Selling People, Not A Process

I am SOOOOO DONE listening to all these people try to teach sales at an ultra high performer level...yet you've NEVER DONE it.   Shut the F*ck Up!!!!!    Real sales processes come from those who have done it...not created it in a lab or been a part of a team who carried the load.   Too many lab created wannabes vs. real world teachers and mentors.    You're on blast...and I'm laying down the gauntlet...you want to go?!?!?!!

IF you truly believe in your product, service, widget, etc...and you take NO for an answer and walk away, especially in Disaster Restoration, how can you ever expect your customer to believe in what you're saying.   This addresses the fact that we provide a service that EVERYONE needs and nobody wants.    Where is your belief system?  Where your treasure is, your heart is.

We are quickly becoming a sales society of excuse driven, defeatist mentality, definition of insanity, professionals.   Becoming an optimistic, solutions based, creative selling machine is not as hard you think.  It's about not letting your circumstance dictate your mindset....it's all about changing your perspecitive.  

In today's world, everyone has TONS of competition...so why do we think that if we do and say the same things, that we are memorable?    Dare to be different.

I have started a new chapter in my life.  I have joined forces with All Dry Services and brought my curriculum and training to their company.    Operating as their National Director of Sales and Training, I am excited to be showcasing one of the sales/marketing people each month!!!!

In the fitness world, moreso in the weightlifiting world, this is a good method to train by.  It incites growth, strength, and power.   However, in the sales arena, this produces less than stellar results.

You read the newest, latest greatest sales book, take a sales course, go to a sales seminar, hire a consultant, or sales coach...and you, your team, or your company don't see a single result.  You just threw your money down the drain right?   Did you actually implement and execute what you were taught?   Probably not.   

As we begin 2022, everyone is setting goals and hyping up.  Let's get back to the basics and see where you missed the mark in 2021.  This way we can ensure we have a tremendous 2022.  Episode 216 is a deep dive in to the sales cycle, and how by missing a single component of the process can cause you to fail in the entire process.

I am rolling out 4 sales master classes in 2022, in where you learn elite level sales skills and receive a Certificate of Professional Development.   It's from my new learning center - D.R.I.'S. - Disaster Restoration Institute of Sales....so excited!!!!

On Nov. 10 at 6:45am I lost my Dad.   He was the greatest man I've ever known.   This one will be tough to listen to, but there is a message to be had.   This is my tribute to Dale Allen Green...my Dad.

In order to achieve big things, we must be ready to fail big.   Use failure as a catalyst and learning moment in your life to achieve bigger and better things.

Big changes here on the homefront, from being named the National Sales Director for True Water Claims, to my rebranded consulting firm "Summit Sales Consulting - Your Guide to the Peak", to my motivational speaking platform "The Lion's Share" and my new sales platform "Remember to eat your P.E.A.S."  It's all here.

In a world dominated by cold calling, you can shorten the timeline by meeting your decision makers in their element.    Get involved in their professional organizations!

You want to be viewed as the expert, then BE the expert.   Understand the dialogue, language, and pain points of the verticals you are selling to.  If you can't speak their language...why should they trust to do business with you?  

This was the audio from a round robin webinar training I led with several restoration sales professionals.   We get in to the power of presentation and how it should be geared for success.

This is the new Selling People, Not a Process...where excuses aren't welcome, and if you truly want it...go get it!!   Be all in, or get all out, there is no in between.    It starts with you....and only you can change it.

This is part 1 of a who knows how many part series with Matt and Nicole Herron of Hazpro Restoration.   A niche based bio/trauma/hazmat restoration company out or Airdrie AB, Canada.    Wait til you hear the subject matter expertise they bring to the table.   Restoration companies stand up and take note, this is how it's supposed to be done!!!!

Excuses, playing the victims violin to the same sad tune.  It's time to accept responsibility for your thoughts, attitude, and success.   This is an in your face, real look in the mirror, about why you're stuck in the rut you're in.   Special guest, Sean Michael Lewis of The Niche Experience.

I see this all the time...."If only we had 20 ______________(insert name) we would be where we need to be. NO!!!! You only need 1 of that person...then hire people around them to compliment their weakness. Maybe you have a strong sales person who is monster closer and super aggressive....you hire someone more subdued and not as aggressive to go win the relationships that he/she can't. Stop thinking you need an organization of clones...you need an organization of individuals.