Sales Hustle is now Sales Transformation
June 30, 2022

#341 S2 Episode 210 - ME AGAINST THE WORLD! How Larry Levine Stood For His Way of Selling

#341 S2 Episode 210 - ME AGAINST THE WORLD! How Larry Levine Stood For His Way of Selling

Larry Levine was not safe from detractors in his own sales environment. Many have called out his way of spending time and building relationships with his customers. Join Collin once again as he unpacks how Larry dealt with such questions on his way of selling. So tune in to this latest edition of Sales Transformation.

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HIGHLIGHTS

The "me against the world" way of selling
Rock-solid care of the customers
Invest in relationships
Standing out by selling the experience

QUOTES

Larry: “Hey, listen, without customers, y'all have no business. To me, I knew that customers were the key to my success.”

Larry: “I invested in my relationships, I invested in building those relationships. I went back, I got to know people, I got to know multiple people in that organization.”

Larry: “What I did to stand out is I sold the experience.”

Larry: “Treat people the way you want to be treated. Treat your customers as if they were your own customers. You're running your business, and that's what I believe I did very well is I ran the business like I owned my business.”

Connect with Guest and learn more about what he’s been working on!

About Larry
Selling From The Heart LinkedIn
Selling From The Heart Website

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

About Collin
About Salescast
Salescast Community
Sales Transformation

Wanna kick off your own kick-ass podcast?
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LET’S TALK.


Larry Levine was not safe from detractors in his own sales environment. Many have called out his way of spending time and building relationships with his customers. Join Collin once again as he unpacks how Larry dealt with such questions on his way of selling. So tune in to this latest edition of Sales Transformation.

Power up your podcast experience by joining our Free Podcast Community!

Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!

HIGHLIGHTS

  • The "me against the world" way of selling
  • Rock-solid care of the customers
  • Invest in relationships
  • Standing out by selling the experience

QUOTES

Larry: “Hey, listen, without customers, y'all have no business. To me, I knew that customers were the key to my success.”

Larry: “I invested in my relationships, I invested in building those relationships. I went back, I got to know people, I got to know multiple people in that organization.”

Larry: “What I did to stand out is I sold the experience.”

Larry: “Treat people the way you want to be treated. Treat your customers as if they were your own customers. You're running your business, and that's what I believe I did very well is I ran the business like I owned my business.”

Connect with Guest and learn more about what he’s been working on!

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

Wanna kick off your own kick-ass podcast?

Already have one? How about growing it, or even monetizing it?

LET’S TALK.

Looking to start your own Podcats? Book a FREE strategy call. 🚀

Transcript

[00:00:00] In the world of sales, you either sink, swim, or break through to the next level. My name's Colin Mitchell. And this is sales transformation, a new kind of sales show designed to bring you through the epic life changing moments of elite sellers. So you can experience your own sales transformation.

[00:00:29] Hey, before we start today's episode, I wanted to bring you in on the best kept secret in B2B sales. If you're serious about social selling and your only strategy is cold DMS through LinkedIn, you're missing the mark big time. Learn how a fully managed revenue generating podcasts can change your life and your pipeline@salescast.co.

[00:00:58] Take rock solid care of your customers, invest in your relationships with them and stand out by selling the experience, not the product folks, the experience. Those are the key takeaways in round three, with Larry Levine, join Colin and Larry, as they talk about his experience. Of being called out for doing things differently and how he fought for his own selling philosophy to tune into another round with Larry in the latest episode of sales transformation.

[00:01:30] You said something that's, you know, constant in your story is you were doing things different than how other people were doing 'em right. How, how often in your sales career did people tell you like Larry, that's not how we do things. Why are you doing that? You should be doing them this way. Yeah. You know, it's, it's a great point because there's been many a time that I've had very uncomfortable conversations with manager.

[00:01:54] Because they looked at me, Hey, yeah, you shouldn't be doing this. Or why are you spending so much time doing that? Why are you hanging out with your customers so long? Hmm. And I said, Hey, listen. Right. Without customers y'all have no business to me. I knew that customers were the key to my success. And, and if you ask it right, and that's just fast forward to this right now, and I'll, I'm gonna spin on what you just said.

[00:02:21] If you ask anybody in sales, are your customers important? They're gonna, of course they gonna say yes, Colin. Right? Mm-hmm then what are you doing about the relationships? How do you know those relationships are even good? Right. And I was willing to test it all the time. And I knew that without any customers, I had no business.

[00:02:42] So I made sure I took rock solid care of my customers. So let's, let's, let's dig into that a little bit because I think that a common problem is a lot of sales people, cash the commission check, and then that's it until it's until it's renewal time. Right. They treat the relationships very transactional and, you know, From reading your book and, and talking to you, I know that you really invest in those relationships.

[00:03:08] So what are some tactical things that salespeople that maybe could do it more of the way that we're talking about and stop treating that relationship? So trad, transactional, what are some things that they can do to start to invest more in those relationships? Yeah. So I I'm gonna hit, I'm gonna hit this head on, but that, but that was probably the area that we're getting ready to speak about.

[00:03:29] That's. I really pushed the button on with management and so forth because they looked at me, they go, you know, why are you doing all these things? But conversely, I'm gonna share a quick story. You're gonna have to remind me, but I'm gonna share a story that really brings this point to life is yeah, I invested heavily in one of my favorite sayings.

[00:03:48] Colin is, is if you fail to invest, you'll never be able to collect. I invested in my relationships. I invested in building those relationships. I went back, I got to know people. I got to know multiple people in that organization. I was always there. I was educating them. I was building networks inside that business.

[00:04:09] They were frequently seeing me. I wasn't there to do the proverbial check in and touch base that too many people in sales do today, which brings absolutely no freaking value. None whatsoever. I started a, I knew a long time ago that yeah, I was in a commoditized sales channel, right. Call. I mean, that's his face.

[00:04:28] It, it is what it is. I hate to use that expression, but the sales world's done it in that sales channel. They've commoditized themselves. But what I did to stand out is I sold the experience and here was the key. And I keyed in on this and I picked this thing apart, this call, and this goes back well, past 20 years ago, I asked my customers.

[00:04:51] What do they, like, what do they don't like about copier salespeople? Keep in mind for those listeners. That's the channel that I grew up in. And then I asked them, what do they like? And don't like about the experience they're getting, what do they like? And don't like about the service they're getting. And if they can create that wow moment, if they can create that wow experience, what would that look like?

[00:05:13] I was noted for that call and I asked that every single. And I sold the experience. So, so what's that really look like in terms of, of tips and all that is I showed people how much I care. They routinely saw me, I made routine visits. And so I said, Hey, you know what, listen, you used the word cash in the commission check a little bit ago.

[00:05:40] And I, I would look executives in the eye key decision makers. And I said, you know what? I bet you, along the way you've experienced these things. And guess what? I just reiterated the things that everybody else told me they didn't like, or the things that they experienced and they all go. Yes. So tell I experienced, so tell me, tell me some of those most common things that people were saying, um, I'll use one, love them and leave them, right?

[00:06:05] Mm. In other words, cash and the commission check is the big, the biggest thing is, is they, they say all the great things until the time they sign the agreement until the time it's installed until the time they get the. And then guess what? They're gone. They slowly fade away. That's why I say they go from Kings and Queens to frogs in two seconds.

[00:06:27] Right. Right. And then, and then all, and then all of a sudden, and then all of a sudden, you know, there's months that go by and then all of a sudden here's the average salesperson, right? That's why I say there's a big difference between sales reps and sales professionals. I go, then the sales rep goes back two or three months later to do the check in.

[00:06:46] And then they start going, where the hell you been, right? Or there's a problem. And all of a sudden they gotta answer it or they wanna make another sale and they walk back and now they're their best friend again. And I think, you know, I just did, again, this isn't rocket science stuff. We're talking about.

[00:07:02] It's treat people like the way you wanna be treated, treat your customers as if they were your own customers, you're running your business. And that's what I believe I did very well is, uh, I ran my business. Like I owned my business. Hey, you stuck around that tells me you're serious about your own sales transformation.

[00:07:23] If you're tired of doing things the old way and want to get started in your journey with other people on the same path, head over to sales. Dot community and crush your numbers on your leaderboard. Yeah. It's free sales cast.community. Send me a DM with your best pitch and mention this ad. And I might even give you free access to our best templates.