Sketchy Ideas

Sketchy Ideas Episode 14: Sales Mindset

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2:45 “What does it mean to sell?” -M

  • You’ve gone through the biggest evolution of how sales works if you’ve been in sales for the last 30-40 years
  • “Sales is rapport building and objection handling.” -B
  • Closing is the rationalization of why someone needs to buy right now

    • 4:30 We’re all salespeople

    • Selling your ideas
    • Selling a product
    • Selling a survive

      • 5:00 3 parts of the sales process

      • 1. Marketing → Shifting of beliefs
        • Shifting
        • 2. Sales → Rapport building
          • Handling
          • 3. Closing → Rationalization why someone needs it now
            • Rationalizing

              • 6:30 Digging deeper

              • “We are inherently lazy creatures” -B
              • Most people are not willing to take action right away
              • Push the consumer away from the status quo
              • “Tomorrow looks like today, so you might as well do it now” -B

                • 9:15 Why work hard?

                • Everyone MIGHT need the product or service
                • Your hard work is for a reason
                  • More money
                  • More power
                  • More freedom
                  • Moral obligation to sell vs. Just trying to make a quick buck
                    • Helping someone vs. selling only to make money
                    • Good product or service vs selling snake oil… Dr. Michael

                      • 13:15 Mindset shifting

                      • “The internet has shifted the mindset of buyers and sellers” -B
                      • Product and service information can now be easily found online
                      • Comments and reviews can drastically shift mindsets and sway consumers away from your company

                        • 14:30 The intent of the sale

                        • Moral vs selfish
                        • “To sell is to serve” -B
                        • “Sales is so admirable because it’s one of the toughest jobs out there” -B
                          • In terms of serving, not schooling obviously
                          • Imagine life without salespeople
                            • No zoom
                            • No phones/technology
                            • No lightbulb
                            • No cars
                            • No wheel
                            • No modified food
                            • “Someone had to convince others that fire was probably a decent thing to have” -B
                            • Ugg sold fire (Aka a caveman convinced others that fire was good)
                            • “The first egg salesperson was a master” -M
                              • Had to convince others that the thing that came out of the bird was going to be eaten

                                • 19:00 The main takeaway

                                • The first salesperson probably didn’t exchange for currency, but instead a changed mindset
                                • They needed to be CONVINCED
                                • “We are still convincing people that the internet is a good thing!” -B
                                • Imagine a COVID world without the internet…

                                  • 20:50 The run through

                                  • If you’re selling something to someone who hasn’t already bought it yet…
                                    • You’ll need to respond to their objections and convince them
                                      • AND if it’s something that will fix their problem, you have a moral obligation to…

                                        • 22:10 Human drive

                                        • “We are always looking for something bigger or more” -B
                                        • Human beings are driven by aspirations

                                          • 26:00 Keep it simple

                                          • “Label jars, not people” -M (Funny remark to Brad about ‘Keep it simple, stupid’)
                                          • The sales mindset is the servant mindset

                                            • Full Show Notes Here

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