Ian Bembenek is the top salesperson of all-time at Rush Tech Support, an organization that provides technical support to residential customers for their personal computing systems. Ian has been referred to as “The Sales Master of Remote IT,” and it’s not hard to see why. His sales acumen and assiduous nature have contributed to his staggering sales results.
In this episode, Ian talks about his sales background and his role at Rush Tech Support. Ian identifies the three things that have attributed to his success. These include focus, motivation, and his ability to read people. Of these three, focus may be the most important as Ian completely shuts off from the outside world while he’s busy prospecting and making sales. Ian speaks to the age-old sales philosophy that he subscribes to – the customer is always right. This value that Ian places on customer satisfaction, combined with his laid back sales style, are just a few of the reasons he’s a top performer in his field.
Ian shares his favorite sales story, one that is a true testament to his determination and hard work. He takes the audience through a typical day in the life, from his morning gym routine to how he manages social media pages and his emails. With great humility, Ian opens up about his sobriety. He goes on to share that, despite all of his sales success, his proudest accomplishment is that he is now over two years sober. Scott thanks Ian for this personal and inspiring look into his life.
Finally, Ian proposes actionable challenges to the Sales Success Stories Podcast audience. He urges them first to map out their goals by writing specific actions they can take. Next, he suggests investing time and energy in reading educational and stimulating sales books, including audio books. Lastly, his biggest challenge to the audience includes working to make yourself one percent better every day.
What We Covered:
00:24 – Scott Ingram welcomes to the podcast, Ian Bembenek
00:43 – The top three things Ian attributes to his success
01:32 – Scott’s word cloud
02:23 – Number 1: Focus
03:59 – Number 2: Motivation
05:06 – Number 3: The ability to read people
06:50 – Ian’s role at Rush Tech Support
08:21 – Ian’s sales results as the top performer at Rush Tech Support
10:14 – How Ian is able to achieve such a staggering success rate
10:43 – Ian speaks to his sales background
15:01 – The journey from door-to-door sales to Rush Tech Support
17:20 – What Ian would change about his career path if given the chance
18:02 – How Ian has overcome his anxiety and introverted nature
18:53 – Ian shares his favorite sales story
22:15 – Ian’s proudest accomplishment
23:07 – The road to sobriety
25:32 – How a hurricane drastically altered Ian’s career trajectory
27:36 – The decision to become sober
31:05 – Ian describes a typical day in the life
32:41 – How Ian structures his workday
34:14 – The amount of time Ian spends on prospecting
34:33 – Working smarter, not harder
36:31 – How Ian shuts off the outside world in order to focus on his work
38:24 – Other habits and mindsets that are key to Ian’s success
42:30 – Ian speaks to his daily, weekly, and yearly goals
45:43 – Tools and apps Ian uses on a daily basis
50:51 – Top books Ian has recently read
54:33 – The books, news and trade information that Ian consumes
56:08 – Ian’s favorite sales group that he’s involved in on Facebook
1:00:08 – The specific sales philosophy that Ian subscribes to
1:02:29 – Ian’s sales style and approach
1:03:55 – How Ian differentiates himself as a salesperson
1:04:50 – How Ian sells himself to his customers
1:05:41 – One of Ian’s beliefs that the average salesperson thinks is crazy
1:06:48 – An average salesperson’s belief that Ian thinks is crazy
1:08:07 – The most important decision Ian has ever made
1:09:04 – Advice Ian would give to others who are suffering from addiction
1:09:54 – Advice Ian would give to an upstart salesperson
1:11:52 – The importance of surrounding yourself with the right people
1:12:25 – Advice Ian would give to a middle-of-the-pack salesperson
1:14:04 – What Ian would want to know from other top salespeople
1:15:04 – Ian’s actionable challenge to the Sales Success Stories Podcast audience
1:17:36 – Self Made Coaching
Tweetables:
• “So, for me, focus means when I’m at work and doing my job, everything in the outside world I have completely turned off.” (02:33)
• “I definitely never thought that I would ever get back into sales because I don’t drink anymore. And, I thought it would be a pretty tough transition for me.” (22:49)
• “I’ve definitely, one hundred percent found that if you get those quick, short, easy sales in the morning it just starts your day right.” (33:15)
• “You really want to sell yourself. Then you sell the company. And then you sell the product. Because, if they love you, they’re gonna love the organization that you work for and then whatever product or service you offer them, they’re just gonna jump at.” (1:04:35)
• “I think it’s seventy percent of the average college student never pick up a book again after college. And then, your average CEO reads sixty books a year.” (1:11:07)
• “If you can get one percent better every single day, one hundred days from now you’re twice as good. Period.” (1:17:09)
Links Mentioned:
[email protected]
Daily Sales Tips Podcast
Daily Sales Tip Podcast on iTunes
Sales Success Link to Book
Sales Success Summit
Dale Carnegie Webinar
Ian Bembenek on LinkedIn
Tools Mentioned on the Podcast:
Freshworks
Trello
Thunderbird
Buffer
Facebook
Instagram
LinkedIn
Audible
Books Mentioned on the Podcast:
The Miracle Morning: The Not-So-Obvious Secret Guaranteed to Transform Your Life (Before 8AM)
Sales Revelation
Can’t Hurt Me: Master Your Mind and Defy the Odds