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The Sales Podcast

Aug 11, 2014

About Today's Guest

Larry Winget The Sales Podcast 81 image

Larry Winget, the Pitbull of Personal Development®, shares his story of turning humiliation into motivation and how you can, too.

Tools To Thrive

Rubber-Meets-The-Road Tip

  • Grew up poor and figured out how to get rich.
    • He was humiliated at 13 in school because he only had one pair of jeans.
    • He had no role models. Didn’t have books.

    Larry Winget knew he could out-work others.

    • “Tweaking your website” won’t make you money.

    [Tweet "“Tweaking your website won’t make you money" says @larrywinget."]

    • You need to sell stuff. You do it by talking to customers and asking them to buy.
      • “Well…” is not the answer to “how many did you sell?”
      • “How many did you ask to buy?”
    • Larry is active on his own Facebook page.
      • It takes maybe 30 minutes a day.
      • Set your priorities.
      • Personal and professional is okay to blend but it’s up to you.
      • He throws a lot of personal stuff on his fan page so people know he’s real.
      • Don’t make it hard!
    • Larry is willing to irritate you to get you to a better place.
      • People today “suffer in comfort.”
      • There are too many safety nets.

    Real friends kick you in the pants and challenge you.

    • All selling is solving a problem. Identify it and make it real.
      • “What are the consequences for non-performance?”
      • You don’t have to be confrontational but you do have to make them think.
      • Stephen King - On Writing - glad, mad, sad, scared.”
      • Emotionally connect.
      • You have to take what you do to the world.
      • The marketplace respects marketing and salesmanship.
      • People over-think their offering. Stop complicating things.

[Tweet "You have to take what you do to the world," says @larrywinget."]

[Tweet "The marketplace respects marketing and salesmanship." says @larrywinget."]

  • People lie about money more than anything else.
    • Get the money discussion out of the way up front.

Money is not dirty.

  • Look at all of your contacts and call them and ask them “what will it take to earn your business today?”
  • “What have I done wrong? You want and need this…I apologize…I'm the sales professional and I have not conveyed to you all of the benefits of owning what I sell."
  • On Gatekeepers / Receptionists
    • Honor the position of the gatekeeper.
    • Validate them.
    • Ask them an honest question. “What do I have to do to reach the decision maker?”
  • On traditional Sales Trainers
    • The problem with most sales trainers is they want you to memorize lines that may never happen.
    • Develop a philosophy. You don’t have to get the words right. Just be confident.
    • Check out Larry's upcoming conference on speaking and writing, November 6, 7, 8.
  • Know what problem you want to solve.
  • Narrow your niche.
    • Build a following first then publish.
    • He self-published 23 books before he got a publisher.
    • 97% of all books today sell under 1,000 copies. Most under 300 copies.
  • Adult pleasures
    • Sam Houston Straight American Whiskey made in Texas
    • CAO Brazilias - good, oily dark maduro

Links Mentioned

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