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.

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BAM! 💥