Some of the questions Matt asked our guest, Ronald Brock included:
Is sales something you’re born with? Is it something you can learn? And I think the perspective you take in this book is very much, I am quoting here you say you can take someone who is untrained, otherwise someone ordinary, sort of an average person who is starting in sales and transform them into someone of in your words – notable superiority. And so this idea includes a number of best practices and or secrets if you will to do that, is that still inaccurate representation?
He starts out by telling us, "Well, every salesman did during my time period; reading a few books about selling then having no knowledge whatsoever and developing my own style. And what I discovered was it was fine but it worked for me and not for the people that I was trying to turn into salesman when I became a sales manager. And that involved me moving into developing a format that anyone could use rather than just the what you think of as the born salesman. So if you take someone who has very little charisma, they can be turned into a great salesman."
Another tidbit from the show:
Matt covered, "On one hand I think there’s a lot of great new intelligence and understanding of how sales operates in an increasingly complex world but on the other hand we are still people selling to people and I think some of the fundamentals of selling from Dale Carnegie, from Zig Ziglar can sometimes get lost. Are there any best practices or advice you would give people the sort of balance those two approaches, sort of the traditional with the new?"
Ron says, "Well those particular complications dealt heavily with how to develop yourselves to be the kind of person that people want to deal with. It’s referred to as a halo effect. If you are a really attractive person, in some ways that means you’re also honest and forthright so somebody you should deal with."
You'll have to listen to the episode for the full story and insights.
Ronald Brock is the author of the book Gamebreaker: A guide to world-class selling. You can find it on Amazon.com you can also check it out and learn more about Ron at www.gamebreakerbook.com.
The Widening Buyer/Seller Gap & How to Fix it
How vs Who: Why Relationships Still Matter in the Age of AI
How to Build & Scale the Human Side of Marketing
ABM Maximum Results on a Minimal Budget
How a ‘Day 1 Mentality’ Wins in B2B Sales and Marketing
Edelman and LinkedIn’s 2022 B2B Thought Leadership Impact Report
6 out of 10 Generational Businesses Fail – How to Save a Legacy Business
How to Build Empathy As Your Sales and Marketing Superpower
From Intuition to Science: Targeting Ready-to-Buy Accounts
Best Practices for Successful Sales and Marketing Integration
Right-Sizing Your Tech Stack Amidst Economic Uncertainty
Roadblocks to Delivering a Competitive Buying Experience
Leveraging AI to Find Your Best Prospects
How to Hire, Onboard and Coach World-Class Sales Talent
You Have a Ton of Sales Data. What to Do With it?!
Selling Through Tough Times: Grow Your Profits and Mental Resilience Through Any Downturn
Leading Your Sales Team in Times of Change
Closing the Funding Gap for Woman and Minority-Owned Start-Ups
How and Why a Bulletproof Sales Mindset Requires Resilience
Read the Virtual Room! Interpersonal Connection/Relationship Skills for the Current Virtual Era
Create your
podcast in
minutes
It is Free
The Commercial Edge: Unleash the Power of People
The emPOWERed Half Hour
Right About Now with Ryan Alford
The Marketing Secrets Show
The Agile Brand™ with Greg Kihlstrom
B2B Agility™ with Greg Kihlström
The Influence Factor by The Influencer Marketing Factory