Marcus A. Chan

The Ultimate Guide to Overfilling Your Pipeline, Closing More, and Earning in the Top 1%

🚀 Wall Street Journal International Best-Seller
🚀 USA Today International Best-Seller
🚀 Amazon International Best Seller (#1 in 9 different business categories and #38 out of 44M+ books)
🚀 Barnes and Noble International Best Seller

I wrote and launched my first sales book in <5 months. In the first week, we hit all of the above International Best Seller Lists.

I compiled 15+ years of my mistakes and learnings into one book so you can save yourself the time tax of trial and error.

Get it below…Six-Figure Sales Secrets: The Ultimate Guide to Overfilling Your Pipeline, Closing More, and Earning in the Top 1% of Salespeople 🚀

Author of Six-Figure Sales Secrets

Salesforce

Recognized by Salesforce as one of the Top Sales Influencers to Follow 2X. (2021 and 2022)

Salesforce Top Sales Influencer to Follow (2X)

Forbes Business Council

Official member of the Forbes Business Council. A council of proven executives and business leaders across the world. We've been recognized as an expert in sales growth and business development by Forbes.

Member of the Forbes Business Council

Venli Consulting Group LLC

Helping 2B sales pro's and Account Executives earn an ADDITIONAL $100,000+ more in commissions alone each year without just working harder.

With over a decade of winning awards, crushing sales quotas, and sales leadership experience, we can help you transform your results! Yes, we are sales coaches that have actually achieved real proven results consistently before we started the business!

In 3 years we've grown from 0 to 500+ clients and have achieved a few of the following things:

✅ 3X Salesforce Top Sales Influencer to Follow
✅ Wrote a Wall Street Journal and Amazon Best Selling Sales Book
✅ LinkedIn Top Voice - Sales: #5 out of 300M+ active users
✅ Featured in Forbes, Yahoo! Finance, Yahoo! News, MarketWatch, CNBC, and more!
✅ LinkedIn's Top 8 Sales Experts 2021

Make sure to access our free most popular free training resources including our on-demand no cost training, 3 Simple Steps to Make an ADDITIONAL $50,000 - $100,000+ in Commission This Year
...Without Working 60+ Hours/Week, Making Thousands of Cold Calls, or Sleazy Sales Tactics (Even If You Have Zero Experience)

President / Founder

RevGenius

The ultimate Think Tank community for all things revenue-driving.

Founding Member

Cintas

I was promoted to a Regional Director of Sales in under 5 years with Cintas Corporation, a $6.8B Fortune 500 organization. I was responsible for creating the vision, hiring, training, and leading four business units of 110+ employees (11 teams consisting of market sales managers,  outside sales professionals, and support staff) over 13 locations in a four state market (OR/WA/UT/ID). 

Under my leadership, I took over a disjointed area that went through major $2.2B acquisition while also undertaking an SAP system migration. Despite all the change management, the market has exceeded expectations and I successfully led my teams to deliver close to $600M+ in contracted New Business revenue. (Additional results below.) It was a middle-of-the-pack-ranked region that I took to the top within a year and kept it there during my tenure.

In addition to the below results, I owned many regional initiatives such as building our prestigious executive leadership development program (Captain's Club), Competitive Intelligence, and mentored 10+ partners across the organization.

--------------------------------------------------------------
✔️FY17, FY18, and FY19 President's Club Award Winner
✔️FY17, FY18, and FY19 Ranked the #1 or #2 Director in the Western US and Canada
✔️FY19 Achieved 116% of sales projections/17% YOY growth
✔️FY18 Achieved 105% of sales projections/17% YOY growth
✔️FY17 Achieved 109% of sales projections/25% YOY growth
✔️FY17, FY18, and FY19 Sent 51 partners to President's Club
✔️FY17, FY18, and FY19 7X Outstanding Achievement Awards
✔️FY19 National Team of the Year Award
✔️FY17, FY18, and FY19 2X NW Team of the Year Awards
✔️FY17, FY18, and FY19 9X Regional Team of the Quarter Awards
✔️FY17, FY18, and FY19 Promoted 23 partners to leadership roles including GM, Matrix, and Director roles.

Director of Sales

I took over a struggling team and rebuilt a winning culture. I successfully led 4 business units/teams of 16 direct reports to deliver $64M of contracted New Business revenue in 4 years in the Portland Metro and SW Washington area. It was one of the lowest-performing teams in the nation that I turned around to be ranked in the top every single year. I was then promoted in under four years to a regional Director of Sales.

✔️FY14, FY15 President's Club Award Winner
✔️FY14, FY15, and FY16 Ranked #1 in New Business in Market 59
✔️FY16 Achieved 112% of sales projections/19% YOY growth
✔️FY15 Achieved 103% of sales projections/54% YOY growth
✔️FY14 Achieved 109% of sales projections/31% YOY growth
✔️FY13 Achieved 123% of sales projections/65% YOY growth
✔️FY14 NW Region's Comeback Team of the Year Award Winner
✔️FY13, FY14, FY15, and FY16 Hired, Trained, and Developed multiple President's Club/Diamond Level/National Reps of the Year
✔️FY13, FY14, FY15, and FY16 Hired, Trained, and Developed multiple partners to be promoted to Captain's Club, Market Manager roles, and Matrix Sales positions
✔️FY13, FY14, FY15, and FY16 Developed both Sales Admins/NAC's to be ranked in the Top 5% Nationally

Market Sales Manager

I was recruited to Cintas Corporation as an Advanced Management Candidate - a position designed for partners with a proven track record of leadership success. My responsibilities as an AMC included: cold calling, prospecting, closing new business, learning the sales/operations business of Cintas. I delivered $2.4M in New Business contracted revenue in 9 months and was promoted in under 12 months to the Market Sales Manager overseeing four business units. 

ACHIEVEMENTS
✔️FY12 Q3 Rookie of the Quarter of the NW Region
✔️FY12 Q1, Q2, Q3 Achiever's / Summit Club Honors
✔️FY12 January Most Installed Volume in the Region Award
✔️FY12 November and January Oregon Sales Rep of the Month
✔️FY12 Q2 and Q3 No Goose Egg Award
✔️Achieved Achiever's Club / Summit by 116% in FY12 Q1, 110% in Q2, 108% in Q3, and on pace for 122% in Q4 (promoted halfway through Q4)
✔️Inducted into NW Region Elite Captain's Club

Advanced Management Candidate/Uniform Sales Consultant

Enterprise Holdings, Inc. DBA Enterprise Commercial Trucks

I pioneered a start-up division focused 100% on B2B for Enterprise Rent-a-Car. I was responsible for leading teams in sales and operations of different locations for the Portland Metro, SW Washington, and Eastern Oregon area. Managed over $10M in assets daily building up the operation to over $3M in annual sales from a start-up with 6 direct reports. My responsibilities include: new account sales, customer retention, hiring, sales training, recruiting, operations management, sales management, leadership development, P&L management, relationship management. I was then promoted 4X in three years based on performance.

ACHIEVEMENTS
✔️Designed, led, and implemented strategic changes to the division that resulted in over 150% increase in profitability in FY11 and became ranked as the largest truck branch in the Pacific Northwest/5th largest on the West Coast (OR,WA,CA,NV,AZ)
✔️Built 3 multiple 7-figure operations from start-up phase to profitability in three years
✔️Recognized as the top performing truck branch in: revenue and vehicle-on-rent growth, customer service scores, maintenance scores, and employee retention (100% retention).
✔️FY11 MVP National Branch Manager - voted "MVP" at a nationwide branch manager summit at Corporate based on leadership and employee management skills
✔️FY11: 22% Growth YOY in the NE Portland branch
✔️FY10: 48% Growth YOY in the Tualatin branch
✔️FY09: 15% Growth YOY in the NW Portland branch
✔️FY08 June - FY11 April: Developed a “Top Salesman” award winner every consecutive month out of my branch

Branch Manager

I was recruited straight out of college to help pioneer and to grow a B2B start up division of Enterprise Rent-a-Car in Oregon. My responsibilities include: outside sales, cold calling, prospecting, sales presentations, closing new business, customer service, relationship management.  I was promoted 2x in 12 months based on performance.

ACHIEVEMENTS
✔️Grew Enterprise's new division through cold calling and heavy prospecting calls to new/current corporate accounts to a 7-figure business in less than a year
✔️Closed over 75 new commercial accounts in one year
✔️FY08 August - FY08 June "Top Account Specialist" Award - winner for 10 consecutive months for most closed new business.
✔️FY08 August - FY08 June: Ranked the #1 Account Specialist in Oregon
✔️FY07 June - FY07 July: Ranked the #2 Account Specialist in Oregon

Senior Account Specialist

I was recruited while in school to intern for Enterprise Rent-a-Car's prestigious paid summer internship program. I was responsible for learning and executing the operations and sales of running the largest rental car location in the Eugene market. I was promoted to Customer Service Rep during the school year based upon performance.

ACHIEVEMENTS
✔️Recognized as the top intern in Oregon based upon customer service, sales and performance, and branch performance multiple months in a row
✔️FY05 June - FY07 June: Ranked #1/50+ interns, management trainees, management assistants, and assistant managers for insurance sales 
✔️FY05 Intern of the Year Award winner
✔️FY06 Intern of the Year Award winner
✔️FY05 June - FY07 June: Sales Elite winner each consecutive month

Sales and Management Intern

JD Pence Aquatic Supply

+Trained and supervised new employees through situational tests and job shadowing of top customer care representatives
+Demonstrated quality customer service care in providing assistance with suit-sizing and education on store products and stroke techniques
+Provided product expertise, increasing store and off-site sales by 60%
+Facilitated an organizational process of in-store stock and inventory
+Increased community awareness of upcoming sales through distribution of flyers and posters

Sales Associate

Emerald Aquatics Swim Club

+Organized and planned custom workouts to challenge individual swimmers to improve stroke technique and strength
+Motivated swimmers by monitoring progress and evaluating improvement and skills
+Created workout templates to improve efficiency and organization in constructing workout sets

Assistant Swim Coach

Oriental Village Restaurant

+Worked in a fast-paced environment that prided itself on quality food and excellent service
+Responsible for food preparation, inventory management, and training new employees.

Chef

Sales Coach | Helping AE’s + B2B Sales Pros Earn $50K-$100K+ MORE This Year and Become the Top 1% [Get my WSJ Best Selling Sales Book👇🏽] | 2x Salesforce Top Sales Influencer | LinkedIn Top Voice | Feat. in Forbes

I didn't think I was "made for sales" and that was validated when I almost got fired at my first sales job..

However, let's start from the beginning..
 
I was born in Oregon to two Chinese immigrant parents that came to America with dreams of building a future. Given the poor background I grew up in with my two sisters, EVERYONE pitched in to survive.

I eventually put myself through college and went to work for two international Fortune 500 companies over the next decade.
 
I started as the worst rep in the company and I second-guessed myself daily. With zero training and trying to sell during the 2007 Recession, I thought about quitting many times.

Despite struggling mentally, I eventually figured it out and was fortunate to achieve some success..
 
In my 14 years of working in Corporate America, I broke many sales records, won awards trips and trophies, hired/trained/coached/mentored thousands of people, promoted to a Regional Director of Sales over 11 teams of 110+ employees for a $6.8B Fortune 500 organization, and was consistently recognized nationally as one of the top leaders every single year.

As a result of my fortunate business success fueled by a little luck, a LOT of hustle, and PLENTY of mistakes, here are a few other notable accomplishments:
 
📈Promoted 10x in 10 years with two Fortune 500 companies
📈Ranked in the top percentile in every role
📈Hired, trained, and developed teams that have sold $700M+ over the last 10 years!
📈Performed at the level of creating double-digit YOY sales growth every single year!
📈Sent 50+ employees to President's Club/Diamond Level
📈Promoted 30+ employees to leadership roles (Sales Manager, GM, Director, Senior Sales Roles)
 
I eventually left the corporate world due to my passion to give back to the world. 

I realized to truly SELL is to SERVE at the HIGHEST LEVEL.

I launched Venli Consulting Group in 2019 to help B2B sales professionals to sell more and sell better. More importantly, to SERVE at the highest level!
 
I've been featured in Forbes, Yahoo! Finance, MarketWatch, CNBC, LinkedIn Top Voice, and 2X Salesforce’s Top Sales Influencers, and I’m an official member on the Forbes Business Council.

If you'd like to sell more and earn an ADDITIONAL $50K-100K+ this year, here are 4 ways I can help:

1⃣ Watch my free training here: http://venli.co/gvg-5shift

2⃣ Access 50+ hours of free sales training: https://urlgeni.us/youtube/channel/marcuschan

3️⃣ Get my WSJ Best Selling Sales Book for Free (cover S&H): http://venli.co/kmm-sfss-book

4️⃣ Send me a message to work together!

"We don't have the budget" 🤮

This is a bullsh*t objection.

Let me explain why:

First, let's start with the Webster Dictionary definition:

"The amount of money that is available for, required for, or assigned to a particular purpose."

WHO do you think determines how much is available?
WHO do you think assigns it for particular purpose?
WHO do you think can impact and change it?

Yup, you got it: the ACTUAL decision-maker.

Discussing budget objections with low level stakeholders is a losing battle.

This is why it's key to start high in the org to begin with.

Now some are you are actually talking with the Economic Buyers.

First off, GREAT JOB!

But now you're thinking something like..

"But Marcus, they can't afford it especially in the Recession..."

Here's the harsh truth if you're still getting hit with the objection:

The perceived value you've shown has simply NOT been enough to justify the cost.

Read that line again.

Here's how to think about:

1) What's the investment you're asking for? 

Let's say it's $100,000.

2) What's the perceived value THEY are seeing? This must include the ROI and COI. (Tangible and intangible costs/benefits)

Let's say it's $1,000,000 that THEY perceive.

3) Is the perceived value FAR GREATER than the cost? (Generally speaking, I find it must be 5-10X+ for action to be taken)

In our situation: if they invest $100,000, they will receive $1,000,000 in value.

That's a 10X return.

Now if you're a person with decent intelligence, that's a no brainer.

And if they do not have a budget of $100K for this?

If they truly have decision-making power and they have 100% CERTAINTY in the 10X value...

They'll FIND a way to make it happen.

For instance:

🔥 They'll get creative and work to negotiate payment terms.
🔥 They'll move budgets around and reallocate.
🔥 They'll get a business loan.
🔥 They'll try to raise it.
🔥 Etc.

The truth is, this is why even you as a consumer will spend money on things outside of your budget IF you perceive the value to be far greater than the price tag:

For instance:

🙈 Ordering takeout vs. cooking at home.
🙈 The newest iphone when the current one works fine.
🙈 Paying a surprise tax bill vs. not paying it (hopefully 🤣)
🙈 Buying a brand-logoed shirt for $30-$50 vs. a $7 unbranded one.
🙈 Etc.

So if you're constantly losing deals due to "budget," ask yourself:

1) Am I meeting with the ULTIMATE decision-maker?
2) Do they perceive the value to be greater than the investment?
3) Does the perceived value give them a 5-10X return at minimum?

If you TRUTHFULLY nail these 3 in your sales process and you'll see yourself close far more while this objection melts away 🚀

Do you agree?

P.S. If you're still getting hit with budget and pricing objections, make sure to join the Sell Better by JB Sales Team and I as we cover this live next week here: https://hubs.la/Q01D5b_W0

2007: Almost fired from my first B2B sales job 😞

2023: Privileged to be a 3X Salesforce Top Sales Influencer🙏🏽

It's incredible what can happen when you:

✅ Refuse to give up
✅ Take 100% ownership
✅ Learn from your mistakes
✅ Choose results over excuses
✅ Give 100% and pursue daily growth

The only time we lose...is if we lose the LESSON life gives us.

LFG🚀

P.S. Check out the full article with 17 other superstars and actionable advice for 2023 here: https://lnkd.in/gfbbJxQW

Why most struggle in sales:

They confused being INTERESTED vs being COMMITTED.

When you’re INTERESTED you only take action when you feel like it.
When you’re COMMITTED you take action regardless.

When you're INTERESTED, success is an IF.
When you're COMMITTED, success is a WHEN.

When you're INTERESTED, obstacles STOP you.
When you're COMMITTED, obstacles are PART of the journey.

So if you're truly serious about excelling in sales..

CHOOSE to be COMMITTED and not INTERESTED.

Do you agree?

ATTN: We are looking for 5 more AE's for March who want to earn an additional $50K-$100K+ in commissions this year and build insane sales confidence 🔥

REGARDLESS of the Recession.

It's so you can achieve results like this:

🚀 Travis W. went from $130K to $281K in 11 months (+$151K)

🚀 Keare S. went from $80K to $251K in 12 months (+$171K)

🚀 Michael B. is pacing to make $300K in COMMISSIONS alone (+$150K)

🚀 Avi P. just officially hit President Club in year 1 of his role.

🚀 Joe K. hit # 1 and made over $600K in commissions alone.

🚀 Josh P. closed $3.1M on a $1.2M quota - 258.3% and got promoted.

And we have literally dozens of more examples from just the last 30 days alone and hundreds over the last year.

We have seen students literally earn $200,000+ MORE than ever before after executing for the year as the habits and skills compound.

You'll be part of a group of other hungry superstars who strive to be the best version of themselves. (The Inner Circle)

We tackle these core areas for mastery:

✅ Millionaire mindset

✅ Prospecting and overfilling your funnel regardless of the Recession

✅ Social Selling that actually works

✅ Discovery questions that sell for you

✅ Mastering the presentation and demo

✅ Closing and handling objections like a pro

✅ And so much more.

We get the best results in the industry as we focus on proven strategies that get sustainable and real results.

You get a proven structure and framework with my direct coaching to help you expedite your results in overfilling your calendar and closing more deals.

If you are looking for fluffy sales tactics, cheesy gimmicks, secret sauces, or magic bullets..

THIS IS NOT FOR YOU.

If you are thinking you can come in, consume content, take NO action, and get results?

Then this is ALSO NOT for you.

This requires putting in the work, being highly coachable, and highly committed as it's an investment in time and money.

Those who give 100% earn back their time and money investment pretty quick.

Ready to make 2023 your best year ever?

Comment ME and my team will reach out.

First come, first serve for the 5.

These will go fast so do not wait if you are truly serious.

LFG 🚀

Comment ME before they're gone👇🏼

I've invested over $200,000 in coaches and masterminds..

In the last 24 months earning a disgusting return.

As the saying goes:

"An investment in knowledge pays the best interest."

Want to know what I personally invested into?

I share it tomorrow: https://lnkd.in/gZ9Sjcpb

P.S. If you think coaching is expensive, try estimating the cost of of ego and ignorance 🤣


Observation for the AE's who are still selling lights out right now:

They aren't working HARDER or doing anything crazy.

They are:

1. Targeting execs and working top down on accounts.
2. Uncovering deep pain and not just taking orders.
3. Helping execs get clear on the COI and ROI.
4. Aligning their solution to solve this.
5. Acting as a trusted advisor.

It's nothing crazy.

Just simply solving problems.


I was told I was “special” when I was 4.

And they didn’t mean it in a good way.

Why? Because I didn’t say a single word until I was 4..

And when I did start talking, I had a speech impediment.

I went through speech therapy for years.

Kids made fun of me and teased me.

I remember the embarrassment I felt every time I said a word.

My confidence was crushed and I was massively insecure.

Fast forward and I’ve now spoken live to audiences of hundreds..

And thousands virtually.

While getting paid up to multiple 5-figures per an event.

This is not to brag but to hopefully inspire you as I’m NOBODY SPECIAL.

I simply admitted my deficiencies..

And chose to do something about it.

I took hundreds of hours of speech classes.

Spent thousands of hours practicing and working on my enunciation.

Years of practice when no one was watching.

Took any chance I had to practice speaking.

ZERO excuses.

And simply kept failing forward.

The fact is that I’m STILL failing forward as my speech impediment will kick in periodically.

But I still keep pressing forward.

Moral of the story?

Our circumstances don’t determine where we go and only where we start.

Hope this inspires you ❤️

P.S. Yes, that is actually me in both pictures..you're welcome for the sweet outfit on the left 😂

I started my Youtube journey one year ago.

99 sales training videos recorded and uploaded later...

I went from 0 to 100,000+ subscribers - here's how I did it:

Just kidding-I'm at 1680 subs and there's no step-by-step guide🤣

In a world of chasing instant gratification, here's the real journey:

1) Create high value content
2) Keep doing it consistently
3) Refine it over time
4) Don't stop

It's not sexy, takes work, but it's consistent daily growth.

I know there are other "instant growth" channels out there.

BUT I'm taking a bet on the # 1 search engine in the world that runs on 21.2% profit margins.

AND this is a 10-year play to serve the sales community.

Here's to Year 2 of steady growth on the platform💪🏽

Long game > Short game.

P.S. If you want to check out 50+ hours of free sales training, head here: https://lnkd.in/gGBWGh4G 🚀


Steal these 4 stupid simple LinkedIn messaging templates to juice your pipeline👇🏽

Share with a friend to help them 💪🏽

"This looks great! Let me run it by my CFO and I'll get back to you."

My rep beamed and I could see him start to wrap the call up.

I immediately jumped in:

"Tom, that's great but before we wrap up..just curious:

If it were up to you and ONLY you, would you move forward with us?"

"Of course, it's a no-brainer!"-Tom

"Great, what do you think the CFO will say when you bring it up?"-Me

"I think he'll be game as we've been discussing it for months"-Tom

"What concerns do you think he may have?"-Me

"Well, he'd want to make sure we get an ROI."-Tom

"So if he says that..what will you say?"-Me

"That it's a no-brainer and just the time savings itself will be a 5X ROI in Year 1!"-Tom

"Got it. So do you see ANY reason the CFO will say 'no'?"-Me

"Actually no, he trusts me as we've made way bigger investments than this in the past!"-Tom

"Tom, sounds like you're 100% in and you don't see any reason we won't be partnering up. Is that right?"-Me

"Yeah, I guess you're right!"-Tom

"Just to be efficient and save you time, should we just go ahead and get you taken care of right now?"-Me

"Yup, let's do it!"-Tom

My rep's jaw dropped.

10 minutes we walked out with a signed 5-year deal and my happy rep made a $1500+ commission.

Moral of the story: sometimes to close more, it's just a few tiny tweaks to get a better result. 

In this case, I asked a few simple questions..with the right tone and approach.

This then simply helped the prospect come to their own conclusion that they had already decided.

Small tweaks can lead to a big impact if you know what tweaks to make 💰

Do you agree?


17 Easy Closing Tips👇🏽

Share with a friend to help them 💪🏽

P.S. If you want to blow your quota out of the water, make sure to grab a free copy of WSJ best-selling book (Just cover S&H): https://lnkd.in/gVD6fjbY

Avoid These 3 Silly Mistakes That Cost You Thousands in Commissions Each Month 👇🏼

P.S. And then do these things in this training to multiply your earnings: http://venli.co/oca-5shift

Make sure to fix this bad habit or else it'll cause you to go broke in sales👇🏽

Do you agree?

8 Steps to Becoming a "Sales Influencer"

1) Go into B2B sales

2) Fail horribly and almost get fired

3) Get help and learn from your mistakes

4) Keep trying and don't give up until successful

5) As success COMPOUNDS, help OTHERS be successful

7) Keep doing it for as long as possible (I did it for 14 years)

8) STOP TRYING TO BE AN INFLUENCER-just be a person of value🙃

All jokes aside, special thanks to Salesforce for the 3X recognition for this and the swag! 

It means a lot to me to receive this recognition even though being known as an "influencer" was never the goal 🫠

This is simply a cool byproduct of waking up to serve the sales community every single day.

Thank you all for your support 🙏🏼



How to become INDISPENSABLE in sales:

#1 Deliver Results
#2 Do What is Expected
#3 Add Insane Value
#4 Be a Student 
#5 Build Advocates
#6 Help Others
#7 Follow the Rules
#8 Invite Yourself
#9 Seek Feedback
#10 Influence in All Directions
#11 Be Positive
#12 Be The Real YOU

Tomorrow, I'll show 50,000+ how to execute this.

Get it here: https://lnkd.in/gZ9Sjcpb


I was getting worried about this $104K ARR opportunity.

They had given me the verbal commitment..

But now had gone silent for over 3 weeks..

Then Jimmy, the VP of Ops, called me back finally.

He told me they had ended up staying with their current vendor.

I was crushed because on the surface, I thought had done everything right.

✅ Involved multiple stakeholders
✅ Great discovery and demo
✅ Clear business case
✅ Clear COI and ROI
✅ Etc.

I got "Happy Ears" about the deal.

Thought it was in the bag after Jimmy gave me the strong verbal.

I was pissed at first..right after he called me..

But then as I started to reflect back, there were definitely things I missed.

🚩 Didn't sell competitively against status quo
🚩 Jimmy saw the ROI and COI..but the economic buyer did not..
🚩 The actual economic buyer I had met but didn't engage enough
🚩 Even though Jimmy had a "VP" title, his level of influence was low..
🚩 Didn't vet out that the EB had a strong personal relationship with the existing vendor

At the end of the day, I didn't ask the tough questions I needed to ask through the process.

And as a result, it cost me the deal.

I was pissed off at the time..🤣

But in hindsight now, I'm glad it happened.

It humbled me.

It was a great reminder that the only time we really lose in sales...

Is if we lose the lessons that come from it.

#stayhumble 

How to Become a Top 1% Sales Pro

(Follow These 9 Simple Steps to Mastery)👇🏽

P.S. If you want to be in the top 1%, make sure to grab a free copy of WSJ best-selling book (Just cover S&H): https://lnkd.in/gVD6fjbY

"This is concerning.." - My doctor.

"Huh? What do you mean?" - me

"Your blood pressure has increased drastically over the last 4 years..

You're pre-hypertension." - Dr.

"But..I feel fine..What does that even mean?" - Me

He started diving into my lifestyle habits.

How I ate, how I exercised, what I drank, how I worked, etc.

The more he asked, the more I realized I had been making many micro bad decisions.

He then pulled my chart and showed me a 10 year history.

He showed me the upward trend. 

He showed me what would happen if I continued the trend.

He showed me the negative impacts to my health.

It scared me especially knowing my families' health history.

It was painful to hear but it was the reality.

I committed at that moment to change.

I started to change my micro habits.

Within a year, I got my blood pressure down to a normal range.

And it's stayed there since. (I still need to keep an eye on it)

It was painful to hear at first but I realized 3 powerful things:

1) Most people are unaware of the pain that exists UNTIL a trusted advisor helps them see it. 

2) Pain, in all of its forms, is the most effective means of spurring action.

When applied properly in a sales process, you'll see deals close significantly FASTER. 

Do you agree?



Huge Myth: "If I work hard, I'll be successful!"

Do this instead 👇🏼

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