Learn the ‘Hollywood Sales Method’ With Mike Mark

Hire Top Sales Talent With This Process

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Sales Hiring Tips you’ll learn today on The Sales Podcast

  • Learned sales in timeshares

  • The ethics didn’t sit well with him

  • Have some give-and-take in the conversation

  • It’s not 100% questions

  • The Hollywood Sales Method in three acts

    • Discover the desire

    • Build the belief

    • Figuring out the next steps

  • Use new metaphors/analogies to feed back to the prospect to “parrot” them without being a mirror image

  • This requires practice to make it become second nature

  • Find the common personality traits of sales candidates

  • Look for sales reps whose parents were in sales

  • Common tongue = mind. Native tongue = heart.

  • Great salespeople are already employed

  • Mark looks for a sore spot with the salesperson for “passive recruiting”

    • Sophisticated vs. unsophisticated buyers

    • Socioeconomics

    • Education

    • Personality profiles

    • Job history

    • Age

  • High-end salespeople are usually 100% commission via 1099 ($8k to $15k)

  • On-target earnings are key

  • Maybe appointment setters are on salary

  • No resumes

  • Roll-play is key in interviews

  • Show they can take you on the buyer’s journey

  • Prove they can apply pressure without being pushy

  • Split test your new-hires

  • Don’t have closers do outbound

  • Salespeople are lazy so if you treat them right they’ll be loyal

  • Team-building and culture-building are important

  • To create trust, be consistent

  • Mastery of sales is mastery of yourself

Links Mentioned In The Sales Podcast