Selling With a Servant Heart, Jim Doyle

Entrepreneurial Tips you'll learn today on The Sales Podcast...

• How do you define a win?
• "I made a sale!"
• "I closed this guy!"
• Top salespeople define winning as "I made a difference for the customer."
• Spend more time in diagnosis to become great
• Acute listening
• Ask better questions
• Stop winging it
• Lather, rinse, repeat 

Rory Vaden Turned Failure Into Sales Success

• Retired about 18 months ago from the business he founded
• Can we replicate sales systems?
• Interviewed 30 sales experts in 20 different industries
• Real estate, RV sales, insurance sales

It's only creative if it sells."

• People reject the idea of sales because they have been offended or experienced the stereotypical salesperson
• He's a college flunk-out
• You need to get comfortable in sales and marketing as an entrepreneur
• Focus on the long-term potential of your clients to earn referrals and repeat business
• Know the lifetime value of a customer
• $5 is the average sale of a Taco Bell customer, but they'll spend $11,000 over their lifetime
• Most of the people interviewed said this was not their default approach
• Guys are usually more aggressive and wanting to "win" the sale so they have to grow out of that a bit to be more of a servant
• Never stop learning
• Stew Hansen was a top Dodge dealer in the country and they had dinner and he had just turned down a buyout offer and he was the first one in the morning session taking notes
• Being successful only means you were right once

I'd rather wear out than rust out."

• Hearse driver in New Orleans and said, "Work is like my vitamin."
• "Halftime" by Bob Bufford, move from success to significance
• Master negotiation. Your job is to determine who has the power, then act like you have none.

Sales Growth Tools Mentioned In The Sales Podcast

• Get his book, "Servant Selling Book"