What makes a good vs bad salesperson
Lesson 49 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
What makes a good vs bad salesperson
Lesson 49 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
49. What makes a good vs bad salesperson
Lessons
Getting over the fear of rejection
04:23 2Why you should leave a Zoom call after 3 minutes
04:24 3How to never chase clients ever again
04:13 4How not to feel nervous on sales calls
05:23 5How to not take it personal
05:46 6Slow & Steady vs Fast & Many
06:11 7The importance of being accountable
04:12 8The importance of being invested and excited
04:56Understanding the difference between features VS benefits
04:48 10Assignment - Mindset & Motivation segment
02:39 11Helpful Doctor Approach
03:58 12Breathing method for better sales calls
02:40 13Managing your clients’ expectations
07:41 14How to smartly discover your clients’ budget
05:29 15How to come across as more confident
09:18 16How to improve your pacing
04:19 17How to structure a sales call
09:28 18Ghost Opening Method
04:18 19High converting sales funnel
09:17 20Shock Method
04:41 21The Halo Effect
03:04 22Organizing portfolio to win more clients
03:23 23Build trust using science
02:42 24Showing calendar during call
03:57 25Building unbreakable rapport
04:33 26Sharing relevant stories
02:44 27Using numbers to make prices make sense
03:21 28Using urgency and scarcity
04:38 29The parrot and captain technique
03:31 30Using FOMO
02:51 31The power of mirroring
04:38 32Always put your clients’ needs first
03:34 33Assignment for sales techniques
01:53 34The one who cares least wins
03:27 35How to price your services
06:38 36Handling clients who are bullying you
04:11 37Connecting with clients’ dreams
04:07 38How to use trial closes and assumptive selling
03:17 39How to overcome challenging objections
08:20 40When to mention pricing
03:59 41Assignment for negotiation techniques
01:22 42How to get video testimonials for your website
03:53 43Setting up automated Calendly meetings
02:35 44How to strategically improve your website using Hotjar
02:23 45How to get more clients
05:02 46How to get clients to pay more
04:34 47Do you need to be liked as a salesperson?
02:56 483 reasons why freelancers lose sales
05:27 49What makes a good vs bad salesperson
02:44 50How many options should you give clients?
01:32 51How to know when a client just wants a discount
02:40 52How to know when a client is interested in your service
02:00 53When a client doesn't reply
03:28 54How to practice your sales techniques
03:04 55How to ask high-quality questions
02:48 56Which social media platform is best for getting clients
03:54 57Which social proof is best for winning new clients
03:27 58How I sold a 10k website with one single email
02:58 59How to manage prospects and follow-ups
04:14 60What to do when you screw up on a project
02:38 61How to handle a client who wants a refund
04:10 62When a client wants lots of revisions
03:32 63How to spot a nightmare client
02:17 64How long should you small talk?
01:07 65Should you spend time creating proposals?
01:35 66How to get a sale without being too pushy
01:22 67What to do when a client says you are too expensive
03:46 68Assignment - common questions
01:32 69Realizing who your most valuable customer is
03:32 70How to use discounts to charge more
01:53 71Price anchoring technique
02:43 72Creating product flow and product expansion
02:34 73How to win client loyalty for the long term
01:09 74Last assignment project
04:14Lesson Info
What makes a good vs bad salesperson
OK, so what actually makes a great salesperson versus a bad salesperson? Well, I can certainly tell you from experience what has worked for me and what hasn't worked for me. And I think that I want to talk about a very brief period when I was earning more money than I could have ever imagined based on, you know, my past income. And I remember getting a little bit too big for my boots, maybe about a year and a half into my business because I was, you know, at least in my estimations very successful and doing extremely well and getting paid very, very well for my time and for my expertise, especially at that stage in my career. But I began to take clients for granted a little bit and this is something which you quickly learn, you cannot do. And I started to look at the projects that I was working on as work and not projects that I actually wanted to work, work on, which there's a very big difference. And this translated into how I would be communicating with clients. I became not rude or...
anything, but I became the very professional, strict and structured guy who wasn't very empathetic to the client's needs and wasn't really interested in connecting with them on a personal level. And it took away the experience from the client, I think. And that's why, you know, sales, at least for a month or two kind of dipped a little bit. But then I kind of figured it out. I was like, hm, I've changed a little bit. I think a client even said something like, uh, like, you know, it just wasn't great working with you in that particular sense. And although you did great work, you know, it just wasn't really very enjoyable as an experience. I kind of clicked and I was like, ok, I've never had that problem before. Maybe I need to go back to being a little bit more personable and actually being invested in the client and their dream and their vision because that's what worked for me before. When I switched back to that, everything went perfectly and it was great. I think the difference between a good salesperson and a bad salesperson if I need to summarize it up and be super, super concise with the answer is a good salesperson is invested in the outcome of the client. And I think that is the best possible answer I can give because a bad salesperson just thinks about them, just thinks about getting money, thinks about getting paid and that's it good salesperson or a good service provider ultimately, or a good anything, thinks about the outcome of the other person and how they can help them get there. That's the key. And I think if you take that single principle and use it whenever you're thinking about a decision or something related to sales or service providing or whatever, I think you'll be ok. So hopefully that helps you. Let me know if it doesn't let me know if it does also and I will see you in the next lesson.