Open relationships instead of close sales
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- How do you define a win?
- "I made a sale!"
- "I closed this guy!"
- Top salespeople define winning as "I made a difference for the customer."
- Spend more time in diagnosis to become great
- Acute listening
Rory Vaden Turned Failure Into Sales Success
- Retired about 18 months ago from the business he founded
- Can we replicate sales systems?
- Interviewed 30 sales experts in 20 different industries
- Real estate, RV sales, insurance sales
It's only creative if it sells."
- People reject the idea of sales because they have been offended or experienced the stereotypical salesperson
- He's a college flunk-out
- You need to get comfortable in sales and marketing as an entrepreneur
- Focus on the long-term potential of your clients to earn referrals and repeat business
- Know the lifetime value of a customer
- $5 is the average sale of a Taco Bell customer, but they'll spend $11,000 over their lifetime
- Most of the people interviewed said this was not their default approach
- Guys are usually more aggressive and wanting to "win" the sale so they have to grow out of that a bit to be more of a servant
- Never stop learning
- Stew Hansen was a top Dodge dealer in the country and they had dinner and he had just turned down a buyout offer and he was the first one in the morning session taking notes
- Being successful only means you were right once
I'd rather wear out than rust out."
- Hearse driver in New Orleans and said, "Work is like my vitamin."
- "Halftime" by Bob Bufford, move from success to significance
- Master negotiation. Your job is to determine who has the power, then act like you have none.