Any good books on selling??

[jyms]

I may be starting a new job in a gym near me and I was wondering if anyone here with sales experience is well read enough to recommend a few good books on the subject. It's not so much "cold calling" type selling (although I can do that if I wish) mostly because I will have new people coming in for fitness assessments and buying orientations and fitness programs designed by me, but I need to learn to sell people on larger programs and even maybe try to sell people in the gym on renewing for more sessions. I don't have to sell memberships thank god, so they are there to train.

I've never worked a job where I've relied on almost all commission and and need to figure out how to go about the process of getting names signed on the dotted line. I'd prefer some ebooks if they are available to read on my tablet while riding the train if possible.

[BennyLaRue]

I know of no books but there are a few tried and true tricks.

Trick #1) Don't eat their babies.

[jyms]

No problems there, they have to leave the kids in the daycare before they check in and the girl running it I would not touch with your pole

[BennyLaRue]

Appreciate it.

[Miffed22001]

Dont try to sell them anything - just try to understand what they are trying to acheive and then show them how they can get better results or faster results through use of products etc

Shame you arent doing the memberships, i can help with those better than the outright fitness products


2 books i would recommend you read, although they are more toward management than sales but the ideas are super transferrable

'Talent is overrated' - Author is Geoff someone - cant think of surname

Also check out John MAxwell - he is from a religious background, but his writen stuff is excellent for having the right mindset toward management and sales orientated roles.

im sure he has a website too.

From what im reading it looks like you'll be a fitness advisor so some 'quick wins'

*taster sessions - let people fee, eat, try taste etc the products - peopel get stuck in ther ways

*Interact - just go talk to people - dont go with the objective of selling, go with the objective of fidning out what they get grom going to the gym and want to acheive - then find out how they are doing and demonstarte how you can fill in the gaps.

*create an info board - UK wise, but im told its slightly different in the US about 60% of gym goers dont knwo about supplemtns and products - they are ignorant just pay the gym mebership and do a bit of running. Help make them aware of what is out there - you'd be surprised how many people dont knwo how good some of the water products to help hydration or muscle buld are and what they can be used for.

Hope this helps.

[jyms]

Thanks miffed. Unfortunately I have no product to sell, only time with me. I am hoping they will get that I can make the differences in results being faster or better than on their own.

I'll check out the books

[Miffed22001]

Jym - like a personal trainer type thing?

[jyms]

Shit yea, trainer_jyms baby. I thought that was understood. Maybe I was too vague.

[Miffed22001]

gotta make yourself first choice - from my experience pretty cut throat so dont be afraid of pissing people off.

You need to make yourself the first point of call for anyone who wants some info, so get stuck on the interaction part - if people knwo you face and know your approachable theyll come to you first.

Do some free taster sessions - ie 20 mins for free - let me show you want i can do for you type thing.

Ask people why they arent using a trainer

[bikes]

some good advice itp

[bikes]

in all seriousness. slightly drunk atm so bare with me.

mzybe its because i was an athlete and also i have a social anxiety but whenever a PT ya gave me the speech it was liek DO NOT WANT GTFO. so just come accross as normal and hlpeful and youll prolly do pretty well

[rong]

Hmmm, several things:

1. Know your shit!
You need to know exactly what you're talking about and find a way to demonstrate this in a non-condescending way. The person needs to believe that you know everything but without you directly telling them so.

2. Make them love you!
This is easy for me, you may struggle. I don't know how to teach this. But basically, you need to assess people very quickly and judge what kind of person they want you to be, and very quickly become that person, do not rely on being yourself!

That is all.

[celtic123]

How to win friends & influence people, Dale Carnegie

http://erudition.mohit.tripod.com/_Influence_People.pdf

[bikes]

2. Make them love you!
This is easy for me, you may struggle. I don't know how to teach this. But basically, you need to assess people very quickly and judge what kind of person they want you to be, and very quickly become that person, do not rely on being yourself!

That is all.

so much suspicion right now.

[kiwiMark]

He really meant it with you. Especially everything he said after.

[BennyLaRue]

slightly drunk atm so bare with me.

Being drunk is no excuse to ask a man to get naked for you.

Gay or a doctor, on the other hand...

[rong]

so much suspicion right now.

Explain pleases

[BennyLaRue]

Explain pleases

Is that what you think I wanted you to say?

[rong]

Is that what you think I wanted you to say?

You mean it wasn't? Dam! Questioning my very existence right now.

[a500lbgorilla]

I know of no books but there are a few tried and true tricks.

Trick #1) Don't eat their babies.

Well, sure, you don't have to eat them... but infanticide is incidental on the road to becoming the alpha. Conquer their women, and they'll buy whatever you're selling.

[BennyLaRue]

Dam!

Where?!?!

[BennyLaRue]

To stay on topic:

TRICK #2) Back handed compliments. "Wow, Becka, you're half way to having your ass back where it used to be. Good job."

[bikes]

i'm not sure i was drunk when i had suspicions

[celtic123]

To stay on topic:

TRICK #2) Back handed compliments. "Wow, Becka, you're half way to having your ass back where it used to be. Good job."

YES, YES, then slap it and Custard pie in face.

[Shotglass]

^^ so many lolz, but he better not sleep that night

[Monty3038]

On a serious note... Zig Ziglar always worked for me... fun to read/listen to on audio book, also good advice

[Galapogos]

i'm not sure i was drunk when i had suspicions

Were you drunk when you claimed you used to be an athlete?

[rong]

lol

[jyms]

Hmmm, several things:

1. Know your shit!
You need to know exactly what you're talking about and find a way to demonstrate this in a non-condescending way. The person needs to believe that you know everything but without you directly telling them so.

2. Make them love you!
This is easy for me, you may struggle. I don't know how to teach this. But basically, you need to assess people very quickly and judge what kind of person they want you to be, and very quickly become that person, do not rely on being yourself!

That is all.

Lol at this. Don't sweat it dan. For #1 I do know my shit, and I am very good at knowing what shit I don't know so I won't need to bullshit there. #2, don't confuse what you see here at FTR with what is real. My dispostition and ability to fit into many groups of people make me easy to like. It's when others get on the bad side things change for the worst.

[jyms]

On a serious note... Zig Ziglar always worked for me... fun to read/listen to on audio book, also good advice

Thanks Monty, I'll have a look.

[jyms]

How to win friends & influence people, Dale Carnegie

http://erudition.mohit.tripod.com/_Influence_People.pdf

Thanks celtic, I have actually had this book in the past and never read it.

[rong]

The "you may struggle" comment was nothing to do with your ftr persona, just that most people in general can't do it. I guess what I'm saying is you just need to sell yourself, obviously in your situation where you're selling your own service, but even if you are selling products. If they love you, they'll do business with you because they don't want to let you down rather than because it's best for them, by which point you own their souls.

[rong]

I should write a book.

[jyms]

The "you may struggle" comment was nothing to do with your ftr persona, just that most people in general can't do it. I guess what I'm saying is you just need to sell yourself, obviously in your situation where you're selling your own service, but even if you are selling products. If they love you, they'll do business with you because they don't want to let you down rather than because it's best for them, by which point you own their souls.

Cool, and the bolded part is something I'm going to take to the bank, thanks for that.

[rong]

Also, never ever tell people they're wrong. That's a huge mistake. Unless what they're doing is dangerous or something.

The art of selling is making feel good when they are around you, hence why you can't be remotely negative when you're selling. So say stupid things that make them feel right, but that you could make them even more right. Hence what I'm saying about figuring out what they want you to be and being it. Your usual self may well appeal to 20% of your market, but that alienates the other 80%. So taylor your approach to the indivdual, with your own self being the base of which the other selfs are built on, that way you don't seem fake.

This sounds so fucking stupid, but it's hard to explain.

Also, the concept of making people say yes repeatedly prior to closing, without it being obvious, genuinely works. But the moment it's obvious, it's game over.

[Warpe]

All you need to know: If they like you and trust you they'll buy from you. Establish a rapport and ASK FOR THE SALE.

[donkbee]

If they love you, they'll do business with you because they don't want to let you down rather than because it's best for them

yessss

GL jyms

[a500lbgorilla]

If they love you, they'll do business with you because they don't want to let you down rather than because it's best for them

yessss

GL jyms

I recognize that this is true, but you should focus on delivering a sale that is good for them and accent your success with conventional salesmanship.

[kiwiMark]

Have you considered offering a free muffin with every subscription?

Edit: Probably bran, considering.

[a500lbgorilla]

[DropTheBanana]

I did sales for a while and read a ton of books, anything by Zig Ziglar as Monty pointed out is good, Tom Hopkins is a class act salesman and writes terrific books.

Warpe hit the nail on the head though and that should always be in the front of your mind. People tend to buy "salespeople" over products/services. 9 times out of 10 it doesn't matter how fucking good what your selling is, if the customer doesn't like you they won't buy anything from you. Just be more personable than the last guy and you'll close like a machine.

[bigred]

So far Rilla has sold me the best ITT

Just saying.

[jyms]

In the middle of a 7 hour Zig Ziglar audio now. I have downloaded "How to win friends and influence people" and also some other audio stuff to listen to over the next week or so. Stephen R Covey, Jim Rohn and Dale Carnagie to name a few.

I will take the advice coming in this thread too that I think just being naturally approachable, familiar and friendly as opposed to what I perceive so many salesman to be, bullshit artists will be more natural and easy for me. I think having a huge knowledge base and just giving them what they want by listening a ton will be my best asset, not necessarily trying to be a "salesman". I need to work on the positive attitude and just believing in what I am doing and get that across.

[Monty3038]

I will take the advice coming in this thread too that I think just being naturally approachable, familiar and friendly as opposed to what I perceive so many salesman to be, bullshit artists will be more natural and easy for me. I think having a huge knowledge base and just giving them what they want by listening a ton will be my best asset, not necessarily trying to be a "salesman". I need to work on the positive attitude and just believing in what I am doing and get that across.

Honestly, if you have a product/service you believe in, it won't be hard to sell. And especially if it fills a need that others cannot. If you have a lot of competition for the same customers, it changes the dynamic a bit, but if you can explain fully why you are the choice they should make, can empathize with them as towards their situation and in the long run, not be a dick about the whole thing... you'll do fine.

[Lukie]

Replace "I" with "you" in your vocabulary as much as practical.

[Warpe]

Jyms, boning up on your closing skills will probably do you the most good. Successful salespeople are the ones that ask for the order.

[bigred]

AMIRITE?

[celtic123]