This week’s episode on Sales from the Street is another interesting one as we talk about how different dog breeds actually relate to certain characters in your sales team. Our guest today, Gonzalo Salinas, shares how he overcame a major challenge by understanding what kind of sales dog each member of his team was.
Gonzalo Salinas is the Sales Manager for a litigation support company where they provide services to big law firms or solo law practitioners offering code reporters, videographers, process servers, interpreters, legal translations, and just about anything related to the litigation area.
Listen in to this episode and find out what type of sales dog you think you are!
Here are the highlights of my conversation with Gonzalo:
Major challenge Gonzalo faced:
His training methods as not being a good fit for everyone in his team
A step closer to his resolution:
Gonzalo came across the book, Sales Dogs by Blair Singer
A brief story behind the book:
Blair was the number one salesperson at Xerox back in the 80’s and always competing with him was Robert Kiyosaki, who later published his book Rich Dad, Poor Dad. Robert realized how important selling was so he called his friend, Blair Singer to his friend and asked if he could publish a book about sales on his book collection; hence, the book Sales Dogs was born.
Realizations Gonzalo got from this book to overcome his challenge:
Five different types of salespeople:
Understand that each of you team members are completely different breeds of dogs.
Results Gonzalo got from tweaking his training:
Increased sales in 90 days by 18%
Gonzalo’s Major Takeaway:
Focus on creating a relationship. The closing is mandatory next step of a great relationship.
Connect with Gonzalo through his website www.GonzaloSalinas.com and send him an email.
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.