In the Gym Secrets podcast, the host and Alex discuss the pivotal role of customer care in sales, emphasizing that the most successful salespeople genuinely prioritize the buyer's interests over their own. They highlight a case where a gym owner's shift in mindset from self-interest to customer focus led to a dramatic improvement in sales. The conversation covers the importance of authenticity, confronting the buyer's limiting beliefs, and how sales is akin to coaching. They also delve into the broader entrepreneurial journey, outlining three critical stages of professional development: skill acquisition, character trait development, and belief system evolution. The overarching message is that enduring success in sales and entrepreneurship demands consistent application of basics, personal growth, and a genuine care for the customer's needs.
"Welcome to the Gym Secrets podcast, where we talk about how to get more customers, how to make more per customer, and how to keep them longer, and the many failures and lessons that we." "I hope you enjoy and subscribe."
The quote introduces the podcast's main themes and invites listeners to engage with the content and subscribe for more insights.
"Remember why you're doing this, right? Remember why you're caring about the customer." "The person who cares the most about the buyer's interests is the one who will win the sale."
These quotes underscore the importance of customer-centricity in sales and the philosophy that genuine concern for the customer's needs leads to sales success.
"It is 04:30 a.m. Rocking in from downtown Austin, or not downtown in Austin, suburbia Austin. But I am knee deep in creating our new phone sales training, super robust end end training for our GLX clients and gym lords."
The quote reflects the speaker's dedication to creating valuable sales training and the commitment to assisting clients with personalized coaching.
"He went over, or whatever, over 20 or something, and then something switched and he went five for nine, right?" "Because I give him the term commission breath, right. People can smell whether you're in it for your agenda or their agenda, right?"
These quotes illustrate a transformational moment for a gym owner who changed his sales approach and the concept that customers can sense the salesperson's true intentions.
"You're going to throw these things in my way, but I care about you enough to get us through them so we can get to the promised land, which is you getting help, which is why you're here, right?" "The moment you're able to get someone to be real with you in the sale, you've already won."
These quotes discuss the emotional challenges present in sales and the importance of empathy and genuine connection in overcoming these barriers to achieve sales success.
"That's ultimately the sale that's being made is that the person needs to trust that you care more about their agenda than they do."
This quote highlights the importance of establishing trust with the customer by demonstrating genuine concern for their needs and priorities.
"Those people get away with so much lack of skill in the sale, but are able to close because the people believe that they really are acting in their own best interest."
This quote suggests that a salesperson's genuine care and kindness can lead to successful sales, despite not being highly skilled in traditional sales techniques.
"And so if you can simply have that one reframe before you go into the sale, which is, I'm going to approach this from the perspective that this person needs my help."
This quote emphasizes the need for salespeople to reframe their approach to sales by genuinely believing in the necessity of helping the customer.
"And you'd be like, listen, let me be real with you here. Do you think that the reason that you haven't been successful is because you've kind of just fallen off the bandwagon?"
This quote demonstrates how a salesperson can directly address a customer's limiting beliefs, guiding them to acknowledge personal responsibility.
"And I'm not saying this to be mean to you. I'm saying this because I want to help, but this time is going to be different, right?"
This quote shows the salesperson's intent to be helpful and supportive, rather than critical, while encouraging the customer to believe in the possibility of change.
"Because sales is just coaching, right, with an outcome that's defined over a period of time."
This quote defines sales as a form of coaching, which aims at achieving specific results for the customer over time.
"And so I guess the biggest point that I want to make here is that if you can just think about it from that perspective, this guy had the same script from his 1st 25 reps to the last five of nine that he hit, right? And mind you, he made this realization at rep 25, which for some reason is a magical number, all right? But at rep 25, he realized that he just was trying to sell on his agenda and not on the agenda of the other person's."
This quote emphasizes the pivotal moment when a salesperson understands the importance of focusing on the customer's needs rather than their own sales agenda. The speaker highlights the significance of this shift in approach and its impact on successful selling.
"And there's sometimes one of the things that I was just talking to our sales team about is advanced salesmen are advanced because they never don't do the basics, right? People are defined as advanced because of their outcomes, not because of their tactics."
This quote conveys the idea that advanced salespeople achieve their status by consistently executing basic sales tactics rather than employing more complex methods. The speaker clarifies that it is the results, not the complexity of tactics, that define an advanced professional.
"But I think it's important when I talk to higher level entrepreneurs who are at like 10 million, 20 million, et cetera, and they're like, what do I need to do to get to the next thing is I see three major breaking points in professional development as an entrepreneur. The first is skills."
This quote introduces the concept of breaking points in professional development for entrepreneurs, with the first being the need to acquire a broad range of skills. The speaker is addressing the concerns of established entrepreneurs looking to progress further by emphasizing the importance of skill development.
"You have to know how to write copy. You don't have to know how to create creative. You don't have to know how to build landing pages. You don't have to be able to buy and place traffic. You have to know how to nurture leads, to get them to show up to both schedule and show up to a sales event. You have to know what type of sales event you want to have. Is it going to be a presentation? Is it going to be a sales call? Is it going to be an in person appointment? Is it going to be a two step sale? You have to know what the conversion mechanism, is it going to be a sales page. Right. Have to know what the conversion mechanism is going to be."
The speaker lists the various skills that entrepreneurs need to master in order to effectively attract and convert customers. This quote underscores the complexity and variety of skills involved in the customer acquisition process, from marketing to sales.
The number of skills stacks in order to make it. But its skills is the first block.
This quote emphasizes the importance of building a strong foundation of skills to succeed in entrepreneurship. Skills are the fundamental tools needed to begin one's journey.
The second block is the character traits to execute the skills.
This quote signifies that after acquiring the necessary skills, the next step is to develop the character traits that enable proper execution of those skills.
And then the third is your beliefs, your beliefs about the world, your beliefs about the market, your belief about what's possible, your tolerance of what is acceptable in your organization from a standpoint of speed, a standpoint of excellence.
This quote discusses the importance of an entrepreneur's belief system and how it affects the standards and tolerances within their organization, influencing its overall performance and culture.
I think it's cyclical, right? I think it's every level encompasses all three of those things. And you kind of have to spin your way through the three of those things over and over again.
The speaker is highlighting the ongoing, cyclical nature of growth in entrepreneurship, where one must continuously work on skills, character traits, and beliefs to advance to higher levels of success.
The person who cares the most about the buyer will win. If the buyer cares more about their outcome than you do, then they will win. If you care more about their outcome genuinely than they do, they will feel that a and b, when you confront their beliefs, they'll see it from a place of genuine care and they will be real with you.
This quote conveys the idea that genuine care for the buyer's needs and outcomes is a winning strategy in sales, leading to trust and successful transactions.