Jarrod Best-Mitchell’s Post

$47M without ever having a single client on a contract. How? My clients never had to resign after one sale was over, And trust me, there were plenty one-and-done deals. But I also had clients who started working with me in my 20s, who I had to tell I was leaving! 🥹 So… how?? Make it easy Build trust Be a challenger 1. Make it easy. My clients were the GMs of car dealerships. High D personalities typically, More on their plate than they knew how to handle. I learned how to take the whole process over for them. All they had to do was say, “Yes.” Approve the final draft, And pay me. 2. Build trust They knew that if they did those things, I would execute. Their campaign would launch without a hitch. *That part doesn’t exist - there were hitches* But that is where I built trust. I came to them openly with the problems, as well as options for a solution. I was also available when they needed me, answered my phone, responded timely. That built trust. 3. Be a challenger. I never EVER let a client make a decision if it wasn’t the decision I would make without talking them through it. We had data We had results But they had feelings. Having slow intentional conversation, about why they want to go a certain route, and what their expectations are of that route, Vs what the data says about how that will go. ✨ BONUS: Care about them. Be their friend. Know about their life. (This may be unpopular opinion. Don’t care.) My longest running client doesn’t have LinkedIn, But he sent me this after I told him I was leaving: “You've been awesome to Kevin's Royal Automotive for all these years I've known you. Probably one of the best reps I ever ever known. I'm sure you'll find another job and this is good. By the way l'm looking for a good Sales Person to sell cars. Do you know anybody?” ❤️ Have great Wednesday fam! You look cute today!

The F and I process starts on the sales floor from the moment the rookie salesperson is begging a customer to find out their budget and even earlier. There’s a reason why the F&I manager is separate and last. Quite simply you have to be better than the rest of the team. You have to demand it of yourself. You have it in you? Join in the comment 👇

I recently came across a post that got me thinking about the importance of sales numbers and targets in the business world. While these metrics certainly have their place, they don't tell the whole story. In my experience, success in sales comes down to a person's approach and attitude, not their performance against a number. Rather than simply focusing on hitting targets, I'm more interested in someone's approach to sales. What risks have they taken? How do they plan to hit their numbers? Do they understand the value they are creating for their customers? Are they working the account well and are they covering all stakeholders and buying centers? Do they understand the customer's business? Ultimately, it's the input and attitude of the salesperson that counts. If they have the right approach, the numbers and targets will take care of themselves. So, remember that it's not just about the numbers - it's about the person behind them, that's the key. I am lucky to have worked with some brilliant people who had the right attitude and approach but they might not have always hit their numbers. We can deal with that but without the right attitude or approach then we will run out of luck eventually! Happy Friday!

I love starting calls like this because it makes the customer feel like: 1. They're in good hands with an experienced person in their field. 2. They won't be forced to look at a deck the whole call. 3. The call is mostly about their specific challenges. 4. Whatever they will be shown, will be specific to their challenges. 5. They have the option to say no to the next call. We must nail the first few seconds of an initial call to make the customer feel at ease. If you got on a plane and the pilot was like, "Sooo yeaahh how do yall want to take off today? Should we go East or West?" You'd be like get me off this plane now! Same concept on a sales call. Hopefully this framework will make your customers feel like they're flying first class.

Sales really is a rollercoaster ride. Yesterday you lost a deal to a competitor, today you hear from a customer that you’ve won the a complex deal that you've been working on for a while. While we all love the highs of closing that deal, or having a really awesome engagement with a customer, none of us like the lows of losing a deal. In the moment, it’s difficult to keep a sense of balance, or perspective, but it’s so important to find a way of maintaining a balance. If you keep fluctuating between highs and lows, it’s going to be a rather stressful and exhausting life. Celebrate the wins and wonderful customer moments, because they are special. But, keep in mind that it’s just a moment and equally, the loss of a deal is also just a moment. Thankfully my dogs tend to keep me balanced, with my very happy and excitable Bella reminding me that it’s not all about work. #HappyFriday

Pro Sales Tip: Avoid Intimidating Customers! 🚶♂️❌ Instead of walking straight at them, move into their area and greet them casually. You'll be more approachable and likeable! 😃🛍️ #SellingTip #RetailTraining #CustomerService #SalesSuccess

What Subway employees can teach you about sales… Ask questions in order to understand your client's situation “pain/desire” (what outcome they want) and provide your client the right solution (the ideal sandwich). Simply put, “sell” your prospect exactly what they just told you they needed. Or show them based on your understanding of their situation how your solution is the bridge in between the gap. But only If it can genuinely help him and he is the right fit.

As a young sales rep, we've all had those cringe-worthy moments where we put our foot in our mouth. And this was my moment! 🤦🏻 Check out this short clip from a 10-minute video I made on the 7 essential sales questions for successful sales calls. I'll leave the link in the comments for you to watch. Enjoy! By the way, do you have an embarrassing sales story to share? #sales #salescall #embarrassingmoment

#SALES pros, I’m torn… What do you do on a day like today? The day before a holiday.. 🇺🇸 Short week for most.. Many are out of office. Prospects have busy schedules. I just don’t think they want to hear from you. Not today. What I’m doing.. ➡️ Checking and updating open orders ➡️ Brief, no action needed notes to customers ➡️ Planning ahead for next week P.S. I’d love to hear a sales story that makes me smile. Whatcha got? #packaging #america #discipline #growthmindset

While waiting for our car to be vacuumed, it occurs to me that these humble car wash folks make a fantastic sales tag team. It starts the minute I drive past the colourful billboard. "Get your car washed for only RM7." =====> The hook - so cheap! We drive in lah. Car goes through wash. As I drive out, I decide to go for a vacuum as well. Car's extremely dirty. While we're waiting on the wooden bench, guy no 1 pipes up: "Would you like to restore your head lamp? Wait, I demo. No need to pay." In my split second of hesitation, he's cleaned a small section of the headlamp. He continues in BM, "Increase visibility and safety". I agree. =====> Upsell. As we're sitting there waiting, guy no 2 comes up. "Wax and polish whole car mam. I show you." I am aghast at how dusty the car is. As I hesitate, he quickly ups the bargain, "Mam. Normally RM350. You I give you RM2XX because you take headlamp also for RM180." I look at hubby, who shrugs. "Take lah. It's cheaper than the other guy." =====> Discount. Not even 3 minutes later, guy no 3 sidles up and pitches the windscreen wash. This time I put my foot down. "No, no." He persists a few more times, throwing in another eye popping discount. But I stand my ground. Belatedly I realise I've already ended up spending RM300 more than I intended!! Man, these guys are goodd. They've honed the whole upsell, discount, freebie modus operandi to an art form. Sales lesson, anyone?