Andrew Cominos, Author at The Results Guys | Sales Coaching and Sales Training
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How to Develop a Sales Process Correctly

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My daughter has just gone to the hospital, turns out she fell from the trampoline, and chipped a bone in her foot.

It's actually funny because she's quite tough. She was acting like it was just a little bit sore. It's like it didn't mean anything to her. She was still carrying on. She was still happy playing and doing her stuff.

It made me thinking, what things do we put too much emphasis on in our lives that's really not important?

And she's got the right idea there... We need to value what really is important in our lives.

You can still have a bad day and make it a good day but you can also take a good day and make it a bad day by focusing on all the wrong things.

You see in business, some people give up just because they don't make a sale on a specific day. But that's not how it works.

I think 80% of all businesses is selling, neither sales and marketing. The other 20% is your finances and the other 10% is just production - delivering what you're selling to people. But the problem is, if you don't get delivery and finance right, then sales is going to be a lot harder.

You see, it starts with selling.

And the biggest problem I'm finding with a lot of people is the lack of having a sales process.

They don't know how to develop a sales process because they didn't know who their ideal clients, what their package, pricing, and offer are.

If you really want to make a process that makes a difference, that converts high ticket sales regularly and consistently and makes a lot of impact on people, then you need to have a proper sales process that is developed correctly.

Most people start developing their sales process with what I call "selling the goods". They begin by framing the offer and figuring out the logistics. That actually is the last step.

What you want to do is, you want to start with research and development.

Once you've got the knowledge and the information, it's kind of just putting it together.

People think they can just grab product knowledge and it will give them the essential sales skills to sell it.

You know, as long as someone likes you and you have product knowledge, then you can sell. Yes, but if you don't take them down the right path, if you don't give them what they want and you don't make them see what's good for them, then you're not going to marry yourself into sales.

It's about creating an effective pathway from them getting to know you to them deciding that they want to at least figure out who you are. Then liking, trusting and finally them saying "Let's do some business together".

Remember, the reason why you're in business is for them to pay you to help them with whatever service or product that you're offering.

So it's important to gain their trust before offering things that may answer their problems.

Always be authentic. Be an inspiration to them not just inspiring them to buy your products.

Inspiring people into action and inspiring people to buy your service or product are two completely different things.

Keep in mind, we are offering our product or service because we want to help them solve their problem not because we want them to buy our products.

That's what I did. That's why I'm here coaching people.

If you need help with any aspects outlined in this post, leave a comment down below. I'd love to have a chat with you.

Category: Surge Sales Training

How To Close A Deal With Confidence & Conviction

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As a Coach, of course, I can't avoid bad days. I also had a problem before with a sales meeting or one on one and it's the same problem that I find mostly with other business owners... I can't close a deal.

It's because I'm scared that I might fail their expectations of my products or service and I have this thinking of "Maybe they don't want this."

And that brings me negativity in business and of course in life because I can't just ignore bad things that happen to me. Especially those that affect others around me.

I'm scared about being rejected because I take it personally and because of that, I'm scared to let people invade my life. It's maybe because I'm scared that they will judge me or I won't pass their expectations.

But I learned that they're not rejecting my existence. What they're rejecting are my products because they don't want them or they feel that they are not the solution to their problems. Therefore, I face my fear of rejection by accepting what I am that I'm presenting to them.

Apart from it, I find it hard in the past to conquer rejection because it's just a constant fear from almost everybody. But when I start to accept it for the way it is, I instantly gain the confidence to close deals. Yet, there's something lacking in me and that is conviction.

Some people have confidence but they're still finding it hard to close deals? Why?

It's maybe because they have second thoughts or "What ifs"

... "What if they don't agree to this?"

... "What if they don't accept it as the way that I want?"

And so to completely close deals, you need to have conviction. Because if you don't have conviction but have confidence, then you can't completely close it because you don't have absolute belief in what it is that you're selling.

Therefore, speak and make decisions with confidence and conviction in the sale and in the closing moment and that is what's going to get them across the line and make them realize that your products are the right one for them.

If they are already interested and almost ready to buy, your job is to build that certainty into them. You need to be certain yourself and build trust to each other because if you can't, they can't trust you and your products even though you present it properly.

By the time you get to the close, say it with confidence and conviction and the majority of people will start saying YES.

They may have objections that you may need to adjust, but apart from that, if you get to the end and they're interested to buy and you say it with confidence and conviction, I promise you, you will close a hell of a lot more sales as I did before.

So don't be afraid of anything. Be confident and convicted in closing deals because if you can't, you will regret that you let many deals go.

If you need help with any aspects outlined in this post, leave a comment down below. I'd love to have a chat with you.

Category: Surge Sales Training

How To Improve Your Sales Process

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SALES PROCESS is basically the order in which you are going to sell everybody into your package, product, or service.

I'm a Sales Strategist for 2 1/2 years now, I've coached and consulted many people around me and I've noticed that what keeps me and my business progressing has something to do with using the right sales process.

But while using the Sales Process, there's a time wherein I struggle a lot and I don't have the motivation to keep going and I can't focus on what I'm doing.

Within those years of coaching and consulting, I experienced things that I didn't expect I will learn something new from it. Because while I'm in the process of struggling, I know this is the path that will keep me going forward.

I've struggled in my business because I didn't care about my sales process at that time. The one thing that I find it hard was actually presenting.

I don't give the true value of what I'm delivering. For example, the package and offer that I put a lot of effort to have no value on it.

People don't just want people that work harder for what they're presenting. They want someone who will give them value and answers their questions or problems.

What I do to improve my sales process the right way is I go back from the start and have three or four sales processes throughout my business depending on what I'm doing.

So if I'm running a workshop, I'm going to sell quite differently than if I'm selling one-on-one with someone. But the one thing that will not change no matter who I'm selling to, is the problems that I'm trying to find. The services might change slightly but asking questions will not change because that's how I find certain problems.

So there's a really basic formula for any sales process and this is what I use that changes my business a lot.

The first that I do is, I build authenticity or I call it the "Diamond Edge Selling Model".

To build my authenticity, I check in with people... getting to know who they are and getting to know what's best for them.

And I don't mean in a business sense. Always involve them as a person, not just a business-material client. If you have a one-on-one with someone, always ask them how they are and if they answer it, always acknowledge them.

Being authentic means you want to know how they really are.

The second thing that I do is to gain clarity.

To gain clarity, I ask a bunch of questions. Because when I ask them a lot of questions about them or their business, suddenly I understand what they need or want.

The questions that I ask are completely based around the six or seven major problems that these people are having within their business based on the services that I'm offering.

Lastly, once I gain that clarity, what I do is to build value.

You see, the reason I call this the Diamond Edge Selling Model is that a diamond has no inherent value.

So it's our job to build value.

But how do I build that value into the diamond?

Well, simple. I ask the questions and find all those problems that these people have. Once they find all the problems, then I make myself the solution to those problems.

As a Consultant and a Coach, it is extremely important that you are the solution.

And once I've done that, the last step is not to close the sale but inspire someone to take action.

What do you do to improve your sales process? I'd love to know. Leave me a comment below. 

Category: Surge Sales Training

Identify Your Ideal Customer and Create the Right Service for Them

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Are you catering to your ideal client or is your ideal client catering to your package?

The majority of people are designing their ideal client around their package. They develop their packages and services first before they design their ideal client.

And do you want to know those people? I'm one of them.

I literally got into business not knowing who I want to help. I knew I wanted to help because I had coaches and consultants in my mind. But I didn't really define my ideal client, I just sort of did it. I just talked about it and started developing things around nothing.

So because of that, I ended up developing a bunch of packages that were designed for coaches and consultants and some that weren't.

And I've run classes ,and when I ran those classes, I'd still get the result, but it would be tough for me because I have people in there who may have products and people with just random services. Therefore, it wasn't really designing things around my ideal client.

Now, I can do one-on-one coaching on anyone because it doesn't matter. But when you're talking about classes and packages and things like that, the question is -

Are you designing them around your client or is your client designed around the packages?

The answer should be that you chose your ideal client first and then created something that they want.

You don't want to create something and then not have an ideal client in place because you'll end up running very difficult things. Yes, you may still be good enough to get the result, but it'll be way harder for you in the long run.

Hence, if you want to grow your business, scale it dramatically, and get more clients, choose an ideal client first. Because once you know who you want to help and you can figure out something that those people want, then you can design your whole business around them. And if you do that, you are way more likely to get them as a client.

 

Category: Surge Sales Training

Business Branding

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Why clarity and people's perception of what you do is so important.

Branding, positioning, and clarity of message... it is an interesting topic and it is something that I don't delve into very often because I am not the expert when it comes to branding and definitely not the expert when it comes to anything about clarity, positioning, or messaging.

I'm the Multi 6-Figure Consultant Coach and I make that really simple, I use sales to get you results. I make it easy for people to understand what I do and it's already starting to work.

However, there's a lesson that I learned the hard way.

Someone told me recently that if someone does not comprehend what you're doing, then how can they recommend you to people? They can't recommend you to someone if they don't know what outcome that person is going to get. Even if they are a client of yours, if they haven't gotten that result, you better realize what kind of coaching or consulting you do for these people. They are not going to recommend you if they're not able to connect with your message.

Looking back at my stuff, it's a giant bloody mess. Since then, I've shifted.

For me, if I want to scale to the next level again past that multi 6-figure stage to get to that seven and multi 7-figure stage, then I have to get my branding, positioning, and messaging down correct.

That's why it was a hard lesson and took me a while to learn it.

If you don't have the right branding or if you think branding isn't important or you don't want to focus on it... it is really important.

Right at the beginning, maybe it's not so important. What you need to do is just make some money and get some sale but eventually, it's going to come back to bite you in the ass.

It's really important to gain that clarity of business. When you gain that clarity of who you want to sell to and who you want to deal with, it is a lot easier to talk about it and it's a lot easier for you to get clients.

Remember, learn your lesson. Don't ignore your brand and don't ignore how people are perceiving what it is you do. Because if you want people to send people your way, then you need to be clear on what it is that you do and clear on your morals and your values.

And that's the power of having a clearly defined market, a clearly defined brand, and the perception that people have of what you do.

Category: Surge Sales Training

Always Focus on Outcome

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My life went nowhere without outcome.
The outcome is very important in life, in general. It doesn't matter what you want to achieve, whether you want to achieve something small or something massive.
The truth is that your outcome is what's going to drive you to get what you want out of life. You see once upon a time I lived in a world where I didn't have an outcome in my life. It was all about living directly at the moment.
Yes, we need to live in the moment, it's important. However, I had no outcome... no desire or anything.

The thing that I only care about is the things that I'm doing, not the outcome that I want to achieve. But then I realized quite quickly, I wasn't getting what I wanted, my life is going down and I can't create the life I want. It's because any of those things that I desperately want out of life generally take some kind of hard work.

All of those things that you really want out of life typically take some kind of effort on your part. However, before you give that effort, you first need to have the outcome and then design the outcome that you want out of your life.

It's okay to struggle in life or in business because it's a process. It's a process that improves us and keeps us focus on the outcome that we're trying to achieve.

The outcome is what matters because the tasks change. If you decide you want something and then just hope that one day comes, you'll start taking lots of tasks to get there but they may be the wrong things to do. But when you've truly designed that outcome and made it yours, you actually change the tasks that you need to do on a day to day basis to achieve that.

Design your outcome each day because that outcome will set you free.

Keep in mind, you will never succeed when you don't do new things to better yourself.

Category: Surge Sales Training