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Learn the ‘Hollywood Sales Method’ With Mike Mark

Author

Wes Schaeffer
October 19, 2019

Hire Top Sales Talent With This Process

Click here to download the episode. 

 

Sales Hiring Tips you’ll learn today on The Sales Podcast…

  • Learned sales in timeshares

  • The ethics didn’t sit well with him

  • Have some give-and-take in the conversation

  • It’s not 100% questions

  • The Hollywood Sales Method in three acts

    • Discover the desire

    • Build the belief

    • Figuring out the next steps

  • Use new metaphors/analogies to feed back to the prospect to “parrot” them without being a mirror image

  • This requires practice to make it become second nature

  • Find the common personality traits of sales candidates

  • Look for sales reps whose parents were in sales

  • Common tongue = mind. Native tongue = heart.

  • Great salespeople are already employed

  • Mark looks for a sore spot with the salesperson for “passive recruiting”

    • Sophisticated vs. unsophisticated buyers

    • Socioeconomics

    • Education

    • Personality profiles

    • Job history

    • Age

  • High-end salespeople are usually 100% commission via 1099 ($8k to $15k)

  • On-target earnings are key

  • Maybe appointment setters are on salary

  • No resumes

  • Roll-play is key in interviews

  • Show they can take you on the buyer’s journey

  • Prove they can apply pressure without being pushy

  • Split test your new-hires

  • Don’t have closers do outbound

  • Salespeople are lazy so if you treat them right they’ll be loyal

  • Team-building and culture-building are important

  • To create trust, be consistent

  • Mastery of sales is mastery of yourself

Links Mentioned In The Sales Podcast