Hello hello! I’m going to cut to the chase here.
I worked in my first ever sales role at DoorDash back in 2015 cold selling to restaurants. In my first two weeks on the job, I sucked. I signed up zero restaurants and couldn’t figure out how to close deals. I was worried. My boss was worried. It was not good.
It was one of those moments when you’re failing, and you’re asking yourself “Can I do this? Am I going to be able to figure this out?”
I ended up doing a couple of all-nighters deep diving into these three resources and I made a big transformation. Six months later I ended up setting our expansion team’s sales record and I got promoted immediately after that.
Whether you’re new to sales or you’re a savvy veteran, you’ll find all three of these to be insightful!
THE BASIC PRINCIPLES OF SALES:
It’s one of the most basic sales mistakes but when I first started selling, I tried to jam the sale down someone’s throat. “You should sign up because of x, y, and z.”
The critical shift was moving away from force-feeding what I was selling into asking lots of questions about the business to understand their needs, challenges, and opinions. And then tailoring the pitch for my solution based on how it would help their business and solve their specific needs.
If you take away one thing, it should be to ask lots and lots of questions before pitching.
Enough about me and my story though! Let’s get to the resources.
The Three Resources:
1. Live Sales Call: Deric Lipski Cold Calls an Expired Real Estate Listing
This is one of the most impressive live sales calls that you’ll ever see. So much to learn from his persistence, detailed questions, and ability to close! I’ve watched this video at least 15 times.
2. Live Sales Call: Grant Cardone In Action
Grant Cardone is a bit of a celebrity in the sales world because he’s a best-selling author and well-known entrepreneur. This is a killer live sales call with lots of baked in lessons.
3. Book: How I Raised Myself From Failure To Success in Selling (Amazon Link)
This sales book was written in the 1940s but the principles are as relevant as ever. The fact that it’s 80 years old and is still a best-selling book shows you just how powerful the lessons are. which is a testament to how strong the sales principles are.
Do you have any awesome resources that I should add to my list? Let me know in the comments section below!
You can watch the full video of me talking about these resources here!