Sales Transformation #228 S2 Episode 97 - From Selling Paint Ball Tickets To The Respected Sales Leader with John Morris
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HIGHLIGHTS
- Starting with paintball park and cruise tickets
- Sell the experience, not the product
- Learning how to overcome objections through old-fashioned cold-calls
- How to lead people with more experience than you
- Just ask a lot of questions until you find one that only you know the answer
- Deify people on their strengths and they will open up about their weaknesses
- Purpose over product
- Scout ideas from your people and give proper credit
- The logo challenge
QUOTES
Collin: "You got to know what motivates people. You can influence people to do things if you know what the important thing is to them."
John: "You want to win people over? Put them on stage."
John: "If you want to truly impact people, you need to hold them accountable by asking them questions. Quit making so many nice statements. Stop doing that. He said you need to ask them questions. When they answer the question, you ask them another question. When they answer that question, you ask them another one and another one and another one until they say, I don't know. When they say I don't know, that's when you become a value. Because you do know."
John: "If you ask somebody what their biggest strength is, the likelihood is they're gonna tell you about that. If you build on that, and get them to build their own ego, they will, as a good human, typically bring themself down a level and open up what they tell you about that weakness. And then from there, before you pound down on that weakness, keep deifying them on the strengths."
Collin: "You don't want to lead with like, hey this is what you're doing wrong. Here's how you're doing it wrong, and I'm gonna help you fix it. They're not gonna listen."
John: "A great idea typically has five or six other people's viewpoints on it and different spins and versions of it so there's a lot of ownership of it. You have a much stronger likelihood of getting ownership of it if other people have had a say in it and have been involved in it, and have received credit for it."
John: The product is the product. It's about solving business problems that exist. We just happen to use marketing and promotional products and brand management as the vehicle to solve problems that exist within a business. Nobody goes out and decides that they're gonna buy promotional products just because they got a thousand dollars laying around."
Learn more about John in the links below:
- Website: https://logochallenge.ccbrands.com/
- Linkedin: https://www.linkedin.com/in/%E2%98%98%EF%B8%8Fjohn-morris%E2%98%98%EF%B8%8F-96148716/
- Email - jmorris@clubcolors.com
Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.