Transactional vs. Lifetime Customers - which do you cultivate?
If you are in sales, you'd better know if you are transactional-focused or lifetime-focused when it comes to how you approach prospects and customers. There is no wrong version, but you need to know which you are. Your sales manager needs to know which you are too. That deep honesty will allow you to play to your strengths. The theme of this episode is two-fold - being in awe of the fantastic things people you encounter do and who they are, and knowing yourself to the core. If you don't like it, change it. There is also homework at the end from both of us.
A favorite quote from The Big Kahuna is, "It doesn't matter whether you're selling Jesus or Buddha or civil rights or 'How to Make Money in Real Estate With No Money Down'. That doesn't make you a human being; it makes you a marketing rep. If you want to talk to somebody honestly, as a human being, ask him about his kids. Find out what his dreams are - just to find out, for no other...”
Jason Beck, this list of movies for sales professionals is for you. You can listen to our commentary in this episode. Check them out - some are not available on Amazon or Netflix at this time - but check back. The more extensive commentary is on Salesman.org - sign up for their newsletter, too.
Used Cars with Kurt Russell Jerry Maguire The Wolf of Wall Street (duh) Death of a Salesman 1985 - or see it on stage - so powerful Moneyball Seize the Day - Robin Williams In Pursuit of Happyness Tin Men Glengarry Glen Ross Tommy Boy Diamond Men Lord of War Love and Other drugs The Big Kahuna - a sleeper and feel-good movie about sales The Goods: Live Hard, Sell Hard
Jason Beck is Vice President of Sales at Enerex, retail energy's trusted data platform, providing secure connectivity to the entire value chain — brokers, suppliers, agents, customers, and utilities — to drive efficient transactions. Their flagship service, Sparkplug, is the #1 retail energy sales platform in the world, powering over 10% of US commercial and industrial (C&I) transactions. He's also been a wonderful guest on Market Dominance Guys. Connect with Jason on LinkedIn.
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