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Episode #1 Featuring John Smith, Founder & CEO, Company Inc.
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032: The Sales Process—Lessons Learned from Masters in the Game
the sales process
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Most of the time, I’m interviewing high 7, 8, 9, and even 10-figure entrepreneurs to uncover the tactics and strategies that worked to scale their businesses. However, this week, I’m doing something a little different…

In this episode, I wanted to share some of the best sales advice featured on the show. 

Our team went back through the archives and pulled the biggest takeaways from 3 killer entrepreneurs—Neal Tricarico, Cole Gordon, and Ted Miller—who have all hired and trained thousands of salespeople.

While each of these guys has their own full-length episode on the podcast, I wanted to narrow in on some of the key elements of their sales processes. 

We only scratch the surface here, but there are a variety of actionable sales tactics and strategies that your company can start using today.


“We always have to start with the problem. When you solve a problem, you create value and people exchange money for value. So, if we know that to be true, sales is really just a demonstration we can solve a problem for somebody else.” – Cole Gordon

“Prospects will come to us for something that they think they want, but most often the most effective thing that we can do is execute a questioning strategy to understand what they really actually need.” – Neal Tricarico

“A proven sales call is a proven sales goal.” – Ted Miller

Key Takeaways

✔️ Why drilling in and asking good questions is such a critical step in the sales process.

✔️Understanding customer pain points vs. unfulfilled desires.

✔️The distinction between selling and enrollment.

✔️How to create value that people will pay for—regardless of the price. 

✔️Getting prospects to reveal why past solutions didn’t work, so you can give them something that will.  

✔️How to tilt the buying criteria in your favor, so prospects buy from you and no one else. 

✔️Why a proven sales script is the roadmap to guaranteed success.

✔️2 criteria for evaluating high-quality salespeople.

✔️Training your sales team—an alternative to roleplaying.

✔️Should the sales cycle incorporate multiple roles?

✔️How to build high-performing sales teams at scale. 

✔️How to use group interviews to identify standout performers.

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