How Jason Doubled His Income

A Case Study of Sales Philosophy and Method

Today, I will share with you the story of Jason and how he used our sales philosophy and methodology to significantly grow his business quickly.

He came to me struggling in his sales territory. No, he wasn’t about to get fired – but he was the classic underachiever. On the surface he looked like he could be a killer. But the results were never there. And he was becoming frustrated.

Sales philosophy jason case studyJason was 35 years old with a new wife and a new house. He’d been in his current position for 5 years. He was a pretty good sales person -always in the middle of the pack. But…he knew he could do better. His manager was always telling him, “Hey Jason, you can crush this thing. You have tons of opportunity in your territory. What’s going on?”

Those conversations shamed him – but they certainly didn’t inspire him. He needed a plan and a way of thinking – a philosophy – which he wasn’t getting. He was not a real ambitious bloak – not a trained killer. He’d always been average – earning about $80,000/year. BUT, he knew there was more.

One thing you should know about Jason. A born sales person he was not. Not sure anyone is – but there is a worldview that there IS such a thing. There is NOT. And, worse, he started to question himself if sales was even the right profession. Not a good place to be. As he began to doubt, he lost confidence in his ability. We call this the “doubt spiral.” And it’s ugly.

Results

sales process jason results

So in the 6 months I worked with him, here were his results:

  • Tripled his average monthly appointment count.
  • Went from a closing rate of 10% to 65%.
  • Monthly income went up 3x.
  • And the biggest result was his confidence level – hard to measure, but hard to be without.

The Process: Sales Philosophy, Methodology, & Process.

As he got down on himself, a friend suggested he find a peer group to get in. He began to research online. He found a mastermind / learning group I run and set up an appointment with me where he shared his plight. He was very specific and very open, the first step to getting help and creating change.

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Pillar Content and Content Atomization

Honing Your Core Message Offers Numerous Rewards

In our last article, we covered the basics of content atomization, explaining how it works and how it can be implemented. In this second and final article of our brief two-part series on the topic, we will discuss an important notion that can give your content atomization strategy a bit more coherence: pillar content.

Great sales people are leverage thinkers, meaning, they are always thinking, “How do I best spend my time in order to get the highest return on it?” The story of “leverage” is the story of “success.”

A cousin to “leverage” is the idea that you want something working for you when you’re out serving customers. Most sellers have nothing like that.

Thus, content atomization.

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Now Is The Time To Implement Content Atomization

An introduction to a powerful marketing strategy that few are using!

This article is the first of a brief two-part series on one of the most useful concepts to arise in the field of content marketing: content atomization. Read on to learn the basics, and keep an eye out for our second section, in which we will expand on these ideas! Cool?

I can see you right now – sitting there in your easy-chair – asking yourself this profound question: How in the hell do I use what I know to grow my business?

Wondering how I knew that? Well, after 25 years of working with sales teams, I have learned a little.

Something else we’ve all learned: the internet has revolutionized the marketing industry, and, by extension, the entire world of sales. The biggest marketing change brought about by the cyber age? The importance of content. The audio, text, images, videos, animations, social media statuses and other valuable, funny, and insightful material that your brand releases now play an enormous role in determining your success.

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Can a checklist save your life?

The Dynamic of Checklist Thinking

This is the final in a series of seven articles on how to change the dynamic between you and your buyer and the need for NEW RULES in your selling process. In today’s article, we’ll look at the “Dynamic of Checklist Thinking, a super-strategy to execute the sales process.” 

Does the name Atul Gawande ring a bell? It should.

He’s become a great thinker on the power of checklists. Yes, everyone must be known for something. And that’s his fame.

You see Atul isn’t merely an author, The Checklist Manifesto, he is also a surgeon at Brigham and Women’s Hospital in Boston. “Manifesto” was written as a wake-up call to the medical community about the power of checklists to save lives in hospitals. The fact is that more than 200,000 people die in hospitals from preventable causes. (The Journal of Patient Safety, Sept, 2013)

You never thought checklists could be that important, did you? Me neither. But they are. And they can also be a life-saver for you, pun intended.

In your business – the business of acquiring clients – ‘checklist thinking’ is a super-strategy that can help you be successful. (I define “super-strategy” as any strategy that can be used across the many disciplines of your business.)

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What an Economist Can Teach Us About Selling

The Dynamic of The Unseen

This is the sixth in a series of seven articles outlining the need for NEW RULES in your selling efforts. In this article, we’ll look at the Dynamic of The Unseen.

Sounds a bit mysterious, doesn’t it? Well, it is.

In 1946, Henry Hazlitt wrote a book called “Economics in One Lesson.” (click here to learn more). I suggest you read it if you’re interested in public policy or in human behavior.

Hazlitt’s premise was that economists seldom look at the long term consequence of a government action. For example, if the government spends $1 trillion on make-work programs, it all sounds great on the surface. People go to work. Everyone’s happy. Or, are they?

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