Learn the ‘Hollywood Sales Method’ With Mike Mark

Wes Schaeffer
October 19, 2019

Hire Top Sales Talent With This Process

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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