Every product is objectionable but what’s not objectionable is the result. Today I spoke with Rob Cornilles, the founder and CEO of Game Face Inc, the International Best-Selling Author of The Sales Game Changer, and also the host of Game Face Execs Podcast. With years of experience in sales, he has been the driving force behind the placement of 500 individuals into full-time sports jobs around the industry. 

Let’s dive into this episode and find out how to change your game in sales and become the salesperson that people love.

Things you will learn in this episode:

[00:01 - 12:19] Opening Segment

• I introduce my guest, Rob Cornilles, to the show
• Rob talks briefly about his current life 
• 1# Bestsellers status on Amazon for The Sales Game Changer book
• Sales coach in the sports entertainment industry 
• Rob talks about his background and where his journey began
• Found the aspiration to be in the sales industry
• He shared his experience in sales at sport events
• Discovered the concept of ‘Results’
• Sell the thing that people are looking for
• By which your product can deliver
• Rob talks about the Game Face Inc
• The vehicle to achieve the important daily outcome you’re already looking for

[12:20- 19:34] Different Types of Outcome 

• Sell the idea and the concept 
• Ask what are the most important objective you have for this season 
• Rob talks about the fulfillment of the promised made in sales
• Rob shares the example on the fulfillment of clients prospect 
• The event is not a sporting event, it is a business meeting
• Strategize long before the opening night 
• Earn back the investment in the middle of the game

[19:35 - 27:16] The Sales Game Changer Mindset

• Change your mindset of sales to change your results 
• Not just go out there to sell something
• Determine the outcome from the product more
• Rob talks about the specific approach to sell
• Invent a new market for the sports industry
• Transferable to other non sport industries
• How to apply the mindset 
• Teach a new approach to start the interaction
• Don’t focus on the product, but the results that our product brings
• Begin to shatter the eventual objections that most salespeople face
• Objections are the clients’ way of saying that we don’t understand what they want
• Every product is objectionable but not results are not
• How to identify the solution or the answer that the person is looking for, even before they met you
• Give them provocative, and thoughtful questions that do not make them feel like they are being interrogated 

[27:17 - 34:10] Change your Vocabulary in Sales

• Do not call closing as ‘closing’ instead call it an ‘opening’
• Opening of a relationship 
• When the buyer says yes it is the beginning of their expectation on your promise
• Asking for a referral is not a self-serving act
• The outcome of a relationship
• Another way of producing results for your clients
• A way to help them help someone else 
• Never feel guilty to ask for a referral 
• Do not use the word ‘interested’
• It sounds like a trap and a commitment 
• Replace it with the word  ‘consider’
• Use the word ‘Appreciate’
• The word appreciate is harder to say no to

[33:10 - 39:32] The FOCUS FIVE Segment

• What book have you gifted most often? 
• The Speed of Trust: The One Thing That Changes Everything

 Book by Stephen M. R. Covey

• If you can get an hour of somebody's time and ask questions, who would that be and why?
• Abraham Lincoln 
• What is one thing you believe that most people would disagree with you:
• I don’t believe in who you know, but I believe in what you can do
• Morning routine; How do you start your day?
• Spending the first 15 minutes in spiritual activity
• Get on horse riding and another physical exercise 
•  What is the best place we can connect with you online and find your book?
• See below for social links.
• Final words from me

Tweetable Quotes: 

“Every product is objectionable but what’s not objectionable are their results.” - Rob Cornilles

“I don’t believe in who you know, but I believe in what you can do.” - Rob Cornilles

“Asking for a referral is not a self-serving act but it is another way to produce results for your clients.” - Rob Cornilles

“The event is not a sporting event, it is a business meeting.” - Rob Cornilles

Resources mentioned in the episode:

• The Speed of Trust - by Stephen M. R. Covey
• Sales Game Changers Podcast
• The Sales Game Changer Book by Rob Cornilles

You can connect with Rob on LinkedIn.  And you can also visit his website on https://www.gamefaceinc.com/ to find his book and podcast. 

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