72 episodes

At the K.O. Sales Coach we're digging in to proven selling techniques that increase your earning potential and take your sales career to the next level. Get sales training, selling strategies, tips and coaching from the pros.

KO Sales Coach Steve Stearns

    • Business

At the K.O. Sales Coach we're digging in to proven selling techniques that increase your earning potential and take your sales career to the next level. Get sales training, selling strategies, tips and coaching from the pros.

    Self-Limiting Beliefs

    Self-Limiting Beliefs

    Put Your Mind To It Ever heard someone say "You can do anything you put your mind to?" It's a common phrase and it's really true. So much of your success or failure comes down to what you put your mind to. How is your mindset? Is your inner voice supportive and encouraging or questioning and doubtful?
    On today's show discover: ...how self-limiting beliefs influence your behavior and your success; ...that many of them simply aren’t true; ... and that When you stop limiting your belief in yourself there's no limit to what you can accomplish. Self-Limiting Beliefs How could two salespeople, with the same skills, same amount of experience and opportunity have wildly different results?  What could cause such a disparity in sales performance? When a salesperson has doubt or self limiting beliefs it can undermine all of the training and knowledge they have resulting in poor performance. These self-limiting beliefs become a part of your inner dialog and you find yourself engaged in self talk like "I know she's not going to buy, I never close people from the south", "Oh great, they're interested in XYZ and I never sell those".  All this doubt and head-trash isn't serving you so it's time to take out the trash and work on building belief in yourself.
    1) They Aren't True or Logical Self-limiting beliefs are generally not based on anything factual, however you assume they're true. For instance you may hear someone say they aren't a natural born salesperson. This is a self-limiting belief that has no basis in truth. No one is a natural born salesperson. A lot of time training, trial and error and practice go into becoming a successful salesperson and while some people may pick it up faster than others I have yet to see a baby close a deal on a used car. It really is a strange thing and I find it interesting that you don’t hear this about other professions. Can you imagine how crazy it would sound for someone to say "I'm not a natural born fire fighter" ?
    2) They Influence Behavior All of your beliefs influence your behavior and beliefs , of the self limiting kind, tend to influence you in a negative way. They come across in the things you say and do. If you don't feel like you can close a big sales because you're talking to a type of person you've had trouble with before; that doubt will show up in your communication. I've heard salespeople say things like "if you want to get this it would be $300.00. " When you have doubt; words like "IF" creep into your communication and that can cause your customer to have doubts too.
    3) Top Salespeople Don't Have Them You know when you meet a top salesperson by the way the speak and carry themselves. They're confident, they don't wonder if they're going to hit their goal they know they are. Top salespeople don't have self-limiting beliefs and their internal dialog is more positive and supportive. They learned long ago that a key to success is to get rid of the head-trash and trust your abilities. They know they can do whatever they put their mind to.
    Taking Out the Head-Trash Now you might be saying to yourself: "sounds great but how do I overcome these self-limiting beliefs?" Great question! Sometimes, it's as easy as not believing them anymore. For instance some self-limiting beliefs fall under the "that's just the way things are" category and you allow yourself to be influenced by a collective assumption. You're kind of going along with the crowd but who says they're right?
    A few years ago I was conducting a training and each person who came in was complaining about the bad day they were having.  They would say "it's just the way it is today". Then one of the top salespeople came in and I asked her, how are things going for you so far today? "I'm 0 for 10 right now but I'm going to lunch after this training and when I get back I'm going to turn it around." and she did. While the rest

    • 6 min
    How to Compete and Win 100% of the Time

    How to Compete and Win 100% of the Time

    Sales is Competitive Sales is, by its very nature, competitive. Some love to compete with others for the top spot on the leader-board and for many it's what drives them to be the best. However for others, competition can lead to comparisons and comparing yourself to someone else can be demotivating.
    On today's show discover: ...why comparing yourself to others can move you further away from your goals; ... some simple steps to take your focus off others; and how you can compete and win 100% of the time! Comparison is the Death of Joy Mark Twain said that "comparison is the death of joy" and believe it or not recent studies have backed that up. Spending time comparing yourself to others can:
    lower your self esteem, cause you to feel down, and even cause feelings of envy. Remember you can only control you, focusing on someone else is a waste of energy.
    Also, it's not always a fair comparison. Everyone has different experiences, strengths and weaknesses. You have no idea what kind of journey they're on, how long they've been on it or why. When you compete with yourself , you know where you're going, and what you need to do to succeed.
    This shift in perspective allows you to make more progress in less time. You're not discouraged by the fact there are people who are better than you. No matter how good you get, there will always be people who are better than you. There are also people who look up to you.
    Compete with Yourself That said, by competing with yourself you have a chance to celebrate your "wins" and allow those wins to inspire you to continue toward your goal. Think about it, the person you are today is a result of the decisions you made yesterday and if you're always in a state of creation you’re always getting better! That means when you compete with yourself you always win!
    If you find yourself getting sucked into comparing yourself to others try taking these steps:
    Be aware it's happening Ask yourself if you really want to emulate what this person has done? If so, determine what specific steps you can take to move forward toward the goal and then compete with yourself to get better. Conclusion Friendly competition on the sales floor is healthy and it can be motivating. However, when competition turns into comparison it can have the opposite effect.
    Today’s One Two Punch Compete Against Yourself, Succeed and Win!

    • 3 min
    One Simple way to Increase Customer Engagement

    One Simple way to Increase Customer Engagement

    Increase Customer Engagement If you find customers saying things like “ok, can we get on with this?” or "look I don’t have all day". You may be spending too much time uncovering and talking about their needs. Read on to discover a simple way to Increase Customer Engagement.
    On today's show discover: Why spending too much time talking about customer needs can be aggravating for your customer; What customers really want to talk about; And how to keep your customers engaged and excited during the sale. Why Customers Become Disengaged This sort of goes against a lot of conventional wisdom which tells you to spend plenty of time understanding your customer’s needs. Now, don’t get me wrong, understanding your customer’s pain points is critically important but sometimes you can over due it. How do you know if you’re overdoing it? You get more customers asking you to “get on with it.” It’s a sure sign they feel  they’re being grilled and they don’t like talking about the subject matter. They’ve become disengaged and they’re losing their excitement.
    Think about it, I mean how much fun would it be to sit down and have someone ask you 20 questions about your bills?
    So Tim let’s talk about your bills how much are you spending each month? What could you eliminate to reduce that amount? How long has this been going on for? Why is your electric bill so high? What other things have you tried to get this under control? How did those things work out for you? What do you think is going to happen if you don’t do something about this now? How did this get so out of hand? What does your wife think about this situation? Yuck....not much fun. And if you’re spending a lot of time asking customers about their needs and what’s wrong it can start getting that way for them too.
    A Simple Way to Increase Engagement So what do you do? Well, you should still ask about their challenges but only gather what you really need to understand their issues. Don’t belabor the point. Then before presenting your product, transition to their hot buttons and start talking about how they want their life to be once those needs and problems are resolved. That’s a much better conversation to have. You may hear them “light up”, their tone may change, heck they may even get excited!
    If you go back to our “talking about your bills” example imagine transitioning that conversation to what you would do with a 2 million dollar lottery check! Much more fun to talk about, wouldn’t you agree?
    Conclusion So spend time understanding your customer's needs but don’t over due it. Get the information you need and then transition to talking about their hot buttons. What you’ll learn will help you build value and the process will help your customer stay engaged and excited.
    Today’s One Two Punch Transition to Hot Buttons to Keep Your Customer Engaged

    • 3 min
    How To Put Your Sales On Autopilot

    How To Put Your Sales On Autopilot

    Stay Focused on More Important Things On June 18th 1914, Lawrence Sperry demonstrated autopilot for the first time on an aircraft. He did it by flying past the crowd at an air show while holding both hands up above his head. Autopilot revolutionized flying and allowed pilots to focus on more important things like navigation and safety. Developing good habits let's you put parts of your sales process on auto-pilot and focus more of your energy on your customer.
    On today's show discover: Why top salespeople utilize their own version of an autopilot everyday (without even knowing it); How you can put it to work for you to sell more and stay focused on more important things. Do What Successful People Do “If you want to be successful, find someone who has achieved the results you want, copy what they do and you'll achieve the same results.” - Tony Robbins
    Most of the people you look up to seem to make what they do look pretty easy, right? It’s like they’re on autopilot and in a way they are. Their success comes down to the things they do, out of habit, without even thinking about it.
    They greet their customers the same way everytime, follow the same steps, and seem to respond (with ease) to almost anything the customer throws at them. Their habits are so strong, they could do them in their sleep. Building your own auto-pilot takes time but if you build good habits you’ll succeed. However, if you spend time reinforcing or sticking with bad habits overtime it could cost you thousands of dollars in lost sales commission. Selling with bad habits it’s like setting your auto-pilot to crash into the ocean.
    Why would someone stick with a bad habit? Even though you consciously know that a habit is bad your subconscious mind is looking for a pleasurable, immediate reward. The reward for a bad habit is often pretty obvious but sometimes you need to dig a bit deeper to figure out what it is. Bad habits live in your comfort zone and since it would require you to do something uncomfortable to break them, your subconscious wants nothing to do with it. This is why bad habits can be so hard to break.
    Common Bad Habits that Cost Salespeople Sales Here are some other bad habits that cost salespeople money every year.
    Assuming you already know if a customer is going to buy; Talking too much and asking too few questions; Not attempting to understand customer hot buttons ; Spending too much time on unimportant things; Rushing through the sales process; Arguing with customers or bad mouthing the competition; Not sharing information or offering cross sells. All of these bad habits make it hard to succeed in sales.
    Developing Good Habits Here are some good habits worth developing:
    Great listening skills.  Hear more than just the words your customers is saying and listen for the meaning behind them. Write down what your customer tells you, Be curious enough to find your customer's hot buttons and use them to build value. Look at the glass as half full, and know that enthusiasm sells. When you’re positive more people say yes. Conclusion Recognize your bad habits and work to change them. Change may not always be fast or easy but with time and consistent effort, almost any bad habit can be reshaped into one that works for you, not against you.
    Today's one-two Punch Good Habits set a Course for Success

    • 6 min
    Why You Should Come Out of Your Shell and Grow for It

    Why You Should Come Out of Your Shell and Grow for It

    Growth is a Choice Were you aware that the exact same thing that causes a lobster to grow and develop is what causes you and I to grow and develop? For lobsters growth isn’t an option but for you and me personal development is simply a choice. If you want to be further ahead next year than you are right now it’s a choice worth making.
    On today's show discover: ... that what triggers a lobster to grow is also a trigger for your personal development. ... how knowing what it is and embracing it can make you more successful than you ever imagined. I recently heard an interesting story by Dr. Abraham Twerski about how a Lobster grows.  As a native mainer, I’m a little embarrassed to admit I never gave the growth and development of a lobster very much consideration. You know a lobster is really just a squishy sea creature that lives in a hard-shell. The problem is that while the squishy lobster expands the hard shell doesn’t.  
    So as the lobster inside grows it begins to feel confined, it starts getting cramped and things start getting uncomfortable. So what does he do? He finds a rock (for protection), says goodbye to his old shell and starts growing a new one. Then over time the new shell becomes confining and uncomfortable, he finds another rock, says goodbye to the new shell and grows a newer one. And this process continues over and over again.
    What's the Trigger? So the trigger that let’s the lobster know it’s time to grow is that feeling of being uncomfortable. Even though it’s probably scary to cast of his old shell he knows he has to grow a new one. No doubt he also feels vulnerable without it but he finds a rock that provides temporary protection.
    It’s the same for you. If you want to grow you need to cast off your old comfortable ways of doing things. You'll feel uncomfortable and even a bit vulnerable when you do it but it's necessary  in order to grow.  Stick with what’s comfortable, and you'll never grow. Continue doing the same things you’re doing today and there is little chance that you'll be better in a year, five years or even 10 years.

    You need to ask yourself what do you want? Do you want
    to advance your career; make more sale; help more people; take home bigger paychecks; have a bigger house; travel; live the life of your dreams? If you do, you have to grow and do those things that are uncomfortable for you now.
    What Do You Do? Chances are you know exactly what those things are.

    Perhaps it’s going three deep when a customer objects; Having a conversation about your customer’s emotional needs; Communicating empathy; Or having a deeper conversation with your customer;   Maybe you’re not comfortable asking for the sale; Or that technique your trainer keeps sharing with you.   Just as the Lobster has a rock protecting him while he’s growing, you have your coach and your training team. Use them for encouragement and let them hold you accountable for making progress. You’ll find that the “uncomfortable” phase doesn’t last long and before you know it you’ve grown a new shell and you’re better for it.  
    Thomas Edison said
    "If we did all the things we are capable of, we would literally astound ourselves."
    So what are you waiting for? Trade in your old shell for a new one and astound yourself.
    Today’s One Two Punch Get Uncomfortable and Grow for it!

    • 3 min
    How to Make the Best of a Bad Day

    How to Make the Best of a Bad Day

    It's Like a Roller Coaster Sales is more like a roller coaster ride than a cruise....there are good times that are REALLY good and then there are bad times that seem REALLY bad. When sales are up you give yourself credit for working hard and influencing your success but when things are bad it’s easy to feel a bit out of control.
    On today's show discover: ...how to adjust your thinking so a few small setbacks don’t turn into a bad day; ...and tips for managing your tough days and getting back on track. Bad days happen to the best of us and it can all start before you even get to the office. You wake up late, you’re out of milk, there’s grid-lock on the road or you can’t find your favorite shirt. It doesn’t take much to send us down the wrong track toward a bad day.
    Put it in Perspective Whatever gets your day off on the wrong foot, it’s important to put it in perspective. You know, now matter what is happening or how bad it may seem will it matter a year from now? Will you even remember this? Most of the time the answer will be no. Minimize those small annoyances and dismiss them so they don’t start piling up on you.
    Accept Reality Now you’re on the job and you just found out that shipment of widgets never made it and it’s going to cost you sales. So what do you do?   The best advice? Accept reality. Accepting reality helps you cognitively and emotionally move on.You may need to  switch from Plan A and start thinking about implementing Plan B.
    Be Flexible And that means you need to be flexible. When you’re having a tough day you might be falling into a routine...so try breaking it up. Make a change. Something as simple as moving to a new seat, taking a walk or working on something else can break the routine.  I’ve even seen people say “I’m going to start over”. They get up, go outside, turn around and come back in. (it’s like a professional do-over). Whatever works, right?
    Avoid Beating Yourself Up Here's some great advice for you perfectionists out there, avoid beating yourself up. It's easy to dwell on something after it goes wrong. You might find yourself mentally playing out alternative realities, and what you could have done differently. If there are lessons to learn a review can be helpful. Be aware that it shouldn’t take too long or monopolize your thoughts. It’s just a learning opportunity and that’s positive.
    If you can’t seem to let it go ask yourself what do you have to gain by spending all that time and energy on the past? Yes, the first couple of customers you dealt with today were difficult, so what? How do you benefit from thinking about them all day and letting those bad experiences influence all your other interactions? Instead, chalk them up to a learning experience and move on.
    Summary You have more control over your "bad days" than you might think. Bad things happen but your reaction and attitude  determine how much they’ll impact the rest of your day. Just like a roller coaster ride you don’t need to stay at the bottom long.
    Ways to subscribe to The K.O. Sales Coach If you liked this episode please head on over to iTunes and kindly leave us a rating, a review and subscribe!
    Click here to subscribe in iTunes Click here to subscribe via RSS Click here to subscribe via Stitcher Feedback We want to hear from you! Ask questions, make comments, and share your, tips and opinions. Let your voice be heard!
    Email: info@KOSalesCoach.net  
     

    • 3 min

Customer Reviews

Rhorroc ,

Perfect

Great tips- simple and to the point

J Carbary ,

Really great show!

Loving this podcast. Episode topics are interesting, the content is incredibly helpful, and the episode length is perfect. Keep up the great work, Steve.

MattMcWilliams ,

GREAT JOB!

KO Sales Coach Podcast is awesome. Steve is doing a great job. Keep up the awesome!

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