In this episode, I am going to be talking about the importance of knowing your product, your client and your own role. From there on, it is simply a matter of asking your clients the right questions.

If you don’t know your product or service, you can’t be passionate about it and you don’t seem like an authority. You want to get the right people into your business, so what you ask your clients is vital. Craft your introduction in accordance with the role you see yourself performing - are you an authority figure or a leader of the group?

Today, I wanna teach you a three-step formula to being seen as the expert, so stay tuned.

Key Takeaways:

• Putting yourself across as an authority figure on the phone (1:32)

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Additional Resources:

The Legendary Closers Facebook Group

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John cautions sales guys and closers against letting their well-intentioned lofty promises turn into their liability. Certain clients who are needier than others could end up expecting a lot more than what is set out in a program. They could start thinking that something is much easier than it actually is.

Recounting his own experience with sales over the last 20 years, John maintains that your effort should be to help the clients obtain the knowledge, the systems, the process to get the results for themselves, rather than them being dependent on you all the way. Don’t bite off more than you can chew - just help them leverage the system.

Key Takeaways:

• Over-promising often triggers great expectations (1:46)

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Additional Resources:

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If you haven’t already, please rate and review the podcast on Apple Podcasts!

In this episode, I’m going to be talking about that internal dialogue on why about three-quarters of our clients just don't connect with us, what it comes down to in our personality, and how we can reverse the sale to succeed.

Back when I was starting out, when it comes to personality types, I got really frustrated because not everybody was connected to my message. I just didn't understand why they didn't get it, but eventually I was able to dissect the most important personality types and align them to my message. That’s what I wanna teach you today, so stay tuned.

Key Takeaways:

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Additional Resources:

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In this episode, I’m going to dive into the awkward silence that we as salespeople sometimes find ourselves in with our prospects. The first thing that comes to mind for most of us is to fill that silence by answering on behalf of the prospect or providing them with more information.

That is a complete no-no because it causes prospects to start questioning your integrity, which then leads to loss of sales. Tune in as I share the powerful tool that you can use to curb all that and get the commitments you’re looking for.

Key Takeaways:

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Additional Resources:

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In this episode, I’m going to address the question of whether or not a salesperson’s dress code matters when it comes to closing sales. Back when I was selling primarily over the telephone, I just remember being in a suit and the most uncomfortable shoes that just put me in a bad state, and I wasn’t comfortable as a closer. All I wanted was to gain respect through my abilities, not what I looked like.

The truth is, if you’re selling over the phone, it’s not necessarily true that a certain dress code will make you a better salesperson, help you show up in a different manner, or even make you worker harder. Listen in to learn how you should present yourself to your prospects.

Key Takeaways:

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Additional Resources:

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If you haven’t already, please rate and review the podcast on Apple Podcasts!

In this episode, I’m going to talk about responsibility in sales. Most salespeople believe that once they close a sale, they should forget them and let fulfillment do the rest, but the fact is, when a salesperson doesn't take on more responsibility, they lose big time.

When I was just a few years in sales, the less responsibility I tried to take on, the less resources and less opportunity I saw. I started getting complaints from people who were joining our coachings, trainings, seminars, or events, and that got me in big trouble. Eventually I figured out a way to take on more responsibility and achieve much more without putting in more effort, and that’s what I wanna teach you here today, so listen and learn.

Key Takeaways:

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Additional Resources:

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If you haven’t already, please rate and review the podcast on Apple Podcasts!

In this episode, I’m going to talk about something that actually changed the way I frame my business, the work that I do, and how I close sales and create massive momentum. When I was younger in sales and making money, I didn't have a respect for it and I didn't understand the speed that money works at.

I lived by a very misleading code taught to me by one of my greatest mentors where I totally believed that if I didn't have any money that I would work harder, but to really succeed in building my business, I had to put an end to that by changing my mindset. I’m going to share that and more so you can learn how to manipulate the gravity and velocity of money, and build a simple blueprint that will have proven results, and that you will be able to live by.

Key Takeaways:

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Additional Resources:

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In this episode, I’m going to talk about Double Down Day Wednesday, and what it means, especially for salespeople, to double down on the most important day of the week that we call Double Down Day Wednesday.

I’ll tell you how and why I changed it from Humpday and how positively impactful it was on me and the team of salespeople I was managing. You’ll wanna try it out yourself, the results will be amazing.

Key Takeaways:

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Additional Resources:

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In this episode, I’m going to dive into framing and talk about sales strategy mattering in your sales process, only if the frame isn't broken. Proper framing is necessary in ensuring that one can actually control the sales process and have an easier time producing a sale.

When I started out in sales, I was doing a lot of “follow the leader” and using other people’s sales tactics and systems which didn’t work out very well, but when I started using my own sales process, I really thrived, and I’m going to teach you how you can get there yourself by properly framing your sale, your sales process and your product or service.

Key Takeaways:

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Additional Resources:

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If you haven’t already, please rate and review the podcast on Apple Podcasts!

In this episode, I’m going to talk about what you can do when you're just not feeling the sale. This usually happens when your energy is there, but on the other end of the sale, your prospect is not showing any signs of buying. That happened to me several times when I was starting out in the sales game, and I had to find out how to deal with it.

So I went back to the drawing board and consulted widely with successful closers. What I discovered helped me create a sales process that enables me to uncover the kind of prospects who will not buy quickly, so I can focus on those who will commit and buy. I’m gonna teach you all that and more, so you can be the best legendary closer that you can be.

Key Takeaways:

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Additional Resources:

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You can find the podcast on Apple, Google, Spotify, Stitcher, YouTube, or wherever you listen to podcasts.

If you haven’t already, please rate and review the podcast on Apple Podcasts!