Yeah. Hi everyone. Today we have Matt from Pj Fitzpatrick to give his sales Speaker Series prepared today. Biggest mistakes salespeople make. Without further ado, I'll hand it over to Matt. You guys haven't gotten too much of your time? I worked with a sales manager. Were those really ugly galaxy all over the place here. What we do with remodeling. And I've been with the company for 13 years and I asked you to read about the new sales were 13 years. So let's pull it out. You guys are all into sales. Laura Napier. Great thing about sales is, no matter what career path you take, it, it's just a great way to get your point across relationships. You know, my kids, my wife helps like it. You can be a catalyst. And if you're good at sales, It's pretty cool. But of course, without actually being in sales. But they're awesome. Ability to 13 years, love every day I think a lot of money. I can never get nine to five job. There's a lot of book against that. They also have everyday challenges. You're not just sitting there, you're not just skating along. It's different. I'm going to put the next one. Now. The biggest mistakes to avoid. Manage about 40 sales guides and the next day. The prospects are, pretty much is telling you how you can solve that. If people don't listen, they want to get to the next slide. They wanted to get the next one, personal data. And I've seen it so many times that the customer is like, Yeah, that's a good fit this budget. Or if you didn't get this gun or a stand on one leg and up and down all by. Just not sure. So you want to get comfortable with this silence. Whenever you're in a business meeting and you give a price or something are not going to love, it gets swapped. Just like break. Right? And I just want to fill that silence is what you're looking for. It's a good thing. It means you're thinking about it. All right, the next slide. Alright. Gentle people. Deviating from what I see all the time. You actually have any j plus Patrick's Day six feet paid training program. So people come in, they get to stand up and teach them are methodology to center Solving. Teach them a scenario. Where the gate, they hit the ground running. I have one guy. He made he made $52 thousand in two weeks. Alright, they came from nothing. And then joined our sales force. Like the golden God above. And a few years later because he wasn't making any money. What are you going here to here? Because he deviated from the process. He understood the beginning, what had to be Gordon successful? Once you get a few negative responses to intimidate, you could not have that happen again. And so you'd make a treat here, you make a tweet here. And by the time, it's like this is different than when you started with if we can fix it, it's gone and you put the next couple of years. So I call it death by a million of its stick with what works for you, changing your audio roles for the other sports people out there and deviate from what you're supposed to be doing, that what you were trained to do. Good. You go down, downward spiral. Downward spiral. Exports urine all the time. People are starting to go through these issues. All my leaves are, it's not me. It's every bead you guys sat beyond these people don't want to buy. This, of course, relates to buy a home improvements as we go to the customer calls, you can go to their house and of course we sell. This could be any kind of cells, pharmaceutical sales could be ourselves, whatever it may be. Saying, excuses and other things that you're learning here, works abuse or why they're teaching at University of Delaware to go to. But people think, Oh, I can do better. The price too high, it's the same Wi-Fi more than selling goods sold of value. So the emotion of it, inferior product and go, Oh, I can sell this. Nobody wants this problem. In my industry, it's forgotten. I was telling my God, I hear that a lot like they didn't really want there are wasting our time. And I know you guys are all young at home orders. You have to go through one day, but what would it take you to have a salesperson come to your house for Nike? And could she wanted something? You don't want? That's not a good thing on Friday afternoon. Yeah. You definitely need that. That's sort of getting caught on track with these people didn't want to hear. I've got the stature of that object. The sales manager, when I see these things, company became pull people out of that spiral here. And that's the way it is this continued training. Pro athletes, you know that they go to batting and practice. Alright. Doctors, they're constantly reading, go through constantly surgery, exercise, right? Nobody just learned, no professional the roots, what they do and Excel does. Overtraining. Same goes for sales. For giving feedback to your presentation is within. Maybe just stay on the muscle membrane. We have our guide that goes over and over and over again. That the pitch, what do you do when the customer says ABC XYZ, what they say and seek to yeah, I think that's right. Do you want it to be just bustling? 13 years outselling. I go rent the ministry. We always joke and I looked down and go over lower, lower down there and there to be warm all the time. Westchester, this area is about an hour hour and a blue one. And it's funny, the lead and I'll get the color. That's a little bit like, Oh my God, I've got a patient that sounds like because it's cabinet muscle. So whatever sales career you're sued. Just perfect to do with the Sharpie. Let's go we're fixing the shower. Go over with your boyfriend, girlfriend, husband, wife, ever maybe keeps, keep up with. Their sales was a very lucrative career. And most people fail because they left these. Get their way. They think they know that. They think they said that there will be a bit better than they did in their own hands. A lot of guys open my last six months out. It's pushing and stupid, but go to bed or get up, wake up tomorrow, breakfast, hit the gym or something like that. Feel good, and then go here next. Please. Don't just try to do the steps to start to think that the methodology, and you'd be surprised. We're going to have to sail, but whether it be my industry or pharmaceutical sales, car sales, or maybe you're, you're, you're performing on stage. You've done a million times, but the customer had never seen the first time they're seeing. That's another reason why right out of the gate, salespeople are so great. Because they believe what they're saying that you're going to see this, I got this product and they're getting fired up. And by the time you do it like this product right here, it's vague. Fuel that the energy out of room. So old guy, but the Rolling Stones by parents. But parents go to the Rolling Stones. I always want to see your satisfaction as their big song. They're building an app on a big jags or stages, checking the screen which is on the microphone. It's the first time they've seen it and that's how you got to get that. That's the fine line. You get. Boring. But you got to meet her. So that was pretty quick. But you guys have any questions for me? Yeah. Okay. Look background on me. I grew up in Syracuse, New York, winter wonderland and joined the military and started off with basic training. Take this off here. Got to Dover or space on September 2001. The next day it's September 11th. So I spent six years in the Middle East. They one day I was employed with guys have ever even for 30 years, never deployed once they're there for one day and put them into bedtime. But they're taking an online class. Online classes. Well, west, we piloted it over and we'll think about being overseen this, you cannot fail. You don't do your homework and we can check it and what capacity, but a little sales of us thought was pretty neat. Got paid back home. God, the Air Force that's not at jobs and jumped into radio marketing advertisers. So that for a little bit, it was fun, but there's no money to be made. And actually a button looking at BJ's. So it's like the world, so check it out. And the rest is history. So yeah, that's what will be most sales guys. I I told that you've got a person down if you don't want to draw. But it's, you know, it changes your life. And you're not giving you here that the old-school use carcinoma. Go door to door, Charlotte. It's pupil here, product. They're going to buy the product from. The best. Thing about science. We've also got there any other questions? Maybe if you want to talk a little bit about shape, it's Patrick's. Some new self students are familiar with what you guys do and I sponsored this Asperger? Absolutely. Yeah. One-day see all you guys. So you guys read my book sales, we sold roofing windows siding, and we have location. You just open a new one up in Pittsburgh. We have the patient in Harrisburg right here in Delaware. Going to do. So. It's pretty cool. Boy. I got to a 126 valence hold improvement methodology is same day, same customer calls off. We go in with a solution and we're expected to load that sale. That it's not high pressure, very laid back. It's pretty cool. Sales jujitsu. So when we get there, you offer them a goal of the product? I'm sure the product, of course, the services you provide. And we do about a 90 minute presentation, a PowerPoint presentation, and we go through the different parts and pieces, samples, reviewed the project and to the questions that were coming Christ, that's good for the tyrant. Then once that would be diagnosed the problem, finding solutions and we'll be doing a deep dive on her roof, made me get up on the roof and take videos up. I can show the customer like, oh yeah, you gotta nail top here. You've got a week period. You go ahead and add it to take pictures and the whole time you're building your case to make it uncomfortable, make a customer feel more comfortable, and you're earning the credibility that the other guys sit down, let me go to a store and we call that. We got about 1520 minutes on Facebook who we are and warranties guarantees what we can do for you. And then we show you the force, the other product, side and doors windows back. We build it up. We have 3D models that we showed the bathroom. They just go to your house will look like before and after. And we're skipping that one year price. And as you probably learned in your sales process, hopefully bubble that one year. We do that. First off, I'm not going to lie. It's a flight is it protects the company has gotten questionable. But we want to get that down. If you give a lawyer, No pressure. Anytime. But if you buy the next 30 days, we haven't been with him about to drop. And then the third drop, efficiency promotion that we did, all of our steps one through ten. We can, for this last promotion. What we're supposed to do with its customer scenario, that other than the rocks, there, is there any reason they wouldn't buy from us? And the way to do that, of course. So what I would do that is we have a pretty close and close all alright. This is good stuff. We put up being closed is because permission, ask for a business. Before in England. So if you guys have other liberals, were there any reason to be heard or business other than to show me all that breaks. The greater you show him that one year, it's going to be degraded. What we know we're going to do, what we want to fall out of. That box is going to be right. Place the order of next 30 day and you get this coupon price level a little better. I always joke around like better, I think it's still good to go. All right, so then the price when they were buying and how we do that is pretty much explain to the people that I'll give you a little story here that have you guys ever heard about how UPS trucks go neglect? How this works? Myth buster, but a whole thing about the back of the nineties. Hired her visions, energy, time, money. After a few years, we're looking at the other company. They found that the biggest waste of money because all the trucks to have a road in front of neglect. We didn't even think about if you're pulling your left turn lane right and you sit there and finally turns green and they said, You guys are wasting months every day just sitting in traffic, waiting time for the gas, oil. And instead Buddhist master delivery trucks are mostly emitted right-hand terms. Is that gas by insurance company getting an accident you've entered, it gets four lanes of traffic. And is that each drivers say that we could have gotten three more packages per day the company undertaking building. So we add PJP fabric, also have those same experts that come take a look at us. They literally take our responsive services, don't worry, by her nails been told what to get that price down, keep that quality. How do we do? They said If you show up at someone's house, they look everything up to offer. You check every box that we're looking for places to save data in order to do that. That means I can have this border on the project manager's desk either by lunchtime. Building permits, gun than tech, better done the previous ordered. And we say, we're not putting lamps, we take, let's say time, energy and money. And if you were to place the same paperwork, we get the price down. It got worse 45% of the time. It's a great tool to have. You want to have preclosed be allowed to move over into defaults. That makes sense. I think I told my sales guys all the time is football, football references. But if it's first ten on your own 20, you don't just start recording. You want to move the ball down. Alright? You want to get the first guy. And that's what sales when you show up with their cold calling is go to a business like 81. We're more than happy to schedule appointments you're going into, doesn't matter. You have to get those first downs. I mean, we have methodologists systems. First thing is when you break into getting the house firm that you borrow, you are right. We have 90 minutes with these people. Is that correct? Wonderful. And then I kinda give syllabus. You've got good data about what we're gonna do today. I want to take the the the tension. I will knock down the wall tension. So whenever you explain this summer what you're doing, give me the game when they are much more likely to be comfortable and lead to greatness. When you're doing a window with job placement three years, if he said, I won't get any more than 6090 minutes of the board is very peacefully that window. So that's my purse. Is okay. Yeah. This isn't like a bait and switch to my second first down. I want to make sure that you're eating properly, you're getting I want to walk around with a customer. I want them to feel comfortable. I want I want to make myself the visually, they start asking you questions about what they're buying. In mind. If you all know what's there, we go. Take a look. My AC unit, the guy trust, whatever it is, you want to become that expert window, which you should be. But they wanted to exemplify that you are solving problems. Just like what we talked about with the methodology that we teach from my agency. Or the first towns, you can go to C. So you do have to kinda go to the right. And that's called salespeople fall into is they they know how it's going to say. Okay, I know it's going to skip steps, get right to the customer is not there with them. They ran a heads up. We're still back here. And there's a disconnect and that's that's kinda ties back and forth once Groundhog Day, Bill Murray give us the officer's gun August. So as Bill Murray was the same day over and over again, he likes this girl. And he's trying to get heard of like every morning he wakes up and she has no election of the day starts over again. And to him instead, when you're stuck in his day, he finally gets everything right. All things that drove the beginning. So fired up. The next morning, wakes up for spring, gets everything and he's trying to redo all those steps that you did earlier to get him to like him. And perfect cell. And so he's forcing, he's not, he's not, he's just going to say that's not. Okay. So that's kinda like what these people do. Sales invade. They go in for the kiss tomorrow, right? About to get those first down onto you want to get them comfortable and you know, you're going to get there. You have to walk. All right. Any other questions? Thank you for coming.
Fall 2022 Superstar Selling Speaker Series - Friday, September 23, 2022 - Matt Yager, PJ Fitzpatrick & Co
From Suresh Sundaram September 26, 2022
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