Welcome to The Big Mike Fund Podcast. Today, I have my friend, John Martinez, from the Collective Genius Mastermind. He is an expert when it comes to training salespeople. That’s what we’re going to talk about today: sales techniques and what it takes to mold or train a successful salesperson. Even if you don’t classify yourself as a salesperson, the information that he shares in this episode can us used in other, related fields (like real estate agents, for example).
Minute Markers:
01:52 – A little bit about John
03:00 – John’s bread & butter training
06:00 – Seller motivation
08:15 – “Reframing of the whole question”
13:15 – Summary of the technique
15:40 – Problem-impacting picture-perfect questions
17:35 – The REI sales economy
19:35 – How does this information apply to agents?
21:50 – Midwest Rev
23:00 – Outbound calling and cold calling
26:37 – REI Sales Academy and Branding/Names
27:59 – Final thoughts
30:26 – Thank you for listening to the Big Mike Fund Podcast
Quotes:
“The question that the top acquisition agents or investors ask is not how much do you think your house is worth because then you run into that conversation you talked about.” – John Martinez
“[Salespeople] need to discover, through whatever questions, then you can ask why questions and get them to give the seller or house owner to start talking about their problems rather than what they want for the property.” – John Martinez
“Sales isn’t about pressuring anyone to do anything, sales is just about uncovering the reasons why someone would do something. The only way to get there is to remove the pressure, so people feel safe opening up and then asking questions.” – John Martinez
“If you can’t find the motivation, it’s a useless conversation, but once you find it and you explore it, stress the key points, that’s the path to success.” – Mike Zlotnik
“Is it free will or predeterminism? But if they’re already talking to you, if they’re spending the time, if you just help them a little bit to really see why, why they’re doing this and then the decision is just so much easier.” – Mike Zlotnik
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