95 episodes

If the Phone is Your Weapon, then THIS is YOUR Podcast! We’re a tribe of Telesales professionals who believe in Compassion Before Commission. We’re empowering the call coaching experience by starting with the person in sales “person.” When we take care of the person, the calls take care of themselves. Powered by Balto.ai

All Things Telesales Jake Lynn

    • Business

If the Phone is Your Weapon, then THIS is YOUR Podcast! We’re a tribe of Telesales professionals who believe in Compassion Before Commission. We’re empowering the call coaching experience by starting with the person in sales “person.” When we take care of the person, the calls take care of themselves. Powered by Balto.ai

    EP 90 - Jake Lynn - Ego Vs. Higher Self in Sales

    EP 90 - Jake Lynn - Ego Vs. Higher Self in Sales

    Having an ego is all about wanting to be perceived as the best.
    Ego is the inability to listen, act, or take direction because of pride.
    Wanting to crush your goals and be great at what you do doesn’t have to come at the expense of everyone else. The ego-centric way of getting there is to put yourself on a pedestal and ignore everyone else and their opinions.
    But the truth is this:
    An unchecked ego can leave a career dead in its tracks.
    Let’s break it down.

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    • 6 min
    EP 89 - Jake Lynn - Absolute Certainty - 3 C's - Confidence, Conviction, and Clarity

    EP 89 - Jake Lynn - Absolute Certainty - 3 C's - Confidence, Conviction, and Clarity

    This is a framework for achieving Absolute Certainty. 
    You can overcome so many challenges by implementing this strategy. 

    The 3 C’s are Confidence, Conviction, and Clarity. We’re going to break this down as a person, salesperson, and from the perspective of customers. 

    By true definition:

    Confidence is the state of feeling certain about the truth of something.  Conviction is a firmly held belief or opinion. Clarity is the quality of transparency or purity.

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    • 6 min
    EP 88 - Rob Liano - Asking for referrals

    EP 88 - Rob Liano - Asking for referrals

    Rob Liano is not only one of my best friends and mentors but he's a Telesales Trainer, Coach, and Consultant, Best Selling Author, Keynote Speaker,  Ready to Rock!

    From Rob
    If your sales force needs effective telesales strategies designed to qualify and close more sales, lower your CPA and gain more referrals, I can make it rain.

    I never planned on getting into sales. I was a drummer with dreams of being a rockstar. Music was all I needed, well, until I realized I also needed to make money. To do so, I followed in my dad's footsteps taking a job selling vacuums, door to door. It sucked! Well, I sucked, because I didn't know what I was doing. But after attending the way too early 7:30 AM meetings, I learned sales skills and miraculously started to "drum up" business.

    But I was a musician so it was just cash. I eventually went on tour and performed on TV and radio, and it was awesome! When the tour ended, the reality of having no income hit me. Basically, I went from signing autographs to signing bad checks and almost went bankrupt. Since sales was the only other career I was good at, I decided "I'm going back into sales."

    That's when the love affair started. Through avid study, trial and error, and innovative thinking, my skills steadily improved. I discarded archaic tactics while cultivating insight that was simple, logical, and uncommonly effective. Serving prospects became euphoric to me.

    And then the breakthrough happened!

    My methodologies allowed me to change the face of insurance sales. I revolutionized an industry whose primary focus was product knowledge but lacked sales training. My modern telesales process became the catalyst to agents and agencies becoming multi-million-dollar producers. Those results inspired me to take the show on the road, branching out into all sales industries. 

    They say I'm genuine, enthusiastic, and funny, I say I'm results-driven, and getting results is all that matters. Plus, I like to be center stage, so speaking and training is a natural fit. I'll even ditch the leather pants and wear a suit upon request. ; )

    Are you ready to rock? Get in touch and let's chat.

    At your service,

    Rob Liano
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    • 27 min
    EP 87 - Jason Cutter - From Order Taker to Quota Breaker

    EP 87 - Jason Cutter - From Order Taker to Quota Breaker

    Jason Cutter is the Author of Selling With Authentic Persuasion and a Sales Success Architect & Keynote Speaker.

    From Jason
    “Your mandate is to ensure that if I want to double the number of sales, I don’t have to double the number of employees.”

    That was the conversation with my boss, many years ago, as I was brought in to help create scalable systems.

    To me, it was simple but wouldn’t be easy.

    They were a B2C enrollment company helping consumers mitigate their debt.

    When I began, we had 2 sales offices with 40 reps total.

    Each office had a trainer that taught what they thought was best. One even made up his own script.

    For every 10 people hired, maybe 2 were still there after 60 days.

    Inbound leads went to whoever was available, independent of performance.

    Only one metric was discussed: total sales for the day (# of leads, closing % wasn’t important to the sales managers – want more deals? Buy more leads)

    Reps were promoted to Team Leads (assuming they knew how to help their team win)

    No performance improvement process, structured coaching, support, documented accountability or consequences were in place.

    My job became building systems, processes, and structures for each part of the sales operation.

    Within 12 months, the sales team had:
    • 100+ reps, across 4 offices (2 were offshore)
    • Results-based recruiting process
    • Revised compensation & accountability plan
    • Structured New hire training program (built into an LMS), complete with testing
    • Real-time performance-based inbound lead distribution
    • Structured gamification program
    • Progression plan for reps, based on results
    • Structured sales rep skills coaching program
    • Ongoing education program
    • Leadership/management mentoring program

    All this = Scalable Sales Operation

    There were bumps along the way. I learned a lot about how to build scalable sales ops.

    One key was that I instilled the mantra “Marry the Vision, Date the Strategy!” (which helped the team embrace change)

    Now as a consultant, this is what I help guide companies to create.

    Whether it is full-scale sales ops transformation, Authentic Persuasion training workshops and coaching for the reps and managers, or mentoring and mastermind programs for sales leaders to help them get their organization to the next level.

    Want to find out if I can help you/your team and to get a copy of the Scalable Sales Success Iceberg & Checklist -
    DM, email (jason@cutterconsultinggroup.com) or call/text me – (206) 234-1848
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    • 42 min
    EP 86 - Ari Galper - Trust-Based Selling Over the Phone

    EP 86 - Ari Galper - Trust-Based Selling Over the Phone

    Ari Galper is the World's #1 Authority on Trust-Based Selling | Author of "Unlock The Sales Game" & "The One Call Sale" | Featured in CEO Magazine, Forbes, CNN, SkyNews, Australian Financial Review
    Ari Galper is the world's number one authority on trust-based selling and has been featured in CEO Magazine, Forbes, INC Magazine, SkyNews and the Australian Financial Review.

    As trust becomes the most important currency in the new economy, the act of selling as a dehumanizing
    experience, with endless “chasing” and multiple steps, has been completely re-invented and anchored in
    the timeless values of integrity and trust through Trust-Based Selling.

    In his best-selling book, "Unlock The Sales Game", Ari describes his revolutionary sales approach based on getting to the truth and why having a mindset of focusing on deep trust, instead of “the sale” – is ironically, 10 times more profitable.

    His new book launching soon, "The One Call Sale", is set to completely disrupt the entire sales industry as we know it today.

    “The One Call Sale” provides a simple road map for how to make the sale in one trust-based conversation.

    No more chasing, no pressure and no closing.

    Everything you learned about selling will be turned upside down.

    If you're sales cycle forces you into multiple steps, having to "chase" your prospects by "following up", you've lost the sale at the beginning of your sales process, due to a lack of deep trust.

    Ari is also the author of "Lessons From Toby", a special book about his son Toby who has Down Syndrome, who has made a major impact in Ari's approach to teaching authenticity and trust in his Trust-Based Selling approach, more about the book here: www.TobysBook.com.

    Join Ari on his next "Stump The Guru" live streaming show (UnlockTheGame.com/StumpTheGuru) and ask him your toughest sales challenges (anything at all!).

    Learn more at Unlockthegame.com. For media/podcast interview requests, contact Ari's assistant elisa@unlockthegame.com.
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    • 40 min
    EP 85 - Josh Cary - Fear: Zero. You: Won.

    EP 85 - Josh Cary - Fear: Zero. You: Won.

    Josh Cary is the Co-Founder of PodMAX | Podcast Host and Founder of Hidden Entrepreneur

    From Josh
    F That Noise! I help you remove that NOISE in your head through the same 5-step process (N.O.I.S.E.) I used to adjust the score; Fear: Zero. You: Won.

    Mission: helping entrepreneurs 'unmask' themselves, and reach the level of success they so desperately crave.


    Today I am the Hidden Entrepreneur. That is because I spent 4 decades (yep, 40 years) hiding the best parts of myself. I showed up in every situation of life, personal, social, and business as the person I thought others expected me to be (good ol’ fashioned seeking approval).

    I would HIDE my power. While also ignoring and resisting my skill, talent and ability that was desperately trying to surface. I wasn’t strong enough to allow it into the world. (Yet, ironically, I used all my strength to keep true ability at bay!)

    So it remained hidden for years.

    I allowed all others to help me perpetuate the false story and belief that I held as truth: That I am not valuable or capable, and nobody cares what I have to say or contribute.

    That was my public persona. My private persona, alone and behind closed doors, secretly knew a different story.

    I knew deep within myself that Josh Cary was very capable, very valuable, and had a great deal of power and skill to contribute.

    But because I sold myself that false story for so long, I had no choice but to keep that version alive and continue to hide my power.

    This dynamic created an ever-present emotion of anger, confusion, and frustration. I saw others doing the very things that I wanted to be doing. That I could be doing. That I should be doing. But I wasn’t doing.

    Relationships suffered as I spiraled into despair and depression. I felt continually more and more isolated and disconnected from the world around me. And more disconnected from my true self.

    Today, I work as a digital media and creative consultant, with the uncanny ability to bring the human side out of each person. And life now works a whole lot better.
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    • 23 min

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