Build Rapport, Build Success!
Build rapport with prospective customers and mentors to lay the foundations for your success!
Jacquelyn Nicholson is a Senior Enterprise Account Executive at Percolate, an international company that works with over 800 brands, across 70 countries. From her beginnings in the pharmaceutical and bio-tech industry, Jacquelyn has grown in her sales career to become one of the top sellers in her company, and was also one of the members who started the San Francisco office. In this episode, Jacquelyn talks about how building rapport with others is a cornerstone of her sales ideology, and the importance of mentorship and coaching. Tune in to also find out more about how journaling can help you in your career!
Shareable Clips & Quotes:
“Each one of us can find something in common, upon which we can build rapport with a potential new customer.” Click to Tweet
“You have to have something in common. You have to have something that’s a spark between you and a potential mentor.” Click to Tweet
“If we are fortunate, we need to take care of others.” Click to Tweet
“Success for me, is being the person that I want to be.” Click to Tweet
“When your energy is gone, or strained, or at a low point, you’re more likely to overreact, or not be at your best.” Click to Tweet
“It is important not to have those constant distractions on your mobile device, or on your desktop.” Click to Tweet
“I find I learn the most from people who have a different perspective.” Click to Tweet
[:25] Scott introduces today’s guest — Jacquelyn Nicholson.
[:50] What are 3 things that have differentiated Jacquelyn, and allowed her to get to, and stay, at the top? Rapport, emotion, “so what?”
[4:05] Scott gives a shout out to Nudge!
[4:38] How does Jacquelyn build rapport with prospective customers?
[6:25] How does Jacquelyn find the emotional reasons and the “so what,” for her prospective customers?
[7:00] What are some specific questions Jacquelyn asks, to open up dialogue?
[8:20] Jacquelyn talks about her current role, and how she got to #1.
[9:28] Where did Jacquelyn get her enterprise experience?
[10:22] Jacquelyn quantifies her results at Percolate.
[11:22] How did Jacquelyn get into sales, originally?
[13:48] Jacquelyn learned how to sell and how not to sell, during her time as a buyer for Johnson & Johnson.
[15:36] How did Jacquelyn make the transition from her first role, into sales?
[18:04] Having a mentor is crucial. What advice does Jacquelyn have, for finding a mentor, and cultivating those relationships?
[19:40] What would Jacquelyn do over differently, if she had the chance? She wouldn’t change anything!
[21:09] What is Jacquelyn most proud of in her journey?
[22:18] Success is being the person you want to be.
[23:01] What charity is Jacquelyn focusing on these days?
[25:22] What is Jacquelyn’s relationship with her coach?
[28:03] Jacquelyn talks about the difference between the mentors she surrounds herself with, and her more formal coaching relationship with Jim Riviello.
[29:23] What is a big challenge Jacquelyn has faced? How did she get through it?
[31:42] What core routines does Jacquelyn have to support her through the week?
[33:32] Jacquelyn shares a little about one of her key routines — journaling.
[36:55] How does Jacquelyn structure her day and week?
[39:10] What does Jacquelyn’s information diet look like?
[40:54] What are some apps Jacquelyn can’t live without?
[41:45] Jacquelyn loves wine, and is also a sommelier. How did she get into it?
[45:05] Jacquelyn shares her personal sales philosophy — the Sandler Method.
[46:45] What motivates Jacquelyn?
[46:59] What does Jacquelyn believe, that the average sales rep would think is crazy? And vice versa?
[49:54] What is Jacquelyn’s goal for her sales career?
[51:56] Jacquelyn discusses some important lessons she’s had to learn, to get where she is today.
[52:40] What advice would Jacquelyn give someone who is starting out in his sales career? Listen, be yourself, be kind.
[53:57] What advice does Jacquelyn have for someone further along in his sales career? Realize that the #1 person who affects your success is yourself, but don’t be too hard on yourself.
[55:41] All coaches aren’t created equal. Jacquelyn gives some tips for finding and vetting a coach.
[58:02] What does Jacquelyn want to know about top sellers in other organizations?
[59:19] Who is the most successful salesperson Jacquelyn knows, and why? Paul Giske.
[1:00:53] Jacquelyn challenges you to take responsibility for your choices, and to start journaling.
Mentioned in This Episode:
Jacquelyn Nicholson at LinkedIn
TED Talk: Simon Sinek — “How Great Leaders Inspire Action”
Jim Riviello at LinkedIn
Volunteer Center of Sonoma County — Secret Santa
Leadership X University
Wall Street Journal
Sandler Sales Method
“Who Packs Your Parachute?” by Charlie Plumb