If You’re Struggling in Sales, Listen to This! - Bob King
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What is the main topic of this episode?
Hello everyone and welcome back to the show. We have a tremendous episode for you today. A conversation with Bob King. He's the author of The Joy of Closing. Bob is a lifelong salesman and sales coach as well as
Why do sales professionals struggle?
being the vp of sales for multiple organizations in solar and insurance as well as the cosmetics industries and bob shares his insights into how we can build an emotional journey for our customers whether we're selling b2c or b2b to drive more sales through trust through openness, through connection, through kind of being a closer, not a poser as he puts it.
What is the Master of the Close system?
And one idea that really caught me because I do a lot of sales coaching, I've been run my own companies, obviously, which had sales teams as well as being a head of sales for multiple companies. Many sales professionals who struggle, and these are Bob's words, they live in their clients' resistance. They live in their prospects' resistance.
How does commitment affect sales success?
They're operating from a place of resistance from the jump, and we need to overcome that mindset in order to improve our closing ratio, make deeper connections with our clients, and ultimately become that 20% of the sales team that sells 80% of the products for our clients. company. Wonderful conversation. Absolutely. You're going to love this one.
What lessons can we learn from sales failures?
But before we get to Bob, I have a big announcement, a huge announcement for you guys. Master of the Close, my one call close system course, the number one inbound closing system that has ever been created. We close north of 80% of all the qualified leads that came into our business.
How to detach from outcomes in sales?
And I have built this process over the course of my 20 year career, implemented it in fitness and tech and insurance and consulted clients from a ton of other industries. If inbound leads are part of how you grow your business, then You want to go to masteroftheclothes.com today. Get in the course and learn this system. It is a five-step process. I detail out every line of the script.
What role does emotional storytelling play in sales?
battle-tested script. Every word of this script has been tested over thousands and thousands of inbound leads, leading to a north of 80% close ratio. We had new reps coming into our office that were selling day one 25% to 30% of the qualified leads, and within three months, all of them Every single one was north of 80%, closing eight out of every 10 qualified inbound leads.
How to transition from service mindset to closing?
If inbound leads are part of your sales strategy, if they're part of your growth strategy, do not miss masteroftheclothes.com. You can go there today. Get in the course, learn this material, apply it to your work, teach it to your team. I promise you will sell more business. All right, let's get on to my guest today, the author of The Joy of Closing, Bob King.
In a crude laboratory in the basement of his home...
all right bob it's tremendous to have you on the show here man you you wrote this incredible book and i'm looking forward to digging into your philosophy i want to start with why are so people bad at selling like naturally like most people naturally like there's those few you know but most people most of us myself included i put myself 100 in this bucket just out of the rip terrible and we have to learn all these lessons what do you think it is about our nature that kind of we have to learn this skill
I think there's a couple of reasons. Number one, being a closer and you say selling, I'm gonna just flip over the cards and say, what you're really asking about is closing. That how to earn a customer's trust and give them the confidence to move forward with a decision that hopefully is gonna change their life for the better requires commitment. You have to be committed to the idea that moving forward today is the absolute best thing for your customer, for your company and for you, hopefully in that order. And, you know, if you're not committed, it's very hard for them to become committed and commitment. You know, nobody runs toward commitment, you know, so it's kind of an unnatural state. I think the other reason is because to get to a yes, you sometimes have to endure a lot of no's.
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Chapters
8 chapters
1
What is the main topic of this episode?
0:00–0:17
2
Why do sales professionals struggle?
0:17–0:46
3
What is the Master of the Close system?
0:46–1:10
4
How does commitment affect sales success?
1:10–1:33
5
What lessons can we learn from sales failures?
1:33–1:57
6
How to detach from outcomes in sales?
1:57–2:27
7
What role does emotional storytelling play in sales?
2:27–2:53
8
How to transition from service mindset to closing?
2:53–46:59
Speakers
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