Podcast Notes Key Takeaways

• “Your first client is your own mind.” Adam Townsend
  • “What you perceive yourself to be, that’s what you turn into” Jim O’Shaughnessy
  • The salesperson has to embrace sales as part of his identity
    • He has to believe in what he’s selling
      • If he doesn’t, he might have to rely too much on persuasion
      • Persuasion has a deceptive component, so it’s better to avoid it
• Adam doesn’t like (persuasion) books because they instruct on how to guide conversations
  • He prefers to keep conversations fluid and have flexibility
  • Implementing advice from books also takes away your own authenticity
• “Referrals are the best close you can ever get” – Adam Townsend
• By the time Adam sits with his client, he considers the deal closed
  • He turned the customer into his advocate
• It’s important to find out from the customers what value we bring to them
  – The words they use to describe it are an important clue to shape your identity and communication with them
• Hard Work Does Not Equal Success
  • “Don’t confuse activity with effectiveness” Ben Goodspeed

Read the full notes @ podcastnotes.org

In this episode of Infinite Loops we invited Adam Townsend back on to speak exclusively about Sales, and why it is so important. In this conversation, we cover:

• Extreme salesmanship
• What you cannot learn from Sales books
• The sales we don’t even realize we’re making
• The right and wrong approaches to selling
• And MUCH more.

Follow Adam on Twitter at https://twitter.com/adamscrabble .