Selling People, Not a Process

I am SOOOOO DONE listening to all these people try to teach sales at an ultra high performer level...yet you've NEVER DONE it.   Shut the F*ck Up!!!!!    Real sales processes come from those who have done it...not created it in a lab or been a part of a team who carried the load.   Too many lab created wannabes vs. real world teachers and mentors.    You're on blast...and I'm laying down the gauntlet...you want to go?!?!?!!

IF you truly believe in your product, service, widget, etc...and you take NO for an answer and walk away, especially in Disaster Restoration, how can you ever expect your customer to believe in what you're saying.   This addresses the fact that we provide a service that EVERYONE needs and nobody wants.    Where is your belief system?  Where your treasure is, your heart is.

We are quickly becoming a sales society of excuse driven, defeatist mentality, definition of insanity, professionals.   Becoming an optimistic, solutions based, creative selling machine is not as hard you think.  It's about not letting your circumstance dictate your mindset....it's all about changing your perspecitive.  

In today's world, everyone has TONS of competition...so why do we think that if we do and say the same things, that we are memorable?    Dare to be different.

I have started a new chapter in my life.  I have joined forces with All Dry Services and brought my curriculum and training to their company.    Operating as their National Director of Sales and Training, I am excited to be showcasing one of the sales/marketing people each month!!!!

In the fitness world, moreso in the weightlifiting world, this is a good method to train by.  It incites growth, strength, and power.   However, in the sales arena, this produces less than stellar results.

You read the newest, latest greatest sales book, take a sales course, go to a sales seminar, hire a consultant, or sales coach...and you, your team, or your company don't see a single result.  You just threw your money down the drain right?   Did you actually implement and execute what you were taught?   Probably not.   

As we begin 2022, everyone is setting goals and hyping up.  Let's get back to the basics and see where you missed the mark in 2021.  This way we can ensure we have a tremendous 2022.  Episode 216 is a deep dive in to the sales cycle, and how by missing a single component of the process can cause you to fail in the entire process.

I am rolling out 4 sales master classes in 2022, in where you learn elite level sales skills and receive a Certificate of Professional Development.   It's from my new learning center - D.R.I.'S. - Disaster Restoration Institute of Sales....so excited!!!!

On Nov. 10 at 6:45am I lost my Dad.   He was the greatest man I've ever known.   This one will be tough to listen to, but there is a message to be had.   This is my tribute to Dale Allen Green...my Dad.

In order to achieve big things, we must be ready to fail big.   Use failure as a catalyst and learning moment in your life to achieve bigger and better things.

Big changes here on the homefront, from being named the National Sales Director for True Water Claims, to my rebranded consulting firm "Summit Sales Consulting - Your Guide to the Peak", to my motivational speaking platform "The Lion's Share" and my new sales platform "Remember to eat your P.E.A.S."  It's all here.

In a world dominated by cold calling, you can shorten the timeline by meeting your decision makers in their element.    Get involved in their professional organizations!

You want to be viewed as the expert, then BE the expert.   Understand the dialogue, language, and pain points of the verticals you are selling to.  If you can't speak their language...why should they trust to do business with you?  

This was the audio from a round robin webinar training I led with several restoration sales professionals.   We get in to the power of presentation and how it should be geared for success.

This is the new Selling People, Not a Process...where excuses aren't welcome, and if you truly want it...go get it!!   Be all in, or get all out, there is no in between.    It starts with you....and only you can change it.

This is part 1 of a who knows how many part series with Matt and Nicole Herron of Hazpro Restoration.   A niche based bio/trauma/hazmat restoration company out or Airdrie AB, Canada.    Wait til you hear the subject matter expertise they bring to the table.   Restoration companies stand up and take note, this is how it's supposed to be done!!!!

Excuses, playing the victims violin to the same sad tune.  It's time to accept responsibility for your thoughts, attitude, and success.   This is an in your face, real look in the mirror, about why you're stuck in the rut you're in.   Special guest, Sean Michael Lewis of The Niche Experience.

I see this all the time...."If only we had 20 ______________(insert name) we would be where we need to be. NO!!!! You only need 1 of that person...then hire people around them to compliment their weakness. Maybe you have a strong sales person who is monster closer and super aggressive....you hire someone more subdued and not as aggressive to go win the relationships that he/she can't. Stop thinking you need an organization of clones...you need an organization of individuals.

Are we making the right hires?  Are we developing restoration sales professionals to be different than than everyone else.  Are the conversations they are having actually damaging your brand?   All these questions are addressed in this episode.  

Why would your prospective clients do business with YOU vs. your competition?   More importantly, what are your differentiation metrics, or better yet, what distances you from your competition?   Stop wasting your valuable time watching corporate training videos from suits that have never done the work!!!  Change the game!!!!  

I'd like to thank Bob Burke & John David Mann for writing such an inspiring and educational book, Go Givers Sell More, which prompted the inspiration for this podcast.  I've always sold this way, but so more often than not, it's so hard to put in to words WHAT you do.

You have choices to make that will cause you take chances for your sales life to change.   

Cash flow problems, lines of credit, slow collection, accounts receivables through the roof...all of these cause you to lose sleep.  Now there is an answer!!! True Water Claims.   

Nike said it best....Just do it.  In a world of excuse driven sales people, the ultra-high performers find a way to win by being creative, urgent, deliberate, solutions oriented, and intentional.    They just do it.

Nick Panew is a Business Development Specialist from SERVPRO of South Philadelphia.  He has come out of the gate roaring, and in just 6 mos. has won marketshare, cultivated relationships, and sold some big jobs.   Listen to how he has found rapid success through fantastic business ethics and practices.

On this episode, John Fierko, Business Development Specialist for Servpro of Langhorne/Bensalem, PA, talks openly and candidly about his success utilizing blended sales techniques.   In this brave new world, sales professionals are now going to have to excel in 3 facets of selling...Phone, Digitally, and Face to Face.   

Who is Fireline and why do you need them for your restoration company?   This in-depth 12 part series with David Mazur and Chris Davis of Fireline will explain how you can add a significant bottom line to your overall revenue base doing hard contents cleaning in house.    

In Chicago with my friend and colleague, Ramiro Martinez, owner - operator for 1st Choice Solutions.  He speaks about his passion and integrity for the customer and for the industry.

Are you evolving in to a blended sales professional, thinking outside the box, being creative, finding ways to win?   You may not want to listen to this if you're happy just going through the motions.

In sales, we live life in the whirlwind.   We work hard..but are we working smart?   A rocking horse has movement all day but never moves forward, we can jog in place and break a sweat and never go anywhere.  We have the same problems in sales.   This is how we overcome them.

What is happening to the calls coming in to your facility?  Are you tracking results?  What's your conversion rate?  How much money are the calls coming in generating?  How many lost opportunities are being left on the table due to ineffective admin people answering your phones?  I bet you don't know.   Here's why.

COVID-19 has changed everything...but have you evolved...changed the way you do things...even sales?

Why would you trust a restoration company to do your preventative cleaning for COVID 19...after all, you have your employees to do it.  No harm in that, right?   The answers might not be as easy as you're what you're thinking.  Would you push the Dr. aside to do a heart surgery?  

Welcome my special guest - Gerrett Stier of GMS Distribution.   Great guy, amazing product.  We talk about Seattle life, COVID 19, and Power Distribution...what more could you ask for?

So many people want to discount Digital Marketing, thinking its an unnecessary expense or a bleed to your organization.   That lack of understanding can cost your company thousands upon thousands of dollars of revenue.   Some of the responsibility falls on you to convert those calls that are coming in.   Here's a way to help you understand.  

Do you do whatever it takes to get in front of a prospective client?   Text, email, networking events, phone calls, social media, etc...?   If you don't, then how are they supposed to ever believe  that you believe your products, services, and organization are the very best there is to offer?   

You've set your 2020 goals....now how are you going to get there?   You need all pieces of the puzzle, very tool working together.   Think you can handle digital marketing in house?   We are simply the most cost effective and efficient sales rep you can possibly hire.   Tier Level, the what, where, when, why, and how you should hire us to do your digital marketing!

This is the final episode for 2019.   Thank you for a great first year!!!!  Please go share if you like what you hear.   This is about 2020, setting, executing, and achieving your goals.   Go get it!!!!!!  

An exciting new mold stain remover that EVERY restoration company should have on their truck.  Say hello to Avenger Formula!!!!

Doing effective, no cost, emergency preparedness plans for commercial structures are a valuable relationship building tool that differentiates you from the competition.   It's an investment in the success of their structure, business continuity planning tool, training tool, and proves you care as much about their business as they do.   This is especially true in the public school systems.   Here's a 30,000 foot view of plans, how to present, and what's involved.

What's missing from your revenue stream?  Would you like to add an additional $1m - $2m in revenue?  Listen to this joint podcast with myself and Sean Michael Lewis talk about the power of adding Esporta to your operations.

My special guest, and mentor, Gil L'Hommedieu, owner and founder of DriRite and Netclaims Now, has over 37 years of revolutionary, ground-breaking, and innovative restoration experience.   His insight to putting the client first and being the advocate for the insured is not inspirational, but an integral component to how a restoration company CAN and SHOULD operate.    

What you say is what you believe...but what if choose to believe what you believe?   30 day challenge...regardless of your circumstances...speak positives over your goals, routes, sales, and outcomes.    See if it doesn't make a difference.

Live, at The Experience Cleaning and Restoration Trade Show in Las Vegas.  This is Dan Flanders with PrePlan Live, giving an overview of the most state of the art Emergency Preparedness planning system available today!!!!

We have Hunter, from a company called Mold Zero.   We were doing podcasts live from Check One Studios at the restoration and cleaning convention, called The Experience, at Paris hotel in Las Vegas, NV.

Special Guest - Sean Michael Lewis from The Niche Experience.   Continuation of Developing A Servant's Heart series.   Have a heart change, not a head change in sales.

Why Restoration Hire should be your one stop for hiring in the restoration industry!

It's time for a heart change, moreso than a head change in sales.  Empathy, intimate, meaningful relationships that care as much about the prospective client, as they care about their business.   Putting your agenda to the side to operate with a true servants heart mentality.    

In a world of hybrid sales people, there needs to be a distinct difference between a marketer and a sales person.   They can co-exist in an organization, but shouldn't be one in the same.    This outlines the difference between the 2.