Author: scottsylvan

Let me take you back to a few years back, where I watched a sales trainer threaten an attendee just for asking a tough question. The room froze. It got me thinking—how did things get so off track? This post isn’t another rant. It’s a field note from the frontline of sales’ ongoing circus. We’re talking clowns who chase clicks, cowards who enable them, and cheats who warp all that’s good about selling. But stick with me; there’s hope for those of us who still believe in integrity.

1. The Rise of the Motivational Industrial Complex (And My Own Close Call)

There was a time when sales was a craft—built on trust, empathy, and real results. You learned from seasoned pros who cared about sales integrity and the actual success of their clients. But somewhere along the way, the industry shifted. Today, a new breed of “experts” has taken center stage, turning the profession into a circus of hype and empty promises. This is the era of the motivational industrial complex.

From Craft to Circus: The Birth of the Hope Economy in Sales

The motivational industrial complex is more than just a catchy phrase. It’s a manipulative sector that preys on the hopes and insecurities of aspiring sales professionals. As I see it, this is a multi-billion-dollar hope economy—one that thrives not on your progress, but on your perpetual need for the next fix of inspiration. As one industry observer put it:

“It’s a manipulative industry that sells false hope under the guise of self improvement.”

Instead of teaching real skills or fostering genuine growth, these so-called gurus package empty inspiration as transformation. They create a cycle of dependency, where your continued consumption—not your actual advancement—is the real product.

My Own Close Call: The $5,000 Course That Almost Got Me

I’ll be honest: I’ve come dangerously close to falling for it myself. Not long ago, I found myself scrolling through social media late at night, exhausted and frustrated after a rough sales quarter. That’s when I stumbled on a slick video ad promising to “unlock my inner sales champion.” The pitch was smooth, the testimonials were glowing, and the countdown timer was ticking. Before I knew it, I was hovering over the “Buy Now” button for a $5,000 sales mastery course.

What stopped me? A moment of clarity. I realized I knew nothing about the person selling the course—no track record, no real client results, just a parade of rented Lamborghinis and vague motivational slogans. It was all sizzle, no steak. I backed away, but not everyone is so lucky. Many get caught in the endless cycle: buy a course, feel no progress, get pitched the next “elite” level, and repeat. This is the 80/20 content scam in action—just enough value to hook you, but never enough to truly help you break free.

Spotting the Clowns, Cowards, and Cheats

If you’re new to sales—or stuck in a slump—these predators can smell your desperation. Here’s how to spot the warning signs of fraudulent sales practices and protect your own sales coaching ethics:

• Over-the-top promises: “Six figures in six weeks!” or “One secret script to close any deal.” If it sounds too good to be true, it is.
• Endless upsells: You buy a course, but the real “transformation” is always in the next, more expensive program.
• Lack of transparency: No real client case studies, no clear refund policy, and no evidence of long-term success.
• Focus on hype, not substance: Flashy videos, luxury cars, and rented mansions instead of actionable strategies and honest feedback.
• Pressure tactics: Countdown timers, “limited spots,” and aggressive DMs pushing you to buy now or miss out forever.

These are the clowns, cowards, and cheats of the motivational industrial complex. They don’t care about your growth—they care about keeping you hooked on hope, always chasing the next big promise.

Why Authenticity Is the Only Way Forward

Today, more sales professionals are demanding authenticity over hype. The market is waking up to the reality that real progress comes from honest mentorship, practical skills, and a commitment to sales integrity. The motivational industrial complex may be loud, but it’s losing ground to those who value transparency and real results.

If you want to survive—and thrive—in the circus of modern sales, you need to recognize the traps of the hope economy in sales. Don’t let yourself become another victim of empty inspiration. Instead, seek out coaches and communities that prioritize ethics, substance, and your long-term success over quick wins and flashy marketing.

2. The Social Media Circus: Influencers, Applause & The Trust Recession

There’s a saying I keep coming back to: “Clowns began chasing applause instead of outcomes; sales used to be a craft—now it’s a circus.” If you’ve been in sales longer than a decade, you know exactly what I mean. The social media impact on sales has been seismic, shifting the focus from substance to spectacle. What was once a profession built on trust, skill, and consistency has become a stage for influencers, dopamine-chasing antics, and a trust recession that’s hurting everyone—except the performers.

Sales Before Social Media: Substance Over Show

Let’s draw a line in the sand. Before the influencer marketing success stories, before the viral videos, sales was about one thing: delivering real results for clients. You earned credibility through consistency, not clicks. Brand authenticity wasn’t a buzzword—it was your reputation. You had to bring something to the table, prove your value in person, and demonstrate your skills, talents, and capabilities. There were always a few clowns and cheats, but they were outliers, not the main event.

Back then, nobody needed to scream louder or post more content to be trusted. You didn’t need a highlight reel; your sales performance spoke for itself. The best in the business focused on the client’s outcome, not their own applause.

The Rise of the Social Media Performer

Now, the bigger the act, the bigger the following. Sales has become performance art. The wildest, loudest, and most outrageous “trainers” dominate the feed. I’ve seen so-called sales coaches threaten, mock, and even emotionally scar others on video—all for views and engagement. It’s like watching a late-night TV skit, except the consequences are real. These influencers flash rented cars, watches, and houses, hoping to trigger envy and attention. The formula is simple: if it looks like money, it must be success.

But here’s the catch: most of these performers don’t teach anything of value. There’s no lesson plan, no real coaching—just a constant chase for dopamine hits and viral moments. Their skill isn’t closing deals; it’s keeping your attention. They manufacture hype, not results.

When Flash Replaces Substance

I’ve been in rooms where employees were threatened for asking questions—where the “trainer” cared more about being talked about than actually helping. This is the dark side of social media impact: real professionals are left cleaning up the mess, rebuilding the trust that others destroyed. The unintended consequence? Buyers now expect circus acts and manipulation as the norm. The line between brand authenticity and performance blurs, and genuine consumer trust erodes.

The numbers tell the story. 86% of customers value honesty and relatability over perfection in brand messaging. They want realness, not rehearsed drama. Yet, the loudest voices online keep selling empty hype, fake confidence, and hope as a drug. The clowns are the dealers, and dopamine is the delivery system.

The Trust Recession: Counting Clicks, Not Clients

We’ve started confusing income with integrity. Status symbols are mistaken for credentials, but as any seasoned pro knows, half the people bragging about “seven figures” are counting gross, not profit. When you’ve seen enough deals from the inside, you realize the only numbers that matter are the ones you keep—not the ones you flash on Instagram.

This is the trust recession in action. The more the circus grows, the more skeptical buyers become. Real closers, the ones who actually help and serve, are left to rebuild what the clowns have torn down. They focus on outcomes, not algorithms. They know that consumer trust is the foundation for conversions and lasting relationships.

• Brand authenticity is mission-critical in 2025—without it, you’re just another act in the circus.
• Consumer trust is earned through service, not spectacle.
• Sales performance vs social media: Only one builds legendary careers.

Sales isn’t supposed to be a show—it’s supposed to be a calling. Let’s tell the truth, draw the line, and get back to what matters.

3. Cheating the System and Enabling the Mess: What Leaders, AI, and YOU Must Do

Let’s be honest: the circus of modern sales is not just about over-the-top pitches or wild promises. It’s about a system where frauds thrive—fabricating testimonials, staging luxury, and selling dreams with no substance. The real tragedy is that this mess isn’t created by chaos; it’s enabled by silence. When leaders look the other way, when teams accept “fake it till you make it” as gospel, and when we as individuals chase shortcuts instead of mastery, the cheats win. And when cheats get rich, the true professionals are left to pick up the pieces, facing skepticism and mistrust from buyers who have seen too many illusions.

Here’s the pattern: desperation is monetized, not development. I’ve watched countless people buy product after product, course after course, hoping for a breakthrough that never comes. The so-called “trainers” and “thought leaders” know this cycle. They weaponize ambition, turning it into an addiction, and then mock the very people who fund their lifestyles. They inflate results, stage screenshots, and promise six figures in ninety days or less. The result? A marketplace flooded with hype, where buyers assume manipulation is the standard and authenticity is rare.

But the tide is turning, and the reckoning is coming from two directions: technology and the buyers themselves. AI in sales verification is rapidly becoming the new standard. Artificial intelligence isn’t dazzled by hype or swayed by slick presentations. It flags inconsistencies, cross-checks reviews, and scores presentations for authenticity. As AI gets smarter, the days of fake income claims, staged testimonials, and rented luxury are numbered. As I often say,

“If your brand is built on illusion, AI is going to tear it down.”

The same goes for regulatory agencies—if you’re faking it, you’re on borrowed time.

AI will expose fraudulent sales tactics and automate due diligence. Soon, buyers’ guides powered by AI will grade your self-presentation, not a human. Fake reviews and fake clients will be swept away. If your business integrity is built on substance, you’ll thrive. If not, you’ll be left behind. The circus will end, and only those who have put in the real work will remain. When the noise dies down, the only voices left will be those who know how to think, feel, and sell like a human being.

This is where you come in. You still have time to beat the clowns and outlast the circus. But it’s not about out-shouting the hype. It’s about outlasting it—by building a personal code of honor and living by it every single day. Buyers are smarter than algorithms; they see patterns and spot authenticity instantly. In fact, 63% of shoppers are more likely to buy from trusted influencers—not just anyone with a flashy pitch. Trust and authenticity are the new currency.

So, what does a personal code of honor look like? For me, it’s simple and clear. When I meet with clients, I remind myself:

We don’t humiliate clients, we educate them. We don’t fake proof, we document it. We don’t chase hype, we pursue mastery. We don’t sell dreams, we deliver certainty. We don’t serve algorithms, we serve people. Every sale is a reflection of who we are, not just what we sell.

Here’s my personal commitment: You deserve the best, whether you’re a company, a group, or an individual. When you invest with me, you should expect results—when you take action. I pledge to give you my full effort every time we work together. I will always arrive on time, prepared, professional, and sober. That’s my code, and it’s kept me grounded through the toughest pitches and the noisiest markets.

In the end, creating authentic brands and living by a personal code of honor is what restores trust in sales. AI will raise the bar, but it’s up to us to set the standard. Integrity outlasts the circus. If you want to survive—and win—in the new era of sales, start with your own code. Read it daily. Live it fully. Because when the hype fades, authenticity is what remains.

TL;DR: Sales success isn’t found in the biggest show or the loudest performer. It’s rooted in humility, ethics, and authentic connection—qualities that can’t be faked and will always outlast hype. Stay true, keep learning, and let clowns fade away.

I once joked to a friend that my sales numbers were like a yo-yo in the hands of a caffeine-crazed toddler—thrilling highs, brutal lows, and plenty of wild swings in between. But the longer I’ve stayed in sales, the more I realized this isn’t just my story—it’s everyone’s. We all slog through slumps. Sometimes it’s dramatic—a sudden nosedive after personal loss, mental fatigue, or enough distractions to knock your focus sideways. Other times, it creeps in like a slow leak. Let’s get real about what causes these noisy dips and how (sometimes by accident!) I’ve learned to shorten the inevitable “down cycle.”

Why Slumps Happen: Beyond the Usual Suspects

Let’s get one thing straight: sales slumps don’t discriminate. Whether you’re a rookie, a seasoned veteran, or the team’s top performer, you’re going to hit a wall at some point. Over the past fifteen years, I’ve seen it all—my own struggles, the setbacks of others, and the endless search for a universal fix. But here’s the truth: most advice skips the messy reality. The causes of a sales slump go far beyond the usual suspects like “bad leads” or “market conditions.”

Sales Slump Causes: More Than Just Business Factors

When we talk about Sales Slump Causes, most people jump straight to external business factors—market shifts, product changes, or lead quality. But the real story is much more personal. Life changes, distractions, and even the simple passage of time can drag your numbers down, often without you realizing it. I’ve journaled about this, watched it unfold as a corporate sales trainer, and lived through it myself. The cycle is vicious, and it doesn’t matter what industry you’re in.

• Life Changes: A new house, a new relationship, or even a new car can pull your focus away from the deals in front of you. The excitement (or stress) of change is a major distraction.
• Losses: On the flip side, losing a house, a relationship, or even a pet can hit just as hard. As I’ve said before, “The distractions of losing something, like you’re trying to get gain in the world of sales, but yet you’re losing something.” Losses aren’t limited to family or friends—pets matter too. When I lost my bird, it left a real void. Grief is grief, no matter the source.
• Distractions: Sometimes it’s not the big events, but the accumulation of small distractions—new hobbies, side projects, or even a neighbor’s drama—that chip away at your focus.

Mental Fatigue Sales & Emotional Fatigue Sales: The Invisible Drain

It’s easy to overlook the impact of Mental Fatigue Sales and Emotional Fatigue Sales. But make no mistake, these are real, measurable drains on your Sales Performance Metrics. When you’re mentally exhausted—whether from studying for an exam, writing a book, or just dealing with life’s curveballs—your ability to close deals takes a hit. Emotional fatigue is just as powerful. Depression, loneliness, or the aftermath of a breakup can leave you in a fog. As I’ve said on the podcast, “Grief gives you grief brain and grief brain leaves a fog.”

What’s strange is how taboo it is to talk about these things in sales. Emotions are front and center when you’re closing a deal, but when you’re struggling, most people don’t know how to respond. If you’re in a slump, don’t hesitate to reach out to a professional—just like you’d see a dentist for a toothache or a mechanic for a car problem.

Physical Exhaustion: The Overlooked Factor

Physical exhaustion is another silent culprit. Maybe you’re training for a marathon, juggling family obligations, or simply burning the candle at both ends. Add physical fatigue to mental and emotional strain, and you’ve got a perfect storm for a sales slump. Often, it’s the combination of these factors that really knocks you off your game.

Dwell Time: The Metric Nobody Talks About

One of the most useful but least discussed Sales Performance Metrics is dwell time—the period between falling into a slump and climbing back out. There’s no universal dictionary for these terms, but tracking your dwell time can help you identify patterns and recover faster. The goal is to reduce that dwell time, not just accept it as an inevitable part of the job.

Sometimes, It’s Just Time

Finally, sometimes a slump is just about timing. Every machine needs downtime for maintenance, and humans are no different. I used to joke about my phone, “Old Reliable,” until she finally gave out. The same goes for us. If you push too hard, too fast, for too long, you’ll eventually hit a wall. Sometimes, the cause of your sales slump isn’t external or emotional—it’s simply that you need a break.

“Grief gives you grief brain and grief brain leaves a fog.”

Recognizing these less obvious causes is the first step toward real Sales Performance Recovery. It’s not just about fixing your pitch or chasing better leads—it’s about understanding the full picture of what’s really pulling you down.

Getting Real: Owning Your Dwell Time (and Wild Comebacks)

Let’s talk about the real engine behind Sales Performance Recovery: dwell time. This isn’t just a buzzword tossed around in sales meetings—it’s a critical Sales Performance Metric that tells you how long it takes to bounce back from a slump. If you’re serious about improving your numbers and sanity, tracking your dwell time is non-negotiable. It’s your personal benchmark, your secret weapon for measured comebacks, and the first step to getting back on top.

Forget the Highlight Reels: Your Comeback Is Yours Alone

One of the biggest traps in sales is comparison. You scroll through LinkedIn or hear stories about “machines” who never seem to miss. Here’s the truth: my comeback isn’t your comeback. Your max capacity, your recovery speed, and your path out of a slump are unique. Sales Benchmark Data might give you industry averages, but your own numbers are what matter most. Don’t sabotage your progress by chasing someone else’s highlight reel.

Spotting Your Free Fall: The First Step to Recovery

Every salesperson—no matter how seasoned—hits a point where nothing seems to work. This is what I call free fall. You’re panicking, you’re exhausted, and you’re questioning if you’ll ever close again. If you catch yourself thinking, “I don’t know what to do. Nothing is working,” recognize that you’re in a slump. The sooner you identify this, the shorter your dwell time will be. Honest self-assessment is not about shame; it’s about clarity. This is where Sales Coaching Techniques and trusted mentors come in. Sometimes, you just need to raise your hand and say, “I need help.”

Distractions and Sales Sabotage: Own What’s Yours

Let’s get brutally honest: “Sometimes it’s not the buyer’s fault or the potential client’s fault. It’s your fault, and you gotta own it.” Sales sabotage is real. It’s the little things—distractions, procrastination, skipping follow-ups—that quietly derail your deals. Family, friends, personal worries, even vacation planning can eat away at your focus and flow. If you want to shorten your dwell time, you must identify and own these habits. Only then can you start to recover faster and more consistently.

Building Your Restore Point: The Power of Video Recordings in Sales

Here’s a practical, data-driven strategy: create a restore point. Just like in video games, where you respawn at a safe spot, you need a way to get back to your best self when things go sideways. For me, that means recording my best sales presentation. This isn’t just about ego—it’s about creating a baseline you can always return to. Video Recordings Sales techniques let you benchmark your energy, pitch, and delivery. When you’re on top, record yourself. When you’re at the bottom, review that recording. This gives you real-time, personal Sales Benchmark Data to measure against, not just industry stats.

• Use your phone or a simple camera to record your full presentation.
• Extract the audio and transcribe it with tools like Otter.ai.
• Feed the transcript into AI (like ChatGPT) to generate a checklist of your best practices.
• Compare your current performance to this baseline every month—or even weekly if you can.

This process isn’t about perfection; it’s about progress. Over time, you’ll spot the subtle shifts that lead to sales sabotage or slumps. You’ll have actionable data to work with, not just gut feelings.

Mentorship, Honest Talk, and the Reality of Sales Slumps

I’ve been at the bottom. I’ve felt the panic and the pain. But I’ve also learned that every professional—no matter their industry—goes through this. The difference between those who recover quickly and those who don’t is simple: they own their dwell time. They track it, talk about it, and use tools like video recordings and coaching to get back on track. If you want to improve your Sales Performance Metrics, start by getting real about your own journey—no comparisons, no excuses, just honest, data-driven action.

Resilience by Rewind: Candid Rituals for Sales Turnarounds

If you’ve ever played a video game, you know the relief of hitting a “reset point”—a safe checkpoint to restart after a setback. I call this the “res-respond” approach, and it’s become my go-to ritual for sales turnarounds. Instead of letting a slump spiral, I treat my comeback like a game restart: record, reset, and reboot with intention. This isn’t just about motivation—it’s about building a practical, repeatable system for Sales Resilience Building.

Here’s the odd truth: most salespeople only analyze their process when things go wrong. But the best time to capture your sales presentation is actually when you’re on top of your game. I make it a habit to record my sales presentations at my high points, not just during a crisis. This simple act creates a personal “restore point”—a benchmark I can always return to when things drift off course. It’s a core part of my Sales Benchmarking Methodology.

Why record? Because sales drift is real. Over weeks and months, we unconsciously drop effective habits or pick up bad ones. Maybe your energy drops, your stories get stale, or you start skipping key steps. By recording and reviewing your presentations, you can compare your current performance against your personal best. This is where Sales Performance Metrics become more than numbers—they’re living, breathing indicators of your real-world effectiveness.

I recommend using whatever technology you have—a smartphone, a tablet, or a basic webcam. Record your full sales presentation, ideally for about an hour. Yes, it takes time. Yes, it feels awkward at first. But the payoff is huge. Once you have your recording, extract the audio and run it through a transcription tool like Otter.ai. Then, feed that transcript into an AI tool—ChatGPT or whatever the latest is—to generate a checklist of your key points, stories, and techniques. This becomes your “champion” presentation, your master control for future benchmarking.

Here’s where the ad industry offers a powerful lesson. In copywriting, agencies pit new ads against the current “control”—the ad that’s performing best. If a new ad beats the control, it becomes the new standard. I apply this same Sales Benchmarking Methodology to my own pitches. Every few weeks, I record a new presentation and see how it stacks up against my champion version. Sometimes, I spot subtle slippage—a story that’s lost its punch, a close that’s become too soft. Other times, I find new strengths to add to my arsenal. This ongoing process keeps me sharp and prevents the slow drift that leads to slumps.

Resilience in sales isn’t about ignoring pain or pretending slumps don’t happen. It’s about reframing setbacks and choosing forward motion, even when you’d rather hide under the covers. When you treat your comeback as a deliberate reset—recording, reviewing, and benchmarking your performance—you build habits that make recovery faster and more reliable. As I often remind my clients, “This is a resilience building model. This is a way for you to bounce back faster. This is a way for you to res respond in the world of sales.”

The beauty of this approach is its simplicity. You don’t need a big budget or fancy Sales Training Techniques. You just need the discipline to capture your process, the honesty to audit your own drift, and the willingness to benchmark yourself against your own best work. Over time, you’ll find that your “reset point” gets stronger, your bounce-backs get quicker, and your confidence grows—not because you’re tougher, but because you’re more adaptable.

In the end, resilience isn’t a one-time act. It’s a series of small, intentional choices that add up to real change. By making video recordings of your sales presentations, analyzing your Sales Performance Metrics, and benchmarking yourself with the rigor of a top ad agency, you create a personal system for lasting sales resilience. The next time you hit a slump, don’t just push through—rewind, reset, and res-respond with purpose. That’s how you turn setbacks into comebacks, one candid ritual at a time.

TL;DR: Sales slumps are part and parcel of the game, but you can bounce back faster with insight, practice, and a little help. Prioritize self-awareness, record your progress, and reach out for support—because every sales ‘yo-yo’ eventually swings back up.

What to do when you want to quit

All salespeople go through a point where they want to quit sales. This is not an uncommon feeling to go through. You are not alone if there is a point where you get frustrated, angry, upset, panicked and even lonely.

If you are struggling right now there the best thing for you to do is figure out why you have the feelings. You may have to dig deep and go through feeling and emotions you don’t want to. If you really want to get to the bottom of your issues you have to make the decisions to pinpoint what is going on.

You can clarify your problem when you look to:

• Is it the place you work?
• Is it the people you work with?
• Is it the product or service that you are selling?
• Is it the performance capabilities of the skills you don’t have or need?

All salespeople go through this feeling at one point or another. You are not alone when these feelings pop up. There is a silver lining when you do face problems and that is you do acquire new skills and or talents. You do have to make the decision to look for the ideas. If you get stuck in negativity and all of the reasons why you cant do it, then you will find them.

Sometimes the ownership or management hurt your feelings and you don’t like them. You may be overly sensitive to what is going on when you are being held accountable.

If you are not closing deals you may be caught up on fair and unfair.

The common problems about the leads

There are times where the leads become the conversation. You may have tough leads but even if you do take leads that are difficult you do get better at closing skills.

If you are price matching and discounting you may not be getting paid the commissions you could. The internal pressure you feel may be because of debt and or income issues.

You have to out in the work

Sales can be frustrating just while you are closing deals. There is pain, problems and frustration when you are not closing sales. Add in other problems and it compounds to the point of wanting to quit.

You really do have to ask “How much of this is you” because you could have not prepared to make your sales skills better.  You have to ask the question and it can be uncomfortable when you need to find the way:

• What have you done?
• What are you willing to do?

When you are frustrated you have to ask, how much pain are you willing to take? What actions are you willing to take to make your skills better to get out of your sales slump. There is a quick list of items you can look at right now:

• Role play with guidance or training
• Coaching from a mentor or master of closing
• Ride alongs with top salespeople while taking notes
• Record presentations when legal with clients if possible

Pain is time spent training and being coached. When you are with a good coach or mentor you have to know it can be painful.

Something to think about is the money spent on your own to get yourself where you need to be. If you are waiting for your manager or business owner to pay for you? If this is the case it may not happen.

Your feelings and emotions can be your fault

If you went into a sales call and didn’t close because you didn’t do your job its not rejection you are facing its guilt for not doing the right thing. Most salespeople are not salespeople they are order takers and price matchers and this move happens naturally in a struggle.

One question you have to ask yourself is how much training or coaching have you really implemented? Be real and answer the question how much have you really done? How much sales training or coaching have you discounted or not implemented because you don’t like it or it makes you uncomfortable?

Most sales struggles have common themes

There are go to moves in any sales struggle. When you take a look at sales as a whole there are only so many moves a buyer can make with you. There are between 5 – 7 objections and then everything else becomes a hybrid. Can you overcome the 5 – 7 most common objections::

• I want to think about it
• Right now is a bad time
• The price is too high – your price is too high
• I need to talk to someone about this
• I don’t want a contract
• We already have someone
• Just leave me some information

When you look at your sales presentations can you identify why and where you are losing people? Is there a point where you have issues and don’t know it?

There are common types of objections that you get in a sales presentation. Do you know where the objection is from?

• Is it a trust or Relationship objection?
• Is it a Price, Problem, Risk or ROI Objection?
• Is it a quality of service or product objection?
• Is it really a Stall?
• When you think about it was it a weak presentation and did you really do you job?

If you are struggling in the sales presentation here are the 3 most common places to look.

• How much time are you spending building rapport are you going after too much to stall out the sales call or are you not building enough to try and close quickly?
• How are you asking for the sale, how are you asking for the sale?
• How good are you at follow up and are you using more than one way to follow up?

If you are struggling in sales it could be outside influences or it could even be you. It does help to have a good friend or person to talk to so you can see where the problem is.

Scott Sylvan Bell

@Scottsbell

#sales #closer #podcast #Howtosellshow #Sacramento

This episode was recorded in Sacramento California

Toxic relationships in sales and business

There are tough conversations to have in business and in life. There are people in every aspect of association that can cause you grief.  Some of these people are nightmares to deal with no matter what, they just want their way.

Do you find it weird that you look at personal relationships one way and business another. Think about this for a moment would you allow difficult people in your personal life that you allow in your work life? For most people the answer is no!

You may work with nice people or you may have to associate with psychopaths. You may even have to deal with manipulative people. If you keep your eye open you will find that manipulative people only have so many moves. You can start to predict what people will do over time with good certainty.

Most people have the story they tell themselves and tell others about how they got into the position that they are in. Sometimes we like to tell the bad story for attention and sometimes it is for coping skills to deal with the problem.

The problem with toxic relationships is typically they are looked at with scrutiny way too late. You tend to put up with more problems than you should for longer than reasonable. The real reason is the story you can tell yourself or tell others.

Owners and management can be toxic

Management can downplay problems or even ignore the actions. You may hear things like its not that bad. When it comes down to it denial is easier than action so the normal action is to pretend it isn’t that big of a deal.

When management allows bad environments it may be that they are protecting their back side. You may have problems even if you have been promised you will be taken care of.

On occasion  companies will do what they can to push you out. This may be real or you could be making it up in your head. You do have to look for good people to talk to so that you can confirm this.

One go to move of manipulative people is to go after you but not others. It is a common move to  single you out buy building a team of people to harass you.

Sometimes companies will old back pay to keep you. They keep pushing dates backwards to get you paid so you are entrapped into their organization.

When you have solid skills a company can hold you back they may put chains on your skills to show you who is boss.

It does happen where a owner or managers will steal your ideas and take them as your own. Managers may lie about what is going on in real life. To keep you in your position.

There are times where they beat you down with what they say:

• You are not that good
• You are lucky to have this job
• Nobody else will take care of you like we will
• You owe us for something we did for you

You can be given bad assignments or tough leads.  They may be a silver lining with tough situations and it is that you are forced to get better.

Bad clients may be an issue when companies stick up for the money instead of the salespeople of the employees. They don’t stick up for you in bad situations with clients and they take their side.

Employees

• Dump information on you (garbage ca)
• Single you out
• They sabotage your process / blame you for stuff you didn’t do
• They don’t have your back when something bad happens
• They pretend to be your friend and stab you in the back

Why you stay in a toxic business relationship

You may decide to stay in a bad relationship because you don’t feel like you have support for others. You can even think the problem is all you and that you are making it up. There are times this does happen. You do need to pay attention that you are getting good advice from a good source.

Some people will stuck in a bad situation to prove a point. This proving a point allows for the story to be told. In a way this is a weird way to get attention.

There are times where you don’t believe it is real. You could think there isn’t really an issue at all. Some people think there is not a problem at all and there really is one.

One weird situation  is where you don’t believe you are good enough to go somewhere else. You may be worried that you don’t have the skills. Sometimes this belief has been beat into you. If this is your issue getting professional help is your best bet.

What you can do in a toxic relationship

If you are in situation you can admit there is a problem. Just saying your problem out loud allows for you to get it off your chest. When you think about a problem all of the time it is a poison.

One of the best things you can do is to keep acquiring skills and talents. This means you are taking control of your own life.

It is a good idea to build a new resume and get on the job boards.

Watching or listening to inspirational material does help you out.

Clients that are toxic can hurt as well

There are clients that treat you poorly and think it is ok. There are multiple ways to hurt you in the process. The reason you can be treated poorly can range from control all of the way to the person being a scumbag.

• Your clients can call you names
• Your buyers may scream and yell at you
• There are times where buyers make impossible demands
• Bad reviews can be used as a way to strong arm you

What you can do with toxic clients  

It is important for you to reset the boundaries as to what is acceptable. This means you have to tell the buyer or client that they are out of line.  You do need to be aware of revenge rejection.

It may important to increase their fees where applicable and limit their interaction. You may decide to replace them or fire them. The danger of replacing clients comes down to it being easier each time.

When you walk away from a job

One way to deal with a toxic relationship is to leave. Remember if you are a closer you are the prize.  You leave on your time table when convenient for you and you don’t have to worry about the company.  Get a therapist and get help. You will need this for the rejection and other issues you will face.

Talk to a friend or a professional and see if it is you or them. You may be seeing things that are not there.

Scott Sylvan Bell

@Scottsbell

#Sales #closer #Podcast #Howtosellshow #Sacramento

This episode was recorded in Sacramento California

How to build mental toughness in sales and business

Its not a matter of if but a matter of when problems will happen. You do need mental toughness in sales and in life. How you prepare for your future challenges really do matter.

The bigger the goals the bigger the challenges and learning curve.  Know you will live though all of the emotions in a day when things go right as well as when things go wrong.

Adversity cant be hidden from

People avoid adversity in life, they try to stick in a few emotions they avoid “Embrace the suck”.  The problems we have are necessary for growth, the more you tamper down your problems the less possibility of growth.  Most people don’t run towards pain the run from it. Salespeople and Entrepreneurs by default run towards problems while everyone else hides.

Most people use the fog of emotions as an excuse, they look for the story they can tell so they don’t have to deal. Most people get caught up in the story where they could have but didn’t.

How to deal with adversity in life

• Know it will happen – There is nowhere that you will not struggle. Every part of your life and jobs has places where things get tough.
• Adversity never happen when convenient and it tends to multiply when there are problems
• You will get piled on when you struggle from those around you
• You will get haters and you will get criticized and made fun of
• Your confidence will bring in the people who want to tear you down
• The ability to be emotionally neutral when problems happen does help. You can take a look from the outside to help with this
• Ask what is the outcome you want and what will it take to get there
• Think “This isn’t the worst thing that could happen” or “This isn’t the weirdest thing that has happened to me”

Paths to mental toughness in sales and business

When you focus on the strategies needed by take thinking and planning time you can be prepared for what is to come. Most people panic when they are stuck with tough times because the have not considered what can happen.

There are ways for you to drown out the noise and or pressure from talking to similar people, coaches, mentors and even those who have lived through what is going on for you.

You must be willing to ask for help and know you have support when you need it. Talking out your problems with others helps significantly.

It is imperative that you are coachable and take criticism correctly. Areas of growth are not always easy to deal with. If you fight the advice or the coaching you can stay stuck longer.

When you have an understanding of failure and what it is, you can embrace the problems you are facing.

Thinking through your reason why you are doing what you do. When you combine the idea of being willing to delay things there is a dynamic duo of action.

There are times where you are over your head. You must know when you are out of your limits or knowledge and be willing to say so.

Emotions and mental toughness

When you work through self confidence and your fears there are ways for you to grow even more.

There are damaging emotions that you can get caught up in when you don’t want to live through them.

FARGU

• Fear
• Anger
• Resentment
• Guilt
• Uncertainty

It should be a practice to surround yourself with winners. This means you remove bad players and problem people when possible.

Look for places to avoid, say no or even set limits. When you set boundaries the right way it can help you avoid future issues with people you don’t need.

Dealing with failure   

You can have the marketers mindset “it’s a test” or  “I’m working with a recipe” can allow for you to make necessary changes.  Know that one failure isn’t the failure. You can always look to improvise, adapt and overcome.

Celebrate with others and see their wins so they can do the same for you. How you treat others when they are on top or on the bottom can help you in the future.

Things you can do to work with mental toughness

1. Know its coming to get you – prepare for it
2. Meditation / pray
3. Exercise
4. Laugh until you cry
5. Get therapy
6. Sleep
7. Eat well
8. Look for the silver lining
9. Say out loud what is bothering you
10. Pay attention to your inputs – what you read, watch and listen to
11. Every day is another day to work on your skills

Building mental toughness is a long term event built on short term actions for growth. Each action you take is meant to build upon the next.

Scott Sylvan Bell

@Scottsbell

#sales #closer #success #mentaltoughness #Podcast #Howtosellshow #Sacramento

This episode was recorded in Sacramento

Things that lead to objections in sales

There are things that you do in your sales presentation that cause you problems. You have to own your sales process and know that you can cause serious issues. You have the ability to create your own objections and you do, just like anyone else does. In a majority of the time you are the problem and not the buyer.

Its not a sales call it’s a performance and you have to understand how this helps you be a closer in sales. You have to take what you do seriously and it takes work and effort to be consistent.

The 12 ways you create objections in sales

1. Not believing in your product or service

If you are selling a good or service your buyer knows when you are not into it. Your vocal pitch and tone is wrong as well as your presence. The buyer may or may not come out and say they don’t believe you or they may give a weak objection

2. Old school sales

Always be closing creates problems for you in your sales presentation. There is a form of neediness with constant check ins and questions. There are times to do this but not over and over again. Your ability to close sales comes from you being confident in your sales process.

3. Not being prepared for the presentation

How you prepare is how you sell. If you are not serious about giving a presentation you will forget necessary items you need to close deals. This means you have the presentation, the paperwork and you are on time to the meeting.

4. No set or real presentation

Buddy selling is one of the ways that a weak presentation can be used. This is a fly by the seat of your pants type of interaction. No real consistency is used. As salespeople struggle they ditch the structure and go for speed. This nets discounting severely or price matching to get the deal done.

Your presentation can have a set structure something like this:

• Rapport
• Discovery
• Presentation
• Close
• Objections

5. What you say in the presentation matters

You will talk around your greatest fears. This means if you are scared of an objection you will talk yourself into the problem. As salespeople have fears they present to them and end up talking the buyer into the fear.

6. Not listening to the buyer or talking over the buyer

As you struggle you will try to speed through the presentation. If you over talk or do not listen to your buyer it will lead to contempt or anger. There are common actions struggling salespeople take and this is one out of impatience.

7. Not dealing with concerns as they come up

When you buyer has objections you do need to deal with them as they come up. Most salespeople hold back and then are walloped at the end of the presentation from their buyer. You deal with the problems as they arise and it does help take the wind out of your buyers sails.

8. Talking about yourself too much

There is a certain amount of masculinity about the sales process. Some salespeople talk too much about themselves and say things like “I am the greatest salesperson ever” they get caught up in their own legend. You will want to pay attention to how often you talk about yourself and how big your stories are.

9. Being scared to ask for the higher dollar option

If you are struggling you may go to the low dollar option to get a quick sale under your belt. Your ability to be a closer in sales means you look for the right option for your client and present that as the solution. Your ability to close sales happens when you present the right option even if it is more of an investment.

10. Too many options to choose form

You can create confusion in your sales presentation with your buyer. You may think that giving all sorts of options is the right thing to do so you can close the deal. When you present options 3 is the magical numbers for the offer. Anything more will cause you issues and problems.

11. Selling the item that gets the highest commission

Some salespeople only sell and item that pays the highest commission. They don’t know how to present the idea of buying because they get caught up in how they are going to get paid.  If the needs are not there for the buyer you can cause issues by selling the most expensive item for no reason.

12. Not giving direction and asking for the sale

In sales one of the things you must absolutely do is ask for the sale or the purchase. Plenty of presentations end without a purchased being asked for. You have to give specific directions as well as asking the buyer for their business.

Your ability to close sales consistently happens when you know why deals are made and why they are lost. You can learn how to sell more over time with the right instruction.

Scott Sylvan Bell

@Scottsbell

#sales #closer #success #Podcast #Howtosellshow #Sacramento

This episode was recorded in Sacramento California

You can learn a selling styles from other places than trainers, coaches or mentors. One of the places to learn new sales skills is from second hand market places. These would be internet sites or apps where you can sell used goods.

There are skills you need to learn that really cant be taught in a significant way in a classroom. You do learn from interacting with people in real environments. There are sales skills you get to acquire in ways that can help you with every type of buyer that you meet. Most salespeople know one to three sales styles and do not excel at most of them.

The different types of sales styles

There are a few ways to sell

1. Aggressive sales – This is the always be closing old school sales style (ABC)
2. Fact based sales – When you look at this style it is close to what and attorney would use to prove a point.
3. Question and commitment sales – This style can be used in a way that is better than they fact based sales process.
4. Needs based / Consultative based sales – A way to look at this sales process is to find the correct item for the right buyer and sell what fits their need.
5. Personality based rapport selling with strong sales skills – There are sales skills are here that rely on most of the list
6. Buddy selling – When a salesperson uses thus technique there are no sales skills just rapport building that hopefully leads to a deal
7. Passive sales – When salespeople use passive selling there is a fear of rejection so the presentation is here is my info and call me when you are ready
8. Transactional sales – When this sales process is used it is based upon the lowest price possible and then earning minimal revenue. This type of sales process can be a grind.

The value of products in the second market

You can look at a number of 30% for the value of a product that is used. You may have a set price you want to pay or are willing to accept. As with barter the value of the product is somewhere between what you want to get and what the buyer wants to pay. This style of sales is an important one for you to learn as soon as possible.

Types of buyers:

1. Cheap – Only the lowest price matters
2. Bargain hunter – Looking for a good deal
3. Deal maker – Will counter or put conditions on the purchase
4. Value – Does look at the weight of the proposition and what is included
5. Pay full price – This unicorn buyer values time over money and just makes the purchase

There dance to a second hand sales process

Every type of sales has a routine that the buyer and the salesperson go through. If you are making sales on the second place market there are some hoops that will need to be jumped through. This is a generic list of what could be done in the sales transaction:

1. Intro – this is the rapport / trust stage
2. Explanation – This is where the item is talked about – it’s a mini demo – walk around
3. The tear down – The buyer finds the flaws and threatens to walk away
4. Make an offer – Crazy discount from what you have set forth – they are testing the waters
5. The build up – The seller counters and finds a ways for the item to be talked up
6. The negotiation – The price is figured out or not
7. The walk out – You may be able to get people to come back – this is the hold out method

As you develop your sales skills you will see this is a mix of a bunch of sales styles. You can learn how to use these techniques and strategies inside all presentations with most of your buyers. When you take the time to look at the mechanics of the processes you can see where some of your deals could be done better and where they fall apart.

• Look to the timing of the conversation
• Look to what the person says about walking away
• Pay attention to how they are not really interested or are they guarding themselves

This is a specific type of buyer that allows you to learn how to sell to other types of buyers that you interact with.  What you are looking at or dealing with could be a combination of frugal, barter dealers and cheap buyers/

Most salespeople only master 2 or 3 types of buyers when there is close to 7 or 8 of them that need to be learned.  Each type of buyer allows you to have a better closing rate and increase your sales skills.

Scott Sylvan Bell

@Scottsbell

#sales #closer #success #Podcast #Howtosellshow #Sacramento

This episode was recorded in Sacramento California

What to do when the whole world around you is on sales

You will see industries and entire sectors in business struggles. This happens for many reasons and not all of the issues are created equal. If you really want to learn how to be a closer in sales you will need to learn how to deal with the ups and downs of business. You can find that the problems come down to:

• Seasonal selling
• Ups and downs in the economy
• Industry take over
• Changes to a business sector – gov / natural

Learn how to sell more

Know the go to move for everyone else is going to be massive discounts when your industry struggles. You will see endless discounting, price matching and bundled efforts just to close deals Companies can push for skinny deals just to show some sort of revenue.

• Quick discounts and price matching shows a flaw or weakness in a business plan
• Lack of preparation is a lack of strategic planning.
• There is a lack of confidence from the company or the team

How to successfully sell for the long run

The ability to get really good with your presentation will separate the pros from the joes.  This is all about sales basics mastery and mastering your sales presentation. You will have to give the same presentation over and over again. You will want to map out your sales presentation and look for what you are doing right and wrong. Here is the format for a generic sales presentation:

• Rapport
• Discovery (pain / problem / risk)
• Commitment
• Presentation
• Close
• Objections
• Follow up

Recording your sales presentation and then having it transcribed is a pro level move. Once you transcribe your best efforts you will want to build a checklist of what a good sales presentation is. Once you run a sales call you will want to verify you did everything you could to be consistent. You will have an easier time with sales slumps when you know what moves to take.

Know the strengths of what you have to offer

When you have mapped out what your company is good at and where the weaknesses are you can prepare the right talking points. You will need to be ready to rattle those ideas off.   Know the weaknesses of your offer come from common places or ideas:

• Design
• Delivery
• Price

Take the time to know the strengths of the competition as well as know the weaknesses. You need to be able to talk about these with zero issues.

How to beat other salespeople

Draw your line in the sand for what you are willing to do to close deals and make sales happen. You will need to be prepared for the games buyers will play.

• Buyers will pit you against the other companies
• Buyers will try to get max discounts or perfect terms
• Buyers will try and hide all decision makers from you

You can create bear traps – tell the future of what to expect by elegantly talking trash on the closing process of the other side

Paint the picture of failure for the adversary – if this is their go-to move now what is it going to be if it gets worse

• Lose warranty & Lose service
• Who to call – they will lose people – your go to person will be gone

Know whatever objection you are scared of you will get because you talk around it.

One of the best things you can do is be the wise old man. You will need to be calm on the outside if you are panicked on the inside. Be patient this is a chess game and not checkers, you do this by slowing down the process controlling the clock

Tips for closing more sales when its tough

Be willing to put in more effort than other salespeople. This really does not take much more effort to be incrementally better. You have multiple choices for outworking the competition.

• Videos either short or long
• Articles and content
• Follow up

There will be times when you deal with a tough sell and you have to sell by the inch and not by the yard. This means you really slow down the clock to work though the deal.

You will want to get testimonials, reviews and even ask for referrals once the deal is closed.

Scott Sylvan Bell

@Scottsbell

#Sales #closer #podcast #Howtosellshow #Sacramento

This episode was recorded in Sacramento California

There are conditions in the world that have made people stay at home. Since people crave connection they have turned to social media platforms to get their necessary attention. The videos that they are consuming are from multiple platforms:

• Facebook Live
• YouTube Live
• LinkedIn Live
• Zoom sessions
• Go to webinar meetings

Since people have been stuck at home they are not in perfect social condition. Their hair is not combed, they are in T shirts and shorts in the video. This matter because they see they are out of excuses. They don’t care how they look, they don’t care how the sound and they are on the video streams. This means you can no longer get caught up in the way you look or sound.

More than ever video will take over

5 years ago if you wanted to create video you needed expensive gear. A good camera would cost you $1,200 and a good video editing laptop would cost you at least $2,000. Now most editing can be done on a phone or in the cloud.

In 2010 YouTube was on the rise, in 2014 the Ice bucket challenge went viral.  These videos took some time to create and now they don’t. You have the ability to syndicate with a live in the matter of seconds and have it published.  Your excuses are over and video is now part of sales basics mastery

Your buyers preferences will change

This use of video and consumption will cause a consumer shift you must be aware of. This will  impact sales and business for the future. If you are paying attention you can get ahead.

• People will say “I don’t need to meet… shoot me a video”
• People may ask for a distance presentation
• A buyer may request a video walk around
• A buyer may request a explainer video

Get video creation skills right now

You do have time to get into the game and get a jump on those who are slower. In the world of business the fast eat the slow. The sooner you learn these skills the easier it is for you to close deals. Soon being able to edit or create videos will be standard.

• Right now you can get away with lower level skills
• In the future better skills will be expected and standard
• Just get started

You have the ability to have creative assets

Once you create your content you have the ability to repurpose it.  These creative assets can be used over and over again you don’t have to start fresh and new every time. Think in terms of how can I use this video content in multiple places.

• Use your cell phone to create and edit videos
• Use cloud services for the video editing. If you don’t know how you can learn anything on YouTube
• Create templates so that you cut down on the creation time
• Store the videos on a site like YouTube, Amazon or anything similar
• You can use private links to send to buyers and or clients

Your ability to jump past the rest of the world of sales does not happen often. You can close deals using technology and sell more easily.

https://howtosell.live/create/

Scott Sylvan Bell

@Scottsbell

#Sales #closer #Podcast #Howtosellshow #video #Sacramento

This episode of the How to Sell Show was recorded in Sacramento California