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The Sales Podcast

Jan 20, 2021

  • Mastermind BJJ run by Elliott and he met Daniel
  • Daniel lost 102 pounds and his doctor told him to get in touch with his new body
  • Why did you combine Sales and Jiu-Jitsu?
  • The sales system you outline has helped companies massively grow, can you tell us about it?
  • The four steps to win in competitions and sales and how to follow those steps to increase conversion rates
  • Is sales a combat sport?
  • Old school selling is a "fight."
  • Jiu-Jitsu literally means "gentle art"
  • The goal is to have a mutually-beneficial outcome
  • "You and I, shining together." from Judo
  • Most people who pull guard win!
  • You must do a postmortem
  • Learn from your wins
  • Live training vs. dead training
  • Mandatory sparring partners that rotate every week to get live, resistance training
  • Create your objection database
  • This is not typical role-playing
  • They role-play the exact objection they got the week before
  • It's a timed event
    • Unpack
    • Document
    • Reverse rolls
  • Test your new strategies in training
  • The cost of inaction
  • You can't ignore it
  • The prospect must admit it and state it
  • We get paid to solve problems
  • When a prospect comes on too strong you have to figure out how to control the conversation
  • Pattern-interrupt, get them to share in the vision
  • They attack to keep themselves safe
  • Prospects fear change
  • Prospects become accountable for the changes they recommend
  • It's hard for a prospect to get consensus internally
  • We provide "sales as a service"
  • Three responses to conflict: fight, flight, plan ahead
  • Be consistent and persistent with your efforts
  • Systems are vital to success in sales and Brazilian Jiu-Jitsu
  • Success is when preparation meets opportunity
  • Find the hidden decision-makers
  • Protect your biology
  • You must train the basics all the time (Daniel does a 6-month rotation because of slippage)
  • What is your why?
  • Your Inner Game is key, and your Why is a key component of it
  • A benchmark goal and the stretch goal

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

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