What we’re really doing in sales Scott to me is engaging with people. I don’t really know where I pick that up. But what I really try to do for example I always try to engage with people and that sounds very people might be thinking. Of course you do. But I think a lot of times if you’re an experienced seller especially but even new people you can become very apathetic where you’re really just intently focused on what you’re trying to sell and what you’re trying to accomplish whether that be your number or your goal or your KPI or whatever. And I try I really try not to ever allow that in my mind because I think that it clouds the way I operate. So for me selling I don’t get very many moments to engage with the customer initially. So my first meeting with them has to be memorable and it’s also got to be real.
Top 3 things
Being battle ready
Selling can be more than just what it is. People to people.
I would seek out more in-person mentors
Describes his $13M+ sales results last year
The biggest challenge is all mental
Individual contributors don’t have control and how to deal with it
“People are very optimistic on Fridays and they’re willing to commit to me on Fridays”
The sales books that have most impacted Paul in his sales career
Books as mentors and reading business books in addition to books on sales
Using business books to prospect new business
Paul’s experience working with a business coach from the Tony Robbins organization
The average sales person’s gap
How top performers really win
Top sellers have the same struggles as everyone else
Focus on becoming an expert at what you’re doing
What does it really take to get to #1?
3 point 7 day challenge