First Post: Straight Outta Chadistan

The Current State of Selling, Overview of My Sales Methodology and What's Next

BowTiedSalesGuy

Aug 25, 2022

105

Welcome! Good to have you here.. I know many of you have been waiting for this moment so let’s not waste any time!

It’s 2022 and..

Salespeople are still begging prospects to let them add value

Linkedin Influenzas are stealing content from the cartoons & watering it down

Prospects are still acting like entitled children.

and perhaps worst of all?

Clown Selling techniques.

The same techniques that make you cringe in pain when you hear it. The same techniques you were taught and had to unlearn.

Clown Selling techniques are rampant in the Sales profession and worst of all, championed by even the most famous of gurus.

None of the above should come as a surprise though because after all, it is a Clown World.

On a more positive note, we have done a good job building up our Chad sales force.

I get messages daily from salespeople all over the world saying my methods have drastically boosted their performance and changed their lives.

In the same way they express their gratitude to me, I would like to also express my gratitude to them.

Anyone who makes a living helping others will tell you how good it feels to help others and give back. Seeing people implement my advice and change their lives is a reward in and of itself.

With that being said, I fear that we are still just a drop in the ocean. Many of you celebrate this fact, and I understand why.. more alfa for you.

But I challenge you to reframe your thinking.

Win and help win.

The Current State of Selling

There are a lot of moving pieces that contribute to the current state of Selling, so I will keep it very high level and simple:

“Starting as an amateur isn’t a choice, but staying an amateur is.” - SalesGuy

*Yes I quoted myself

So, amateurs link up with the Clowns and begin adopting their *terrible* ways of selling.

These sales practices not only produce mediocre results, but also create entitled Prospects. And we all know what an entitled prospect looks like. They demand the world from you with no guarantee of reciprocity and are a huge pain in the ass to deal with.

Amateur breaks into sales → Learns from morons → Gets mediocre results & creates Entitled Prospects → Continues learning from morons

This cycle is never ending. It is a flywheel that is in constant motion.

And what is perhaps most sinister about this whole process is amateurs *do* get some results using Clown selling techniques. Just enough to keep them on the nipple.

This is especially true in leading enterprise companies where the product sells itself and the ~~order takers~~ salespeople don’t need to do much selling.

“Why fix it if it ain’t broken?” is the mantra of the amateur.

Now what about the Chads?

The Chads are the ones that earn respect from prospects, generate the most revenue, and enjoy being homeless on beaches & getting unlimited access to blueberries (IYKYK)

The goal of BowTiedSalesGuy is to turn you into Chads.

BowTiedSalesGuy | Chad Salesman @BowTiedSalesGuy

2 paths. Which one will you take? h/t @BowTiedCommoner

The Chad Salesman Methodology

Overview

My methodology is designed to raise your status as high as humanly possible.

If you correctly apply my methods, you will be deferred to by prospects and have Higher Status than them in the context of your deals.

In a world of comparable and commoditized value, how do salespeople stand out and succeed?

By being High Status.

Conveying High Status

We convey High Status to the outside world in *two* ways.

First by maximizing these 3 traits:

Competence, Indifference, and Empathy.

Competence: Refers to our ability or capability to do something successfully. Competence implies everything the gurus say you need to be i.e Trustworthy, Credible, Expert, etc.

Indifference: A healthy detachment from any particular outcome. Not being overly concerned with closing this *one* deal. AKA Outcome Independence

Empathy: The ability to connect with others emotions *and* make the prospect feel the necessary emotions when needed

and the second way we convey High Status is by adopting these 3 behaviors:

- Controlling the Frame

- Disqualifying those we can’t help

- Challenging our prospects to make decisions

1) Controlling the Frame

Frames are the perspectives or lens in which we view the world. This includes your Prospects too.

So when I say “Control the Frame” what I’m saying is you must be the one Controlling the main perspective.

All of us has a default Frame we use depending on the context. So when the Prospect is meeting a salesperson, they immediately default to the only Frame they know.

The Frame that says *they* are the Prize and *you* have to convince them why they should buy from you.

This is the most important aspect of my methodology. If you can’t Reframe this root perception then nothing else you say or do will matter, you will always be at a disadvantage.

2) Disqualifying those you can’t help

Our personal energy is our most valuable asset.

I emphasize personal energy over time because we only have a few good hours in the work day where we are firing on all cylinders.

So wouldn’t it make more sense to quickly Disqualify prospects who aren’t committed to solving their problems? Thereby limiting the amount of energy we expend talking to them, and instead invest that precious energy into prospects who are committed to making a change?

This is a rhetorical question because the answer is “Yes”

You should be actively trying to get rid of tire kickers as quickly as possible so you can focus your energy on those who are likely to buy.

The best salespeople are skilled at quickly Disqualifying out prospects who can’t or won’t buy.

They either do this directly or indirectly:

Directly: Find reasons for the salesperson to say No

Indirectly: Find reasons for the prospect to say No

3) Challenging our prospects to make decisions

In our world, we seek decisions. Not “think it overs”

And in the prospects world, they obscure their intentions for their own benefit.

Prospects often use wishy washy language and as a result you don’t really know where they (or you) stand

Whether it’s done consciously or not, the effect is still the same. They control the Frame and keep their leverage over you.

We nip this in the bud by challenging their wishy washy language to gain clarity.

There are already too many uncertainties in Life, Sales shouldn’t have to be another one.

Win and Help Win

It’s common for salespeople to keep the alfa for themselves, especially in competitive environments. But if you’ve improved your performance then you should see it as a privilege to be able to pass on the correct information to help others win too.

Enriching others lives will enrich yours too.

And the more people close to you that win, the better off you will all be.

Sounds familiar? That’s because this is a belief that is commonly shared in the BowTiedJungle.