282 - Yacht Sales: Selling High-Ticket Items to High-Level Clients With Paul Adamson

In this episode, Jay interviews Paul Adamson, the CCO of Oyster Yachts and a motivational sales keynote speaker. Paul shares what sailing has taught him about entrepreneurship and how he effectively sells a high-ticket item to high-level clients. Paul explains the three areas of trust that are required for effective, sustainable, and long-lasting business growth and brand-building. You’ll learn why storytelling is so important in sales and why Oyster Yacht owners are so connected to their purchase, the buying process, and the Oyster brand itself. Listen in to discover how mindset played a role through COVID as Oyster ran webinars online. Also, discover the way Paul’s leverages the Strategy of Preeminence—and learn the role a leader plays within a company for the team, clients, and brand. 00:00 - 12:00 - Introducing Paul, his journey from sailing to entrepreneurship, what sailing has taught him about business, and the sustainable growth of the Oyster brands. 12:00 - 17:00 - Oyster’s core value of trust, how they communicate it to the market, the three areas of trust required for high-ticket sales, storytelling, and the strategy behind sales. 17:00 - 22:00 - Understanding your ideal client, speaking their language, utilizing the Strategy of Preeminence, cultivating raving fans, congruence, and the Oyster results. 22:00 - 33:00 - Their mindset through COVID, how they ran their webinar, how they service their clients at Oyster, and some examples of how they help clients build their perfect yacht. 33:00 - 40:00 - How they evolve their yachts by listening to the market, different ways to trick out a yacht, and how to think about the experience and community provided. 40:00 - The community events they host, how boat owners use their Oyster yachts, his advice to listen and learn, how to stand for your brand, and the role of a leader within a company.