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Jack Daly: Selling is the transfer of trust.
Guest: Jack Daly
Bio in a Tweet: Built 6 companies into national firms, led sales teams numbering in the thousands, bestselling sales author, completed 15 Ironmans.
Key Insights:
- G-R-I-T. Fifty percent or more of success at sales has nothing to do with product, price, service, strategies or tactics. Half of success has to do with getting up in the morning and saying God bless the competition, I’m going to kick their butt.
- Who’s your number one prospect? Who’s your number two prospect? Who’s your number three prospect? When did you last touch them? How often have you touched them in the last ninety days? In what ways are you touching them? What’s standing in the way of that person becoming a customer of ours? That rigor, that process should be institutionalized within a salesperson’s discipline,
- Don’t focus on selling. Focus on touching.
- Touch them with things that could help them in their business. Touch them with things that are industry specific in their business. Touch them with things that are personal. Touch them with things that are fun. If we mix up the medium and we mix up the message and we do it with a construct of sales, which is help my customers with their needs, opportunities and problems and forget about selling your stuff, then all of a sudden you’ve just changed the game of sales in your favor.
- Help your customers with their needs, opportunities and problems in the best way that you can; watch this one; even if it means not you, because when it does come your turn they’ll come to you in droves.
- When you care more about the customer than you do about the sell, you end up selling more than anyone else out there.
- How do you motivate salespeople? I have a very, very simple answer for that, and that is hire them that way. There’s no bag of sprinkle dust that we’re going to spread on somebody and say poof, you’re motivated.
- Put your goals in writing, don’t pick too many, share them with other people, and put a date when you’re going to get them done. That very simple process enabled me to stay focused and get the most out of life I think.
- When it comes to goals…
- One, they need to be in writing. Two, we need to have a written plan on how we’re going to achieve those goals and it needs to be activities driven. Third is a system of measurement, because things that get measured get done. Fourth is a system of accountability, because we all know that we raise the bar in performance if we have someone calling us out and holding us accountable.
- What I have found in my life, whenever I find myself in a place of passion I’m happier, the people around me are happier, and this is the bonus, money somehow tracks you down when you’re in your place of passion.
Coaching Takeaways:
Great salespeople…
- Have grit. Whether you’re born with it, whether you acquire it through your life circumstances, or you just decide one day I’m sick and tired of the way things are going. I’m going to raise my standards. I’m not going to settle for what I settled for in the past. I’m just going to go after it.
- Follow systems and processes. Great salespeople proactively work their pipeline. They have an effective goal-getting system. They have an effective touch system to stay top of mind with their clients and prospects.
- Are prepared for the sale. Great salespeople understand it is about executing on the basics. If you can execute on the basics, you’re going to be ninety, ninety-five percent of the way there.
Transcript: Download the full transcript here.
