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Entrepreneurs on Fire
Sales Jiu-Jitsu: The 4 Secret Black Belt Steps to Increase Your Conversion Rates with Daniel Moskowitz and Elliott Bayev: An EOFire Classic from 2021
Sep 29, 2023
35:15
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Daniel Moskowitz and Elliott Bayev, with 50 years of experience in Brazilian Jiu-Jitsu and building 8-figure sales teams, discuss Sales Jiu-Jitsu and its impact on sales, business, life, and relationships. They emphasize the importance of training intensity and positioning, and how the lessons learned from Jiu-Jitsu can be life-changing for sales professionals.
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Quick takeaways
- Implementing real-world scenarios in sales training, inspired by Jiu-Jitsu, can make a big difference for your sales team.
- Positioning is crucial in sales success; focusing on strong positions and making incremental improvements enhances the chances of winning.
Deep dives
Sales Jujitsu: Unlocking Sales Success
Sales Jujitsu is a book that introduces a black belt system to increase conversion rates. The authors, Daniel and Elliot, draw lessons from Brazilian Jujitsu to transform sales approaches. They emphasize the importance of positioning, collaboration, and service-based selling over a combative mindset. The book outlines a four-phase system: pre-fight, fight, winning, and post-fight, with each phase containing specific strategies to enhance sales outcomes. Examples include sparring partners for realistic objection handling training and techniques like securing positions, improving positions, and setting up wins. The system aims to address common sales challenges such as objection handling and inconsistent results, providing tools like a call review guide to enhance team performance.
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