May 23, 2019
Your customer doesn't want to be sold, so why are you thinking like a seller?
Gina and Rachel are joined today by Jerry Acuff, entrepreneur, best-selling author and one of the top 15 sales experts worldwide. He comes from humble beginnings, and eventually rose from sales rep to Vice President/General Manager of a $650 million company, then built Delta Point Inc., his multi-million dollar marketing and sales consulting company. Jerry has worked with organizations such as Merck, Johnson & Johnson, Novartis, ADP and the Dallas Police Department, to name a few. And he’s also the author of three books: The Relationship Edge in Business, The Relationship Edge and Stop Acting Like a Seller and Start Thinking Like a Buyer. His favorite Jeffrey Gitomer book is Little Red Book Of Sales and he credits Gitomer for much of his success.
Jerry shares with us his views on the sales process, the importance of relationships in selling, how women have played a huge role in his success and why the qualities they have make them best sales people.
On today’s podcast...
02:32 - Introverts vs. extroverts
03:10 - How to really stay in touch with people everyday.
09:08 - "When you're green, you're growing. When you're right, you're rotting."
14:41 - Teaching people to "buy in" instead of sell.
21:06 - Creating a safe space for sales conversations by using “safe soft words”; never saying “should” and absolute type words
23:26 - What can salespeople do ahead of time to do a little discovery before they go in?
31:44 - Jerry's advice on salespeople using social media to sell you before they know you.
33:20 - A chance meeting with Miss Iowa
36:37 - Social trolling and the law of large numbers
38:19 - Why Jerry created the app, Reallylink
42:19 - What Jerry wishes he'd known when he was younger.
45:12 - Jerry says, "Stop acting like a seller and start thinking like a buyer."
52:55 - Integrity sells.
53:58 - What are the traits of the best sales women you've encountered?
1:00:07 - Intent is everything.
More about Jerry:
He's an introvert who struggled to graduate from college and was unsuccessful at his first two sales jobs. He's worked with organizations such as Merck, Johnson and Johnson's, Novartis, ADP and the Dallas Police Department to name a few. And he's also the author of three books: The Relationship Edge in Business, The Relationship Edge and Stop Acting Like a Seller and Start Thinking Like a Buyer.
More about Gina
Gina Trimarco is CEO/Founder of Pivot10 Results (training and strategy company) and Carolina Improv Company (comedy club and school). She has 25+ years of experience in marketing, sales, operations and people training. Gina combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. A true Chicago city girl, her much older father trained her in sales starting at the age of 10, working in flea markets.
More about Rachel
Rachel Pitts is a Mom, Realtor, Author, and Creator of The Closing Curve, a new real estate software focused on enhancing the buyer experience. With a background in show business, her motto is: Entertain. Inform. Inspire. Find Rachel on social media as RachelonRealEstate, at www.rachelonrealestate.com and www.theclosingcurve.com and pick up her book, The Gift of Wreckage on Amazon
More about Keith Walters
As Managing Principal of Walters Dev Group, LLC, Keith currently assists companies via board and advisory roles. Keith has spent more than 30 years using a strong entrepreneurial focus to lead, advise and grow very successful businesses. His focus on operational excellence brings stability into organizations he leads and guides. Through a unique management system focused on company growth and strong culture development Keith helps build businesses that are true talent magnets.
Women Your Mother Warned You About™ is part of the Sell or Die Podcast Network. Check out these other amazing SORD podcasts.