The ONLY Sales Strategy You Need to Know
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- เผยแพร่เมื่อ 20 พ.ย. 2024
- Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightsl...
1. Understand the Game Plan Selling DSP.
The only sales strategy you need to know is called the Game Plan Selling DSP, a powerful selling approach that I’ve developed over the years. It’s a cohesive sales strategy with three key legs to the stool:
1. Distinct
2. Systematic
3. Prospecting Playbook
First, we need to be distinct so that we’re perceived as being unlike the competition, or anyone else in sales. Next, we need to be systematic, following a repeatable, proven approach to selling.And finally we need to have a prospecting playbook-that list or set of prospecting activities that we follow on a regular basis to help us ultimately hit our sales goals.
2. Be distinct.
The first pillar of the DSP is Distinct. This is a relatively simple concept, but shockingly few salespeople follow this rule: As salespeople in today’s market, we absolutely must be the complete and total opposite of everyone else.This often makes me think of something my Dad used to tell me about business. He used to say, "Marc, if you want to be successful in sales and in business, what you want to do is identify where everyone else is marching. And once you know exactly where they're going, I want you to turn around and go the exact opposite way."
3. Be systematic.
Systematic is the second part of the Game Plan Selling DSP. This is about having a repeatable, proven system for selling. There are three key components to having a successful systematic approach to sales:
1. Connect. We need to connect with prospects on a level that goes deeper than what they’re expecting. This is one of the reasons that AI has a long way to go before it can catch up with real, human salespeople. As human beings, we have the ability to forge strong, deep connections with people so that they let their guards down and open up. Machines can’t do that (yet).
2. Disqualify. The next step to implementing a systematic sales strategy is to have a disqualification approach in place. You want to be routinely disqualifying prospects who aren’t a good fit-and you want to do this early on in the sales process.
3. Constant feedback presentation. This is the next piece to the puzzle of the systematic sales strategy you should use when you sell. Every single time you’re making a sale, you need to be using a constant feedback presentation.
4. Prospecting Playbook.The final component of the Game Plan Selling DSP sales strategy is your prospecting playbook. This is so important because most salespeople are going up and down, up and down with their sales month by month.
Some months are good, and so they get busy and they're not doing as much prospecting. As a result, business is slower the next month.
So, what are some of the best activities that we can do in order to drive those meetings? Asking for introductions is one of them. This means asking people in your network-prospects, clients, anyone that you know-for introductions to other people.If you need to, use the above as a script. It's so simple. It's so powerful. By asking for those introductions, you’re going to grow your business exponentially, in a way that leverages your existing network.
So, there you have it. There’s the only sales strategy you need to know. I want to hear from you. Which of these ideas did you find most useful? Be sure to share below in the comments section to get involved in the conversation.
Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
You are a TH-cam phenomenon! From the shorter videos to longer ones, I always find your content uniquely impactful and informative. Thank you for creating such valuable video posts that help me learn about new things in life every day with gratitude
Hi Marc, I'm new to sales and still learning the ropes, been picking up a lot of golden nuggets from your videos. thank you so much for all the useful sales techniques and tips. greetings from the Philippines :)
I feel like this guy is EXTREMELY UNDERRATED. I listen to your words and I implemented them and they work! Ohhh my god man how are you not famous?! This is straight 🔥
Hey Marc wayshak I've been studying you and I've just started my savings,everything I learnt from you improved my skills and my strategies,I'm saving to start my own business 2years from now,so thanx very much,and have a good day,
This is gold. Thank you, its very helpful. Now, can the 51 peopls who disliked this video please share why they dislike or dont agree with whats being said in this video, maybe theres something we who liked the video missed something?
As a fresher, I enjoyed listening to u and got to learn something extremely important for my career. Thanks 👍
Dear Mr. Marc Wayshak.
“How have you been?”
Very touched presentation and glad to hear from your happiness of being as a successful Salesperson.
Many thanks,
Kindest regards
Really love point about 'how have you been?' , as being highly effective. Brilliant.
Hey Marc. Thank you very much for these golden tips. Been doing sales for a while now and I recently got an offer from a big company as a Horeca sales executive and I’m sorta finding it difficult to settle in and it’s giving me mini anxiety attacks but this video and the tips given is great. Thank you, will apply them and hope for the best results ☺️🙏🏾
I've spent a long time and sales and yes I count being self-employed as being in sales. Your video had some really good ideas and I appreciate your time thank you.
Hei Marc! Everytime I need some tips to develop my sales presentations I just press play in your videos. It's really useful to me. Great job!
I put that intro to use today and it was the perfect Segway into an easy conversion with clients. 👍 Thanks for that.
This was Good ! Gotta Watch Again ! ⌚️
Your best advice was that “does that make sense” and the one which you said that “I don’t think you should do business with us but tell me what’s going on and I’ll tell you how our product is going to help you.”
I’m in car sales and I really like a lot of what you have to say. And yes it does make sense!
Thank you for this information. I will be employing this strategy for my business to gain new customers. The pandemic has hit us hard, but we are still standing, still plugging along. We are ready for a new season and look forward to growing our customer base this year. Once again, thank you for this most helpful information.
Another really helpful video Marc, and one of the things I like about your approach is when you say 'to help you crush your sales goals' not 'to crush your opposition' which is a refreshing change and a much more positive approach. Good job.
Hi Marc, I do have to say you shared gems of wisdom in such a simple and compelling way. Definitely, the only metric we should focus on as a sales person made a shift in my mindset. My respects and thanks for that!
I loved the strategy where you use you customers as a tool for introduction.
The way you explained to ask reference was awesome
Thanks a million for sharing so great information in such a simple and amusing way. You're the best!
i love u mark ! cant say thanks enought for your content !
Thank you I love the caption at the bottom. Makes his presentation clear.
Thank you Mark, your videos and e-books are really helping our sales team.
Best empirical vetting tool: if Marc Wayshak's strategy worked well he would be more successfully prominent. He is not, therefore it is just another of several strategies. Not necessarily bad but not novel either.
Tx Marc. All of the strategies you speak of make perfect sense !
Aloha Marc. Thanks for the yard stick. Yes and old dog can learn new tricks . I need to switch as few words around . Thanks for giving me a raise .
Thank you for the game plan and pointers, I love the tonal difference you suggested as well as the difference in word play, such as using the phrase "How have you been?".
I started off not wanting to watch this video. By the end of it, it's in my favourites and i'm commenting. THANKS! :)
you nailed it all brother, i really appreciate taking my time and listen to you.
Thank you for this wonderful idea you shared. I learn a lot❤️
All the information was so meaningful and helpful
Thanks for DSP
Hey Marc! These tips have been really helpful for me as new in sales, being distinct was the one that I liked the most and will apply on my sales calls thanks!!
This is lit. Thank you marc for sharing your incredible knowledge with us.❤
Absolutely love the 'why should we do Business with you' response
Hi , great videos keep it going , actually you are providing great info which is very useful and I am working as a sales agent , I am currently making a good progress in work with your help , thank you so much .
Awesome! What resources should I watch on your channel?
I'm a marketer. I have to sell my services (high ticket) to clients. Any content for me?
Hi Mark, what is the best way to ask to talk to the person in charge?
This is really valuable, Marc! Without the right strategy you could be effectively losing sales.
That's a homer. Been listening to your videos for over a year, always find a pearl or 2.
Amazing and very very useful
Great ideas, thanks!
"HOW have you been..."
Works extremely better than the generic "how are you "
Subscribed man! Thank you for this informational video. Stay safe Marc!
How have you been! Worked for me!!
One way I'm trying to be distinct is by not wearing a suit and tie. I think that screams "I'm here to sell you something." I want to put them at ease as much as possible. I still am wearing a button-up shirt, dress pants, and good shoes.
The three ideas is so useful.
Great value, Marc! Thank you!
Yes it makes sense marc
I am a business owner. I manage a small team of people. I would rather be honest about the products we sell, than have someone flapping their hands about like they are on a Mardi Gras float over in Brazil and yelling into a microphone. Good day to you Sir.
Marc, do you have any content on door-to-door prospecting, for selling to residential homeowners? Thanks
That’s what I’m thinking to do , did it work for you ?
Use the feel felt found method to overcome your objections. IE. I understand how you feel, most of my clients felt the same way but that was before they found ..........
Awesome! Love the pattern interrupt concept. Great video!
I have been watching your video for one week found very informative. I work in the event industry we organize awards and recognition ceremony kindly provide guidelines regarding what strategy should I apply to increase revenue (By attracting sponsors) in less time.
Wish my university teached me about sales like you explained
your awesome, i watched and likes all of your videos and introduce your channel to my fellow colleagues. thanks.
- from Philippines.
How do I ask for referrals and introductions? ... without sounding needy 😅
If you feel needy then you don't see the value in the service that you can offer a referral customer. You gotta believe your own bullshit
Great value Mark, thanks!
The key to becoming a master salesman is by learning and memorizing every possible objection and the rebuttals to those objections and making the transition back to the reclose. Everything before that is just about features and benefits. In other words, the sale really only begins after the prospect says NO
no, a truly good salesperson works in teaching the customer, tailoring the solution and take control of the meeting.
Love it. Thanks!
I'm in water heater sales, and I'm trying to find help coming up with a sales strategy to get people away from just " just put in the heater for cheap". Also a retort to "well the heater is only...
I'm not sure "how have you been" is any better than "how are you" - both are questions you would ask someone you are acquainted with and put most people off from a cold call. When I get a cold call that starts that way my immediate response is "what is this call regarding?"
I'm sorry, I really wanna get into sales, but I just can't get over the stereotype of a slick sales man with the 'classy but trendy' haircut, perfect nails, cocktail casual clothes, and a Hollywood smile. I really just want a sales guy who is an expert of the product and nothing more.
Hey Mark, thanks for the great vids. I've been finding them really helpful and insightful.
One question - how do you typically transition from the disqualification call to close and get them into your 2way conversation presentation?
Very meaningful information... thank u Marc
I like the introductions not referrals tip 🤔
Love it! Thanks for the content on selling!
Thank you for improving my mindset an approach to sales Marc! I was struggling making that connection over the phone that really sounds genuine while following a script. I love all your videos. I hope you continue to help more and more people reach their goals in life!
The referral talk track was great!
Thanks for the pure gold Marc!
I wanna try some of these sales Tactics today.
Your content is great! Thanks Mark!
Wow!! Great teach and sharing!
Hi Marc, love you videos. Thank you for the hard work and value you're adding!Have you by any chance studied any NLP?Cheers,Alex
Great video
All three points
Thanks for teaching these principles!
The Only Strategy a Salesperson Need to Know (3 Stages)
1. Be Distinct
2. Be Systematic
-The Constant Feedback Presentation
3. Having your Prospect in Playbook
Thank you man
absolutely amazing facts. thank you Marc bro. :)
Thank you
Would this work for selling doors? Door to door?
Awesome 👌🆒️🙌
Sorry folks, to any young reps, Starting with "How have you been ?"is NOT a pattern interrupt. It's what they expect you to say and generally, it's followed by a hang up or an annoyed prospect - How are you is a waste of their time. There are no magic words. Try "Do you consider yourself to be Open Minded?" That is a pattern Interrupt but it's not a magic trick. It only a set sup for the rest of the call where you need to connect with them. Don't upset them with a How have you been question, they know you don't really care.
U r awesome.
What an absolute alpha
Man.. This is so useful perfect! Thnx so much 👌🏽
guys can you help me out,i want a be a sales man,but i dont know how to begin,should i study economics at universty?? or should i work ina job??
university is completely useless. educate yourself online and with books and just find a job
your amazing!! Thank YOU!!
There’s so many fkin commercials I can watch it
Okay I love love love that you said Well we may not be a good fit for you. I would like to ask you some questions to find out
Agree!! Lets follow the Data!! Awesome video!! Im using this strategy and its 100% working!! @staffingshark
Wow thats great
Amazing, wonderful 😜👌
Always great stuff Mark! However, this first tip of saying, "how have you been?", is complete hogwash! Maybe if you're calling a friend and close acquaintance, but to use this line in a cold interaction is sales suicide!
If I don't know you and you interrupt my day with your call, I'm already perturbed. If you then ask me 'how have you been?', now you're disrespecting my intelligence because I know you don't really give a sh!t how I've been. You don't know me, why would you care? The answer? You don't!
Drop this line from your calls!! Everything else is good advice.
Squad
I can def provide a more valuable strategy
How to close the sales in 3minutes
in your other video you said you shouldnt ask how they have been, now ur saying we should!?!?
big difference between "How are you?" and "How have you been?"
watch the vid again, he's explaning it for like 2 minutes straight