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"Sales is communicating wisdom to bring someone to the point of a decision."
In this episode, Tim shares a class he taught at the HPB Expo in New Orleans called Mastering the Sales Process in Your Company. It's a solo deep dive into the seven-step framework he wishes someone had handed him 15 years ago—back when his sales training amounted to four double-sided pages of questions and a seat next to whoever happened to be on the floor.
In this episode, Tim covers:
- Why "my team are naturals" should terrify you—pilots and doctors follow checklists, and salespeople without a process are running on dumb luck that can't be taught, trained, or coached
- The magic question that gets every customer to sit down with you—plus why you should never ask for a customer's name during the greeting, and what it means when they offer it anyway
- How explaining your process in three simple steps makes the call to action take care of itself—and why a close rate that's too high is actually a red flag that your team is sandbagging estimates
Don't miss this one if your showroom is full of order takers instead of salespeople—Tim lays out a complete, repeatable roadmap from greeting to gratitude that he says will boost your sales 30 to 50% in the next year, and he makes a convincing case that he's right.
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Links from this episode:
WhyFire Website: http://whyfire.com
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