Alan Dickie

I am so ready to launch. I’m incredibly excited and happy to be here. Thanks for having me.

Alan Dickie

I get asked this a lot and when I’m doing hiring sessions for example because that’s one of the aspects of my business is I identify and provide talent to the automotive industry. I’d say to people in a room, “Everybody here who has a selling experience, please put your hand up,” and more times than not, 2/3 of the room do not put their hand up. It’s at that point that I remind them we all as human beings have been selling since birth.

We’ve been selling our parents on why our rooms weren’t clean as a kid and we are out playing baseball. We were selling our teachers as to why our assignments were being done and handed in on time and how we shouldn’t be penalized for it. We’ve been selling mom and dad on why we should get ice cream every single time the ice cream truck comes on the block.

It’s funny, as we move through life at some point in those teenage years to early 20’s, whatever the case is, is brainwashing has almost occurred. Trying to teach people otherwise that we’re not sales people and selling is some dirty word. In fact, it’s not.

Personally, I’m fascinated at the fact that any time two people get together and one person’s conviction outweighs the others. They start giving up on their beliefs and start buying into mine, and it is called “Being sold.” That’s what led me on this journey that I’ve embarked on as a self-proclaimed sales expert.

Alan Dickie

Well played and I’m going to follow soon.

It was getting my wife to walk down an aisle and spend the rest of her life with me, no question. It’s funny because I draw a lot of parallels between the courtship of women and selling. Not for that to sound weird but it’s really true.

When you think about the time where you first laid eyes on your significant other, you made a decision. It’s like showing up to the office and saying, “Okay, I’m here to be successful today and I’m going to make a decision to do so,” and then, it’s following through. It’s chasing and accomplishing a series of mini victories, if you will, that ultimately gets us there.

Your first date, you were a gentleman. You entertained her, I’m sure. You told a good joke. Whatever the case was and left her with a positive impression that led to date number 2 and so on and so forth. That’s the same case when you’re dealing with you customers.

A lot of times, people do have this preconceived notions about, “Sales people” like we were just joking about. It takes a little bit of time to build those rapports, trust, and confidence with other human beings that ultimately allows us an opportunity to overcome our perceived challenges and do business with one another.

My best sale would be my significant other as well.

Alan Dickie

It’s funny you bring it up.

I was literally having a conversation about an incredibly big deal that I’m in the process of closing and working on closing right now.

It’s interesting because talking about relationships and intertwining it with selling is a fascinating topic because one of the approaches is like you just said, “Persistence.” Persistence is key. It separates you from the competition in the sense that you’re willing to go above and beyond and do whatever is necessary to win the business. I know that sounds weird when we’re talking about dating but to close the deal.

It’s funny because when you think about women, how many times does a lady get catcalled or whistled at in the day? Like, my gosh. So, to breakthrough that noise, it’s necessary to show that you’re not going anywhere.

I’m sure Luis was able to win you over because at one point or another, you realize this just wasn’t him. He wouldn’t just treat any girl like that but that he was so committed to getting to know you better that he wasn’t going away. Once that conviction shines through in his approach, if you will, that as you say, won you over and afforded him an opportunity to win your heart.

Alan Dickie

Now, this deal that I was talking about today, the interesting thing and Luis might be able to relate to this more from the guy’s point of view but I have presented everything I can present with this customer. I’ve shown tremendous value and I’m exercising the arts of the takeaway.

One of the biggest things and biggest tips I will give your audience when it comes to selling and especially high ticket items to big ping clients is you can attract them with the fear of lost. This is what motivates human beings to know how to improve sales. It’s a desire of gain or a fear of lost.

What tends to happen with affluent clientele is you’re able to strike a chord in them by creating the perception that they might miss out.

So, this is effective to learn how to improve sales. I hope my wife is not listening. Just kidding. This was effective and I was dating because I knew that the more I fell over myself trying to get to know a girl. I seem sort of normal and like everybody else. As long as I was confident in my approach and my impression, and I knew it was solid, I knew the second that that possibility of, “Hey, where did Alan go?” entered into their minds.

I had an interested party. I know that sounds funny but it’s the exact same with this particular sale I’m working on now. It’ll be interesting to see if we can hook up and do a follow up show in the future so I can speak to whether that deal came together or not but there’s two approaches right there that are very effective.

Persistence is key in knowing how to improve sales. I’m a big fan and I’ll always air on that side but when you get into that Zen state of selling where you are operating at a level where you know what you’re doing so well, then it’s really fun to start playing with this other side of the game that can allow you to draw your customers to you.

Alan Dickie

I created a selling system and my selling system is called ACE selling systems. What ACE stands for is Attitude, Conviction, and Energy.

Alan Dickie

It’s like direct marketing which helps in knowing how to improve sales. The message in direct marketing is you create a powerful, effective message and you never change it. You change the people you tell to. You never change the message. When it comes to selling and applying this ACE method whether it’s a small ticket or big ticket, it doesn’t matter. The approach is the same and one of the biggest keys is the C. It’s conviction.

So, what is conviction? It’s as we described earlier on, it’s a transfer of believability, if you will, and when you can transfer an authentic believability in your products, an enthusiasm, and really convict the party that you’re selling it to of its effectiveness, and it’s an incredibly powerful thing and a powerful tool.

Unfortunately, conviction is not a magic pill that you can buy and take 5 minutes before your sales meeting but conviction manifests itself through knowing what your product is, knowing the features and benefits of it, and knowing how to logically justify your customer to take action on acquiring it.

Alan Dickie

Think about it. Again, when you’re talking about your partners and you spouses.

I was in the car business for well over a decade and about 5 or 6 years ago, I on the heels of signing the biggest mortgage I ever had in my life. I woke up one day and as I was tying my tie, I looked over to my wife and I said to her, “Today’s the day,” and she said, “What are you talking about?” I’m like, “I’m giving birth today,” and she looked at me like I was crazy. She said, “What are you talking about?” I said, “I’m giving birth to Alandickie.com.” She looked at me funny and I said to her, “I’m walking in to the dealership today and I’m resigning.”

Now, I was leaving the automotive industry making a very healthy income that afforded us a life that we enjoy and we’re comfortable with but I also had a calling, a passion, and a desire to do what it is I’m doing today.

I had to be convicted not just for myself but almost for us as a unit because my wife, she’s 6 and half years younger than me. I was really taking her out of her comfort zone for sure with this decision. So much so that she didn’t have the clue what we were embarking upon.

I knew what was coming but I had to tell her with a conviction in my voice. “It’s going to be okay. We’re making the right move. This is going to deliver everything that we want in our lives.” My ability to provide that conviction in that moment is what had her roll with me on it. That might be the second biggest deal I ever closed because thankfully, she did, she supported me, and we’re enjoying life today because of that.

Alan Dickie

I would say, anticipate it to be able to know how to improve sales. Don’t be shocked. When you first met your partner and you were like, “Hey, can I have your number and call you sometime?” You couldn’t possibly have thought that was going to go perfectly and if it did, you just say “Hey there’s a win-win,” win for the good guy.

Alan Dickie

See. There you go. You’re exercising the principle. Anticipate it.

This is one of the biggest things about knowing how to improve sales. The second human beings give up on this unattainable thing called, “Perfection,” we can actually start moving forward in our lives seeing how much fun we can have each and every day on the road to attaining our goals.

Alan Dickie

If you believe in your product, then anticipate the No’s. Know that they’re coming and know your product, service, thought, idea, or concept so well that you have an avalanche of features and benefits that far outweigh or will outlast any amount of objections your customer could ever throw at you.

I always say to people, “Do you know what luck is?” I ask them and I explain,

Alan Dickie

If you’re prepared in your product, you know the features and benefits of it, you know a hundred ways to logically justify to a human being why is it advantageous to them to take advantage of it right now, then you are far more prepared than somebody who’s going to have 5 to 8 objections to throw you away and if you hang in the pocket, anticipate those objections and keep moving forward, you will guarantee your success and you will close more deals than you want.

Alan Dickie

My last thoughts about how to improve sales are;

You have to appreciate, I’m the motivator. I’m the motivational speaker guy, the sales trainer guy but I just want to deliver one message to your audience. Don’t let anybody determine what you can or can’t do. Anything in every sense of the word is possible and it takes the same amount of energy to assume failure as it does to assume success.

Surround yourself with the right people. Ensure that you are the dumbest and poorest in your group and you will be well your way to creating an incredible life.

Alan Dickie

I appreciate your time. Thanks again to you and your audience. Make it a great day.