E67: He Was the #1 Salesperson at Xerox By Age 22! Hal Becker Shares Selling Nuggets Talk to Me

Here are #selling #tips from a guy who was the #1 salesperson at Xerox at age 22.
Meet Hal Becker, role-model salesperson, drummer and cancer survivor. Sales coach, Michael Angelo Caruso, interviews, Hal Becker on the "Talk to Me" #podcast.
Talking points include:
1:00 Hal and Michael met through Wally Reyes, Jr.,* drummer for the Chicago band 7:00 How persuasion works (kindness, fear) 8:15 Question-based selling (Dale Carnegie's book on how to win friends**) 9:30 Putting the customer first (even before the sale itself) 10:00 Fear-based selling or "selling in the shadows" 12:30 Great salespeople start with (questions about) the past 13:00 Great sellers don't have to close -- it happens naturally 14:30 Sell s-l-o-w-e-r (in golf, the tip is "swing slower") 16:30 Hal doesn't believe in referral selling 17:15 Why selling is like standup comedy (Jerry Seinfeld, George Carlin, Kathy Griffin)
19:00 Two questions to ask yourself before every sales call 20:15 The illusion of control in the sales meeting 21:00 No problem = No sale (find the "conversational rhythm") 23:00 Ask questions to control the sales call 24:15 The salesperson as a shepherd 25:30 The more the PROSPECT talks, the more they like the seller 26:15 How Hal became #1 salesperson at Xerox 29:15 More rejection makes you more money; double your sales calls
31:15 The value of consistent discipline 33:30 Focus on what you can control 34:14 Overcoming stage 3 testicular cancer with 42 tumors 37:00 Which interviewers are the best listeners? (Rogan, Stern, Jobs) 42:00 Snow White and the 6 objections 45:15 Anticipating the objection is like playing chess 47:00 Role of the sales manager 47:30 FIGJAM lol 49:00 Exclusive experiences as conversation fish bait 50:15 3 traits of strong sellers (rapport, talk show host, psychologist)
*Watch Michael's interview with Wally at https://www.youtube.com/watch?v=smZNa...
** Dale Carnegie's book is titled, "How to Win Friends and Influence People"
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