amateurs.
A sales pro is going to be asking a series of questions that are building value in the process, and they're all working through one flow.
So it's not like they're over here and then they're over there, and then they're over here again, and then back here and then they're right there instead of asking a consistent set of questions that are going to build value ultimately, and they know what those questions are ahead of time.
3. Challenge your prospects.
I always think back to that old school adage that the customer's always right or the client is always right we so often extrapolate that to a sales conversation as well. The reality is that your prospects are not always right. They're usually quite often wrong. When you ask a prospect about their key challenges so often they're going to come to you with a challenge. It's your job as a high-level professional salesperson to challenge your prospects to call them out.
4. Live in data.
This is something that is transforming selling and just the past few years the amount of data that we can get on our prospects before we ever even talked to them before we ever even interact with them.
5. Getting a no.
No is not bad. So many salespeople are spending their entire careers trying to avoid the no and what they ultimately get are a lot more.
6. Be a peer, not a servant.
This is so important; your prospects don't want to be served. They don't want a servant. Think like a peer, not a servant be willing to do whatever it takes to look at them eyeball-to-eyeball without being nervous.
7. If they don't schedule the next step, you have nothing.
You have nothing if a prospect is unwilling to schedule a clear next step. You have nothing. It's so wild to me how this still is such a pervasive issue in sales. The top performers I know are absolute maniacs about always scheduling clear next steps.

[@SalesInsightsLab]

Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/

[@heartsanddarts2831]

" Don't use excitement. It's crushing you!" Me, a singer/songwriter: "Say wha-"

[@RaymondWLo]

Hi Marc, I saw so many of your videos about having your prospects to have next steps - that is great concept which I found helpful. Thank you.

[@ftakenouchi1464]

Marc you’re amazing. Thank you for time and effort putting out all this great content, you are changing lives not just careers. ❤

[@JoWayne1]

Great video Marc! You're doing an awesomely great work.

[@Oskitar_warready]

Great videos Marc!! Keep them coming.

[@NateBriggs1212]

Mark you're inspiring keep it up bro I'm listening!!

[@ambitionsskyyyy]

He’s amazing isn’t he

[@RichardDavisHackingLife]

All questions should have a purpose and should be utilized to first qualify the prospect and then quickly be able to discover how they may be utilizing what you're selling or how you can customize what you're selling on a personal and emotional level to them. I've seen too many people ask too many questions without asking the right questions or they asked the right questions and got the desired feedback, but then continued asking questions instead of going for the pitch. Good stuff!

[@sweetnpretty3766]

You give Great refreshing videos it’s better than these other guys with the same old motivating videos. Thank you 👍🏾

[@mukundnamase]

Great content as always!!! Kudos!!!

[@soulflexdoom8478]

great vids marc. help me a lots

[@123456789912ful]

Thanks for your content

[@allygolding3647]

This is great content , thank you and I agree, and believe, I practice most of them most of the time. Agreeing a next step is definitely key else like you say you have nothing. However, if someone says lets leave it for 2 weeks I do and that often that call or email leads to a next steps so I'll have to disagree on that small point but otherwise 10/10 great content. 💜

[@jeremiahmathias2520]

Helpfully video bring more of them

[@v33377]

Thank you Marc.

[@ahmadhamed1609]

It is one of the best videos, I am following up with him. He changed my way of doing sales with an extra ordinary technics and strategies which needs in our market today.

[@puneetwaddenkery2569]

All the points covered are much important ones 👌👍

[@tb1211]

New subscriber here. Keep up the good work

[@jimmy8mbb]

Osem tips.. luv it very much. TQ

[@therealmmason]

Simple secrets but all incredibly powerful.

[@bazinimmobilier1544]

Thanks Marc.

[@AmericanBusinessFunding]

Preach Brother!!

[@dakro29]

Thanks 😃👍

[@johnmccann4827]

Excellent

[@jwm66]

I love the advice of thinking like a peer.

[@gerardomendez8505]

good one

[@selvichukirvendhan8792]

Hi Marc! I want to learn from you about more on" sales startegic plan for LMS PDT during this pandemic prblm for promoting it for schools ( my clients) for my team and make the sales close successfully also help me prepare for sales forecast 2020-25.

[@seancrellin3656]

great content! what's your line if they refuse Next Steps but refuse to say 'No' ?

[@salescore01]

Awesome 👍

[@baraktv9127]

Great insight on sales. Love it. Thanks Marc.

[@jordankartchner4090]

Marc's is the greatest

[@EmoMatrix]

Amazing

[@badrudduzadidar4119]

Great

[@awesomelifeforever2143]

I want to get a Job in sales I never work like seller though

[@leonoradompor8706]

Yes be a peer !

[@agarrett4693]

True, they do Not want servant.

[@IVIYSPACE]

Truth

[@leonoradompor8706]

Gather my data and give me,sell to me my needs !

[@tommynickels4570]

Some good points and some overstatements. "You have nothing" is NOT an accurate statement. Quite often prospects need to time to build a relationship, build trust. The correct approach often is not to schedule a follow up. Might take a year or two or three to make a sale. Those who "crush it" have widespread trust. This takes time. Like doubling numbers, quite small in the beginning, but heading for big returns. All those "nothing" encounters are the crux of future growth.

[@deking1973]

I like the no part.

[@piedmontchristianministrie7485]

"Drop the excitement," he says while oozing fake excitment.Made me chuckle

[@user-xq1mm8yr3u]

0:06 Why you told us then ?

[@eliasa2318]

Matpat hipe man

[@BuddyLee23]

Why didn’t you provide a cutscene for aliens probing a human? 👽🍆😮

[@JO3haNsum]

I want to see you close somebody on the phone, then i might watch

[@eccentricsmithy2746]

1. Drop the excitement........ Makes video being over excited and not using his own advice.

[@yellowsurge3309]

Eccentric Smithy yeah because you need to keep the energy up in videos to keep viewers engaged. With customers you they don’t like the energy because sales people in the past with this energy screwed them over. In modern days people only care about themselves, want to only talk about their needs, so they want more genuine salespeople that ask questions about them something similar to what a doctor would do.