"Win-Win Selling" author shares how he bounced back from $60k in the hole
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- Had two kids in diapers and a wife who stayed at home and he walked away from a multi-6-figure sales job because he was "dying a little bit each day"
- Ended up $60,000 in debt with his three business partners
- Four months later he had no partners and only $1,500/mo in revenue
I believe in you. Do you believe in you?"
- Did some work with the Guerrilla Marketing guy who steered him to Chet Holmes who had a $4,000 sales coaching program (this was in 2001)
- "I believe in you. Do you believe in you?"
- $998,000 in the next 15 months all in the telecom consulting space
- Became a sales coach for Chet Holmes then Tony Robbins
- Put a system around the telecom business selling 3-5 year contracts so he had the bandwidth to work for and with Chet and Tony
- He had to make the decision that he was worth it, i.e. free and autonomous
- He wanted to give his kids a better future
- Chet had pigheaded determination
- Chet taught him the Best Buyer process
- Chet succumbed to leukemia
- Tony Robbins and Doug went out on their own
- Don't pull back or hunker down or wait for the smoke to clear
- Put the pedal down while your competitors bury their heads in the sand
- Reach out. Communicate. Stay in touch.
- We want connection
- Increase your prospecting efforts
- Direct mail still works
- Send lumpy mail and make them laugh
- Send a handwritten note
- Follow up with a phone call and email, i.e. The A.B.C.D.E. Sales & Marketing System™
- Your prospects are looking for help
- He built commission sales teams as he did for Chet Holmes
- He does one-on-one coaching and consulting
- He has a training company
- Avoid "scope seep" where you try to do too much that they didn't ask for
- To make any sale you must make every sale
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