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 https://www.youtube.com/watch?v=smZNa...
** 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.
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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.
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