In 2008, Tom Jackobs purchased a personal training facility… and almost went broke in the first six months. He had to learn how to sell – and those skills changed his life forever.
In this engrossing episode of Let’s Talk Business, Meny Hoffman talks to Tom about the secrets of successful selling, including how to see sales as problem solving, at what point you need to keep your mouth shut, how to avoid appearing like (and being) a sleazy salesperson, how to get a prospect to give you a decision at the end of the first meeting, why the questions you ask before your presentation are more important than the presentation itself, the reasons that you are your best salesperson (and what to do about that when you are big enough to have a full sales team), and more.
Listen and enjoy!
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Download the audio file here.
Sales isn’t Selling – It’s Problem Solving with Tom Jackobs
[00:01 – 09:33] Opening Segment
- How Tom grew up disliking sales to becoming a successful salesperson
- The negative approach to sales comes from the idea that one person wins and one person loses, creating a zero-sum game
- Tom’s approach to sales starts with the mindset shift that salespeople are problem solvers
[09:34 – 20:50] Understanding The Process of Selling
- Tom discusses his experience in sales in the fitness industry and why the consultative approach is important
- Salespeople should focus on getting a decision from the prospect at the end of the conversation
- Treating sales as a process will ensure you’ll consistently close the deal
[20:51 – 24:49] How the Sales Process Can Set You Up for Success
- Some extroverts spend too much time on rapport-building
- Introverts do better if they stick to the process
- As a business owner, you are the primary salesperson in your business
- Establish a good management process and scripting of the sales process for your team
[24:50 – 30:48] Leveraging the Power of Storytelling
- Understand the needs of the client or crowd you’re speaking to and address any objections throughout the presentation
- Share stories and case studies of past clients, as well as your own personal story
- Tailor your presentation to connect the audience to their dream outcome with your product
[30:49 – 36:54] Closing Segment
- The sale is made during the questioning or discovery phase
- Be comfortable having uncomfortable conversations with your client
- Tom on the rapid-fire questions
“If we come across as that needy salesperson or the sleazy salesperson that’s pushing something on somebody that’s going to turn off most of the population these days. But if we rather approach it as we are problem solvers and our first initial obligation and duty for that prospect is to find out what their problem is.” – Tom Jackobs
“I am a problem solver now, and I have to find a process to sell. And that’s the key word is that it’s a process. And when you treat it like a process, then you do it the same way each and every time and you’ll get the same result, which is the sale at the end of it.” – Tom Jackobs
“There’s no reason that a decision should not be made. And oftentimes, I’m giving them the agenda of what’s going to happen and at the end of our conversation, we’re going to make a decision together, whether this is a good fit for you or not, either is okay, but we do want to make a decision today.” – Tom Jackobs
About Tom Jackobs
In 2008, Tom Jackobs purchased a personal training facility… and almost went broke in the first six months. He had to learn how to sell – and that changed his life forever. Today, he is a well-regarded business and sales coach, entrepreneur, and public speaker, a first class storyteller, and someone who greatly believes in the power of using a standardized process in order to successfully make the sale time after time.
This season of the podcast is sponsored by: