04 Sales Call Preparation – Techniques from Jeffrey Gitomer, Harvey Mackay, and Rick Page

In this episode, we continue our discussion about preparation by focusing attention on how you prepare for a sales call.

Some of the questions we tackle in this episode:

  • How well do you know your audience?
  • Why would your product/service matter to them?
  • Can you talk their language?
  • What are you hoping to accomplish in this meeting?

Discussed in This Episode

Significant Quotes

What are you doing to prepare yourself for success with your sales calls? Your meetings?  Your networking events?  Your opportunities? – Jeff


Oftentimes, I find that the more experience you have, the less you prepare because you think you’ve got this.  When in reality, you are so focused on what you know, you forget to find out what the customer really needs – Christie


Thomas Jefferson once said “I find that the harder I work, the more luck I have” – Christie


…all things being equal, people want to do business with their friends.  All things being not so equal, people still want to do business with their friends. – Jeff


Objections are great opportunities.  You don’t fail because you get objections, you fail if you aren’t prepared to deal with those objections. – Christie

03 Personal Preparation – Life Lessons from Julie Morgenstern, Brian Moran, and Best Self Co.

In this episode, we discuss the importance of personal preparation.  What do you every day to ensure success?

“It is not often that a man can make opportunities for himself.  But he can put himself in such shape that when or if the opportunities come he is ready”  – Theodore Roosevelt

We started this podcast with the concept of preparing for the sales call.  Although we will address that topic in the next podcast, it became apparent to us both that we couldn’t discuss preparing for a sales call if we didn’t address the importance of personal preparation first.

  • How do you start your day?
  • Are you focusing your energy on habits that set you up for success?
  • What are your goals for this week and how will you accomplish them?
  • Do your short term goals and habits tie back to your long term plan?  If not, why?

Discussed in This Episode

Significant Quotes

Most people aren’t willing to do the hard prep work in order to make the selling part easy – Jeff


There is what you do for the sales call…then there is what you do to prepare the rest of your life to be successful and manage [that success] well – Christie


A goal setting strategy on too long of a scale, or too wide of a scope really isn’t beneficial – Jeff


We need a little pressure in the system to perform effectively – Christie


Productivity for productivity’s sake can be counterproductive…which is kind of funny – Jeff


What you do first thing in the morning sets the tone for the rest of your day. – Christie


Preparation is not just that 15 minutes before the call or the half hour the night before.  It’s what you do on a daily basis consistently if you want to be ready when opportunity presents itself. – Jeff

02 Killing Your Sacred Cows – Inspiration for challenging your beliefs from Zig Ziglar, Tim Ferris, and Malcolm Gladwell

In this episode, we discuss the concept of sacred cows.  What is a sacred cow you ask?

Merriam-Wester definition

sacred cow – one that is often unreasonably immune from criticism or opposition

In our last podcast, we covered the concept of personal biases and beliefs vs data that proves otherwise.  Preconceived ideas and long held beliefs are being challenged everyday in our society.  Some of the topics we address include:

  • How are you challenging your preconceived notions about your business?
  • How is your competitive landscape changing?  What about your customer’s competitive landscape?
  • How are you challenging yourself?  Does your current role suit you best or are you doing it because that’s what you have always done?
  • How are you evaluating your performance?  How are you challenging your ideas about how you should spend your time?

Discussed in This Episode

Significant Quotes

We aren’t suggesting you have to kill every Sacred Cow, but we definitely think you should be aware of them. Make sure you can acknowledge them, explain them, and you have a reason to continue to believe in them. – Christie


Why are you doing what you are doing? Why is your customer doing what they are doing? And why is what you are doing leading them to make a decision in your favor? – Jeff


https://ziglarshow.com/ – Zig’s prized ham story


Customers are saying, You don’t know what I want, You’re not listening to me when I do tell you, and there is a lot you can do to make my life better if you just ask – Christie


I had this sense for years that if I was not busy, I was not valuable. That was my sacred cow, that busy equated to value – Christie


Anyone in business now needs to make time for creativity. You have to be able to bring more value than just pulling a lever in an assembly line – Jeff


We need to be careful Christie, we may end up starting a revolution – Jeff

01 The Power of Data – Lessons learned from reading Moneyball, Outliers, and How to Become a Rainmaker

In this episode, we dissect the importance of data in business, baseball, and even daily life

Some of the questions we tackle in this episode:

  • How are you measuring success?  What story does your data tell you?  When is there too much data?
  • Why is it important to challenge your long held beliefs or preconceived notions?
  • How do you evaluate your daily/weekly/monthly activities to ensure you are focused on the right things?

Books Discussed in This Episode

Significant Quotes

“Is the activity you are engaging in for your sales process valuable or is it just activity?  Busyness does not translate into business very often” – Jeff


“Being overly busy and not having time for others does not make you more successful, it just makes you more stressed out – Christie


“Are the things you do every day in line with what you want to be one day?” – Jeff


“You never want data gathering to get in the way of taking action” – Christie