Doug C. Brown Shares Successful Sales Growth Strategies

December 05, 2020

“Win-Win Selling” author shares how he bounced back from $60k in the hole

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Had two kids in diapers and a wife who stayed at home and he walked away from a multi-6-figure sales job because he was “dying a little bit each day”
Ended up $60,000 in debt with his three business partners
Four months later he had no partners and only $1,500/mo in revenue

I believe in you. Do you believe in you?”

Did some work with the Guerrilla Marketing guy who steered him to Chet Holmes who had a $4,000 sales coaching program (this was in 2001)
“I believe in you. Do you believe in you?“
$998,000 in the next 15 months all in the telecom consulting space
Became a sales coach for Chet Holmes then Tony Robbins
Put a system around the telecom business selling 3-5 year contracts so he had the bandwidth to work for and with Chet and Tony
He had to make the decision that he was worth it, i.e. free and autonomous
He wanted to give his kids a better future
Chet had pigheaded determination
Chet taught him the Best Buyer process
Chet succumbed to leukemia
Tony Robbins and Doug went out on their own
Don’t pull back or hunker down or wait for the smoke to clear
Put the pedal down while your competitors bury their heads in the sand
Reach out. Communicate. Stay in touch.
We want connection
Increase your prospecting efforts
Direct mail still works
Send lumpy mail and make them laugh
Send a handwritten note
Follow up with a phone call and email, i.e. The A.B.C.D.E. Sales & Marketing System
Your prospects are looking for help
He built commission sales teams as he did for Chet Holmes
He does one-on-one coaching and consulting
He has a training company
Avoid “scope seep” where you try to do too much that they didn’t ask for
To make any sale you must make every sale