Top Sales Expert – JimBo – Real Estate Expert.
Learning Lessons from the Interview: (as interpreted & understood by me)
A Defining moment for Jim Brown came when he went through tape series from Ned Shelton and read the book “I am Ok, You are Ok”.
He developed a library consisting of books, eBooks, tapes, videos and more.
2 Qualities to his sales success:
- Self Education – more than formal education
- Never compromise your values
How has business changed over years:
It used to be manual, no computers, and used index cards for database. One essential thing that has not changed is Face to Face selling.
In sales having a proper attitude is very important. Also getting out and make some else’s day better.
How did change happen in life
In one instance Jim visualized making the sale in full detail before meeting the clients, and he made the sale with full conviction.
Two Quotes that made a change in life:
Zig Ziglar – To get everything in life help someone get what they want.
Jeffrey Gitomer – To get everything in life help someone get what they want first.
Jim does not consider himself a sales person but a provider. Ask a lot of questions and figure out how I can help this person.
The Sales technique used to increase sales performance.
A quote from Joe Tye helped change Jim change his life in more than one way –
DDQ – Direct Deflection Question
WILL WHAT I’M ABOUT TO DO OR SAY HELP ME BE MY IDEAL BEST SELF (IF NOT, WHAT SHOULD I DO OR SAY)?
This can work in any case. E.g. What I am about to say would it be my ideal best.
Advise to Salespeople on overcoming objection:
There are NO new objections. Sit and write down what the anticipated objections are and answer them. Now address the objections to the client before the objections arise if the subject is relevant.
SELF EVALUAION IS THE KEY TO SUCCESS!
Lot of things about life are not taught by formal education.
Read something “Everyday”
Advise to those who are new in Sales as their carrier:
- Positive attitude
- Love what you do – Do what you Love
- Learn your dialogues
- Put systems in place
- Know your value to the customer
- Honesty is always the best policy
- Make people feel important
- Build yourself a self-education library
- Set Goals – Your big why
- Your personal mission statement
- You attract in your life what you think of the most
- Never fear, Never Quit, Expect a Miracle
- By all means smile.