On this episode of the How Leaders Think podcast, John Grubbs shares his experience of quickly being promoted to a management position and leading a team with a diverse range of ages. He discusses the challenges he faced, including how to address sanctioned incompetence in a demoralizing workplace.

The conversation then shifts to Johns’s new book, “The Wolf Sales Model: Non-Relationship Selling," which focuses on the mindset, skills, and daily habits of a successful sales hunter. He also discusses the misconception that a client will buy from a salesperson if they become their friend first, and how the focus should be on offering value rather than creating a fake relationship.

John also shares practical advice for sales reps, including how to ask the right questions and avoid falling into the trap of doing the bare minimum in the workplace. Tune in to learn more about the Wolf Sales Model and how to become a successful sales hunter.

Resources:

The Wolf Sales Model book: https://www.amazon.com/Wolf-Sales-Model-Non-Relationship-Selling/dp/B0BCD4ZLWQ/r

[00:03:22] Carrot and stick management is outdated. Toxic workplace: lack of accountability. Coworkers cause disengagement.

[00:05:21] Lack of employee engagement and accountability causing disengagement in workplaces.

[00:07:13] Early promotion taught leader respect over being liked.

[00:10:05] Build value before friendship in sales. Don't be disingenuous. Relationship comes after the sale.

[00:11:32] Non-salespeople often have sales titles and are difficult to vet, leading to poor training outcomes.

[00:13:37] Sales teams struggle to stay in discovery mode and uncover buyer emotions, leading to a lack of hunting skills in sales.

[00:17:21] To effectively sell, ask open-ended questions and use calibrated language, such as "it seems like."

[00:18:48] The article discusses how sales reps can dig deeper by asking the right questions and using labels. They are also advised to ask permission to take notes and clarify any misunderstandings. A false label may be used to re-engage an uninterested customer.

[00:21:24] Creating a powerful sales statement with a focus on differentiation.

[00:25:08] Find John Grubbs at JohnGrubbs.com or by searching for The Wolf Sales Model/ training. Focus on improving mindset, skills, and habits to be successful in sales. Try staying in question mode during meetings to improve discovery skills.