Amit Online Hebrew Lessons

To succeed in sales, you need to believe in the value you’re offering.

The most important sale you’ll make is to yourself.

Work for a company whose values align with yours.
Remind yourself that the product you're selling is the best.
Ask your manager to send you positive customer reviews.

As a rule, never try to sell someone a product you wouldn’t recommend to a family member.

Don’t do it for the customers—do it for yourself.

This mindset will help you see yourself as an expert providing real value.

And when you believe in the value you offer, your potential customers will feel it too.

What does a salesperson sound like?

When you get rejected most of the time you open your mouth,

it can make you believe that you're pushing a product on a customer that they don't need.

You have stereotypes about how a salesperson sounds, and you start to believe that you are one.

Your tone becomes higher
You start using exaggerated expressions
and your belief in the product starts to weaken.

It's time to remind yourself who you are.

You provide value to the customer.

You are an experienced consultant.

You sell a great product/service that the customer needs.

When you see yourself like that, the customer will believe it too.

And the deals will come more easily.

What's **The difference between a good salesperson and a great one? It’s not what you think.**

The best sales conversations sound like a consultation with an expert.

The customer learns about problems they didn't know existed

He Discovers they can save money, energy, and time they didn't know they were wasting,

He learns about industry trends and leaves with a new perspective and changed feelings.

A great sales conversation adds so much value that you should ask yourself:

Would he pay for it?

**5 Reasons Why 95% of Salespeople Fail:**

1. **Making assumptions**


“He probably doesn’t have money.”

“All the [expletive] aren’t serious.”

“He’s not going to buy anyway.”

It’s easy to make assumptions, but it leads to missed opportunities. Always approach each meeting with a mindset of learning and curiosity.

2. **You Don’t Listen to the Customer**


You’re so focused on yourself and waiting to pitch your product that you forget to ask questions and listen to their problem.
Without understanding the issue deeply, you can’t tailor the right solution.

3. **You Don’t Protect Your Calendar**


Be mindful of your time. Protect your schedule from meetings that don’t move the sales process forward or lead to real opportunities.

4. **You Waste Time on Unsuitable Customers**


If the customer’s problem doesn’t align with your product, guide them to the right company.

**Trying to sell your product to the wrong customer will wastes your time and harms you, the organization, and the customer.**


**Bonus:**

As a rule of thumb:

Sell to others the way you’d want to be sold to if it were your own relative.

The results will follow.

What to do when a client says they want to think about it?

Once they say that, you’re out of the picture,
and you’ll waste a lot of time trying to recover a lost deal.

In such a case, ask him:

When most clients say they want to think about it, there’s something specific they want to check. Is that the case with you?

- This opens the door to uncover objections you can address.

Or ask:

What do you need to check in order to make a decision?

- This helps them understand for themselves what the next steps are.

End the conversation with a clear action item.

What does the client need to check and when will the next conversation take place?

The best way to lead the conversation is not by talking,

but by listening and asking questions.

**Why you shouldn't prepare questions in advance for the recruiter in the job interview**

I'll give you an example of a sales conversation:

If you ask a potential client questions in a conversation that you re word for word, he will feel that the conversation sounds like an interrogation.

That you don't really care about what he answers and you rush to the next question.

Instead, start with a general question about what interested the client in coming to the sales conversation.

From there, direct the conversation to 3 areas:

- The current situation
- The problem and its impact
- The ideal situation after the problem is resolved

While he is talking - be silent, and don't interrupt him.

The client will be happy to tell you how to sell to him.

You just need to be willing to listen.

You don't ask questions just for the sake of asking the question.

They are to get information about what is important to him, and what problems you can solve.

Don't ask a question that you won't use to close the deal.

When you present the product, adapt the solution to what was told to you at the beginning of the conversation.

Therefore, in a job interview and sales call, I recommend writing down points of topics you want to talk about,

The same idea applies to job interviews and sales calls. Instead of writing down every question word-for-word, jot down key topics you want to discuss.

This keeps the conversation natural and engaging.

How to get more done in an hour than in a full workday?

Stay focused.

Take an hour of your day when you're at your highest energy

and dedicate it to the most valuable work.

Protect this hour from all distractions.

As a salesperson, this hour is dedicated to follow-ups.

What sales coach Jeff Shore calls the Lead Conversion Zone.

Prepare and learn in advance about the list of customers you'll call.

Define a goal for each call (deal, additional meeting, etc.).

Imagine the feeling when they close the deal and get into the right mindset.

Pick up the phone and call one customer after another without stopping for a second.

Take advantage of the momentum when you're at your peak.

Your energy is more important than your time.

Learn to use it for your most important goals.

How do you maintain your energy at work?

Salespeople, have you tried it?

The psychology behind sales

The customer knows you're paid to say good things about the product and that you'll earn a commission when they buy.
Therefore, they only trust conclusions they reach on their own.
Your job is to guide them to these conclusions through questions.
First, they need to recognize they have a problem worth solving.
This problem causes them to waste time, lose money, or experience unnecessary effort and pain.
Next, they need to desire your solution.
Adapt the solution to the problems they acknowledge and help them imagine the positive changes it will bring to their life.
For example:
Before showing a feature, ask:
"How do you currently handle (action) to avoid (something bad happening)?"
If they respond, "I don't do it," they've already realized they need to change.
Then, show how the feature solves their problem and the results they'll achieve.
Before someone buys your product, they first need to buy into the idea of changing their current situation.

Salesperson? Don't miss this opportunity

At the end of the product presentation, I ask the customer what they think about the product.

There are three types of answers:

"It's not right for me."
Try to understand why and identify where you went wrong so you can improve next time.

"Sounds good," (when the customer answers hesitantly).
I stop and ask them to share their hesitation with me.
If I can address their concerns, they might make a decision.

Hearing "no" during the conversation is better than wasting energy on follow-ups with a customer who won't buy.

"Great, this is exactly what I need."

Then I ask them - why?

If I performed the previous sales steps correctly, they will start explaining to me how the system will solve their problems.

And who is the salesperson now?

There is a critical moment in every sales conversation that many salespeople miss.

there is a moment when it feels right to ask the customer if they want to buy.

At this point, you might feel a lot of discomfort. A voice in your head might say things like:

"Don’t be pushy."

"Don’t ruin the relationship."

"The customer will tell you when they’re ready to buy."

That voice is lying.

The customer needs you to ask if they want to move forward.

Don’t expect them to make the decision on their own.

There are different ways to ask for the sale. For example:

The Alternative Method

"Would you like to move forward with product A or B?"

(This focuses on what they want to buy, not if they want to buy.)

The Pre-Assignment Method

"Will you be available early next week to start the process?"

(This assumes they will buy and shifts attention to the next steps.)

The Direct Method

"Do you want to buy?"

The way you ask is less important than asking itself.

When you feel that discomfort, remember: it’s the right thing to do for the customer.

Ask for the sale and close the deal.

When we meet someone new, we subconsciously decide whether we can trust them.

We feel it within seconds:

Can we trust them?

Do they have good intentions?

Are they a friend or a threat?

When a salesperson calls, that first impression sets the tone for the entire conversation.

Why? Because we tend to mirror the energy of the people around us.

The best way to make someone feel positive about you is to feel positive about them.

That’s why, before sales calls, I like to research the client on LinkedIn or the Internet. I look for something that makes me genuinely like them and find a way to connect early on during the Zoom call.

Before the meeting, I imagine them as a distant friend I haven’t seen in a while.

And it works—because I’m not pretending. I really do like them.

Maybe instead of trying to imitate body language or act like someone we’re not, we can focus on changing how we feel. When we do, the rest comes naturally.

When we meet someone new, we instinctively decide if we can trust them. We sense it within seconds:

Can we trust them? Do they have good intentions? Are they a friend or a threat? When a salesperson calls, that first impression shapes the entire conversation because we naturally mirror the energy of those around us.

The best way to make someone feel positively toward you is to genuinely feel positive toward them.

That's why, before a sales call, I like to research the client on LinkedIn and online. I look for something that makes me like them so I can start the conversation with some friendly small talk.

Before the meeting, I imagine them as an old friend I haven’t seen in a while. This approach works because I’m not pretending to like them—I genuinely do.

Instead of imitating body language or trying to be someone we're not, maybe we should focus on genuinely liking others.

The rest will flow naturally.