HTSS155 - How to answer are you paid on commission in sales - Scott Sylvan Bell

Are you paid on commission in sales is a question you need to prepare for 

At some point, you will be asked about how you are compensated by a buyer. You need to understand why this is happening before you answer. Where you asked matters this question is in the first few minutes, in the middle, or at the end. Your confidence matters more than you know when you answer this question. 

When you are asked about commissions at the beginning of a sales call:

There are different times where you are asked this question in sales. It may be when you are asked at the beginning of the call your buyer is:

• Try to size you up for attitude
• Trying to size you up for trust
• Trying to find your tells (poker move)
• Trying to see how you answer
• They are trying to Intimidation
• They are trying to rattle you
• You started off with big words and scared them
• I don’t want to waste your time (I am after free advice and or expertise)
• How you dress or appeared to them – a possible mismatch of clothing to the client
• You said something silly – this goes for everyone
• Nervous energy

When you are asked about the commission in the middle of a sales call:

If you are asked about the commission in the middle of your sales calls there can be multiple reasons. Remember, where you are asked this question in the timeline of the meeting can matter. Here are a few reasons why you could be asked about commissions:

• The buyer is trying to size you up for discounts coming
• You triggered them – feels like you pushed an expensive item
• You said something silly – this goes for everyone
• The buyer had nervous energy
• You pushed the exclusive button in their mind = expensive

Getting asked about commissions pay at the end of a sales call

If you are being asked about your compensation at the end of your sales presentation there could be some good reasons and there could be some bad reasons. When this question is asked towards the end of the call it could be something you said, it could be nervous energy, and last of all it could be the buyer. Here are a few reasons why you could be asked about commission structure towards the end of a sales call:

• They are signaling for a discount and or asking for something shady. With this type of buyer, there may be some implications if they want you to "break some rules"
• They are looking for desperation in the salesperson = advantage on their part
• They are trying to figure out your cut vs the cost of the product

Other than reasons for being asked about commissions:

There are multiple reasons why you could be asked about your commissions from your buyer. Some of the stranger ones are more outliers than anything else. Here are a few reasons why you are asked about your pay or your cut from the sale. 

• The buyer wants to recruit you for another type of job or venture
• The buyer wants to set you up with a friend or relative
• Your buyer is socially awkward with people

How to answer if you are paid on commission in sales 

There are multiple ways to answer how you get paid in sales to your buyer. Some people are noisy, some awkward and some are looking to see how they can reduce their costs. These answers are given from low to high. This means they will go from weak to aggressive. You need to pay attention to your timing, pitch, tone, and cadence when answering this question. 

• No, I am paid by the hour 
• No, I get paid a flat fee for every product I sell 
• Yes, and if you are looking for a deal we can work something out
• There are fees for my service (Tommy Hopkins)
• Yes
• Yes, have you seen enough to make a decision?
• Yes, do you want option a or b?
• Absolutely and the fact I am paid on commissions wouldn’t stop you from moving forward, would it?
• That’s how every single salesperson makes a living, they are paid for their expertise and knowledge
• I am not quite sure how does that question helps you make your decision today?

It's your decision to answer how you are paid in sales 

At the end of the day how you answer the question about your commission is really up to you. What is important is taking the time to think through how you will answer today. When you look at your conversation think through what you may have said early on in the presentation to trigger this type of interaction. When it’s a weird reason for the buyer there will be a feel to it, you get to feel people like this out over time.