Brad Lea, LightSpeed VT: What It Takes To Be a Salesperson Today

Professional salespeople know how to handle “I’m just looking”

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Sales Tips you’ll learn in The Sales Podcast…

• Was running a car dealership

• Was good at it

• Became an expert at sales negotiation

• Real deal lease presentation

• He started training people to teach that presentation

• But they didn’t produce the results he wanted

• People need repetition

• One day workshops just expose people to the information

• Online learning will grow 300% over the next five years

• It’s more scalable

• Make sure the drills and exercises are part of the membership

• Create better, more engaging training

• Training doesn’t work because people don’t apply what they learn

• If he had to start over he would’ve 

  • Dreamed bigger

  • Worked harder and smarter

  • Not trusting the same people (friends and buddies were wrong…but stayed on for eight years)

  • He allowed these things to go on for years. He ignored his little voice.

• He didn’t value culture and vision and mission

• It takes as much effort to make $10 million as it does to make $1 million

• Shoot for 100% growth vs 20% growth

• Culture is accepted behavior and it goes beyond goals

• A bad culture will bring you down

• You attract A players by having A players

• “Who” is a book about using scorecards for hiring

  • “Topgrading, 3rd Edition: The Proven Hiring and Promoting Method That Turbocharges Company Performance“

  • “Scaling Up: How a Few Companies Make It…and Why the Rest Don’t (Rockefeller Habits 2.0)“

  • “Are you lucky?”

• “The Hard Way”

• Why do you sing your ABCs flawlessly?

• Develop your skills continuously

• You get out what you put in

• Ask yourself a couple of questions and find out what you really want

  • The more hands you shake the more money you make

  • It’s a numbers game

  • Once you double your effort you’ll get more business

  • To so do, prepare yourself. Get better at your skills and when you double your effort you’ll more than double your sales.

  • Your job as a professional salesperson is to listen

  • Most people don’t follow up or do it correctly

  • You can always get better

  • Sharpen the ax

  • Hold yourself accountable

• You must increase the value of your products so they are greater than the value of your money

• Buyers are liars

• We need to find the true objection

• “I’m just looking” is a defense mechanism

  • End it with “…for whatever you’ve got.”

  • “Oh, you’re just looking? Your brother ‘been’ was just here yesterday. Your sister ‘still’ will be in tomorrow.”

• People don’t make decisions because they don’t have enough information

• Know your competition

• Sell yourself

• Know what makes you valuable to your clients

• Never forget a customer and never let a customer forget you

• “They’re cheaper? Well they don’t have me.”

Listen To Previous Episodes of The Sales Podcast

Links Mentioned In The Sales Podcast

• Watch Brad Lea’s  story on how he grew his training business over 17 years

• “Zero to Lightspeed: The 5 Factors To Guaranteed Success”

• Like Brad Lea on Facebook

• Follow Brad Lea on Twitter

• Visit LightSpeed VT

Market like you mean it. Now go sell something.