[Spiked Member] How To Close B2B Sales

Thorno's picture

Ep 1 : How To Close B2B Sales (Modern Business Sales Closer - Roy Hoss)

I took a lot of comments from you guys on board in the latest video - i'm getting better at this but always happy to hear the spiked communities feedback or constructive criticism. 
Thanks for watching and espcially to those of you that subscribed :-)
Roy

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Nakey's picture
Beta Tester

i've found your videos interesting and have been watching them.

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Thorno's picture

Thanks a lot mate :-) Means a lot from a spiked nation member - been in this community for nearly 10 years!!!!
 

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theblackswordsman's picture

Have you ever thought of doing some "in field" footage?

 

Also. You nailed my old boss pretty good. He was an excellent long term manipulator. Fast enough on his feet to wriggle out. But not fast enough to be confident with confrontation.

 

He actually had a system for staffing and dumping.

 

Step 1. Hire a manager in prepartion for the busy season. Make a suitable financial agreement. ( This business is Restaurants.)

 

Step 2. Explain what you want to the manager clearly, and get him to start hiring staff.

 

Step 3. When suitably comfortable, manager runs business for you. Just keep everyone paid and enjoy your free time.

 

Step 4. Enjoy profits, do not praise anyone, immediately yet calmly raise concerns over business issues when they inevitably pop up due to your absence.

 

Step 5. Discuss visions for the future and the new direction you want to go with your managers ideas at the forefront.

 

Step 6. Also discuss how the season is coming to a close and sales are down.

 

Step 6. Get your manager to destaff his team he hired one at a time immediately upon seasonal business depletion ideally before their probation is up, with no notice if neccessary.

 

Step 7. Begin slowly reversing the changes your manager has made to test his reaction.

 

If he reacts poorly. You begin searching for a replacement quietly.

 

If he reacts well. Consider his usefullness under your control.

 

If he doesn't react. (My case. But puzzle was starting to come together, so definately noticed.) Begin paranoia loop, and quietly investigate to the extent your neaurosis compels.

 

Step 8. Reduce his responsibilities. Tell him that you don't like him working so hard and that you want to help out.

 

Step 9. Isolate yourself away. Always be ready to answer questions, but never encourage contact.

 

Step 10. Dump him and take his ideas.

 

So what was gained was unwitting temp staff and an automated business when it's busy.

 

No praise means your staff will try harder to produce results. Especially if punishment is carried out swiftly and quietly.

 

If they quit, maintain abundance mindset and just make everyone as work as hard as neccessary to maintain quota.

 

The manager can then wipe it all out for you when you're done.

 

Then you can the manager, but offer him a referance, an excuse that business is failing, and pay him every penny you owe severence and all.

 

Use his ideas and reset for next season.

 

Here is what's funny. All my kitchen staff that was left quit on him. He had to close business for 5 weeks.

 

He was asking for culinary diploma, menu ideas, inventory control. for 16$ an hour.

 

It's really a 50'000 a year job.

 

He has one guy working for him now. 7 days a week. open to close. for less then what I was making.

 

He pays him overtime, follows every law to a T. and fully abuses his range of rights as a business owner.

 

Anyways, I don't mean for this to be dark. I thought I would update you on how things played out, and also outline his process. Some of this stuff is common knowledge, however some stuff  is a bit different compared to similar stories I looked up.

 

It was very efficiently tuned. I have seen elements of this, but never such a complete package.

 

As for me, I'm doing great, Once I caught on a couple monthes before, I just saved money. And am now comfortably unemployed as I search for choicier jobs. I find this less personal, and more intrigueing. Though no doubt, he is slime.

 

 

 

 

 

 

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daftcunt's picture

"No praise means your staff will try harder to produce results."

Nope

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theblackswordsman's picture

Not true, I watched it happen. with everyone in the company. It was actually quite disturbing. I haven't seen it like that anywhere else in 23 kitchens.

 

The trick to making that work is punish behaviour you don't like. But never praise. In kitchens people arn't paid much, and many are a paycheque away from the street.

 

If you have money you have leverage. If you don't then you have to choose between tolerating until you can improve your finances or quitting and rolling the dice in winter on getting a new job.

 

Not an easy choice in a tourism town that can reach -30.

 

You see, none of the problems started until after the busy season.

 

If you do this shit during the busy season you will lose staff. But if you do it when the job market sucks, you can play on all kinds of fears.

 

After I was out, a few people contacted me that were also managers for him. He did the same thing to them.

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daftcunt's picture

Well my reply was too short to be a reasonable statement so here goes:

Productivity may improve with punishment methods, however, it wil improve better and quicker utilising positive re-inforcement like praise and incentives. The incentivces do not necessarily have to include money (this depends on wage a little) as research shows that money is a comfort factor rather than e re-inforcer.
That means, however, the person responsible needs to be involved. It does not mean there are no consequences for unreasonably underperforming staff.

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theblackswordsman's picture

I agree with that.

 

The problem with this guy is he doesn't care about keeping people = Foolish in my eyes.

 

When I was hiring, I was on the company "Indeed" site.

 

For a server position in a few months over 300 rejected applications. It's good to be choicy about hiring team members, but 300 waitresses were NOT underqualified. They just didn't satiate his many neaurosis.

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Thorno's picture

You seem like a smart guy. Don't be so focused on this guy - focus on your goals and what you want to achieve in life. If someone is vehemently directly opposed to you getting to those goals or your well being and happiness, remove them from your daily life. Toxic people do not sorround happy and successful ones, it really can be that simple. If you don't like your circumstances or the people in your life, change them. 

It might sound a bit selfish but the happiest people are often also fairly selfish or at least always put themselves and the people they care about first. 

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theblackswordsman's picture

You're absolutely right. Once I figured out the puzzle I put it to rest an am going full force forward in my life. I have excellent friends that have dreams and visions of their own.

 

I agree 100% that fixing your circle of friends is vital, and perfectly sound advice.

 

Back to you.

 

Is the same cool demeanor in which you make videos the same as you use when making a sale? The reason I ask is that salemen that I have known have a higher than average baseline of energy.

 

What are your thoughts on energy levels and vibe when conducting business?

 

Perhaps it's an idea for a video?

 

And thankyou for your advice. I am grateful.

 

 

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Thorno's picture

Sure thing :-)

Usually my demeanor is not one of trying to sell you anything. I act like the sale is a given and I am just trying to make sure you understand your own situation/pain very clearly (via questions). I avoid making any statements or talking about features/benefits. If you come off as really salesy it pushes people away and makes you seem needy. 

I usually do something called mirroring where I will mirror the energy levels and tonality of the person I am talking to, not in a weird way but in a way that makes them feel comfortable without quite knowing why - its very subtle. 

Its certainly an idea for a video - cheers.

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