There’s a saying that goes like this “You don’t really know the material unless you can teach it.”
I love this saying because it’s 100% true!
If you can’ break the information down and explain the little details to someone else in a way they can comprehend it, you probably don’t really know the material as well as you thought.
With this in mind, there was something that I started doing this year that made a huge difference in my selling, and I know it will help YOU too…
The Secret Sauce
Think back to when you were in school (or maybe your parents depending how old you are) when the teacher would make you write sentences like “I will not make armpit farts during History class” 100 times…
The purpose of this punishment was to drive the point home that you shouldn’t make armpit noises in class so you would remember it!
Anybody that went through that knows that it was both annoying and ridiculously effective. You definitely learned your lesson after that “accepted form of child torture”…
But it turns out, we can recycle that very form of torture and mold it into something that will help us make more sales!
I’m talking about writing out your word tracks for every selling situation!
I know I know, this is something every sales person is just dying to do at nights or on the weekends, but please try to keep your excitement in check for a minute.
I need to explain how to do this correctly…
The Method
Grab a sheet of paper and a #2 pencil. Make sure you have a pencil sharpener and paper weight nearby, and…. just kidding (but that’s not a bad idea)
To set the stage, it’s better if you physically write this stuff down, but using a phone or computer can work well too.
Give yourself a quiet room so you can think, because you’ll need to play out customer interactions in your head to create your material.
These are the main topics that every salesperson needs to be good at…
- Elevator Pitch – Your 20 second attention grabber
- Qualifying Questions – How will you uncover the buyer’s motivation
- Objections – List your top 10 objections, and how you will handle them.
- Reminders – Things like “Always agree” and “Treat everyone like a buyer”
After you write this information out, go back through it again and see what you can improve. Odds are you will find things that actually don’t make sense at all (unless it’s just me), so you can improve and upgrade as you see fit!
And full transparency, this isn’t something that you’ll only do once. You’ll find yourself coming back to update your material constantly, and that’s a very good thing! That means you’re testing and learning.
The Results
This sounds like a lot of work, and maybe you’re thinking that “Well I don’t get paid enough to do that extra work“, right?
I thought the same thing, which is why I didn’t do this exercise for the first 8 years of my sales career…BIG MISTAKE!
When I finally started writing stuff down, a magical thing started happening…
I began to recall the material I needed while I was talking to customers, and THAT is the point of this whole process!!
How our brains are wired, we remember (better) what we create more than what we read or hear. So you can see how using this practice can help you understand the material better.
It takes brain power to imagine different scenarios, create a compelling sales pitch and come up with questions that you need to ask.
Bottom line, this one thing will make you a master closer…as long as you already have the right information to pull from.
If you don’t know if your information is right, it’s probably not. But don’t fret, there’s hope!
Go to my homepage and get your free trial of Cardone University right now!
You’ll find everything you need to know inside that program, and you’ll learn it from someone with 35+ years of experience in sales and business.
Don’t fight it, just write it.
-Jake Martincic
JakeMartincic.com 