Top 5 Ways to Improve Your Sales Process in 2023
In today’s episode of The No Limits Selling Podcast, we have Dean Ray, Sales Coach at SalesGym, and Will Fuentes, Founder at Maestro Group.
Dean Ray has spent the last decade immersed in the worlds of sales, training and entrepreneurship. His experience learning and teaching under pressure on Marine helicopter crews instilled a passion for working with and training exceptional individuals. This passion merged with a business education at Boise State University along with experience in sales, entrepreneurship and real estate, culminating when he found his calling of coaching high-performing business professionals. When he is not coaching, training, or creating content, he can be found mountain biking, hiking with his dogs, or on an adventure with friends and family.
Will is the founder of Maestro Group. He empowers sales teams to maximize their potential. Will focuses on teaching both hard and soft sales skills and identifies opportunities to improve sales efficiencies. Will is a graduate of Virginia Tech and The George Washington University Law School. Today he uses what he learned at both those institutions to teach business owners and salespeople how to uncover information, ask better questions, and identify risk in their deals. His unique background and perspective guide his training principles, and he is motivated to help individuals and organizations sell more, faster.
[EDITOR’S NOTE: This podcast is sponsored by No Limits Selling. It is a fun, fast-paced podcast that delivers hard-fought business advice that you can implement today to improve your sales and performance]
Interested In Our Real Estate Coaching Services? Explore Our Website: Link
Feeling Not Well Today? You Can Use Our Mindset Boosters App To amp Up Your Mood: Link
Find us on Social Media:
Like what do you listen to? Subscribe to our podcast!Ready to become fearless? We can help you become fearless in 60 days so you accomplish more in your career Schedule A 15 min Call with Umar
The podcast features Dean Ray, Will Fuentes, and Umar Hameed discussing sales strategies and techniques. The conversation revolves around key aspects of the sales process, including prospecting, presentation, handling objections, closing the sale, and deepening the account to get referrals.
- Dean Ray: A coach for a company called SalesGym. His background is in training and sales, which started when he was in the Marine Corps flying attack helicopters. He emphasizes the importance of drilling fundamentals until you get exceptional at them.
- Will Fuentes: The managing partner and founder of the Maestro Group, a sales acceleration firm. Their secret sauce is that everything they do is based on industrial organizational behavioral psychology.
- Umar Hameed: The host of the podcast. He emphasizes the importance of mindset and body reaction in sales.
Key Topics Discussed
- Dean Ray emphasizes the importance of understanding who you're trying to talk to and what they care about. He suggests designing your approach to quickly show value and expertise in their area, then asking if they want to learn more.
- Will Fuentes stresses the importance of picking up the phone and making calls. He suggests using phone-ready leads and practicing your pitch to be ready to capture the prospect's attention in the initial few seconds.
- Umar Hameed suggests getting comfortable with your script and not recreating it every time. He also recommends using a different accent while rehearsing to engage another part of the brain and take the pressure off.
- Will Fuentes suggests establishing yourself as a sales professional by using the time check tech check and frame introduction. He also advises against using the phrase "Does that make sense?" during a presentation.
- Dean Ray emphasizes the importance of asking open-ended questions that further the conversation and don't lead to awkward pauses.
- Umar Hameed suggests sometimes a simple hand-drawn diagram on a piece of paper can do a more compelling presentation than a slide deck.
- Dean Ray suggests bringing up objections yourself. He advises salespeople to think about the common objections that come up in their particular world and bring those things out early with some kind of insight that frames the conversation in a way that they can control. This way, they can get through all the typical objections that tend to come up and walk the prospect through why maybe that's not exactly an issue.
- Will Fuentes advises not to answer objections too quickly. He suggests taking a moment to think about what you were just asked, controlling your breathing, slowing down your rate of speech, and seeking to understand the objection. He emphasizes the importance of understanding the context of the words that are being used in the objection.
- Umar Hameed recommends asking a couple of questions deeper before you answer the objection to make sure you're addressing the right objection. He suggests helping the prospect gain an insight into what the situation is themselves, as most people don't think deeply about what's going on.
Closing the Sale
- Will Fuentes emphasizes the importance of practicing your close. He suggests writing down the steps and practicing that close, thinking about how you're going to react to continue moving the conversation forward.
- Dean Ray advises summarizing before you sell. He suggests defining the two halves of the meeting: understanding the prospect's perspective in the first half, summarizing it and checking in to make sure you didn't miss anything. Once you fully understand the situation, you can start thinking of stories of people in that type of situation, what they did, why they did it, and what kind of outcomes they received. When you get to the end of your story, you can ask for the next steps.
- Umar Hameed recommends rehearsing the sales meeting in your mind before you go in. He suggests visualizing asking for the sale multiple times and asking for the referral. He emphasizes the importance of practicing your craft all the time.
Deepening the Account and Getting Referrals
- Dean Ray suggests viewing yourself less as a salesperson and more as a trusted consultant, an industry expert who understands what this world looks like and sees opportunities to help people. He advises making recommendations because you know it's the right route for their business.
- Will Fuentes advises asking for the referral. He points out that only a small percentage of salespeople are willing to ask for a referral when they close business, while a large percentage of satisfied buyers are willing to give one. He suggests asking for the referral early in the process when you're delivering value.
- Umar Hameed recommends rehearsing what you're going to do before you go in and asking for the referral. He suggests asking for the sale multiple times and actually having a checkbox to make sure you ask for the sale and the referral. He emphasizes the importance of practicing your craft all the time.
Dean & Will provides valuable insights into every aspect of the sales process, from prospecting and presentation to handling objections, closing the sale, and deepening the account for referrals. The speakers emphasize the importance of understanding the prospect, practicing your pitch, asking open-ended questions, and establishing yourself as a sales professional. They also highlight the need to anticipate and understand objections, practice your close, and ask for the sale and referral multiple times. By viewing yourself as a trusted consultant and making recommendations based on the client's best interests, you can deepen your relationship with them and increase the likelihood of earning referrals. The podcast is a comprehensive guide for anyone looking to master their sales process and elevate their sales game
What is the best way to handle objections in sales?
According to Dean Ray from the Dean & Will Podcast, the best way to handle objections is to bring them up yourself. By anticipating common objections and addressing them proactively, you can control the conversation and guide it in a way that best suits your sales strategy.
How can I improve my sales closing techniques?
Will Fuentes suggests practicing your close. Write down the steps and rehearse them. This way, you can anticipate potential responses and prepare for them. Dean Ray also recommends summarizing the conversation before you sell, which helps ensure you fully understand the prospect's situation and can tailor your closing strategy accordingly.
How can I deepen my account and get more referrals?
Dean Ray advises viewing yourself as a trusted consultant rather than just a salesperson. By understanding your client's business and making recommendations that genuinely benefit them, you can deepen your relationship with them. Will Fuentes suggests asking for referrals early in the sales process, when you're delivering value to your client.
How can I build rapport with a prospect?
Building rapport is crucial in sales. Umar Hameed recommends rehearsing the sales meeting in your mind before you go in. Visualize asking for the sale multiple times and asking for the referral. This practice can help you build confidence and establish a stronger connection with the prospect.
How can I overcome my fear of asking for the sale?
Umar Hameed suggests practicing asking for the sale multiple times. By rehearsing this in your mind, you can build confidence and become more comfortable with this crucial part of the sales process. Remember, if you've delivered value and built a strong relationship with the prospect, you've earned the right to ask for the sale.
How can I ensure I'm addressing the right objection?
Will Fuentes advises taking a moment to think about the objection and seeking to understand it fully before responding. Umar Hameed also suggests asking a couple of deeper questions before you answer the objection to ensure you're addressing the right issue.
How can I become a master at sales?
All the speakers agree that practice is key. Whether it's handling objections, closing the sale, or asking for referrals, regular practice and rehearsal can help you hone your craft and become a master at sales.
Don’t miss this opportunity to transform your real estate career with one-on-one coaching. As an experienced real estate coach, I, Umar Hameed, am dedicated to helping you unlock your full potential and achieve your real estate goals. To learn more about who am I and my clients ↓
If you’re ready to take the next step, book an appointment with me today and begin your journey toward success in the real estate industry.