Talk to Me

E67: He Was the #1 Salesperson at Xerox By Age 22! Hal Becker Shares Selling Nuggets

July 10, 2022

Here are #selling #tips from a guy who was the #1 salesperson at Xerox at age 22.

Meet Hal Becker, role-model salesperson, drummer and cancer survivor. Sales coach, Michael Angelo Caruso, interviews, Hal Becker on the "Talk to Me" #podcast.

Talking points include:

1:00 Hal and Michael met through Wally Reyes, Jr.,* drummer for the Chicago band 7:00 How persuasion works (kindness, fear)
8:15 Question-based selling (Dale Carnegie's book on how to win friends**)
9:30 Putting the customer first (even before the sale itself)
10:00 Fear-based selling or "selling in the shadows"
12:30 Great salespeople start with (questions about) the past
13:00 Great sellers don't have to close -- it happens naturally
14:30 Sell s-l-o-w-e-r (in golf, the tip is "swing slower")
16:30 Hal doesn't believe in referral selling
17:15 Why selling is like standup comedy (Jerry Seinfeld, George Carlin, Kathy Griffin)

19:00 Two questions to ask yourself before every sales call
20:15 The illusion of control in the sales meeting
21:00 No problem = No sale (find the "conversational rhythm")
23:00 Ask questions to control the sales call
24:15 The salesperson as a shepherd
25:30 The more the PROSPECT talks, the more they like the seller
26:15 How Hal became #1 salesperson at Xerox
29:15 More rejection makes you more money; double your sales calls

31:15 The value of consistent discipline
33:30 Focus on what you can control
34:14 Overcoming stage 3 testicular cancer with 42 tumors
37:00 Which interviewers are the best listeners? (Rogan, Stern, Jobs)
42:00 Snow White and the 6 objections
45:15 Anticipating the objection is like playing chess
47:00 Role of the sales manager
47:30 FIGJAM lol
49:00 Exclusive experiences as conversation fish bait
50:15 3 traits of strong sellers (rapport, talk show host, psychologist)

*Watch Michael's interview with Wally at

** Dale Carnegie's book is titled, "How to Win Friends and Influence People"

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Michael Angelo Caruso teaches presentation skills that will help you command the room, get noticed and advance your career. If you’re a leader or salesperson, Michael will help you become a better presenter for the rest of your life.

The most important business skill for leaders and salespeople is the ability to effectively communicate with groups of people. Look into leadership and sales training so you can keep teams interested, motivated and successful. Use Michael to pump up your next conference or industry event.

He’s one of the top keynote speakers in America and he’s spoken on five continents and in 49 of the 50 states. And his reputation is expanding in Africa, Europe, the Middle East, Asia and South America.

Choose from the menu of popular keynote topics on his website which cover the important topics of communication, selling, leadership, motivation speaking skills and change.

Check out Michael’s blog (on his website) for interesting educational articles about speaking, writing, leadership and marketing. He also shares writes about his unique experiences on the speaking circuit, so there are lots of great stories that take place all over the world.  #humor #wit

Information Products Michael is the author of many books, including Work Hacks: 300+ Cool Ideas to Speed Career Success, which is available as a print book and as an e-book.

Also check out Michael’s booklet titled, Hmmm…Little Ideas With BIG Results.

All products are available on Amazon.

Presentation Training More on Michael at his website. Join his Present Like a Pro Group on Facebook for ongoing speaking tips. Michael’s online Present Like a Pro class is the best speaker training of its kind. Learn how to be an elite speaker in only six weeks! Michael teaches how to:

• Ask 5 questions to pre-qualify the customer
• Distinguish your offer from the competition
• Build trust quickly • Handle the “nibbler” and deal with “the flinch”
• Sell to the 4 buying personalities
• Double your referrals
• Work any room like a pro
• Read people better and faster
• Deal with price objections like swatting flies
• Always talk about price last
• Be a consultant, not a salesperson
• Increase sales by 10% by asking one question
• Sell more online • Use “trial closes” to save time, increase closing ratios
• Saves scads of time by pre-selling your products and services
• Sell more by “story-selling”
• Use up to 22 different sales closes-- because no single close works every time
• Speed up the selling cycle

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