¶ Keys to Sales Success
There's three words that you have to think about in terms of selling , and they have nothing to do with sales . Help customers win .
So the Jeffrey Gettema he's written like a dozen books things about trust , customer service .
I'm writing a book for millennials . It's called Pick Up the F***ing Phone .
How do I teach that to my kids , who won't even pick up the phone to call me ?
I think that you're going to have to adapt and adopt to your world by allowing more people to have easier access . I'm about follow through , not about follow up .
The guy's a genius he keeps going and keeps going . This is the one , jeffrey Gittema . What is the Jeffrey Gittema formula ? How does success happen ?
I have a philosophy I give value first . I help other people , I strive to be my best at what I love to do . I establish long-term relationships with everyone and I have fun . And I do that every day . And I try to make 10 people smile every day , because when they smile at me , it ends up .
I smile back and I perform one random act of kindness every day , no matter what . No one pays me back for that random act , but the world pays me back , and when the world pays you back , it's times 10 every time . That's my evolution . You know that's part of the core of life is who are you proud of , but who makes you proud ?
How much of a difference did that make in your life , knowing that you know I need to ?
become . It's the essence of life . I wake up every morning and I do things that other people don't do . I have a routine of five things that I do every day I read , I write , I prepare , and that causes me to think and create . And I do those five things sitting in my office or sitting in a hotel room somewhere around the world .
I've done that for almost 30 years now , every day for an hour .
How do you succeed at sales in this day and age ? What are the keys to being a successful salesperson nowadays ?
There's three words that you have to think about in terms of selling , and they have nothing to do with sales . Three words are help customers win . If the customer feels like they have a better deal , if the customer feels like they got some kind of value or some kind of victory as a result of doing business with you , you win .
They're going to talk to you again . They're going to go out to lunch with you . They're going to refer somebody to you . You're going to have a pool of people that will rally around you and love you . That's all I've tried to do for the last 20 something years . Why ?
is it that salespeople hide behind social media so much these days ?
Because they have no balls . I'm writing a book for millennials . It's called Pick Up the F***ing phone . That's one of the issues in selling that . Salespeople are waiting for the phone to ring and it's not going to ring unless you proactively go out into the marketplace and build your brand . Your phone rings because you build your brand .
My phone rings because I built my brand . That only took 20 years .
How do I teach that to my kids , who won't even pick up the phone to call me ?
We live in a different world . I think that you're going to have to adapt and adopt to your world by allowing more people to have easier access . That's why I'm using AI , that's why I'm trying to appear on more people's podcasts , because you don't know who their listener , their diverse listener , is . But our podcast Sell or Die has 3 million downloads .
There's a reason .
So let's talk loyalty , customer loyalty . How do you succeed at customer loyalty ?
You do things to serve people that they're not expecting . If you sell a machine to somebody , you're there when it's delivered , you give them your personal cell phone number and say listen , if anything goes wrong , don't call anybody . Just call me and I'll take care of it .
You want to make sure that you celebrate their victories not just yours and I'll take care of it . You want to make sure that you celebrate their victories , not just yours , and so I want to know what happens after the customer takes ownership
¶ Sales Evolution in Digital Age
. Not just make a sale . I'm about follow through , not about follow up . Follow up is where's my money ? I'm calling about the money . Is it ready ? Follow through is hey , you're probably not going to believe this , but I ran into somebody and I think they're going to be a good customer for you . Let's have lunch . I'll bring the guy and loyalty . By the way .
Just let me define it for you in one sentence . Will you do business with me again ? Will you refer me ? That's it . Everything else is baloney .
If we combine trust and service , how does that work in your mind in this day and age ?
If I don't trust you , I'm not going to do business with you .
But there's a higher category .
I have to like you , I have to believe you , I have to have confidence in you and then I might trust you . Liking and believing and confidence leads to trust . So that's number one . Number two the way you talk to me is going to determine how I talk to you .
And keep in mind I grew up in New Jersey where people eat their young , so I grew up in a pretty tough environment to make millions of dollars worth of sales . But the bottom line is the way I talk to you is going to determine the outcome .
If you've ever called an insurance company for a claim , that person on the other end of the phone will say have you read your policy ? I'm like honey . I'll give you $1,000 if you can find my policy . No one knows what their insurance policy is . Tell me what you can do,000 if you can find my policy . No one knows what their insurance policy is .
Tell me what you can do , not what you can't do . And so those things combine to generate loyalty , to generate trust . If I know I can count on you .
Like the customer service theory , has sort of evolved into the customer experience process , and it's being proactive rather than reactive . What are your thoughts on how that change happened , or what are the important aspects we should take from that ?
Experience has to do with how you feel you were treated . If you feel you were treated fairly , then you have a positive response . If you feel you're treated unfairly , you go on social media and make a stink out of it .
Digital world is taking over . You've been leading the way into that digital world , podcasts , AI , et cetera . How is it changing sales ? How is it changing the process of customers buying ?
The first thing I thought of when I saw AI is how do I monetize it , Not how do I use it . How do I monetize it ? That's how I use it . How do I monetize it . That's how I was taught . Luckily , you and I are in the same boat .
We have hundreds thousands of hours of content that we can offer to the world through artificial intelligence , if the program and platform is right and we promote it right and we make it inexpensive enough to buy . So that's the path that I'm on right now . I've had my podcast for seven years and it's never going to go away .
The podcast is never going to go away . So I've been able to monetize our success .
How does a salesperson adapt to this current digital world ? How do they use it to their advantage ?
Well , let's take AI as an example . You may go into chat , gpt or one of the offshoots and ask it how to do an email , or ask it how to do a tweet or how to post something , and you get back their standard response that has no humor , that's mechanically driven to you and you have to take that .
The salesperson has to take it and make it their own and customize it . It might be a time saver , but it's not a customer earner . You have to earn that customer on your own and the salesperson is the transition person to make that happen .
It's not going to replace sales , it's going to enhance sales and the people that ignore it are going to die and the people that embrace it are going to win . They're going to double their income , plain and simple .
And that's a big success podcast
¶ Maximizing Success Through Continuous Learning
for today . Hopefully , you took a lot of notes , learned a whole bunch and , if you need to go re-listen to it , we dropped a lot of information right there today . Big success is what it's all about . And , by the way , if you haven't subscribed , hit that subscribe button so you're here with us every single week on the Big Success podcast . I'm Brad Sugars .
That's BS . Big success is what we're shooting for . Check the show notes for all the links . Make sure you follow through , keep learning , keep coming back . Oh , and , by the way , share this with any of your friends who you know are up for success . I'll see you next week on the Big Success Podcast .
You've been listening to the Big Success Podcast with the number one business coach in the world , Brad Sugars . To learn more about how to achieve business and personal success , as well as how to level up or listen to past episodes , visit wwwbradsugarscom .