In this episode, David is joined by Glenn Poulos, who's the founder and VP of Gap Wireless Inc. He's taken his decades of business management and sales experience and written Never Sit in the Lobby. A book that equips new and seasoned salespeople with the ability to succeed fast.

 

During the podcast, he explains how to make the best first impression, why you need to spend 80% of your time with the customer, rapport building, and how to harness your greed and passion to become a more effective salesperson. As well as why you cannot make sales if you are not providing what the customer really needs. He also shares his Punch Perfect Pitch technique, which includes the power of three and how to make the transition from sales to managing a team or business.

 

KEY TAKEAWAYS

 

 

• Standing while waiting for someone in a lobby ensures you are not distracted when the person you meet approaches you and you can make good eye contact.
• Getting good at remembering faces makes it a lot easier to build rapport.
• Face-to-face meetings are still more effective than video sales calls.
• Being passionate about what you are selling is key to success.
• Learning when to stop chasing a particular sale enables you to focus on something more productive.
• Always be a pleasure to be around.
• Don´t overuse implied familiarity.
• Learn to mute yourself and use your ears twice as much as your mouth.
• People don´t remember you for selling them the product. They do remember you if you solve problems for them. Good after-sales is vital.
• As a leader you have two responsibilities – be a leader and make decisions.
• Regardless of what you are doing, you are always making an impression. Make sure it is a good one.

 

BEST MOMENTS

‘Show up with something in your hand and something in your mind,’

‘If you can spend the majority of your time in front of customers, you'll actually be the happiest.’

‘When you've done your job, the customer closes themselves.’

‘Take very long to hire and be super-fast to fire,’

 

EPISODE RESOURCES

Website - https://glennpoulos.com/

Facebook - https://www.facebook.com/glenn.poulos

Twitter - https://twitter.com/GlennPoulos

LinkedIn - https://www.linkedin.com/in/glenn-poulos-45bab86/
Instagram - https://www.instagram.com/glenn.poulos/

Book Never Sit in the Lobby by Glen Poulos - https://www.amazon.co.uk/Never-Sit-Lobby-Winning-Business/dp/B09RQ9GKXH/

GUEST BIO

Are you in sales and want to win more customers, make more money, and build a solid reputation that skyrockets your career? Success in selling doesn’t always depend on doing everything right. Closing a deal often relies on remembering what not to do—like don’t hate on your competition and never fax the facts.

 

After three decades in the office trenches, Glenn Poulos has figured out exactly what to do—and what to avoid—to get the deal.

 

Get and stay on top of your sales game with the personal advice, expert storytelling, and effective business strategies found in Never Sit in the Lobby! Inspired by real-life lessons that shaped Glenn’s career, this guide provides 57 factors for navigating the interpersonal dynamics of selling and the art of negotiation to help you sidestep common costly mistakes—before you lose the sale.

 

You’ll discover

• How to show them the WSP, a method to maximize you and your product’s attractiveness in the eye of your customer.
• How to use greed-based learning to help you effortlessly obtain the knowledge you need to sell your product.
• The 10 types of challenging customers.
• Secrets to make your emails and voice mails count, including example scripts that will start a dialogue rather than get screened.
• Communication and public speaking skills that increase your influence, like active listening, confident body language, and rapport subtleties.

 

Showcase winning sales factors that close the deal! Get Never Sit in the Lobby and better connect with your customers and build better relationships for the best opportunities that benefit both of you.

 

 

ABOUT THE SHOW

People with purpose make a difference. Imagine a world where more people can just get their purpose out of them, into a plan, and then actually make it happen. What a world that would be - People everywhere finding meaning and harnessing that to bring inspiration and energy to each and every day, changing lives for the better. But no one ever achieved anything on their own - we all have something unique to bring and that means we all have to play our part - if we want to go far, we have to go together and lead or serve towards a vision of the world we want to see. Everyone has a story to tell, and this show is where these stories come to life.

 

ABOUT THE HOST

David Roberts is a highly regarded CEO, mentor, and investor with 30 years of experience across multiple sectors. As an intrapreneur and entrepreneur, David has bought, grown, started, and sold several businesses, working with values-driven start-ups, award-winning SMEs, and multinational corporations on strategies for service excellence, leadership, and profitable growth. David’s passion is for purpose and creating an environment where everyone can succeed, through building teams that get things done, execute on their mission with passion, deliver exceptional service and really make a difference.

 

ARTWORK CREDIT

 

Penny Roberts - https://www.instagram.com/penpennypencils

 

CONTACT METHODS

LinkedIn - https://www.linkedin.com/in/david-roberts-nu-heat/

Facebook - https://www.facebook.com/DavidRobertsPeopleWithPurpose

Instagram - https://www.instagram.com/davidcroberts_/

Clubhouse - https://www.clubhouse.com/@davidcroberts?utm_medium=ch_profile&utm_campaign=MBv1ubya1-oOBXc_uQKFHw-46334