Just because you know your product doesn't mean you can sell it

2. Former Marine turned sales
trainer

3. Was a bookie since 7th
grade

4. Talked his best friend's dad
into building a wrestling
ring in his back yard

5. Got into his college of his
dreams but because they
were poor he joined the
Marines

6. Took one company to Inc
58 status (from $1 million
to $11 million in two years)

7. His sweet spot is technology
companies with 2-10 sales
people in technology

8. Most companies are under-selling
because you're focusing on
features vs the pain of the
customer

9. Buyers don't know how to
buy

10. How do you negate a
competitor without talking
bad about them?

11. Most sales managers believe they
were hired to be a trainer but they
don't have time:
 Product knowledge
 Deal cycles
 Etc

12. Sales reps are more open
with an outside
professional sales trainer

13. Most sales managers don't
believe they need help

14. Usually the CEO of the
company hires
professional sales trainers

15. Use your words carefully

16. You need to understand your buyer
profile:
 Acceptable clients
 Typical clients
 Ideal clients
 Why would you tell each one "no"?
 Tell the prospect that "at the end of this
conversation I may have to tell you 'no.'
Is that okay?"
 Own why you would tell a prospect
"no"

17. Got too big for his own
britches

18. 10 years ago he had a
Sandler trainer who gave
him a sales process

19. Grew Compendium and
sold it to Oracle

20. Get every Episode of the Sales Podcast
& the Bonuses mentioned at
https://www.thesaleswhisperer.com/pod
cast