032: The Sales Process—Lessons Learned from Masters in the Game

Most of the time, I’m interviewing high 7, 8, 9, and even 10-figure entrepreneurs to uncover the tactics and strategies that worked to scale their businesses. However, this week, I’m doing something a little different… In this episode, I wanted to share some of the best sales advice featured on the show. Our team went back through the archives and pulled the biggest takeaways from 3 killer entrepreneurs—Neal Tricarico, Cole Gordon, and Ted Miller—who have all hired and trained thousands of salespeople. While each of these guys has their own full-length episode on the podcast, I wanted to narrow in on some of the key elements of their sales processes. We only scratch the surface here, but there are a variety of actionable sales tactics and strategies that your company can start using today. Key Takeaways Why drilling in and asking good questions is such a critical step in the sales process. Understanding customer pain points vs. unfulfilled desires. The distinction between selling and enrollment. How to create value that people will pay for—regardless of the price. Getting prospects to reveal why past solutions didn’t work, so you can give them something that will. How to tilt the buying criteria in your favor, so prospects buy from you and no one else. Why a proven sales script is the roadmap to guaranteed success. 2 criteria for evaluating high-quality salespeople. Training your sales team—an alternative to roleplaying. Should the sales cycle incorporate multiple roles? How to build high-performing sales teams at scale. How to use group interviews to identify standout performers. Subscribe to the Podcast We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there! If you want episodes delivered straight to your inbox, consider subscribing to the show and we'll email you each time a new episode is released! Thanks for tuning it & keep being awesome. BAM! 💥