Is the glamour of sales dead? Definitely not! And in today’s episode, my guest, Dr. Andrew Burnstine will explain to us why the glamour in sales is still very much alive.
Dr. Burnstine is an associate professor in the College of Business and Management at Lynn University at Boca Raton, Florida, where he teaches in areas of global marketing and principles of marketing. He also teaches a lot of fashion classes – evolution of fashion, fashion strategies, as well as some MBA courses in business leadership. He works with his students in many aspects of marketing, fashion, retail, giving them concepts, analysis and thoughts to have them think through these different areas and topics. These aspects help them become global leaders in business, marketing, fashion, management, e-commerce, entrepreneurship, and lastly, to equip them with tools they need to know and learn to be a successful leader in business today.
Also known as Dr. Fashion, Dr. Burnstine talks about his experience as a professor and being someone in business.
In this world of instant gratification, personal touch still matters a lot whether you’re a salesperson or an entrepreneur. You have to give that personal touch. At the end of the day, it’s all about giving your customers great real-life experiences.
Here are the highlights of my conversation with Dr. Burnstine:
Dr. Burnstine’s coolest sales experience when he was the customer at Chick-fil-A
Has the glamour of a sales professional died?
No. It depends on the model of the retailer. The retail model has been existence for almost 200 years now.
Are students interested in selling?
Many students in fashion don’t want to work in retail but it’s part of their school’s curriculum.
What students want:
What students need to understand:
How to deal with students today:
How to create great customer experience:
Current projects Lynn University is working on:
Best way to contact Dr. Burnstine:
In this episode, Aaron Brown of Box Home Loans talks about the importance of focusing on yu ideal customers and doing things differently and setting yourself apart from the pack if you TRULY want to achieve HUGE, TREMENDOUS SUCCESS.
Aaron has a dozen different ventures within the mortgage industry. Some successful, many weren’t. But he definitely learned from them all, took what he learned and applied it to Box Home Loans.
A dozen years as an entrepreneur in the mortgage industry, trying different ventures and learning from failures has gotten him into a position that launched the concept of Box Home Loans.
Here are the highlights of my conversation with Aaron:
Aaron’s first coolest sales experience with flying Kingfisher Airlines in India: Being treated first class
Quoting Seth Godin in his book Purple Cow:
“If you could create a competing business with your core business and that competing business could operate on thinner margins and charge less for the customer and still be profitable, then why don’t you do that?”
It took them two years to figure out how to do that, but what they achieved after trying things out and learning from their mistakes is 1,811% growth over 3 years
Keys to the tremendous success of Box Home Loans:
1. Focus on your ideal customer.
2. Differentiate yourself within the industry.
3. Create a process.
They automated everything they can not to eliminate people but for people to focus more on solving complex problems and interact with other people for greater experience
The Power of Referrals
Communication also plays a HUGE role
Explosive growth of Box Home Loans came from REFERRALS
They got 75% conversion rate for having trusted third party referring your business.
Current projects Box Home Loans is working on:
Get connected with Aaron though emailing him at email@example.com
Receive an awesome gift from Aaron! Please visit www.boxhomeloans.com/thesalesevangelist
Aaron’s Major Takeaway:
“I already have a vendor, I’m not interested.”
What do you do when your prospect tells you this?
If you’re the type of person who runs away from uncomfortable situations like this, I want to help you because I was there too.
Here are two important principles you can apply to handle this objection.
Who says selling is comfortable? If you really want to achieve success in sales then you better learn to go out of your comfort zone. Selling takes a ton of guts, and if you don’t have it, then this may not be the right career for you.
When confronted with a prospect who says he or she is not interested in what you have to offer because he/she already has a vendor, that’s okay. It’s uncomfortable, yes. But don’t run. Instead, this leads to my second principle
Gather more information about your prospect and his/her existing vendor and use that to position your company.
You can go along these lines that I often use:
“I’m not in business of breaking up marriages, but I know no one is perfect. If there’s one thing that xyz company could improve upon, what would that be?
“I don’t suppose xyz company is a sacred cow…?”
Trust me, asking these questions would help you dig into relevant information that can allow you to learn more about what the prospect needs (that even their current vendor doesn’t offer), thus giving you the opportunity to talk about the value you could offer.
During this interview, I was honored to interview Niel Guilarte about his experience in selling for a corporation to now as an entrepreneur. With over 25 years of sales experience, Niel has worked for large organizations such as AT&T, Sprint and OfficeMax in the capacity as a sales professional, sales training and marketing.
Niel is currently the owner of Wildstyle Media Group, a video production firm working with high end organizations developing movies. He is also the host of the “All Things Post” podcast, which focuses on the behind the scenes world of post productions.
During this episode we discuss some of the difference between corporate selling and selling as an entrepreneur.
Here are some of the major takeaways:
Stay connected to Niel:
Mentions: Tampa Bay Business Owners
The 20% top performers bring in 80% of the business. They do, think, and work different. They use a different methodology than the 80% average sellers.
Here are some coaching tips to get you moving and get results:
Do one more call. You might get in touch with someone who can become your next customer.
Look at your goals.
Write them down. Put them in front of you.
Make ideal goals that will stretch you but are within your range and industry.
Set those goals then go to work.
Don’t look at other people’s goals. Focus on your goals.
Meet with people earlier, if possible.
Meet with customers even before you get to work.
Current customers buy more things from you because they already trust you.
That little push of giving your all right there at the finish line can mean between you accomplishing those goals or not.
Look at one more door.
Do the opposite of what everyone else is doing.
80%’s quit at 4 o’clock; 20% (top performers) go above and beyond.
Learn from other experts.
Read books (Audible or go to your local library)
Don’t make excuses.
Don’t whine. Don’t complain.
Make it rain. Work harder. Push yourself till the end.
Go out and DO BIG THINGS!
Sound effects and intro music by: http://www.freesfx.co.uk