There’s a Way to Maximize Sales and it’s a Secret?

Yes, it’s true. There is knowledge about selling that most sales people never hear. People that are new to the sales industry never hear it and they fail to sell. Many sales professionals never maximize sales because they have never heard this. Many sales managers train their team missing this very important sales secret. So what happens is that only 2 types of people make it to the top producer level. This is why 80% of all sales come from only 20% of the sales people. Yikes, out of 10 salespeople, two of them sell way more than the other eight combined. Let’s see who these two types of people that make it to the top are.

Top Producer number one has learned how to maximize sales subconsciously. They do not know why they sell so much, they just do it.
Top producer number two understands the sales secret and uses it to maximize sales.

So, if you want to maximize how many sales you get, you need to fit into one of these categories. The good news is that this sales secret is simple enough that you will fall into the category of number 2. Now, let’s be realistic for a second. This secret is very different from anything you’ve been taught about sales up to this point, so if you want to join the ranks of top producer #2, you’ll need 2 things.

You’ll need to believe that what I say is true. I promise you that it is. Some of you will think that this sales secret is too simple to be true then disregard everything taught here.
You’ll need to give it time to learn and grow into this idea. Remember, I said that this sales secret is very different from anything you’ve been taught about sales. That means that you’ll need to learn a new skill set. This will take time. However, after knowing this sales secret, you’ll open your eyes and find the skills that you need to learn.

Why is This a Sales Secret?

There are many reasons why this is a secret, but let’s discuss the top 2 reasons which explains why most sales people never hear about it.

There is a lot of sales training out there, and almost all of it is based on old and outdated training models which approach sales fundamentally wrong by teaching the wrong mindset. However, all of this sales training has built up tremendous amounts of social proof. It’s very difficult to say that something is wrong when there are thousands of books, seminars, webinars, courses, and YouTube videos saying that it works. The problem is that all of these thousands of resources come from a small handful of resources made around 100 years ago and very few of them have any new ideas. So, when people do hear about the sales secret, they usually dismiss it.
A lot of top producers are very competitive and enjoy being the best so they keep this a secret. If they told you this secret you would take away their prestige, and maybe in some situations you would take some of their sales. All in all, these are things that top producers like to keep.

You may be wondering why your sales managers don’t tell you the secret. The sad fact is that most sales managers don’t know it themselves. It just tends to get overlooked because it’s so simple.

Are you ready to hear the most simple thing that you’ve ever heard, yet it will open the door to true growth as a sales person?

The Words You Use do not Matter

Let’s talk about priorities for a moment. Let’s pretend you are new to sales and just got hired for your first job. Your company may train you how to sell, You may decide to learn through books, you may look up sales advice online and read articles or watch YouTube Videos. When sales is being taught to beginners, it is unofficially prioritized. Let’s look at an example.

The following graph is NOT standardized, it is just an example of how sales trainers would typically categorize aspects of sales if you asked them to do so. Many would make slight changes to this graph. Some sales trainers might emphasize different aspects of this graph as the absolute most important part of sales. This graph is a generic explanation of the incorrect model. This graph is also not all inclusive and has left out many aspects of sales.

Example Graph

1. Most Important	2.	3.	4.	5.
Saying the right things – Word tracks, scripts, and not talking yourself out of a sale.	Objection handling – Memorizing rebuttals, learning strategies to overcome objections, memorizing objection scripts.	Closes – Learning various closing strategies that require you to say certain things or to not say certain things.	Introductions – Learning how to meet and greet new prospects. This covers things like learning their name, smiling, being energetic, and memorizing scripts to introduce yourself.	Follow Up – What to say in a voice message, how often to reach out, and what to say when you make contact again.

6.	7.	8.	9.	10. Least Important
Rapport – How to become friends with everyone. Topics you can small talk about.	Customer Service – How to handle complaints and upset people.	Getting Referrals – How to ask for referrals.	High Pressure Tactics – Talking about scarcity, urgency, or using Fear tactics.	Talking about personality traits such as resilience, confidence, determination, assertiveness, and empathy.

Wow! That is a lot of talking. The only thing that doesn’t revolve around talking is #10. The point of this article is to inform you that all 10 of these can and should be filled with areas other than talking. Okay, fine, I will let you add talking to one of the spaces because there is value in communicating well. However, talking should not be the most important, and it should not be in every single slot. By changing this graph with this knowledge, you will begin to optimize sales.

Some Observations

There are a few sales trainer’s out there that always confused me until I learned this sales secret. For example, I would go to Brian Tracy’s blog and look around for articles to help me learn sales. I would struggle to find sales content on his website. The majority of his website was about things that I thought had nothing to do with selling. This was my ignorance preventing me from seeing what was right in front of me. The same thing clouding my judgment back then may be clouding your judgment as well. You can fill the priority graph above with 10 skills found on Brian Tracy’s website. Isn’t this weird? A man that doesn’t talk about sales is teaching you how to maximize your sales?

It doesn’t end here. Zig Ziglar is another man with an incredible reputation for sales training. Yet, you will have a difficult time finding a lot of content from him discussing sales tactics on his blog. Zig Ziglar is also spending a lot of time talking about things that are not listed in the sales priority graph above. Yet, Zig Ziglar and Brian Tracy talk about very similar ideas. The fact that both of these sales legends are not spending their time pushing the common sales tactics should tell you something.

Side note: you will find examples of both of the men mentioned above speaking about common sales tactics, but it is also obvious if you look through enough material that this is not where they focus most of their energy. A wise sales person should learn how to speak properly, but understand that there are more important aspects to sales that have not been emphasized to you before.

So What Now?

Okay, cool, you have learned that the words you use are not the most important part of selling. You know that there is more to sales than learning what to say. You understand that memorizing scripts of objection rebuttals won’t make you a top producer. So how do you keep learning with your new knowledge?

It’s time for you to open your eyes and mind to the idea that there are aspects of sales that are more important to being a sales person than words. Start searching for these aspects and try to develop your own priority graph. What aspects of sales should take up the 5 most important spots? Once you find these, start to develop these areas. Once you develop these areas in your sales process, you’ll dramatically increase your sales.

Finally, it is not as hard as it sounds to find your new priorities. These important parts of sales are out there and available for you to find. You just need to keep an open mind and know that it exists. If you keep learning and researching, you will find them and you’ll maximize your sales.

Resources

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