May 22, 2017
How long have you been in sales? His whole life.
How did you get started? First time he was paid was selling his dog walking service at 14.
What sales method do you follow? Find the right prospects. Diagnose. You need to customize high-ticket offerings. Thinks most sales training sucks.
Ryan Stewman has great training.
Was selling time shares and he read Mike Kaplan "Secrets of a Master Closer: A Simpler, Easier, and Faster Way to Sell Anything to Anyone, Anytime, Anywhere"
What do you
like in a sales manager?
Selling Track Record
Why do you like sales? He loves the process.
What is the biggest order you ever booked? Selling third party logistics selling to ecommerce companies and it was $130,000.
How long did it take to book your biggest order? Took only about 1.5 weeks. (She was an inbound lead and was ready.)
Why did the customer buy from you? She told him she was shopping. She appreciated that he cut to the chase and addressed her concerns and was honest about it.
What did you learn from the process? Listen. Be transparent.
What is in your library? Audible. Power of Broke by Damon John, Power of Persuasion, "Fanatical Prospecting" Jeb Blount
Phsyical book, Ultimate Sales Machine, Dan Kennedy,
What are you reading now? "Psycho-Cybernetics" by
What is your favorite movie? "Fight Club"
How do you relax? Meditation
How do you start the day? Write down goals, do some education. Avoid email until he educates himself.
How do you end work each day? Write down goals, get in a good mindset.
What smartphone do you use? Android S5
What CRM do you use? Just started with Zoho
How do you stay organized? Zoho, Keep by Google
How do you handle / prevent a slump? Meditation to step back or totally change gears and environment and educate.
How have markets/sales changed in 5 years? Social media. It has never been easier to access decision makers and get your word out for free.
What industry trends do you foresee? The social inbox is getting crowded. Salespeople are pitching on the first connection and that's a mistake. Leverage "Trojan horse prospecting."
If you were not in sales, what would you do instead? Everyone's in sales!