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Pregão de guerra: como atingir metas de vendas do mês em 1 dia | Podcast EAG #137

Empresa Autogerenciável・2 minutes read

The salesperson's potential to earn more than the owner is highlighted, with emphasis on genuine sales techniques and the War Auction method for significant sales growth. Successful sales strategies revolve around meticulous planning, a methodical approach, and consistent training, with a focus on personal development and preparation for success.

Insights

Salespeople can potentially earn more than owners, shifting the perception of wealth generation within a company.
The War Auction methodology, emphasizing meticulous planning and strategic implementation, led to remarkable sales achievements across diverse industries.
Success in sales hinges on preparation, methodical approaches, and personal development, with luck being a byproduct of readiness and action rather than the primary driver of success.

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Recent questions

What is the War Auction method?
A sales strategy aiming for high sales in a day.
How can companies enhance prospecting strategies?
By generating curiosity, intimacy, and interest.
What are the fundamental pillars for a company?
Personal domain, culture, leadership, management, finance, and traction.
How can companies maintain integrity in sales?
By upholding offers and not extending deadlines.
What is the significance of emotional decisions in sales?
They impact immediate actions and outcomes.

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Summary

00:00

"War Auction: Sales Strategy for Success"

The salesperson is the only individual in a company who can potentially earn more than the owner.
A new podcast is being launched to assist small or medium-sized business owners in transitioning to a self-managed team.
Alexandre, a guest on the podcast, is a professor and creator of the Dragon of War methodology.
Alexandre emphasizes the importance of genuine sales techniques over superficial methods.
The term "salesperson" has evolved from a negative connotation to a profession that generates significant wealth.
Alexandre introduces the concept of the War Auction, a sales strategy that aims to achieve a month's worth of sales in a single day.
The War Auction methodology was successfully implemented in various sectors, resulting in substantial sales growth.
The War Auction approach led to remarkable sales achievements, such as selling two months' worth of production in a single day.
The methodology was applied to diverse industries, including truck bodies, consortium shares, real estate, and retail sales.
The success of the War Auction method is attributed to meticulous planning, strategic implementation, and thorough training of personnel.

14:39

"Sales Success: Methodology, Pillars, and Motivation"

The process of achieving a month of sales involves thorough preparation beforehand.
Scientific basis is crucial in every step taken, emphasizing the importance of a methodical approach.
Reverse engineering was utilized to develop a successful methodology for sales.
Six fundamental pillars for a company include personal domain, culture, leadership, management, finance, and traction.
The methodology's creation stemmed from years of consulting with major companies and strategic planning experience.
The importance of personal development beyond the norm is highlighted in achieving exceptional sales results.
Tony Robbins' book "Unlimited Power" was transformative in shifting mindset towards success.
The three pillars of the auction process are engagement, prospecting, and conversion.
Financial motivation is essential for team performance, but excessive rewards can hinder progress.
Awards in sales should be based on meritocracy and luck to encourage all team members.

29:00

"Preparation and Action Lead to Success"

The speaker emphasizes the importance of preparation and action over luck in achieving success, recounting a personal experience that changed their life over 20 years ago.
They describe how an opportunity presented itself unexpectedly, and they were ready to seize it due to their prior preparation and mindset.
Luck is portrayed as a biased perspective, with the speaker advocating for goals, action plans, execution, and readiness as key factors in success.
The speaker discusses a game technique called "staying sane" that involves creating competition and motivation among individuals to drive results.
They highlight the significance of intrinsic motivation, such as healthy competition and recognition, in fostering engagement within a team.
Recognition is emphasized as a fundamental pillar of engagement, with simple gestures like trophies or rewards playing a crucial role.
The speaker stresses the importance of creating awards and incentives that align with the team's values and motivations to drive engagement effectively.
They advocate for involving the entire company in campaigns and initiatives, breaking down traditional barriers between departments to foster collaboration and motivation.
The speaker shares examples of individuals from unexpected roles excelling in sales when given the opportunity and support to do so.
They underscore the impact of removing limiting beliefs and obstacles to unlock individuals' potential and drive them towards success.

42:52

"Simulation and Prospecting: Sales Training Essentials"

Before engaging in any battlefield action, a ritual of simulation is crucial for thorough preparation.
Training individuals in sales involves scripting, process teaching, and simulation to build confidence and competence.
Mistakes in training occur when individuals deviate from the scripted simulation, hindering effective learning.
Sales training should progress from easy to challenging scenarios to enhance confidence and skill development.
Seriousness and focus during training are essential, akin to professionals like pilots, surgeons, and engineers in their simulations.
Prospecting is a powerful tool in sales, especially in markets accustomed to passive customer acquisition methods.
Active prospecting strategies can revitalize sales in challenging market conditions, as seen in the automotive industry.
Inbound marketing strategies, like strategic sessions and obstacle removal, can effectively engage and convert potential customers.
Digitalization has accelerated due to the pandemic, emphasizing the need for digital processes in sales and marketing.
Effective prospecting involves generating curiosity, intimacy, and interest to differentiate from competitors and engage potential clients successfully.

56:35

"Record-breaking sales event transforms dealership"

A month of preparation led to a day of sales where 126 units were sold, marking a significant achievement after four years of no sales in an apartment.
A dealership was transformed into a VIP event with a black curtain, creating an exclusive atmosphere where customers needed invitations to enter, resulting in a successful sales event.
The dealership's relaunch, inspired by Apple's closed support model, brought back the joy of selling cars and created a contagious celebratory environment influencing customer decision-making.
Sales consultants were focused on a launch event with high expectations, resulting in the sale of 18 systems in one day, a record-breaking achievement.
Behavioral economics techniques were utilized to enhance sales, including creating cognitive biases like the "trigger for telemental" concept to influence customer decision-making.
Scenographic money was used to visually represent benefits during negotiations, triggering dopamine release and influencing customers' perception of gains.
A negotiation tactic involved offering a special product at a reduced price for a limited time, emphasizing the importance of maintaining integrity and sticking to the offer deadline.
A customer who left a negotiation returned after realizing the offer would not be extended, highlighting the significance of maintaining firm deadlines to drive sales.
The importance of upholding offers and not extending deadlines was emphasized to maintain integrity and prevent customers from exploiting the system.
Training was tailored to focus on owners of companies to ensure a targeted approach to sales and maintain the exclusivity of the training program.

01:09:56

"Sales Success: Strategies for Growth and Profit"

The owner must be the one on the phone and call, with at least five employees.
If the guy is not the owner, the director is the right-hand man, but the sale might be doubtful.
The goal is to have five employees or a certain monthly invoicing amount.
A reservation fee can be paid to start with the company, facilitating refunds if needed.
The "war auction method" involves engagement, prospecting, and conversion pillars.
Special offers with time-limited conditions are crucial for conversions.
Planning is essential for achieving significant sales results.
The legacy of events includes empowerment, strategy, and leadership benefits.
Energy and confidence are boosted by successful launches and high sales volumes.
Emotional decisions play a significant role in sales, impacting immediate actions and outcomes.

01:24:00

"Technique and Love Drive Sales Success"

Technique is crucial for generating demand, but delivery is equally important for sustained success.
During recent years, luxury cars have seen increased demand and value due to various factors like the pandemic and redirection of spending.
The value of products, like cars, can increase significantly over time, even surpassing the original purchase price.
Love is highlighted as a fundamental element in the sales process, with its energy being a key factor in successful selling.
Following a process consistently, rather than relying on magic or secrets, is emphasized for achieving remarkable success in sales.

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