In this GYDA Talks, Robert talks to Jeremy Jacobs. Jeremy ‘JJ’ Jacobs is the genuine article, a true Sales Rainmaker. He has devoted his life to understanding sales issues. He continues to research and share evolving as well as new insights into sales interactions. Unlike many of the profession who continue to preach out-of-date systems (methods) from the 1980s and 1990s he looks to the future. The way we buy and sell has undergone a radical shift in expectations and behaviours. What used to work often now seems hackneyed and artificial. JJ gets to the heart of current issues with his mentoring and shows clients and customers a better, more sustainable way to engage. The digital age, with new brain science, makes the old techniques appear false and forced.
Robert and Jeremy discuss:
What is the Sales Rainmaker?
You start with the person
Understand the client first
Bricks & mortar, selling online or both…?
How easy is it to do business with you?
“Go the extra mile”
Experience fails – plenty of them
What should a PSF do?
Hunt or farm?
New or existing customers?
Become a disruptor with new clients
The biggest problem – the status quo bias
Give a compelling reason to buy
Closing = manipulation – people have seen it all before.