Never Sit in the Lobby: Sales Insights from Glenn Poulos

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Never Sit in the Lobby: Sales Insights from Glenn Poulos

2M ago 52:52

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Glenn Poulos has started and sold two businesses and recently acquired his third. He's an author who wrote Never Sit in the Lobby: 57 Winning Sales Factors to Grow a Business and Build a Career Selling. Glenn's also a podcaster who hosts the Profit Powerhouse podcast.

Three Key Takeaways from Glenn's Episode

Never Sit in the Lobby: Glenn emphasizes the importance of being proactive and engaged when meeting clients. His mantra, "Never Sit in the Lobby," serves as a reminder to always be prepared and present. Instead of zoning out on your phone while waiting, use that time to mentally prepare, recall past interactions, and have something valuable to offer when your client arrives. This approach not only sets a positive tone for the meeting but also demonstrates your commitment and professionalism.
The Power of Genuine Connections: One of the biggest misconceptions in sales is that you can rush rapport-building. Glenn highlights the importance of being genuine and taking the time to understand your clients. He warns against "implied familiarity," which can lead to misunderstandings and discomfort. Instead, focus on active listening and building authentic relationships. This not only enhances your credibility but also fosters trust, making it easier to close deals.
Sales vs. Marketing: Glenn clearly distinguishes between sales and marketing, which is often misunderstood. He points out that while marketing generates leads and creates awareness, sales is about closing deals and building relationships. Understanding this difference is crucial for anyone in the business world. As Glenn puts it, "The real sales guy wants to be in front of clients closing deals," and that’s where the real magic happens.

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This episode is packed with practical advice and insights that can help you elevate your sales game and build lasting relationships in your business endeavors. Whether you're an aspiring entrepreneur or a seasoned sales professional, there's something valuable for everyone.

Discover the insights from Glenn's book, "Never Sit in the Lobby: 57 Winning Sales Factors to Grow a Business and Build a Career Selling," where he discusses practical sales strategies, the importance of face-to-face interactions, and how to build genuine relationships in sales.

Glenn also discusses the differences between starting a business from scratch and acquiring an existing one, the role of AI in sales, and the significance of making lasting impressions. Whether you're an aspiring entrepreneur or a seasoned sales professional, this episode is packed with valuable advice to inspire and motivate you.
KEY TOPICS
-Glenn's career journey and new business ventures
-Insights from "Never Sit in the Lobby"
-The importance of face-to-face selling
-Overcoming misconceptions in sales
-The role of AI in modern business practices

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Chapters

1. Introduction to the Podcast (00:00:00)

2. Guest Introduction: Glenn Poulos (00:00:11)

3. Career Overview (00:00:22)

4. Transition to Retirement (00:01:17)

5. New Business Venture (00:02:35)

6. Setting Up a Sales Team (00:04:01)

7. Comparing Business Models (00:04:44)

8. Advantages of Buying a Business (00:06:02)

9. Timeframe for Building Brand Recognition (00:07:55)

10. Corporate Experience (00:10:28)

11. AI Initiatives (00:12:07)

12. AI Tools and Workflows (00:13:08)

13. Personal Use of AI (00:16:19)

14. Misconceptions About Sales (00:18:01)

15. Sales vs. Marketing (00:19:13)

16. Salesperson Misconceptions (00:20:50)

17. Coaching and Consulting (00:23:57)

18. Overview of the Book (00:25:49)

19. The Significance of 57 (00:26:23)

20. Chapter Structure (00:27:29)

21. Never Sit in the Lobby (00:28:21)

22. Mini Tour Strategy (00:30:04)

23. Making Impressions (00:32:17)

24. Genuine Sales Interactions (00:36:02)

25. Avoiding Over-Talking (00:38:08)

26. Thoughts on CRM Systems (00:42:46)

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Three Key Takeaways from Glenn's Episode

Never Sit in the Lobby: Glenn emphasizes the importance of being proactive and engaged when meeting clients. His mantra, "Never Sit in the Lobby," serves as a reminder to always be prepared and present. Instead of zoning out on your phone while waiting, use that time to mentally prepare, recall past interactions, and have something valuable to offer when your client arrives. This approach not only sets a positive tone for the meeting but also demonstrates your commitment and professionalism.
The Power of Genuine Connections: One of the biggest misconceptions in sales is that you can rush rapport-building. Glenn highlights the importance of being genuine and taking the time to understand your clients. He warns against "implied familiarity," which can lead to misunderstandings and discomfort. Instead, focus on active listening and building authentic relationships. This not only enhances your credibility but also fosters trust, making it easier to close deals.
Sales vs. Marketing: Glenn clearly distinguishes between sales and marketing, which is often misunderstood. He points out that while marketing generates leads and creates awareness, sales is about closing deals and building relationships. Understanding this difference is crucial for anyone in the business world. As Glenn puts it, "The real sales guy wants to be in front of clients closing deals," and that’s where the real magic happens.

LINKS

Support the show

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