Sales Gravy: Jeb Blount
Jeb Blount
Categorias: Finanzas
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On this episode of the Sales Gravy Podcast, master sales trainer Gina Trimarco sits down with Neil Rogers, author of "Bar Tips" and a veteran in sales and marketing. Their conversation provides invaluable insights into how experiences from seemingly unrelated fields, like bartending, can significantly impact your sales performance.
Neil Rogers, with his diverse background spanning from bartending to high-level sales roles across various industries, brings a unique perspective to the table. His journey began in the bustling bars of Boston, where he honed skills that would later prove instrumental in his sales career. His recent book, "Bar Tips," encapsulates these experiences, offering readers a blend of entertaining anecdotes and practical sales advice derived from his time behind the bar.
The Bartending Foundation of Sales Success
Neil's journey began in the lively bars of Boston, where he learned more than just mixing drinks. He mastered the art of quick connection, a skill essential to both bartending and sales.
In our conversation, Neil shared how the fast-paced, diverse interactions at the bar were his first lessons in customer relationship management. He learned to read body language and verbal cues, which later enabled him to tailor his sales approaches to different customer personalities effectively.
"One of the most important lessons from bartending was the ability to establish rapport quickly," Neil explained. "In sales, just like in bartending, you don't have the luxury of time. You need to make a connection the moment you meet a potential client."
Adapting on the Fly: The Bartender’s Edge in Sales
Neil emphasized the critical importance of adaptability, a skill he refined during his time as a bartender. He explained how the fast-paced, unpredictable environment of a bar prepared him for the dynamic nature of sales. "Every customer who walks into a bar brings a unique set of expectations and even their mood can change the service dynamic. Adapting quickly to meet those expectations, or even to elevate the customer's mood, is something you learn to do almost instinctively," Neil shared.
He continued to draw parallels between these experiences and his current role in sales. "In sales, just like in bartending, you're constantly on your toes. Each client presents a new set of challenges and goals. The ability to pivot and adapt your strategy not only helps in meeting their needs but often exceeds them, which is essential for closing deals and fostering long-term relationships."
Neil detailed how adaptability in sales involves:
Active Listening: Tuning into the client’s words for understanding their true needs.
Flexibility in Problem Solving: Being prepared to offer multiple solutions tailored to the client’s specific challenges.
Rapid Response: Adjusting your approach in real-time during client interactions to address emerging concerns or opportunities.
"Adaptability also means staying up-to-date with market trends and continuously evolving your product knowledge," Neil pointed out. This ongoing learning process ensures that you can always bring fresh, relevant ideas to the table, which is particularly important in today's fast-paced business environments.
He also discussed the importance of emotional adaptability in sales. "Just as a bartender might need to shift from being an entertainer to a confidant within minutes, a salesperson might need to shift their communication style based on the client's mood or the meeting's tone. Being emotionally intelligent and adaptable in these situations can make the difference between a successful sale and a missed opportunity."
To illustrate his point, Neil shared a story from his bartending days: "I remember once I had to serve a couple who we...
Episodios anteriores
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476 - Sales Tactics You Can Learn From a Bartender Wed, 24 Apr 2024 - 0h
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475 - How Customer Retention Drives Revenue Growth feat. Barry Klein Sun, 24 Mar 2024 - 0h
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474 - You’ll Sell More When You Adapt To Buyer Personality Styles Sat, 09 Mar 2024 - 0h
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473 - Leading & Sustaining a Hyper-Growth Company Sun, 25 Feb 2024 - 0h
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472 - Sell More by Putting Buyers First feat. Carole Mahoney Mon, 05 Feb 2024 - 0h
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471 - How Story Getters Sell More Featuring Ryan Taft Wed, 24 Jan 2024 - 0h
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470 - Innovative Prospecting for Scaling Your Business and Sales Career Tue, 09 Jan 2024 - 0h
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469 - Sales Fitness: How Staying Physically Fit Helps You Sell More Mon, 01 Jan 2024 - 0h
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468 - How to Sell More With LinkedIn and Digital Selling feat. Brynne Tillman Wed, 13 Dec 2023
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467 - You’re a New Sales Manager, Now What? Featuring Mike Weinberg Mon, 04 Dec 2023 - 0h
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466 - Getting Started as a New Sales Manager (Part One) feat. Mike Weinberg Mon, 27 Nov 2023 - 0h
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465 - Account Management Excellence (feat.) Will Frattini Mon, 20 Nov 2023 - 0h
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464 - Embracing the Pro Athlete Mindset for Sales Success Fri, 10 Nov 2023
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463 - Remove Negativity From Your Life In 90 Days Fri, 27 Oct 2023
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462 - 4 Key Traits Of The Most Successful Sales Leaders Wed, 25 Oct 2023 - 0h
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461 - The Surprising Power of Silence On Sales Calls Fri, 13 Oct 2023 - 0h
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460 - 3 Tips to Prevent Burnout and Build Your Mind-Body Connection Mon, 09 Oct 2023 - 0h
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459 - Why Roleplay Is A Winning Sales Training Strategy Tue, 03 Oct 2023 - 0h
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458 - Don’t Let Your Fear Of Rejection Sabotage Your Sales Presentations Mon, 25 Sep 2023
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457 - Revolutionize The Customer Experience With Sales And Marketing Alignment Sat, 16 Sep 2023 - 0h
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456 - 5 Critical Skill Sets For The Modern Seller Fri, 08 Sep 2023 - 0h
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455 - Out-Of-The Box Strategies For Targeting Your Ideal Qualified Prospects Fri, 01 Sep 2023
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454 - Jeb Blount Solves Mastermind Group Incredible’s Sales Challenges Fri, 25 Aug 2023
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453 - How Leading With Curiosity On Cold Calls Builds Trust Sat, 19 Aug 2023 - 0h
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452 - Helping Your Team Feel Seen, Valued, And Heard Through Vulnerable Leadership Fri, 11 Aug 2023 - 0h
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451 - Never Stop Learning: Advice from A Sales Enablement Leader Sat, 05 Aug 2023 - 0h
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450 - Why Emotional Intelligence Is A Critical Strength For Salespeople Fri, 28 Jul 2023 - 0h
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449 - Strategies For Mastering Sales Messaging — Feat. Dr. Jim Karrh Fri, 21 Jul 2023
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448 - Sales Mastermind Group Awesome Asks Jeb Blount Anything Fri, 14 Jul 2023
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447 - When They Say No: How To Reframe Rejection And Win Sat, 08 Jul 2023 - 0h
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446 - How Mike Cabot Maintains A High Octane Sales Force Fri, 30 Jun 2023 - 0h
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445 - Why Robots and Systems Can’t Replace Human Connection Thu, 22 Jun 2023 - 0h
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444 - How Art Munin Made the Switch to a Career in Sales Thu, 15 Jun 2023 - 0h
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443 - Leading Your Sales Team In Uncertain Times – Feat. Graham Hooper Thu, 04 May 2023 - 0h
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442 - The Five Questions You Should Be Asking On Every Discovery Call Tue, 28 Mar 2023 - 0h
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441 - Vera Stewart Doesn’t Take No For An Answer | A Story of Persistence Mon, 20 Mar 2023
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440 - Alexander Zakharin is a Fanatical Prospector Tue, 07 Mar 2023 - 0h
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439 - The Keys to Leading a Multi-Generational Sales Team Thu, 09 Feb 2023 - 0h
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438 - Living and Loving With Chronic Lyme Disease Sun, 29 Jan 2023 - 0h
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437 - Reality Testing Sales Pipeline Opportunities Wed, 04 Jan 2023 - 0h
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436 - Why You Need to Love Your Sales Team Tue, 01 Nov 2022 - 0h
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435 - The Work Compression Model & Trading Productivity for Time Sun, 23 Oct 2022 - 0h
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434 - Prepare for the Economic Storm Sun, 23 Oct 2022 - 0h
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432 - Selling in Volatile Times Thu, 13 Oct 2022 - 0h
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431 - The Art of Productivity Featuring Jennifer Smith Thu, 06 Oct 2022 - 0h
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430 - How to Get Meetings With Hard to Reach Prospects Thu, 08 Sep 2022 - 0h
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429 - Be Indispensable to Protect Your Job in a Volatile Economy Sat, 27 Aug 2022 - 0h
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428 - Kaizen and Feeding the Sales Pipeline With Cumulative Prospecting Fri, 12 Aug 2022 - 0h
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427 - How to Get Back Up When Life Knocks You Down with Kristin Austin Thu, 21 Jul 2022 - 0h
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426 - On Doing Whatever It Takes Featuring Brandon Bornancin Thu, 23 Jun 2022 - 0h